The Sales Hunter
MAY 23, 2017
1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline than you support with the right […].
Hubspot
MAY 26, 2017
Every marketer faces different challenges. Although we typically share similar goals, some teams are stuck on hiring top talent, while others are having trouble finding the right technology for their needs. Whatever the case may be, there’s always at least one area that you can stand to improve. In other words, there’s always room to optimize the various components of your strategy and turn your marketing into an even more effective revenue generator.
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A Sales Guy
MAY 23, 2017
The next episode of The Real Deal of Sales is out and as usual, it’s a good one. In this episode, I ask sales people what advice they would give other sales people. I’m not disappointed when it comes to people helping others. Their advice was spot on. Don’t forget to check out my take and remember to subscribe. Watch: The Real Deal of Sales.
Partners in Excellence
MAY 22, 2017
Steve Burton posed an interesting question on LinkedIn: When a large ticket item 500k + is purchased in a B2B transaction how much of it so you think is down to the salesperson’s skill ? If we analyzed some these deals would the majority just be down to the buyer putting the 3 most well known options on the table and picking the most sensibly priced deal with the simplest on boarding ?
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Score More Sales
MAY 22, 2017
One of the BEST ways to communicate with others is to be able to think on your feet. It’s called extemporaneous speaking. Yea, I know – big word. It is the ability to respond “in the moment” often without preparation to a buyer when they throw you a curve as they reply to you in a normal conversation.
Hubspot
MAY 25, 2017
At most companies, it can feel like marketing and sales are far from being on the same team. According to the 2017 State of Inbound report, fewer than half of marketers would describe their respective companies' Sales and Marketing teams as "generally aligned.". And that's a problem. Here at HubSpot, we're lucky to have a strong, healthy relationship between marketing and sales.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MAY 24, 2017
There seem to be a couple of prevailing schools of thought promoted by self proclaimed experts on the Future of Selling. An increasingly dominant one has a very negative view of selling (ironically, promoted by many who sell their products/services to the sales function). While I may be overstating it, their view is the majority of sales people are mediocre to outright bad.
Pointclear
MAY 23, 2017
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14
Hubspot
MAY 22, 2017
No other B2C industry has thrived on Instagram quite like the fashion industry. Between their carefully curated photos, expertly targeted ads, and decisive adoption of Instagram Stories, fashion and beauty brands have become masters of consumer engagement on the visual content platform. And brands from any industry could learn a thing or two from these inspirational feeds.
Heavy Hitter
MAY 25, 2017
Inexperienced salespeople don’t know what they haven’t seen for themselves. Usually, they gain their experience through the school of hard knocks. Unfortunately, this takes time. But if they emulate a successful practitioner, this timeframe can be shortened and the predictability of results can be improved. A sales mentor’s sales intuition has been honed by many years of customer calls; therefore, their judgment is respected and advice highly sought after.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
The Sales Hunter
MAY 25, 2017
A few months back, I had a specific problem in my business and I needed help. I began searching on the Internet and talking to others I knew about who might be the right person to hire. Over the course of a few days, I visited a number of websites and downloaded information from several of them. […].
Partners in Excellence
MAY 23, 2017
Let’s face it, we care about what we care about–usually, it’s about ourselves. Are we achieving our goals, are we getting the things done that are important to us? It’s our highest priority. Not that we are bad people or don’t care about others, but we are fundamentally driven by what is important to us and our abilities to achieve our own goals.
Hubspot
MAY 26, 2017
In 2016, 96% of Google's revenue came from paid search (or pay-per-click) advertising. Clearly, marketers are taking advantage of AdWords, but what does a great PPC campaign even look like? How do you ensure it drives ROI for your company? How do you even do a Google AdWords campaign? To help you get started the right way, we're breaking down the basics of how to use paid search below.
Engage Selling
MAY 26, 2017
Our team spends a lot of time working with our clients on compelling value propositions and client testimonials.
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The Sales Hunter
MAY 26, 2017
Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! Whoa! What did I just say? You read it right. Nobody can motivate anybody. The best we can do is create an environment for others […].
SalesLoft
MAY 26, 2017
“Progress is impossible without change, and those who cannot change their minds cannot change anything.”?—?George Bernard Shaw. Modern sales leaders know that making changes within organizations or teams is required to take your company to the next level. Org charts are reorganized and new technologies are implemented all the time to keep organization relevant and give them the leg up on competitors.
Hubspot
MAY 26, 2017
Did you know that the average technology user in the United States spends nearly 11 hours per day looking at screens? Sure, a lot of that time is spent at work on computers and mobile devices, but the rest of it is spent at home. And as it turns out, exposure to screens and other technologies can have adverse health impacts -- especially if it's too close to bedtime.
Engage Selling
MAY 25, 2017
I’m excited to announce that I’ll be part of Inbound Sales Day! On June 6th, 2017, I’ll be hosting an exclusive session where I’ll be revealing the six traits the best sales managers have and how to develop them in yourself.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
The Sales Hunter
MAY 21, 2017
Think about the energy you cast and share with others. Are you energetic? Do people love hanging around you? Your energy and body language have a great impact on your connection with others, as well as your influence on their success and your success. Check out the video to see what I mean: Copyright […].
SalesLoft
MAY 24, 2017
As a sales manager, call coaching is one of the most effective tools you have for improving an Account Executive’s performance and the buyer’s purchase experience. Few training methods allow you to move out of the hypothetical realm and apply learning to real world conversations. And it’s this real world training that has the biggest impact on your team.
Hubspot
MAY 25, 2017
We write a lot about artificial intelligence here at HubSpot. You might be excited about it, or slightly concerned that AI will take your job -- and then take over the world. And while AI is important and interesting, I'm going to ask you to put a pin in that so we can talk about another type of intelligence: emotional intelligence. Emotional intelligence doesn't involve bots or machine learning, but it still could have a huge impact on your job, your success, and your happiness at work.
Engage Selling
MAY 20, 2017
We’re now more than one generation deep into a Digital Revolution: one that is every bit as profound as the Industrial Revolution that preceded it, and we are still learning as we go about how these changes are influencing the … Read More »
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sell Or Die
MAY 26, 2017
Jeffrey and Jen are in Amsterdam and stunned by all of the communication gaps that are bridged in the name business. It has them thinking about what kind of communication it takes to bridge gaps in workplace culture. It's a constant focus of our guest, Tami Schlicter, president of Ajax Union marketing. She's a millennial managing machine and artificial intelligence expert.
SalesLoft
MAY 22, 2017
Imagine after sending an ideal prospect an intro email, you follow up with a phone call to further discuss your product. You successfully get them on the phone, explain your purpose, and they say, “No, I didn’t receive your email. One second, let me check…oh, it looks like it was in my spam folder.” As a sales rep, that’s probably the second-to-last thing you want to hear.
Hubspot
MAY 25, 2017
According to the latest Radicati report, the total number of business and consumer emails sent and received in 2017 is likely to reach 269 billion. And that number is expected to jump to 319.6 billion by 2021. Email marketing isn't going anywhere. But there’s a big catch. With so many emails landing in our inboxes, there needs to be something unique about your emails so that you stand out from the crowd.
The Sales Hunter
MAY 25, 2017
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Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Sales Gravy
MAY 24, 2017
You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you. Walt Disney When I read this quote, I immediately resonated with it.
ConversionXL
MAY 22, 2017
I’m sure you consider yourself data-driven. You make decisions based on data. Problem is, most companies aren’t using their data to the capacity they could be. It’s almost a universal problem, and it means you’re leaving money on the table. You see, the current structure of the modern marketing stack leads to a large amount of data fragmentation.
Hubspot
MAY 24, 2017
The other day, I was airing some grievances to a friend. The whining topic du jour: artificial intelligence, or AI. “Every time I hear about it, I think, ‘Sure, that’s cool,’” I said. “But sometimes I wish it would slow down -- there’s so much happening there, and so fast.”. “Well, I have bad news for you,” my friend told me. “It's not going away anytime soon.”.
Understanding the Sales Force
MAY 23, 2017
Cold calling is dead. Not. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day.
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