ConversionXL
MARCH 24, 2016
When you’re doing conversion optimization , one of the hardest parts is finding opportunity areas to optimize. Finding places people are dropping out is important in setting up a prioritized testing plan. Equally valuable is finding activities that correlate with higher customer success – whether that be RPV, LTV, or whatever metric you’re optimizing for.
The Sales Hunter
MARCH 22, 2016
All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].
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A Sales Guy
MARCH 24, 2016
My snapcode. Be sure to take a picture of this and add me on SnapChat. Alright, most of you know I’m a huge advocate of social selling. It works, I advocate salespeople use it and learn how to incorporate it into their selling process. In case anyone still finds it necessary to debate, here are two studies I’ve done that highlight the impact of social selling on quota attainment and sales team success.
Hubspot
MARCH 22, 2016
With 400 million users , over 80 million posts per day, and a 93% growth month-over-month for businesses using it, it's crucial that marketers include Instagram as a part of their social media marketing strategy. And it all starts with your Instagram profile. Download the complete guide to using Instagram for business and marketing here. The best Instagram profiles have a few things in common, including easily identifiable usernames, a recognizable photo, an informative yet delightful bio, a lin
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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.
Score More Sales
MARCH 21, 2016
If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership.
The Sales Hunter
MARCH 21, 2016
Last week I talked about failure, and I want to talk about it again! Failure is your springboard to success — that is, if you are willing to learn from your failures. I have failed many times in my life. Yet, I know that they would only be true failures if I didn’t learn […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
MARCH 22, 2016
Want to earn money for your business? Want to generate leads for your sales team? Want to accelerate sales for your online store? Want to do anything for your business that actually matters? Well then you need calls-to-action. Without them, we wouldn't be converting our website visitors or social media fans into actual leads for our sales team. Without them, we wouldn't be calling on our audience to take any action in their lifecycle that actually benefits them or the growth of your business.
Score More Sales
MARCH 25, 2016
Do you have a specific plan among your sales team for referral business? This means that the idea of setting the stage for referral business and in asking for referrals is incorporated into your sales process. For most companies, referrals are done by the very few sellers who understand their great value. It is NOT a component of the prospecting process – or sales process as it COULD be in many sales organizations.
The Sales Hunter
MARCH 25, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: I […].
SalesLoft
MARCH 23, 2016
Sales personalization is now a “need-to-have” skill in order to be successful in sales development. It’s important to find a way to stand out when you are on the phones, sending emails, and day trading attention like Gary Vaynerchuk. Here at Salesloft, we want you to be able to understand personalization at scale. There’s always room for new integrations in your sales process that will help you close more deals and make your sales team even more productive.
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
Partners in Excellence
MARCH 21, 2016
I was leading a discussion about value propositions with a group of product developers and marketers. We were getting ready to launch a new product, I was helping develop the launch plan. I posed the question, “What customer problems do you solve?” The answers followed the same pattern as virtually every other group in which I’ve posed that question.
Engage Selling
MARCH 22, 2016
I’d like to share a few thoughts with you. When traveling, working with clients and in my everyday interactions, I am always staying receptive to potential lessons that could benefit you.
Hubspot
MARCH 19, 2016
This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Work customs and culture vary from country to country. For instance, meeting attendees in the U.S. seat themselves in no particular order around the conference table. But if the most junior person on the team were to take the seat farthest from the door in Japan?
Sales Gravy
MARCH 25, 2016
Prospects prefer an ally over an adversary. They want more listening and less talking. And they deserve service over manipulation. Have you ever asked yourself what your customers think about closing questions?
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
Partners in Excellence
MARCH 24, 2016
I’ve been talking to a team of people about Value Propositions. They need to start providing business justification to their solutions–demonstrating their business value and differentiation. It’s exciting to see their excitement in doing this. Too few sales people understand how to do this, or take the time to present a business case for their solutions.
Engage Selling
MARCH 25, 2016
Want to make your sales process more effective? You may need to consider reducing this! Get your copy of Nonstop Sales Boom to create consistent sales growth in your business! .
Hubspot
MARCH 23, 2016
Too often we hear of managers leaving employees in the dark, holding company performance data and information close to their chest. Maybe they think their employees don’t care or that the extra information will be distracting. Maybe they think that level of information is for executive-level decision makers only. No matter their reason or thinking, they’re making a big mistake.
Sales Gravy
MARCH 23, 2016
If the Good Lord wanted us to talk more than to listen, he would have given us two mouths instead of two ears. How many times do salespeople talk themselves out of a sale? Hmm, let me count the ways.
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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.
Partners in Excellence
MARCH 24, 2016
There’s no doubt that digital media, rich content, search and other technique drive huge demand. Ideally, these create inbound leads which are wonderful for everyone. With inbound, we have some level of awareness and possible interest. We have some context in which to engage. It’s compelling–both for the customer and for the sales person.
Engage Selling
MARCH 24, 2016
Expanding your sales team shouldn’t be taken lightly. If you want to find the best possible fit for your growing team, you must do your due diligence beforehand.
Hubspot
MARCH 23, 2016
It makes sense to implement a rigid return policy, doesn’t it? By requiring that products be returned for refund or exchange before a certain number of days pass, customers are likely to let the deadline pass without realizing. At least, that’s the basic idea (and hope) for strict policies. What if the opposite were true? The Endowment Effect. If you give seven days, or even thirty days, for customers to try out a purchase before returning it, there is a chance that a few will miss that deadline
Sales Gravy
MARCH 22, 2016
The one powerful question everyone in your company needs to answer correctly is: What do we do FOR our clients? Aligning everyone in the company to answer one question can do more for your bottom line than the new software you just implemented.
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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
Partners in Excellence
MARCH 23, 2016
Recently, I’ve been having a number of conversations about Mindset. I’ve been doing research on the topic of Obsessive Learning/Relentless Execution , trying to understand what makes top performers in all sorts of disciplines. I’d developed some premises around it and believe it’s all about a growth mindset. Let me backtrack a little.
ConversionXL
MARCH 25, 2016
Symbolism is a tricky thing. Different symbols mean different things to different people based on different backgrounds and past experiences. That’s why icons can easily flop, if they’re not properly tested. After all… If the user can’t use it, it doesn’t work. [Tweet It!]. But how do you test icon usability? Is icon usability testing the same as standard usability testing?
Hubspot
MARCH 23, 2016
Publishing revenues may be moving online , but that doesn't mean print is dead. In fact, parts of the media industry are moving in the opposite direction and investing in print as complements to their core brands and user experiences. While magazines, on the whole, may be waning in sales and migrating to a digital environment, other types of products continue to remain popular among readers such as textbooks, case studies, companion books, and niche magazines.
Sales Gravy
MARCH 21, 2016
If you're going to go to all of the trouble to engage with the prospective client in the process of changing and potentially buying from you, then there is no reason to take half measures.
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.
Partners in Excellence
MARCH 20, 2016
Do your people have enough time available to sell? Some of you are thinking, “Dave, this is crazy, that’s how my people are supposed to be spending their time!” But a variety of research reports indicate typical time available for selling is 30-40%. We’ve conducted studies of Global 100 companies and found time available for selling as low as 17%!
Partners in Excellence
MARCH 19, 2016
This weeks bits and pieces. First, thanks to everyone who took the time to provide feedback and ideas on some of the things I covered in last week’s Bits And Pieces ( March 12, 2016 ). Many of you sent great recommendations for learning more about Critical Thinking. Some sent ideas for future blog posts. I really appreciate this more casual way of sharing ideas.
Sales Gravy
MARCH 24, 2016
Winners focus on what will go right, not what will go wrong, losers see the sand traps around every green, winners see only the greensgo for the pin!
Hubspot
MARCH 21, 2016
We've all heard the adage, "Two heads are better than one." And within your marketing team, the power of collaboration is probably no surprise. But what about when you're collaborating with the marketing department of another company via a co-marketing campaign? Are the benefits still worth the stress of it all? Our experiences say yes. Co-marketing is all about doubling your chances: double your leads, double your resources, all while spending half of the budget.
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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