Closing Bigger

DECEMBER 21, 2015

Following are nine “30-second” videos I recently published on Twitter they’re quick, to the point principles that if combined properly, can produce amazing results in your social selling. Enjoy! Rule #1 in Social Selling: Stop Pitching. Immutable Social Selling Rule #1: Stop Pitching and Start Connecting (via https://t.co/Rp88tc1BCI ) #socialselling pic.twitter.com/pORWVEfmL7. — Shane Gibson (@shanegibson) December 22, 2015.

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ConversionXL

DECEMBER 21, 2015

Various studies have estimated the average consumer sees anywhere from 3,000 to 20,000 marketing messages each day. Of course, most of these go unnoticed. One possible reason? People are increasingly tuning out inauthentic and blatant marketing attempts. For this reason, we’ve seen a recent rise in what’s known as ‘transparency marketing.’. Though transparency and authenticity have always been virtues extolled by thought leaders, certain blogs, companies and movements have given greater exposure

Trust 91

Trust Growth Follow-up Up-sell 91

A Sales Guy

DECEMBER 22, 2015

I did a really cool interview with Todd Schnick of intrepidNOW the other day. We talked about Not Taught. It was a fun, high energy podcast. We ripped through the book, hit on the key topics, and had a blast talking about the changes the 21st century has created in the world of success. Yes! This is me skiing. LOL! We talk about where we should be focusing our hustle today.

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Hubspot

DECEMBER 22, 2015

Whether you're meeting with colleagues who are working from home that day, or with clients located half a world away, running a productive and effective remote meeting can be a challenge. When you're face-to-face with people, it can feel much easier to communicate efficiently and gauge how they're feeling and reacting to different ideas. But when you're meeting virtually, it can seem like some attendees sort of. disappear into the abyss.

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Meeting Start-ups Follow-up Presentation 75

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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.

Follow-up

The Sales Hunter

DECEMBER 19, 2015

Emailing the C-Suite is a GREAT idea, but you have to do it correctly if you want your email to have a chance of being read. Your email MUST be concise, and it must look right when read on a smart device. And obviously, it must be relevant to the person you are trying […].

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Sales Consult Prospecting Sell 59

Understanding the Sales Force

DECEMBER 22, 2015

My final blog post of 2015 is a brag article. Sorry. Feel free to stop reading now if you don't care about the outcome of the 2015 Top Sales Awards. Before I list the awards, I want to congratulate all of this year's nominees and winners. This year's winners are truly the best of the best and that was further emphasized this year with the elimination of the popular vote.

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Sales 54

Partners in Excellence

DECEMBER 23, 2015

Most of us are fortunate, we don’t have to worry about the basics of life—like potable water. We tend to take it for granted, even wasting too much. Yet finding clean, potable sufficient for daily survival is a problem for over 663 Million people in the world. Diseases from dirty water kill more people every year than all forms of violence, including war.

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Campaign Education Start-ups Closing 52

The Sales Hunter

DECEMBER 24, 2015

Want to get 2016 off to a fabulous start? Below are 7 big sales questions you need answered: 1. How do you keep your pipeline packed full of qualified opportunities? 2. How do you accelerate the sales cycle to close more deals faster? 3. How do you leverage a sales stack to protect the golden hours? 4. […].

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Pipeline Sales Closing Cold Call 57

Engage Selling

DECEMBER 22, 2015

Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this […].

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Clients Quota Pipeline Drivers/motivators 50

Closing Bigger

DECEMBER 21, 2015

Following are nine “30-second” videos I recently published on Twitter they’re quick, to the point principles that if combined properly, can produce amazing results in your social selling. Enjoy! Rule #1 in Social Selling: Stop Pitching. Immutable Social Selling Rule #1: Stop Pitching and Start Connecting (via [link] ) #socialselling pic.twitter.com/pORWVEfmL7. — Shane Gibson (@shanegibson) December 22, 2015.

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Sell Pitch B2B Sales 52

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

DECEMBER 22, 2015

As we approach the end of the year, there’s always a huge intensity of activity. A lot driven by the various holidays we celebrate, a lot driven by year end (or quarter end), and some driven by preparations for the new fiscal year. It’s easy to lose focus on our customers. But perhaps it’s worth a few minutes to reflect. Perhaps even spending some time in review with them.

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Customers Start-ups Conversion Sales 51

The Sales Hunter

DECEMBER 21, 2015

Are you excited to meet new people? You should be! Each day you have the opportunity to not only meet people, but also to show genuine interest. Start this week with motivation toward building phenomenal relationships. Embrace the chances to meet new people, learn from them, help them and generally gain new perspectives! Check out […].

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Drivers/motivators Meeting Sales Cold Call 57

Hubspot

DECEMBER 24, 2015

When you think of Santa Claus, we're willing to bet that words like "jolly," "bearded," and "rosy-cheeked" come to mind. After all, that's the image of Santa many of us -- regardless of age -- have grown to know and love, right? The mall Santa that our parents forced us to take an annual photo with (despite the trauma it caused). The Santa we watched Tim Allen transform into in the first installment of The Santa Clause trilogy.

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Up-sell Gaming Promote Technology 55

Sales Gravy

DECEMBER 21, 2015

Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable, Attainable, Realistic, and Time-based.

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Prospecting Sales 40

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

DECEMBER 23, 2015

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. Some of my friends in those companies might be thinking, “What’s gotten into you Dave? Why are you turning your back on us?” Others of you may think I’m from the stone ages, and should just crawl back into some cave and be quiet. In reality, I’m really a strong enthusiast and advocate for leveraging automation tools as much as possible.

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Quota High impact Up-sell Growth 50

The Sales Hunter

DECEMBER 22, 2015

I encourage you to look back over 2015, because it has nuggets of gold to help you excel in 2016. Here are 10 things worth considering: 1. What were the reasons new customers agreed to do business with you? Don’t go with your gut instinct. Ask. Find out the real reasons, as these will help […].

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Customers Drivers/motivators Sell Sales 45

Hubspot

DECEMBER 22, 2015

In the midst of holiday shopping and seasonal sales, it's easy to get caught up in spending. But sometimes, the best things are free. Over the years, HubSpot has developed a number of free tools and programs that we love to share with others. In celebration of the giving season, we've packaged up 12 days of free features that you can use, no strings attached.

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CRM Customer Relationship Management Relationship Management Up-sell 53

ConversionXL

DECEMBER 22, 2015

The success of an online business is measured by various indicators. The data required comes mostly from web analytics tools – the most popular being Google Analytics. But what if the tool isn’t reporting what people expect it to report? What if you can’t trust all of the metrics in GA? Google Analytics – One Size Fits All. Google Analytics is simple.

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Trust Conversion E-commerce Cross-sell 72

Advertisement

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

Partners in Excellence

DECEMBER 21, 2015

Recently, I read a blog post in which the author was criticizing a procurement professional who had written a post about his experience with sales people. While I didn’t get a chance to see the source post, I get the sense the procurement person took a position that he wanted to see sales people when he wanted, talking about the things he wanted to talk about.

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Sales Consult Customers Meeting 50

SalesLoft

DECEMBER 21, 2015

Anthony Zhang knows a good sales email when he sees one. But as the Director of Sales at Salesloft, he’s seen the good, the bad, and the ugly — and he’s passionate about teaching our team the importance of a good, sincere sales email. We’ve preached “ personalization at scale” in an effort to create the perfect sales email template.

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Sales Pitch Prospecting Follow-up 52

Hubspot

DECEMBER 23, 2015

Ch-ch-ch-ch-changes. It's that time of year again. And as we all sit down and make a list of habit-changing, self-improving, mood-boosting things we vow to do next year, there's no shortage of motivation to go around. However, come the third or fourth week of January, most of us are caught singing an entirely different tune. In fact, just 8% of people actually achieve their New Year’s goals, according to research from the University of Scranton.

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Gambling Drivers/motivators Price Start-ups 52

ConversionXL

DECEMBER 23, 2015

Let’s say you just started using a new SaaS product. Who do you think would be able to explain the product to you more clearly: an engineer, a marketer or a customer service representative? You’d think the person who helped bring the product to life (the engineer), right? His definition, however, would likely be more detailed and complex, thus, more difficult for you, a first-time user, to understand.

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Conversion UX Objectives and Key Results Follow-up 90

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Campaign

Hubspot

DECEMBER 23, 2015

Content marketing is so much more than a business blog, but many forget that little fact when trying to boost their business. When the holidays roll around, there are only so many blogs you can write, right? This is when you really need the reminder that content actually means anything your customers will consume, including social media, videos, images, and even sounds.

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Product Customers Sales 47

Hubspot

DECEMBER 24, 2015

In the beginning, Wistia had just a few guys working out of an apartment in Cambridge, Massachusetts. YouTube had recently launched, and the Wistia co-founders, Chris and Brendan, were determined to capitalize on the rising popularity of video. Growth was a little slower than they anticipated. It took them a year to make their first dollar, and then another year to sign on 10 customers.

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Customers Launch Growth Follow-up 42

Hubspot

DECEMBER 22, 2015

AOL may have scaled back its Patch.com presence in 2013, but the market opportunity for regional publications is still alive and strong. Community newsletters and magazines are timeless concepts, and they’re gaining in popularity in the digital ecosystem, too. Just take a look at the following study from Havas PR UK : local newspapers took the lead for most trusted and popular local news source.

Territory 40

Territory Cross-sell Entertainment Niche 40

Hubspot

DECEMBER 20, 2015

T his post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. Few of us truly enjoy meetings in large part because they are often cited as a huge waste of time. For instance, in a study for Harvard Business Review , a group of consultants from Bain & Company analyzed the calendars of key employees for one company and found that one weekly executive meeting consumed 300,000 hours each year.

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Meeting Consult Follow-up Product 50

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

Hubspot

DECEMBER 23, 2015

Struggling to grow your business? You're not alone. Customer acquisition is no easy undertaking. but it is important. The internet has completely changed how modern customers shop. As a result of this change in behavior, you need to reevaluate the way you're marketing your business. No more billboards, direct-mail, radio spots, or carrier pigeons -- you need a new strategy.

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Customers Closing 76

Hubspot

DECEMBER 22, 2015

Whether you're driving across town, stuck on a layover, or settling down for an overnight train ride, you're going to have some time to kill the next time you travel. If you're anything like me, spending hours window shopping at the airport or scrolling aimlessly through your Facebook News Feed feels like a total waste of time. But there are much better ways to pass the time while traveling -- which is why we've curated a list of our absolute favorite movies, TV shows, podcasts, books, and apps

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Entertainment Real Estate Sports Electricity 51

Hubspot

DECEMBER 19, 2015

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. As the saying goes, people don't leave their jobs, they leave their bosses. So if you've been blessed with a teamful of rockstars, you should probably make sure your management style isn't making direct reports anxiously eye the door. Pepperdine University put the following infographic together as a primer on how to be a good manager.

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Appointment Growth Sales 51

Hubspot

DECEMBER 21, 2015

It's not uncommon to feel like marketers and designers speak different languages. You have marketers focusing on the timeline, designers focusing on the creation process, and neither of them understanding where the other is coming from. For example, less than 30% of marketers say designers are anticipating problems and following a transparent process.

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Process 50

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