A Sales Guy

JUNE 18, 2015

I was reading this killer post the other day, and it got me thinking. The post addressed what we do in our free time, but it was this quote that got my synapses firing: Decide when you are consuming and when you are creating. As I read it, I was struck by the simplicity of the statement, but even more by the power of its implication. It implies that everyone creates or consumes, and it’s this assertion that had my mind going crazy.

Represent 124

Represent Growth Start-ups Follow-up 124

Engage Selling

JUNE 18, 2015

Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, same old when it comes to their recruitment process and trying to find great talent to join their team. It’s surprising to see how many […].

Process 105

Process Sales Quota Pipeline 105

The Sales Hunter

JUNE 16, 2015

What does it take to be a high-performing leader? You don’t have to look very far — the word LEADERSHIP broken down says it all: Listen Empower Attitude Driven Encourage Relate Simplify Helpful Imagine Passion Listen: Leaders take the time to listen to what is being said and, more importantly, to what is not being […].

Sales 109

Sales 109

ConversionXL

JUNE 16, 2015

Here’s another presentation from ConversionXL Live 2015 (sign up for the 2016 list to get tickets at pre-release prices ). While optimization is fun, it’s also really hard. We’re asking a lot of questions. Why do users do what they do? Is X actually influencing Y, or is it a mere correlation? The test bombed – but why? Yuan Wright, Director of Analytics at Electronic Arts, will lead you through an open discussion about the challenges we all face – optimizer to optim

Objectives and Key Results 102

Objectives and Key Results Launch Drivers/motivators Gate keeper 102

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Follow-up

A Sales Guy

JUNE 19, 2015

Alright, #heykeenan Take 2 is up and I’m answering a question from Gene Carr , CEO of Patron Technology. Gene wanted to know what I look for when I hire salespeople. It’s a great question and my answer might surprise you. Get my take on anything, ask your questions at #heykeenan on Twitter.

Technology 115

Technology Technology Sales 115

Understanding the Sales Force

JUNE 16, 2015

Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers. My team, the Boston Red Sox, just lost their seventh consecutive game. They are in last place and heading for their third last place finish in the past four years. The outlier year was 2013, when they won the World Series.

Sales 97

Sales Gaming Promote Price 97

Partners in Excellence

JUNE 15, 2015

A reader asked how to overcome individuals’ and organizational fear of transformation. My knee jerk reaction was that irrelevance is much more scary than transformation. Change, continuous improvement, adaptability, even transformation are not options in today’s business world. They are mandatory if we are to grow and thrive. They are virtually mandatory of we are to survive.

Technology 93

Technology Technology Market share Customers 93

The Sales Hunter

JUNE 13, 2015

What are you doing to help others succeed? In working with salespeople, I have found that the ones who are truly great are deeply committed to seeing beyond themselves. They purposely seek ways to help others succeed, whether they be customers, colleagues or peers. I have been looking closely at what sets great salespeople […].

Closing 94

Closing Sales Customers Drivers/motivators 94

Engage Selling

JUNE 17, 2015

Today I’ll speak on new technology and how chosing the right tools can help you improve your work as a sales leader. At the same time, be prepared that I also advocate jettisoning those old technologies that are not serving you well anymore. Today I’ll speak on new technology and how chosing the right tools can help you improve your work as a sales leader.

Technology 88

Technology Technology Sales Up-sell 88

Hubspot

JUNE 17, 2015

Calling out other people's grammar mistakes has become a favorite internet pastime. From news articles and blog posts to emails and tweets, if there's an error in there, someone's going to remark on it. Especially if it's made by a brand. ( Hey, we're guilty of it, too.). And who could blame them? I also feel a certain sense of pride when I find a typo in a popular book.

Territory 78

Territory Start-ups Follow-up Conversion 78

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

Retail

Partners in Excellence

JUNE 17, 2015

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising and delighting them. In truth, I’ve been raised in this camp and have espoused some of these concepts myself. Just the concept of “added value,” is actually value over and above what the customer needs and expects.

Price 89

Price Process Customers Start-ups 89

The Sales Hunter

JUNE 19, 2015

This is tip #10 in my list of must haves for successful negotiations: Know the right way to leverage emotions! First of all, never allow your emotions to enter into the process. However, don’t hesitate to leverage the other person’s emotions right at the point of closing the sale. This sounds simple, and it […].

Negotiate 93

Negotiate Sales Closing Process 93

Engage Selling

JUNE 19, 2015

There’s a lot of talk in sales these days around the millennial generation. Are they really jumping from one job to another? Can you make this generation profitable? For timeless strategies that increase sales, regardless of the generation, pick up your copy of Nonstop Sales Boom!

Product 87

Product Sales Pipeline Drivers/motivators 87

Hubspot

JUNE 16, 2015

Google's made thousands of changes to its algorithm over the years, making it difficult for marketers to keep up with exactly how to optimize their content for search in this day and age. Old tried-and-true SEO tactics suddenly don't work anymore and there are tons of new ranking factors we need to consider. What's a marketer to do? To help you started with a solid SEO strategy in 2015, Kuno Creative created the flowchart below.

Start-ups 78

Start-ups 78

Advertiser: ZoomInfo

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

Promote

Partners in Excellence

JUNE 17, 2015

A while back I was involved in a discussion about performance. For some reason, a specific individual had drawn the attention and ire of a top executive—rather an account that individual was responsible for was drawing the ire of the executive. The issue was real, the account–a major channel partner–wasn’t performing, in fact it was creating problems for my client.

Relationship Management 87

Relationship Management Meeting Clients Conversion 87

The Sales Hunter

JUNE 18, 2015

I am looking closer at the Top 10 Reasons Why Most Prospecting Programs Don’t Work and What You Can Do About It. #1 was using the same prospecting process for all your prospects. Today we come to #2: Having TOO many prospects in your pipeline. This tip rubs a lot of people the wrong way, especially […].

Pipeline 91

Pipeline Prospecting Process Sell 91

Engage Selling

JUNE 16, 2015

“Colleen – how can I get more referrals?” This is an important question, and one I get asked quite frequently. If you’re not taking advantage of referrals in your business, you are leaving (lots of) money on the table. Referrals are, simply put, critical for any business looking to grow and expand. A referred prospect is […].

Referrals 85

Referrals Prospecting Clients Pipeline 85

Hubspot

JUNE 15, 2015

Did you know the average person sends 41 emails per day at work? Normally, when you're doing something that often, you try to make sure that you're actually doing it right. But when it comes to emails, many people are forgetting to optimize one crucial thing: their email signatures. In fact, according to Evercontact , 39% of people are making a really silly mistake in their email signatures: They include their email address.

Meeting 78

Meeting 78

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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.

Pipeline

SalesLoft

JUNE 19, 2015

Meet The Salesloft Staff: Mitch Touart. Mitch’s Bio: November marks one year since Mitch joined the Sales Development team as an SDR, but within his first year at Salesloft he’s quickly risen to a Team Lead position. Mitch’s unique perspective and tenacity in sales has served as a great model for newer SDRs on the team. Always looking for a creative way to reach new prospects, Mitch has a way of making everyone, prospects and team members alike, feel comfortable and excited ab

Construction 52

Construction Sales Drivers/motivators Strategize 52

The Sales Hunter

JUNE 16, 2015

As we look at the negotiating skills you must know, we come to #9 in my list. You can see the previous 8 tips at this page. #9: Use time as a tool to demonstrate your willingness to wait or to demand they accept your offer. Either way, know your strategy in advance as […].

Negotiate 91

Negotiate Sell Sales 91

Engage Selling

JUNE 13, 2015

For the most part I have had nothing but extraordinary service while in the UK. These hotel and taxi practices are not difficult to replicate nor are they expensive to implement. They will encourage repeat business and increase profits from referrals. Why aren't more service providers catering to customers in this way?

Referrals 79

Referrals Repeat business Service Customers 79

Hubspot

JUNE 19, 2015

As marketers, we strive to communicate with consumers in the ways that they prefer. In fact, marketing is becoming increasingly consumer-driven. For example, with the rise of social media marketing, brands can communicate directly with their customers to develop products that sell, and consumers essentially become product “co-creators.” Today, 80% of online content is user-generated , and content will increasingly come from a customer’s peers.

Promote 77

Promote Entertainment Trust Niche 77

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Campaign

SalesLoft

JUNE 18, 2015

It’s a hard knock life for a sales development rep, especially in the SaaS industry. With a market that’s exploding with new technologies by the second, SDRs need to be creative, competitive, and sometimes, a little strategic with how, when, and where they reach their prospects. Between all of the calls and the emails and the endless conferences and networking opportunities, prospects are inundated with eager sales development reps trying to convince them why their service is the right solution

Appointment 52

Appointment Strategize Follow-up Networking 52

The Sales Hunter

JUNE 16, 2015

“Are you satisfied with what you are becoming?” Ask yourself that question. Now ask yourself this question with a real sense of self-reflection. The author of The Payoff Principle, Dr. Alan Zimmerman, poses this question early in his book and he does it with one goal: To get you, the reader, to question why […].

Drivers/motivators 88

Drivers/motivators Sales 88

SBI

JUNE 18, 2015

CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready. What were they? Were you expecting to have a great deal more insight into your sales pipeline?

CRM 51

CRM Strategize Pipeline Follow-up 51

Hubspot

JUNE 19, 2015

With over 270 million active global users , Twitter is a great platform for businesses to communicate with their current audience, gain new prospects, and drive traffic to their websites. But just because lots of people are on Twitter doesn't mean they all use it the same way. For marketers looking to drive traffic, subscribers, leads, and customers to their websites, knowing more about who uses the platform and how they use it is essential.

Prospecting 76

Prospecting Customers 76

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.

Gaming

SalesLoft

JUNE 13, 2015

We’re going to play a quick game of word association: Hollywood Walk of Fame…. Golden Gate Bridge…. Top Tech Startups…. Chances are, you said “California” for each of these phrases. Well, considering the first two are pretty locked in, the only one up for grabs is “Top Tech Startups.” Here at Salesloft, we motion to change that association to “Atlanta,” and here’s why.

Gaming 52

Gaming Sales 52

The Sales Hunter

JUNE 14, 2015

Are you an optimist? Great salespeople truly understand the power of optimism. And they are not only optimists ON the job, but off the job as well. Optimists attract opportunities. They also build opportunities for others. Are you an optimist? Check out the video to see what I mean: Copyright 2015, Mark Hunter “The Sales Hunter.” […].

Drivers/motivators 82

Drivers/motivators Sales Sell 82

Sales Gravy

JUNE 17, 2015

If your product or service is out of a prospect’s budget, or if they feel it’s too expensive, then it doesn’t matter how much value you give it – they aren’t going to buy from you.

Closing 40

Closing Prospecting Service Product 40

Hubspot

JUNE 15, 2015

When I was a freshman in college, one of my very first professors gave our class a piece of advice that I'll never forget: "Begin emails with 'Hi,' not 'Hey.'". If you were expecting some awe-inspiring, TED-talk-worthy words of wisdom, it might've surprised you that this is what's stuck with me over the years. I mean, what's the big deal with saying "Hey"?

Technique 76

Technique Territory Niche Networking 76

Advertiser: ZoomInfo

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.

Service