Anthony Cole Training
APRIL 20, 2016
The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.
ConversionXL
APRIL 19, 2016
You’ve read about color psychology, system one and two, emotional persuasion, etc. I know you have because it’s everywhere. It’s on KISSmetrics, Forbes, Entrepreneur, Inc., Help Scout, HubSpot… you name it. Hell, we’ve covered some of these topics ourselves. Why? Well, because many psychological triggers do, in fact work.
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A Sales Guy
APRIL 19, 2016
Tell the truth. You’re not going to be able to meet the customers implementation requirements as you thought. Your product or service doesn’t deliver a particular feature that’s important to them. Your team screwed up and didn’t see the requirements and ended up coding the wrong thing. There was a defect in your production line.
Hubspot
APRIL 22, 2016
The use of Growth-Driven Design (GDD) is an effective, dynamic marketing approach. Unlike traditional web design, which can be hypothesis-based and largely static, GDD is dynamic, evolutionary, and implemented based on real feedback and user data. As such, it is particularly valuable for ecommerce retailers’ websites. Why? In order for an ecommerce site to be successful, it needs to contain consistently fresh, relevant, interesting and educational content that speaks directly to its customers an
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Understanding the Sales Force
APRIL 21, 2016
My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks and rabbits, the family of foxes that live on our property, deer, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill!
The Sales Hunter
APRIL 19, 2016
While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others. Below are the 5 traits I found time and time again in those who were consistently delivering results far above the norm when it comes to prospecting. 1. […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SalesLoft
APRIL 22, 2016
Women in sales are taking the world by storm. And last week, we sat down with three of the industry’s top ladies to get their take on the gender’s growth within the sales development community. Trish Bertuzzi , CEO of The Bridge Group (and best-selling author of The Sales Development Playbook ), Lori Richardson , B2B Sales Growth Strategist of Score More Sales , and Emmanuelle Skala , VP Sales at Influitive, sat down with Salesloft’s Director of Marketing, Tami McQueen to break down barriers a
Understanding the Sales Force
APRIL 18, 2016
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Last week I was invited to download the 2016 InsideSales.com Business Growth Index Report. I read through it today and while I wasn't terribly surprised by anything, there were a few findings that are quite interesting, showing that some companies aren't making very good decisions, and these decisions could be representative of your company too.
Partners in Excellence
APRIL 21, 2016
I’m amazed by the number of CEO’s I speak with that don’t want to have sales people. Most of them do have sales people—begrudgingly. But because of their attitudes, their sales organizations suffer, reinforcing the CEO’s perspective that sales people are worthless. These are otherwise smart, even brilliant business executives, who don’t like or don’t believe in the function of sales.
The Sales Hunter
APRIL 22, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: The […].
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
SalesLoft
APRIL 20, 2016
Find out the sales development books that helped put Derek Grant on the map! To build up the sales development community and serve the needs of revenue generating teams around the world, an organization’s VP of Sales must be a fearless leader. Derek Grant joined our ranks last May as Salesloft’s new VP of Sales and is a proving to be a power player in the Atlanta SaaS startup scene.
Engage Selling
APRIL 19, 2016
Is your business experiencing wild swings in revenue? This may surprise you, but relaying too much emphasis on closing business for your sales team is actually counterproductive to increasing your revenues. What?! Let me explain.
Score More Sales
APRIL 20, 2016
This week I’m attending in and participating in LS16 – a Leadership Summit hosted by the AA-ISP, American Association of Inside Sales Professionals. This is a big annual event, and yesterday I met many people who were there for the first time and feeling a bit overwhelmed. Here are 5 tips for making the most of your time at an industry event. Experience has shown that most of us don’t do much pre-event planning, don’t maximize our time at the event, and definitely don’t follow up as we should.
The Sales Hunter
APRIL 19, 2016
Yes, it is your job, but are you willing to admit that you might not know how to do it? Too many sales managers think their role when it comes to prospecting is to merely measure the results, berate the underperformers and push those doing it to do it even more. Here are 4 things […].
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SalesLoft
APRIL 18, 2016
The Sales Development Rep (or outbound rep) whose main goal is setting qualified meetings – has the hardest job in sales, in my opinion. Here are a few of the major problems they face and some ideas on how to deal with them. – by John Barrows. Problem #1: Prospecting Sucks. No one loves prospecting – and if you do, then there’s something wrong with you.
Engage Selling
APRIL 22, 2016
Could it be time to introduce commissions that are more than just a financial incentive? Need more insights to help your team create lasting sales results? Get your copy of Nonstop Sales Boom.
Partners in Excellence
APRIL 20, 2016
I’m seeing a trend toward increasing prescription in selling. By that, I mean marketing, sales enablement, or management are prescribing the activities, actions, scripts, conversations their people should be having. Many of the new technologies seem very focused at providing prescriptive guidance to the conversations sales people have with prospects and customers.
The Sales Hunter
APRIL 18, 2016
Take one thing this week and work harder at it than everything else. There’s something that can be said for the momentum you gain when you focus on significant improvement on one task or one aspect of your selling technique. If you do this each week with something different, you will boost your success […].
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Hubspot
APRIL 20, 2016
Not sure if video marketing is worth your time? Here's an eye-opening statistic for you: According to Aberdeen , businesses that use video grow revenue 49% faster year-over-year than businesses that don't. Still not convinced? Here's a SlideShare presentation with more stats that illustrate the importance of video. Of course, even if you are completely sold on the idea of incorporating video into your business's marketing program, there's still the issue of actually creating the videos.
Engage Selling
APRIL 21, 2016
You cannot grow your business with a particular client if you’re relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.
ConversionXL
APRIL 18, 2016
Your users will make mistakes. It’s inevitable. That’s what error messages are for – but so many companies are doing them poorly, and they’re p **g off potential customers in the process. So, how can we better design error messages to increase user experience, and therefore, increase conversions ? Error Message Errors and How They Affect UX. Error messages can be so frustrating.
The Sales Hunter
APRIL 21, 2016
Who do you listen to? Who do you look to for new insights and ideas? One of the things I enjoy most is being able to meet with and listen to great thought leaders. With a big portion of my time spent speaking at conferences, I have a unique opportunity to connect with some […].
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Hubspot
APRIL 22, 2016
When it comes to improving productivity in the workplace, much of the advice we hear centers around the mindset or motivation of the individual in question -- advice like " You need to set goals for yourself," or "You need to focus on your passion," or "You need to meticulously plan every portion of your day down to the millisecond.". And while such advice can potentially be helpful, there's one aspect of improving productivity that we often overlook: our environments.
SalesLoft
APRIL 19, 2016
Sales Development Reps have the toughest task of setting qualified meetings and filling the sales organization’s revenue pipeline every single day. But we believe that sales development is the future for truly successful sales teams. Through sales stack tools like Salesloft, reps can build a rhythm of phone calls, sales emails and social touches for their team to follow consistently.
ConversionXL
APRIL 20, 2016
When writing copy for a landing page, especially for a B2B site, do you write in plain language that everyone can understand or do you use technical jargon? Most common wisdom has said that jargon doesn’t work in copy, but that’s a blanket statement that may not always be true. There are certain times when jargon is totally appropriate. There are also times (many of them) where jargon is straight up cringy.
Hubspot
APRIL 18, 2016
When you think of lead nurturing, do you think of a series of well-timed, relevant emails to a perfectly segmented audience? Of course you do. And you would be right. In practice, email is the primary channel for lead nurturing. However, supplementary channels such as paid retargeting also serve as an effective way to gently help an engaged prospect along the buyer's journey.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Hubspot
APRIL 20, 2016
Whether or not you use it, we’ve all heard of Snapchat. And regardless of your preconceived notions about it, this photo/video sharing app has quickly become popular with adults over the last year, making it a serious contender in the social media world. Snapchat is no longer just for teens, but for moms too! So how can marketers take advantage of this increasingly mainstream tool?
Hubspot
APRIL 18, 2016
Whenever you watch an episode of Shark Tank , there always seems to be at least one product an entrepreneur pitches that makes you go: "Whaaa?". That's a big part of Shark Tank 's appeal. If every product (or service) that got pitched on the show was perfectly reasonable, and perfectly matched to some target market, the show's ratings would likely plummet.
Hubspot
APRIL 16, 2016
This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Voicemail is an essential tool for salespeople. Reaching a prospect on your first call attempt is never a guarantee, so salespeople spend hours practicing and perfecting a compelling voicemail template that will hook buyers’ attention and get them to call back.
Hubspot
APRIL 19, 2016
Social proof is essential to any marketing strategy. User-generated content (UGC) in the form of customer reviews and pictures addresses the ecommerce pain point of uncertainty that affects shoppers and store owners alike, while providing social proof. Shoppers sometimes hesitate to buy online because it can be difficult to gauge information about the fit and quality of items without seeing them in person.
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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