A Sales Guy
SEPTEMBER 14, 2015
What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.
ConversionXL
SEPTEMBER 14, 2015
When should you use bandit tests, and when is A/B/n testing best? Though there are some strong proponents (and opponents) of bandit testing, there are certain use cases where bandit testing may be optimal. Question is, when? First, let’s dive into bandit testing and talk a bit about the history of the N-Armed Bandit Problem. The Multi-Armed Bandit Problem.
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The Sales Hunter
SEPTEMBER 17, 2015
Why would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].
Understanding the Sales Force
SEPTEMBER 17, 2015
I live in the Boston area and there are some things that I know will always be true about the seasons. School buses start rolling in September, fall foliage peaks in October, the first freezing cold days arrive in late November, snow storms are routine by mid-December, the coldest, driest days are in January, the snowiest month is in February, the days begin to get longer in March, the snow has melted so that baseball can be played in April, flowers blossom and leaves appear on the trees in May,
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A Sales Guy
SEPTEMBER 17, 2015
Let me flip the script on you here. I want you to stop thinking about questions when it comes to selling. I don’t want you thinking about what you want to ask your prospects or customers. Try and abandon the notion of asking questions for just a little bit. Now that you’re not thinking about what questions you’d like to ask prospects and buyers, what are you focusing on?
ConversionXL
SEPTEMBER 16, 2015
Lots of people on the internet are running tests, can I just copy their winning tests? Let other people do the failing, I’ll just test (or implement) the winning stuff. Good idea, right? Using other people’s A/B test results has been popularized by sites like WhichTestWon , and blog posts boasting about ridiculous uplifts (most of those tests actually NOT run correctly, stopped too soon – be skeptical of any case study without absolute numbers published).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
SEPTEMBER 15, 2015
The weather has become quite predictive - if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours but for the most part, especially where I live in New England, they are challenged to get it accurate beyond a day in advance.
A Sales Guy
SEPTEMBER 14, 2015
What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.
Engage Selling
SEPTEMBER 18, 2015
What’s the best sales skill to master? I’m revealing the answer in this week’s video sales tip! Get your copy of Nonstop Sales Boom for other vital sales skills and strategies to get your team to the top!
The Sales Hunter
SEPTEMBER 15, 2015
We’ve all heard the expression that someone is a “born salesperson.” It seems too many times, the person who uses that expression is the one who is trying to deflect away from them the reason they’re struggling to sell. People who aren’t successful are quick to create excuses, and I think this is one of the best […].
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
Understanding the Sales Force
SEPTEMBER 16, 2015
Almost two weeks ago I weighed 188 pounds, gained 5 pounds over the 4-day Labor Day weekend and last Tuesday was up to 193. I ate well, lost 3 pounds over the next 3 days, went into the following weekend at 190, gained 5 pounds again and was at 195 at the beginning of this week. In other words, the good eating I manage during the week is all for nothing as my bad eating over the weekends cancels it out.
A Sales Guy
SEPTEMBER 15, 2015
There is a stat out there we see often. It’s the stat that says most buyers are 60% through the sales cycle before they reach out to a salesperson. This is a sucker’s stat. Good sales people don’t wait until a buyer needs their service or has a problem before they try and sell them. Good sales people create demand, they don’t react to demand.
Partners in Excellence
SEPTEMBER 17, 2015
I’ve spent the last couple of days at Dreamforce. It’s an astounding event, but for me, participating in Dreamforce has taken a big shift. I find myself spending more time meeting with people in one on one’s than attending the sessions in the event. This year, I noticed a shift in the conversations I had with many people. A few had recently made major job and career shifts.
The Sales Hunter
SEPTEMBER 18, 2015
On the other end of the phone was another salesperson complaining to me about how they can’t seem to close more sales. I asked the person why he felt that was the case and the response was immediate, “Marketing provides all us with crappy leads. You can’t close anything if your leads are pathetic.” […].
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Engage Selling
SEPTEMBER 15, 2015
Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away […].
A Sales Guy
SEPTEMBER 15, 2015
There is a stat out there we see often. It’s the stat that says most buyers are 60% through the sales cycle before they reach out to a salesperson. This is a sucker’s stat. Good sales people don’t wait until a buyer needs their service or has a problem before they try and sell them. Good sales people create demand, they don’t react to demand.
Partners in Excellence
SEPTEMBER 18, 2015
“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals. Unfortunately, they don’t have much to report on, or things haven’t changed since the last report.
The Sales Hunter
SEPTEMBER 12, 2015
If your goal is just to get the order, my guess is you are not willing to listen. If you haven’t mastered what it means to truly listen and let the customer guide the discussion, you will never see the greatest success. You must listen to the customer share their critical needs and desired […].
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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.
Engage Selling
SEPTEMBER 17, 2015
It was a pleasure to join Ryan Jenkins on the Next Generation Podcast. We spoke about effective strategies for selling to Millennials, managing a Millennial sales force, and how selling is changing in today’s digital world. Here are a few takeaways from the interview: How you can effectively sell across generations. Tips for selling to Millennials. Identify positive […].
Hubspot
SEPTEMBER 14, 2015
The first thing you see when you visit a college or university's Facebook Page is their cover photo. So you might visit a college's Facebook Page that features a beautiful, colorful, high-definition cover photo and say, "Wow, they did a great job with their Facebook Page.". But, while the cover photo is certainly important , the very best college Facebook Pages go above and beyond simply looking good.
SalesLoft
SEPTEMBER 17, 2015
This post was originally published on Salesforce.com. Sales tips are everywhere these days. Whether it’s a best-selling book that every VP of Sales recommends, a list of productivity tools the top sales rep in the industry swears by, or the rules of engagement your first boss ever taught you?—?there are millions of sales “hacks” at a rep’s disposal.
The Sales Hunter
SEPTEMBER 13, 2015
Do you want to make a difference in your week? Make one more call! That’s right. Make one more call today, and then do it again tomorrow and the next day too. One more call is the way you make a difference. Check out the video to see what I mean: Copyright […].
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Hubspot
SEPTEMBER 15, 2015
Your lunch break should be a sacred time. A time when you can step away from your almighty computer and pay homage to the holy pantheon of delicious lunch foods. Whether you're a worshiper of Sandwich or pay your dues to the Salad cult, your lunch break should be a time when you can unplug, clear your head of all work-related chaos, and get re-energized in preparation for the second half of the day.
SalesLoft
SEPTEMBER 16, 2015
Some of the most common missteps made by sales development reps are so small, they may not even seem like major infractions at the time. But even the most simple oversight in your sales process can cause prospects to fall through the cracks. In today’s sales tips video below, Sage Sales Development Manager Nick Burgess and Salesloft SDR Erin Troxell prove that even the smallest of improvements can effect your sales process in a big way.
Sales Gravy
SEPTEMBER 13, 2015
A Creature of Habit is defined as a person who develops (generally inadvertently) a set pattern of doing the same thing(s) during a certain time period of the day, week, etc. We are all creatures of habit.
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
SEPTEMBER 17, 2015
When I look back at the most important work I have done with my current company or any of the over 300 other websites that I have worked with, by far the most important work I do is in changing how groups think and operate. So much of optimization is about asking people to go past their comfort levels and their inherent biases and asking them to act rationally.
Hubspot
SEPTEMBER 16, 2015
Copyblogger rocked the blogging world when they stopped facilitating comments on their blog and instead encouraged people to take the comments to social or to their own blogs. Thing is, this “we know what’s good for you” approach failed to take into account what their readers want – which is, to comment when they want, where they want. Lucky for us, there are still a multitude of great marketing blogs that welcome our comments.
SalesLoft
SEPTEMBER 15, 2015
Ask a VP of Marketing at a large-scale trade show why they’re at the event and it won’t be long until you hear the word “leads.” If you share that mindset, I’m here to tell you you’re doing it wrong. A lead is just data. First name, last name, email, etc. The top of the funnel goal for your business should never be to collect a bunch of data with business cards or badge scans, it should be to connect with ideal prospects, start a real relationship, and book an
Pointclear
SEPTEMBER 15, 2015
There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." The second man was asked: "What are you working for?" He answered: "Five dollars a day." The third man was asked: "What are you doing?" He answered: "I am helping to build a great cathedral.".
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