Understanding the Sales Force
JULY 11, 2016
I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it.
The Sales Hunter
JULY 12, 2016
It’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […].
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A Sales Guy
JULY 11, 2016
I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous. Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by management.
Score More Sales
JULY 15, 2016
I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion.
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Understanding the Sales Force
JULY 13, 2016
Image Copyright 123RF Stock Photo. Verne Harnish is the President of Gazelles - the coaching organization that helps fast growth companies. In addition to his best-selling books, Mastering the Rockefeller Habits and his latest, Scaling Up , he writes the Weekly Insights, which I always read from top to bottom. In his June 30 insights, Verne included a quote from Greg Brenneman, author of Right Away and All at Once - 5 Steps to Transform Your Business and Enrich Your Life.
Hubspot
JULY 11, 2016
We spend hours planning out every detail of each campaign, crafting the perfect copy and agonizing over fonts, colors, and spacing. We talk through our personas, target audiences, and messaging. We build emails from scratch or lovingly modify templates so that we’re putting our best foot forward with our email marketing campaigns. With all the blood, sweat, and tears that go into our emails, there’s nothing more heartbreaking than finding out the message never made it to our subscribers.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SalesLoft
JULY 14, 2016
When it comes to sales messaging, the power of asking the right questions is your strongest asset. And while matching the sales messaging of your buyer and asking the right questions can be tough, you can always uncover your prospects’ pain points and objectives with the right discovery strategy. When you close a sale, it’s the most gratifying moment in the process for any salesperson.
Score More Sales
JULY 11, 2016
It is always good to see great sales skills in action. While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. She was polite and friendly, getting everyone she approached to interact with her.
Hubspot
JULY 12, 2016
When you've got an important email to write, it can seemingly take hours. You write, revise, delete, and agonize over every word, link, and even your email signature. And if you are selling your staff's time in the form of the billable hour, this can be a huge waste of resources. While we're talking about one-on-one communication, it's a worthwhile pursuit to create a library of canned email responses or templates that your team can use for specific activities or in response to clients.
The Sales Hunter
JULY 10, 2016
Are your goals BIG enough? If a goal is worth having, shouldn’t it be big enough to drive you to a level of success you didn’t think was possible? If you don’t dream it, plan it and then do it, then it has zero chance of ever becoming the big goal you want to achieve. […].
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
JULY 13, 2016
July has been a big month for our product team over here at Salesloft, and we’ve been working hard on some big new releases coming to your desktops soon! But to tide you — our loyal users — over, we knew we couldn’t keep everything under wraps for too long. So, we decided would share some of the Salesloft product enhancements we’ve pushed live in the meantime: 1.
Engage Selling
JULY 15, 2016
It’s rare to find an individual that is immune to a periodic sales slump. Learn how to break out of one. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
Partners in Excellence
JULY 14, 2016
Inevitably, as I do pipeline and deal reviews, I see sales people hanging onto too many bad deals. The deals are hopeless, the sales person may reluctantly admit it, but stubbornly wants to keep it in their active pipeline. These deals arise for all sorts of reasons, some good, but most bad. There are those deals way outside the sweet spot. Perhaps someone responded to a call or email, thinking there might be a fit or a need.
The Sales Hunter
JULY 15, 2016
I receive all kinds of notes from salespeople and sales managers sharing with me their big dreams. They don’t use the word dream, but that’s what they are. They’re dreams because they’re so far out there that the probability of achieving them is next to zero. Little kids are great dreamers. We call it having […].
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SalesLoft
JULY 12, 2016
Congratulations! You’ve decided to take your sales organization to the next level and build a sales development team. We’re excited to have you on board, because we believe that the sales development process is the biggest innovation to happen to sales in the last decade. So, you’re in a great starting place with sales development onboarding. But before we get started with the background and daily processes you’ll need to equip your team, there’s something you should know….
Hubspot
JULY 11, 2016
The landscape of content is evolving. In an age where most advertisements fall victim to the "skip" button, it takes something truly creative to make people pay attention. It's no longer enough to simply create a straightforward ad -- to shine, content must make us laugh, cry, think, and believe. There is no bigger stage for celebrating advertising that moves us than the Cannes Lions International Festival of Creativity.
Partners in Excellence
JULY 11, 2016
My last pose in this series was Disconnected Sales Execs. This week, I continue focusing on the “Super Hero” Sales Managers. We know who these types of sales managers are: They’re the people who swoop in on deals, taking them away from the sales person, closing the deals themselves. Of the differing types of Dysfunctional Sales Managers, this is probably the worst, for a number of reasons.
Engage Selling
JULY 12, 2016
How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long.
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ConversionXL
JULY 13, 2016
“What is beautiful is good,” the saying goes. This saying stems from a belief that attractiveness correlates to other good qualities. In a phrase, attractiveness is a Halo Effect. Of course you can see that on the surface, the logic in that saying is flawed. What’s beautiful has nothing to do with what is good. But we still conflate overall perception and individual traits, making our judgement of things less accurate than we believe.
Hubspot
JULY 14, 2016
While the content your business creates is important, delivering it to the right people is easily half the battle. Using Facebook’s paid tools to expand your reach might be a no-brainer, but leveraging them to their full potential is another question entirely. Facebook's advertising platform allows marketers to effectively target a specific audience, which makes it far easier to deliver content to the people that actually want to see it -- resulting in higher engagement.
Partners in Excellence
JULY 13, 2016
Over the past 5 years, we’ve been trying to understand sales performance. As part of this, we’ve conducted a comprehensive study of several hundred organizations, including 0ver 30,000 sales managers/executives. The results of this study are stunning–though they reaffirm beliefs we held. What surprised us was the magnitude of the performance differences.
Engage Selling
JULY 14, 2016
You offer a great service and haven’t received any complaints. Yet, you still feel a void between yourself and your client.
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SalesHandy
JULY 11, 2016
80% of the free trial users just fade away and never become paying customers ( source ). How can SaaS startups tap into such a huge volume of prospects and successfully convert them into paying customers? Of course, there are some tips and ideas, which I have mentioned below, but the ultimate takeaway is for you to not fade away from your customers’ mind and to stay connected throughout the trial period.
Hubspot
JULY 11, 2016
Do you have what it takes to succeed in today's modern marketing world? As the marketing landscape continues to shift, the requirements and expectations surrounding content marketing roles are evolving. Even if you've got the strongest writing chops in the game, you'll need to find other ways to expand your skills if you want to differentiate yourself.
Partners in Excellence
JULY 15, 2016
Thrashing, at least in the manner I’d like to discuss, is actually a very technical term used by computer scientists and IT people. From Wikipedia: “In computer science, thrashing occurs when a computer’s virtual memory subsystem is in a constant state of paging, rapidly exchanging data in memory for data on disk, to the exclusion of most application-level processing.
SalesLoft
JULY 11, 2016
Being positive isn’t always the most popular choice, especially when it comes to company core values. In high school, the “cool kids” weren’t the ones raising their hands in class, coming to practice prepared, and standing up to bullies — they were the bullies. They were the ones rolling their eyes at teachers and scoffing at the kids doing the “uncool” thing: being positive, supportive, and self-starting.
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.
ConversionXL
JULY 14, 2016
Can you remember the last time your parents scolded you for swearing? Throughout childhood, we’re conditioned to believe that swearing is inappropriate and crass. You could offend someone, it makes you seem uneducated, it’s unprofessional in the workplace… the list of reasons we’ve been told not to swear goes on and on. But how bad is swearing, really ?
Hubspot
JULY 12, 2016
There are a lot of reasons to avoid display ads. In recent years search, social, and video ads have cruised past display as the go-to ad format for digital marketers looking to give their campaigns a boost -- and for good reason. There’s not much to love when you look at display ad performance in aggregate. People don’t generally click on them or trust them, and many are actively blocking them.
Hubspot
JULY 13, 2016
Whether you’ve worked in the industry for 25 years or two years, it can be difficult to navigate the complexities of a career. This includes figuring out the internal politics, processes, and opportunities that drive growth within a company and the small steps and education that lead to defining the different stages of a person’s professional career.
Hubspot
JULY 15, 2016
What if we are approaching agency new business all wrong? We marketers help our clients generate awareness and new sales every day, so when it comes to driving new b usiness for ourselves, no wonder we apply what we know best. As a rule, us agency folks place a lot of importance on outbound sales and inbound marketing. It’s where we look first when the well is dry.
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