Closing Bigger
JUNE 9, 2015
Thank-you to the Andrew Westlund Group for inviting me out to The Hangar today to address your group of companies for you monthly meeting. Social Media and sales were once thought of as separate disciplines yet today they are inseparable tools for business. Here are some quick links for you: The 2014 Sales Quota Attainment Study by A Sales Guy Inc. and Kitedesk.
A Sales Guy
JUNE 8, 2015
My friend and sales guru Dan Waldschmidt inspired me. He ran a 100-mile ultimate marathon recently, so I woke up this morning and decided to go for a run. Seemed liked a good idea at the time. Here’s the problem. I haven’t run in over 10 years, at least. No, I’m not joking. I haven’t run more than 40 yards in over 10 years. Realizing how long it’s been, I set a very low goal — 1 mile.
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The Sales Hunter
JUNE 6, 2015
Are you settling for average? If so, why? On the road to greatness are salespeople who have resolved to excel. They have an attitude and approach that says, “I’m going to master the things I do well and never stop trying to get better!” When I meet great salespeople, I always find people who have […].
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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.
Partners in Excellence
JUNE 8, 2015
I was asked to participate in a deal review. It was one of those “mega” deals, the one you dream of, the one that will make your year–or at least give it a significant boost. In preparation, I started to review the opportunity in the CRM system. I discovered my client was pretty late in the cycle. Apparently, the customer had been thinking about this problem for some time.
A Sales Guy
JUNE 9, 2015
Ok! It’s here. #heykeenan. It’s my new show where I take your questions via the hashtag #heykeenan and answer them on video. In Take 1 of our inaugural show we tackle the challenge of dealing with a prospect that won’t work with you, but they are stringing you along. I’ve been wanting to do this for awhile. I’m sure many of you remember when I had office hours.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
JUNE 9, 2015
It’s time for a mid-year assessment, and you should be asking yourself these questions: 1. What does my performance to date tell me about my ability to make my number for the year? 2. Can I build a plan breaking down by customer and product the amount of business I need to enable me to […].
Partners in Excellence
JUNE 11, 2015
There’s the familiar saying, “If all you have is a hammer, pretty soon everything starts looking like a nail.” I’ve adopted this, “If all you USE is a hammer, your success is limited to finding and pounding nails.” Unfortunately, too many sales people have only one tool in their bags. It’s their product knowledge.
Hubspot
JUNE 12, 2015
We’ve all been there before. You're by the water cooler. Or in a quiet hallway. Or at a team outing, perhaps after one too many beverages. “That guy [coworker’s name] is a real A-hole,” someone whispers to you angrily. “A genuine, grade-A, 100% certifiable, pure-bred A-hole,” they continue. “Like, if there were a competition, not only would [coworker’s name] win first prize, but they would subsequently name the competition after him and start using a mold of his body as the trophy.".
Engage Selling
JUNE 10, 2015
How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole. How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole.
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
The Sales Hunter
JUNE 12, 2015
As promised in a previous post, I’m digging into the 10 reasons most prospecting programs don’t work. Today we start with #1: Using the same prospecting process for all your prospects. This is a huge mistake, but we do it because we’re lazy! Problem is being lazy only results in one thing — poor […].
Partners in Excellence
JUNE 9, 2015
Regardless of our role–customer, sales person, sales manager, executive, we face similar issues. Overwhelming and conflicting information and data, rapidly shifting priorities, time and space compression, dizzying complexity, more choices yet fewer realistic alternatives, ever accelerating change, continual disruption, increasing confusion. We are expected to do more, with fewer resources, in less time, with more-but perhaps not the right information.
Hubspot
JUNE 11, 2015
One key part of being a great marketer is understanding how (and why) people think and act the way they do. It's much harder to create compelling content marketing , for example, if you don’t know why it would be compelling to your audience in the first place. Before you jump into the tactical nitty-gritty of marketing, it’s really helpful to understand how people operate … which is essentially what the entire field of psychology attempts to explain.
Engage Selling
JUNE 12, 2015
I get it. You need to hire a new sales leader and the stakes are high. Be sure your next candidate possesses these special requirements. Don’t miss our upcoming webinar where we’ll learn top sales insights from Tim Welch, Managing Director at Grand & Toy.
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
The Sales Hunter
JUNE 7, 2015
Great salespeople know what it means to look ahead — and plan accordingly! Do not wait until the morning to beginning planning your day. You must value your time in such a way that you never end your day without knowing what you’re going to do tomorrow. Check out the video to see what […].
SalesLoft
JUNE 12, 2015
Every sales development rep needs a little motivation to get them through the day. Whether it’s a little friendly competition, a quick game in the break room, or just a quiet run after work, everyone has their individual routine. The daily SDR grind is full of prospecting, making calls, and maintaining emails and follow up, so finding a way to stay competitive, motivated, and positive is crucial to long-term success in the role.
Hubspot
JUNE 10, 2015
Did you know that Coke makes four times fewer writing mistakes than Pepsi in its posts on LinkedIn? Or that General Motors makes two-and-a-half more writing mistakes than Ford? Even if you're not keeping score, it's likely that your spelling and grammar mistakes aren't going unnoticed. While internet slang -- lol, ttyl, wtf -- is changing the way we communicate both online and off, there's still a case to be made for the importance of good spelling and grammar.
Engage Selling
JUNE 9, 2015
Relationship building…the cornerstone of our profession. Your success depends largely on your likability and your ability to create a positive experience for your customers. <– Click To Tweet Both are key to creating, developing and maintaining your business relationships. How are you doing in these departments? Regardless of your current success in these areas, I’ve […].
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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.
The Sales Hunter
JUNE 11, 2015
In looking at the things that will help voicemail work for you in your prospecting efforts, we have arrived at the 5th tip: #5: Your message must be one that conveys energy and confidence in your voice. Your prospect is busy. The last thing they want to listen to is a train wreck! (Be […].
SalesLoft
JUNE 11, 2015
A typical sales development process consists solely of phone and email touchpoints , with the occasional in-person meetings or networking connections in some circumstances. But what if you included social touchpoints into your cadence? How would adding that extra-personal connection affect your sales process? Social media activity varies by prospect — from which platforms they frequent most, to which profiles they dedicate to professional or personal use, to whether they’re even active at
Hubspot
JUNE 8, 2015
The more technology advances, the more it's integrated into our daily lives. Even as you read this article, I’d venture a guess that you have several internet-connected devices within arm’s reach. As we continue down these innovative pathways, we’ll continue to see technology become more important to our day-to-day living. The lines between what we do online and in real life will begin to blur.
Closing Bigger
JUNE 9, 2015
Thank-you to the Andrew Westlund Group for inviting me out to The Hangar today to address your group of companies for your monthly meeting. Social Media and sales were once thought of as separate disciplines yet today they are inseparable tools for business. Here are some quick links for you: The 2014 Sales Quota Attainment Study by A Sales Guy Inc. and Kitedesk Nimble CRM The Rules of Engagement InfoGraphic Following is my PowerPoint Posted on SlideShare: The post #SocialSelling at The Sky Hang
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SBI
JUNE 10, 2015
This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Brian Leach, CEO, Unboxed Technology. Nancy: What does Unboxed do? What problem/s are you solving for sales and/or marketing organizations?
SalesLoft
JUNE 11, 2015
There’s one question on the top of everyone’s mind when you start talking about specialization in sales development: How do we seamlessly pass leads from the sales development rep to the account executive without dropping the baton? Best practices for this process are a constant source of debate–from tracking opportunities, to scheduling appointments, to determining credit and compensation.
Hubspot
JUNE 10, 2015
Social media advertising is a great tactic to use to supplement your other inbound marketing efforts. That said, each comes with its own strengths and weaknesses, and acknowledging these can help you put out the most suitable, engaging content possible. Social media has become a cornerstone of marketing strategy ; it doesn’t matter what industry you’re in, social media is a tool you should be using everyday to interact with consumers.
Closing Bigger
JUNE 9, 2015
Thank-you to the Andrew Westlund Group for inviting me out to The Hangar today to address your group of companies for your monthly meeting. Social Media and sales were once thought of as separate disciplines yet today they are inseparable tools for business. Here are some quick links for you: The 2014 Sales Quota Attainment Study by A Sales Guy Inc. and Kitedesk.
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.
SBI
JUNE 7, 2015
Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles SalesPredict , a Customer Life-Cycle Intelligence and Predictive Lead Scoring solution. Sales ToolSkool Video Transcript: This week’s topic is prioritizing your sales activities so you can optimize your revenue. I’ll be talking about a predictive, customer life-cycle intelligence solution called SalesPredict.
SalesLoft
JUNE 8, 2015
Getting a prospect to answer the phone is a challenge in and of itself — but keeping them on the phone long enough to qualify them is a whole other story. If you’ve ever been on the receiving end of a cold call, you’ve most likely experienced at least one long-winded sales pitch from a sales development rep. You answer the call and they immediately start prattling off a pitch, trying their best to get all of the information out of their mouth before you get a chance to say “ not interested
Hubspot
JUNE 11, 2015
When it comes to analyzing the performance of an email marketing campaign, many marketers turn to opens and clicks as a means of measuring success. And while these fundamental metrics are important to note, there are actually a lot more to consider. The keyword here being "a lot.". In fact, the wealth of data available to the modern day marketer can be super overwhelming.
Partners in Excellence
JUNE 12, 2015
All the talk in B2C and B2B these days is “omnichannel.” The B2C world has actually changed profoundly, and will continue to do so. We’re just seeing and starting to address the implications of omnichannel in the B2B world. Manufacturers are starting to embrace the concept. New tools and analytics enable manufacturers to more effectively engage customers regardless of the channel they choose at the moment.
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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