Women Sales Pros

DECEMBER 28, 2018

WOMEN Sales Pros is on the lookout for more great videos like the one I’m sharing below which makes the case for more women in sales and sales leadership at companies around North America. This one is from Carbon Black, a Boston-area cybersecurity solutions company. In this video, Senior Sales Director Susan An talks about her seven years at Carbon Black and addresses things like having a culture in the company around discussions around maternity leave and support for work-life balance – without

Sales 118

Sales 118

Jeff Shore

DECEMBER 27, 2018

By Jeff Shore. ?Mark Twain once said, “Those who do not read are no better off than those who cannot read.”. Have you been thinking that reading is a habit you should develop? Here are ten books to help you on that journey. ?1. Eat Their Lunch! by Anthony Iannarino. The smartest sales thinker around today with his third book in three years, and arguably his best.

Non-Profits 105

Non-Profits Pitch Sales Prospecting 105

Sales Hacker

DECEMBER 27, 2018

It’s that time of the year again! Time for Sales Hacker’s Annual Top 10 Sales Trends and Predictions for the Future of Sales in 2019. Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. This new element is, “Companies to watch”. You know, since it’s extremely apparent that the sales technology landscape keeps growing like wildfire.

Cross-sell 104

Cross-sell Angle Sales B2C 104

Engage Selling

DECEMBER 27, 2018

You need to get familiar with this important sales alignment. Did you know that customers that receive exceptional customer service are 86% more likely to reorder than those who have a subpar experience?

Sales 96

Sales Service Customers Clients 96

Advertisement

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

Hubspot

DECEMBER 27, 2018

Despite the spattering of headlines that have popped up over the past several years proclaiming "infographics are dead," infographics are, in fact, alive and well. Infographics aren't just alive and well -- they remain a staple in many business's content strategies. And while there are a lot of them, marketers who spend the time aligning the topic, content, and style of their infographics with the needs and preferences of their target audiences are still finding success among their audience.

Commission 101

Commission Follow-up Start-ups Represent 101

Women Sales Pros

DECEMBER 27, 2018

“Tell me who your friends are and I will tell you who you are.” This popular phrase has been attributed to Confucius. No, he wasn’t in sales, but his advice is great for the sales profession. Research shows that you will capture the mood, attitude, and beliefs of the people you hang with the most. It’s called “emotional contagion” and is defined as the “phenomenon of having one person’s emotions and related behaviors directly trigger similar emotions and behaviors in other people.

Price 93

Price Negotiate Up-sell Consult 93

Partners in Excellence

DECEMBER 26, 2018

I spend a fair amount of time helping clients hire managers and sale people. Usually, I’m in the final round of interviews. I look at their CV’s and LinkedIn profiles. Usually, they are talking about their years of experience in selling. “I’ve been selling complex solutions for 10, 15, 20… years.” As I look at their job histories, I see tenures of 1-2 years, every once in a while maybe they become “old timers” with 3 years in the same role.

Pipeline 88

Pipeline Up-sell Start-ups Clients 88

Hubspot

DECEMBER 26, 2018

Whether you want to free yourself from the personal and financial restrictions of employment, or you just want to supplement your salary with some extra spending money, working for yourself or starting and growing a business has never been easier -- and there's never been a greater choice of roles to choose from. Below are 22 incredible freelance and small business opportunities in a variety of different industries you can start working on today.

Real Estate 99

Real Estate Government Consult Construction 99

KO Advantage Group

DECEMBER 23, 2018

In my videos and here on the blog, I always speak from a sales coach perspective. This time, I want to talk about what it’s like to be the buyer. About a year ago, I was in the market reaching out to different people who can help me revamp my website. I asked a few companies to give me a quote. The first person to get back to me asked me to fill out a Google form.

Technique 82

Technique Prospecting Meeting Clients 82

Membrain

DECEMBER 23, 2018

I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. It’s an interesting view, in the spirit of “Yes, and.” I’d like to add to the discussion.

Sales 81

Sales 81

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 28, 2018

I don’t know why, but we never talk about consistency. Consistency is about what we do every day, day after day, week after week, month after month, year after year. Consistency is a key foundation for learning and improvement. We can’t develop new skills unless we apply them day after day, week after week… Somehow consistency seems to be anathema to how we work and behave.

Trust 83

Trust Customers Sales 83

CloserIQ

DECEMBER 26, 2018

2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one. One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans.

Drivers/motivators 79

Drivers/motivators Sales Meeting Gaming 79

Jeff Shore

DECEMBER 26, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: The purchase of anything is an emotional process. Joy. Fear. Confidence. Which is then backed up by the brain with a logical story support the emotional reason we are purchasing. When a customer is feeling that emotion, it is the worst time to remind them of a products amazing capabilities. As a sales professional we serve our customer best by not robbing them of the emotion they’re feeling and dragging them into a logical discussion.

Process 74

Process Sales Price Sales Experience 74

Membrain

DECEMBER 26, 2018

Every year on the Membrain blog, we publish more than 100 articles. Of those 100, a few inevitably rise to the top in popularity.

Process 91

Process Sales 91

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 27, 2018

Someone called seeking coaching on a specific deal. He had fallen into traps which blinded him in moving forward with a winning strategy. He started the conversation with, “The key decisionmaker is really a jerk! He’s power hungry, his people want to do something with us, they’ve presented compelling arguments, but he doesn’t want to go forward…… They are losing so much opportunity, if they only they would implement our system……” A few moment

Customers 82

Customers CRM Closing Start-ups 82

Outreach

DECEMBER 26, 2018

It's been a great year for Sales Engagement! The industry is growing rapidly with more integrations , podcasts , artificial intelligence , funding , and conferences than ever. . If you're reading this now, you are probably regularly (or at least dabble in) reading the Outreach blog to stay up to date on product news, the latest best practices, and what's going on in the space in general.

Cold Call 77

Cold Call Assembly Line Sales Follow-up 77

Score More Sales

DECEMBER 28, 2018

It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.

Quota 71

Quota Sales 71

Heinz Marketing

DECEMBER 22, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. The Meeting Agenda Sample That’ll Help You Run Productive and Efficient Meetings.

B2B 71

B2B Prospecting Quota Relationship building 71

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

Hubspot

DECEMBER 26, 2018

When I first heard of cryptocurrency, I thought it was similar to PayPal or Venmo … a simple, digital exchange of money. You can imagine my surprise when I learned that cryptocurrency wasn’t only a digital exchange, but an exchange of a completely new currency. I could hardly wrap my mind around it. I was this emoji personified: ??. How could a brand new (albeit invisible ) currency work?

Non-Profits 71

Non-Profits Legal Networking Price 71

Sales Hacker

DECEMBER 27, 2018

Finding Balance and Happiness in a High-Pressure Sales Role. Coping with Stress in a High-Pressure Sales Role. Almost all salespeople struggle to find and maintain work-life balance. Sales is stressful. That’s a given. You live under constant pressure to meet sales goals. But when you’re overwhelmed by stress, your work performance and your enjoyment of life outside work both suffer.

Sports 62

Sports Sales Meeting 62

The Sales Hunter

DECEMBER 26, 2018

I can’t say thank you enough. I am grateful for the opportunity to share my insights on sales, business and life. I count it an honor and I take it very seriously, because I know how important your time is. My hope is that what I share has and will continue to help you grow professionally and personally. Looking ahead, my biggest goal is to be more insightful in my blog posts and articles.

Drivers/motivators 58

Drivers/motivators Trust Prospecting Sales 58

Heinz Marketing

DECEMBER 23, 2018

By Lauren Dichter , Marketing Coordinator for Heinz Marketing. If you know me, you know I love food (probably a little too much). But it’s because new flavors, atmospheres, and sometimes even cultural experiences are so easy to find in a simple dinner outing. I truly believe variety is the spice of life, which is a mantra I also apply to restaurants.

Follow-up 68

Follow-up Drivers/motivators Service 68

Advertisement

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

Campaign

Hubspot

DECEMBER 27, 2018

Seeing your employees leave for new opportunities can be a bittersweet experience. At first, you’re sad to see them go, especially if you’ve developed a close bond with them. But you also know that they’re moving onto bigger and better things -- and you're excited for them. However, if employee departure starts to become a regular occurrence at your company, the feeling should become more bitter than sweet, and eventually turn into concern.

Pharmaceutical 71

Pharmaceutical Transportation Non-Profits Healthcare 71

CloserIQ

DECEMBER 28, 2018

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. Our Favorite Sales Blogs From 2018. 2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one.

Referrals 58

Referrals Negotiate Retail Strategize 58

PandaDoc

DECEMBER 26, 2018

E-commerce is all about selling and to sell more, companies use a variety of channels to communicate their message. Some of these marketing strategies can actually be applied to your own selling practice – read to find out the most efficient ones below. What is e-commerce marketing? E-commerce marketing is a set of activities aimed at promoting a business that sells goods or services online.

E-commerce 56

E-commerce Cross-sell Promote Drivers/motivators 56

Heinz Marketing

DECEMBER 27, 2018

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. Every Thursday we feature a B2B sales, marketing or business leader here answering what have become OUR standard “How I Work” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

E-commerce 53

E-commerce Electricity Construction Start-ups 53

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.

Retail

Hubspot

DECEMBER 27, 2018

An employee handbook is a critical document for setting clear expectations for new employees, providing policies for all employees to follow, and making it easier for you know how to deal with problems with your employees when they arise. Among other things, your employee handbook should cover everything from dress code and vacation days to your code of conduct and nondiscrimination policies.

Elevator Speech 70

Elevator Speech Referrals Healthcare Legal 70

criteria for success

DECEMBER 28, 2018

Are you interested in discovering more about coaching and mentoring? Today's quote from Ernest Hemingway discusses the importance of listening. Read on to learn more about this week's Let's Talk Sales inspiration. Ernest Hemingway Quote In this episode of Let's Talk Sales, it's all about this month's theme: coaching and mentoring. And this quote is [ ] The post Let’s Talk Sales!

Drivers/motivators 45

Drivers/motivators Sales Growth Meeting 45

Sell Or Die

DECEMBER 28, 2018

This year we decided to do something towards the end of the year. We decided to give you the best of Sell Or Die in a ring in the new year fashion by providing you with the best cuts of episodes from 2018. As always, if something moves you to want to listen to the full episode, the links will be provided. This episode is brought to you by the Selling with Soul podcast, hosted by Meredith Messenger and produced by the Sell or Die Podcast Network.

Sell 40

Sell Gaming Up-sell Networking 40

SalesforLife

DECEMBER 26, 2018

Sell 70

Sell Sales 70

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