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 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.
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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.
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.
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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.
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.
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.
ConversionXL
MAY 24, 2017
“Our A/B testing tool’s visual editor allows marketers to set up tests without needing developers!” A version of this is communicated by pretty much every testing tool out there. Their websites show off screenshots or videos of visual editors. But it’s wrong. You shouldn’t use visual editors to set up tests. Saying that non-devs can set up AB tests now is misleading and wrong.
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.
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.
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
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
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 ?
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 24, 2017
These days, the phrase "content is king" still holds true (to an extent). But the rules surrounding content production as well as our understanding of it as marketers has changed. No longer is it about having content in spades, it's all about quality. Having one great piece of content is always going to be better than 10 second-rate pieces that don't add any value for readers.
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. […].
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
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.
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 22, 2017
When I get a job interview, there's a lot to prepare. I diligently research the company and my interviewers, pore over Glassdoor interview questions, and print out copies of my resume and portfolio. When I interview someone else, it’s easier to prepare. I don’t have to put together the perfect outfit, I don’t have to worry about how to find the restroom, and at the end of the day, I don’t have to worry about if I got the job or not.
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 […].
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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.
Partners in Excellence
MAY 22, 2017
As a warning, I’m on a rampage and am channeling my inner Keenan, so I’m likely to explode and use strong language. I’m seeing all the tired old statistics circulating again. The numbers are all over the place: Customers are 57-92% through the buying process before engaging sales. 72-94% of buyers are B2B buyers are researching on line. 68% of B2B buyers now purchase goods on line.
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.
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 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 […].
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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
Partners in Excellence
MAY 25, 2017
Over the past couple of days, I’ve participated–at a distance–in an interesting conversation. Let me clarify, the conversation was interesting, but the dynamic of the conversation and what destroyed it was more interesting. To provide some background, the conversation was on LinkedIn, I had gotten involved because it was about an article I had written that a friend had shared.
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 »
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.
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.
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.
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.
Engage Selling
MAY 26, 2017
Our team spends a lot of time working with our clients on compelling value propositions and client testimonials.
Hubspot
MAY 23, 2017
Marketers and readers agree -- videos and social media make up the next great frontier of content marketing and distribution. The harder question to answer: How do we quickly and easily make those shareable videos our audiences want to see on social media? There are a lot of ways to create video content directly within social media apps. Think: Facebook Live, Periscope, and Snapchat Stories.
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.
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.
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