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Agile marketing may not be a phrase you hear often, but it’s becoming increasingly popular and important. Traditionally associated with development and product management, agile is a lightweight and, well, agile framework for software development and bringing features and products to market. It stands in opposition to “waterfall” production methods that treat analysis, design, coding, and testing as discrete phases – where in agile they are treated as continuous.
You might know that video is important, that your audience wants to see it, and you might even want to make it a part of your strategy. But you're still asking the big question: "How?". If you aren't producing video content because you don't think you have the ability, time, or resources to do it, we have some good news: Your answer to the video content question could be sitting in your pants pocket.
The Art of Asking Questions that Close Sales. Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sal
Virtually every organization I know is struggling with making their numbers. Every sales person, manager, executive inevitably says: “We need to make our numbers, we need more wins, we need more in our pipelines!” Inevitably programs du jour are launched. Sales people are told, “Get more into your pipeline.” They’re told to prospect, we start counting prospecting conversations, and counting pipeline deals.
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
If you’re not following form design best practices, you might be leaving a significant amount of money on the table. While forms aren’t the sexiest part of conversion optimization , they tend to be the closest to the money, the macro-conversions. Spending a little time optimizing forms can be some of the most important optimization work you can do. Of course, best practices don’t work the same on all sites.
Doesn't it seem like we don't go a day without hearing about employee burnout -- mostly what a problem it is? In a survey conducted last year by Morar Consulting, 95% of human resources professionals blamed the loss of good employees on job burnout. Headlines call it a “ crisis. ” Type the words “employee burnout” into the Google search bar, and one of the autocomplete phrases likely ends with, “is becoming a huge problem.
I love my job. I was recently reminded of how much I love what I do a few weeks ago in Toronto where I was speaking for Uberflip, a fantastic content experience platform. Loving what you do is at the core of a badass life. We spend more time at our jobs than anything else. We might as well love it. And when we love something we’re good at it and when we’re good at it, we love it.
I love my job. I was recently reminded of how much I love what I do a few weeks ago in Toronto where I was speaking for Uberflip, a fantastic content experience platform. Loving what you do is at the core of a badass life. We spend more time at our jobs than anything else. We might as well love it. And when we love something we’re good at it and when we’re good at it, we love it.
Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best.
We’re almost through the 14 principles of lean manufacturing that underlie the Toyota Production System (TPS). If you haven’t read the three preceding articles, you may find them helpful: What Sales Can Learn From Lean Manufacturing , Part 2 , and Part 3. So far we’ve looked at the Philosophy of TPS, which provides the foundation for everything.
A few years ago my team at RJMetrics was launching a short survey over the holidays. It’s a tough time of the year to get attention, especially when you’re a B2B SaaS company. At some point, someone suggested a cupcake giveaway. So we did. Ten participants were randomly chosen to receive a dozen cupcakes, and people LOVED it. They sent email responses to the request saying they hoped they got the cupcakes.
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.
Last week I awoke in Nashua, New Hampshire, to spend a few hours with a great client talking prospecting and customer service. From there I was to travel to Stuart, Florida, for an 8 AM meeting the next morning. (Go ahead and Google the cities if you’re not familiar with the location of each.) Nothing […].
Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is completely filled, often with overlaps in meetings, some with multiple things scheduled at the same time. The demands on your time exceed what you can schedule—and you do a lit of shifting/juggling. Your to-do list isn’t getting shorter, in fact it’s getting longer–and you seem to be completing fewer things each week.
Lately a phrase has been making the rounds which is the perfect mantra for all of us in professional selling and leading sales: Don’t be a Know-it-All, be a Learn-it-All. Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times.
We're living in a golden age of startups and side hustles, where it seems like more people than ever before are striking out on their own with new business ventures. Whether you're just beginning to think about starting a business, or already drafting a formal document with your current business goals, it's crucial to clearly define the scope of every aspect of the company -- from mission, to target customers, to funding and finances, and beyond.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.”Find his blogs and articles at TopLineLeadership.com/blog and kevinfdavis.com/blog […].
There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” This focuses on what we call wall/calendar time (look at the clock or calendar on the wall, reduce time between meetings–shorten sales cycle). It is a way to reduce sales cycle, but it’s probably the least controllable way to do this.
I’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers. He says this is a great example of the leadership his team has with customers and how they don’t have one […].
I ran my first experiment in influencer marketing in middle school. My mom had bought me a pair of practical (her words) but hideous (my words) sneakers -- and insisted I wear them to gym class. Believing -- maybe rightfully -- that my reputation hinged on having cool footwear, I convinced my mom to buy a second pair as a gift for my friend Kelly's birthday.
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.
By: Mary Flaherty and Mike Schultz. If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.
I’ve had the good fortune to spend a lot of time with some inspirational leaders. Over time, I’ve noticed some common patterns in every conversation they have with people in their organization, customers, suppliers, even within their business communities. While there are variations, I call it the “3 questions.” The three questions have almost magical power: They have the ability to communicate and reinforce the top priority of the leader.
When was the last time you thought about what success means to you? Have you challenged yourself lately to up the ante and achieve greater levels of success? This week think about your definition of success and how you could and should re-define it. Check out the video to see what I mean: Copyright […].
When it comes time to make a purchasing decision, who are you more likely to trust -- a brand, or a fellow consumer who uses the product? We're more likely to take recommendations from friends and family members than brands when it comes time to make buying decisions -- and that's the logic behind user-generated content on social media. User-generated content, or UGC, consists of any form of content that's created by users and consumers about a brand or product.
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.
With so much about consumers and technology changing, it’s always jarring to find something that stays the same. And while certain sales strategies have certainly changed, the old adage of “ask a lot of questions,” keeps holding strong, confirmed by more and more studies each year. Just this year, Harvard Business School found that people that ask a lot of questions (at least nine) are found to be far more likable than those that ask only a few questions (at most four).
Whew, we are getting to the end of this series! Thanks to those of you who have hung in and contributed. I’ll be packaging this as an eBook, give me a couple of weeks, but email me if you want a copy. We’ve gone through the philosophies and principles underlying the Toyota Production System, (TPS), in the past 4 posts of this series. If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4.
People ask me how I put up with traveling so much. (I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) My response is travel has never been easier, despite all of the hassles of full planes, security lines, bad weather […].
There are few things I look forward to more every year than the release of Mary Meeker’s Internet Trends Report. It’s clear, it’s visually interesting, and most importantly, the results are always fascinating -- with tremendous implications for marketers. Meeker’s report is chock-full of data about how the way users operate online is changing. And man, are things changing.
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.
To the well-versed sales rep, discovery calls are a lot like first dates. You’ve put in time, effort, and light conversations to spark initial interest. Now is the time to see how compatible you and your prospect actually are. So, you set a time for your discovery call, prepare and research some meaningful talking points, and hope for the best. But what if you didn’t have to leave it to chance?
The Art of Asking Questions that Close Sales Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sales skill that will still be in
Who are you spending your time with? More importantly, are those you’re spending time with helping you become a better person? Every week as my schedule allows, I spend 30 minutes to an hour talking with Gerhard Gschwandtner. If you’ve been in sales for any period of time, you’ll know him as the founder […].
Many people think that closing the sale is the difficult part of business, but it's not. Simply make clear offers to your prospects, give them a good understanding of the benefits of buying from you, and make it easy for them to purchase.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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