ConversionXL
MARCH 3, 2016
“ Statistics are like bikinis. What they reveal is suggestive, but what they conceal is vital ,” said Aaron Levenstein, a former professor of business administration at Baruch College. [Tweet It!]. The same is true of your data in Google Analytics. Most of what you spend your time looking at (and re-looking at) is merely suggestive. That’s not the data you want to be analyzing and drawing insights from.
Understanding the Sales Force
FEBRUARY 29, 2016
Saturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's. It occurred to me that long before the advent of rap music, Charlie Daniels must have been the accidental originator of rap with his song, The Devil Went Down to Georgia. If you are too young to have heard it, don't remember it, or just want to hear this white country boy do his thing, watch this awesome YouTube clip.
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Hubspot
MARCH 2, 2016
When I need to have a very productive day, I tell myself it's going to be easy. I'll just wake up early, grab a big cup of coffee, and then begin powering through my to-do list. Maybe I'll break for a meal, or a stretch, or a quick conversation with a coworker. But I'll truck on, energy unwavering until bedtime, where I'll promptly fall asleep for eight, wonderful, uninterrupted hours of sleep.
The Sales Hunter
MARCH 1, 2016
What would your business look like if you were to grow it 10x? To be able to pull it off and — yes, you can do it! — you need to be incredibly focused. Start by taking individual components of your sales process and look to build each one of them 10x. Below is […].
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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.
ConversionXL
MARCH 2, 2016
How do people view search results? The answer to this questions brings great insight to those trying to make money on search marketing, whether SEO or PPC. We conducted a new eye tracking study to find out. . There have been a few eye-tracking and mouse-tracking studies done on search behavior in the past. Of course, you’re probably familiar with the F-Pattern uncovered by NN/g years ago.
Understanding the Sales Force
MARCH 1, 2016
Yesterday, while speaking in DC, I asked my usual questions, but the response to one of the questions left me scratching my head. It wasn't a new question; as a matter of fact, I've been asking it for years.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
FEBRUARY 29, 2016
I’m always amazed at the number of salespeople who don’t ask for referrals. You can ask for referrals any time you demonstrate value! Yes, any time! And the more you discipline yourself to do this, the stronger and fuller your pipeline will be. Check out the video to see what I mean: […].
ConversionXL
FEBRUARY 29, 2016
In 2008, Seth Godin published a list of things that “every good marketer knows” Among that list was: “Anticipated, personal, and relevant advertising always does better than unsolicited junk.” His conclusion was that there is a very big difference between knowing and doing. Good marketers continue to send unsolicited junk. [Tweet It!].
SalesLoft
MARCH 2, 2016
In today’s SaaS-level of cold calling, Sales Development Reps need to become sales call machines in order to hit their monthly quota. And with the modern sales development technology available, increasing your number of positive conversations without sacrificing quality is now possible. The key here is finding a well-oiled sales dialer, a successful email tracking tool, and an integrated CRM process to increase your number of positive conversations, without having to increase caller volume, time
Partners in Excellence
MARCH 2, 2016
Value is one of those $25 words everyone talks about. We all want to talk about our value and value propositions. But we have huge variations in the way we interpret value and the way our customers interpret value. Value in it’s simplest form is price. Unfortunately, that’s where the majority of sales people compete. They provide the customer with their best price, crossing their fingers, hoping to win.
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
MARCH 4, 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. The impact sales managers and […].
ConversionXL
MARCH 4, 2016
We often talk about online conversion optimization without mentioning that many businesses, especially B2B, rely on offline sales to produce revenue. The two aren’t disconnected, though. There’s a lot we can do online to help our sales teams close deals. It starts with sales enablement. What Is Sales Enablement and Why Should You Care? Technology is changing the way sales is conducted.
SalesLoft
MARCH 1, 2016
We’ve been getting ramped up for Rainmaker 2016 — hammering out the agenda details and closing out ticket sales — and of course, prepping with the speakers on their breakout sessions. These sessions are shaping up to be real power-packed discussions, and with each topic rolling in, we’re getting more and more excited to nab a front row seat.
Partners in Excellence
MARCH 3, 2016
I’ve been involved in a fascinating conversation with Greg Michaels. He wrote a great article, Regarding The “Challenger Customer.” Taking “Good Enough” Away From The Sales Table. He piqued my interest and we’ve been communicating and debating about it for days. We all, our customers and we “settle.” Whether we get so busy, are blind, arrogant, complacent, or just tired, we tend to settle.
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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
Engage Selling
MARCH 1, 2016
Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
Hubspot
MARCH 4, 2016
If you want to hold brainstorms that unearth better, more creative ideas, it all starts with the people in the room. Like, the actual number of people in the room. That's my first tip for you: Follow the "pizza rule" for brainstorming. If you're unfamiliar with the "pizza rule," it's the idea that if you have more people in a room than you could feed with a pizza, there are too many people in that room to hold a productive meeting.
SalesLoft
FEBRUARY 27, 2016
We are beyond excited for Rainmaker 2016. The agenda is set, the venue is prepped, and only a few tickets remain. It’s all happening, you guys. If you were one of the lucky ones who already registered, you already know the hype. With over 500+ modern revenue and tech leaders there — not to mention, Gary Vaynerchuk on keynote — this conference is going to be the one and only place for your team to learn more about all things sales development.
Sales Gravy
MARCH 4, 2016
Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales Leadership.
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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.
Engage Selling
MARCH 4, 2016
Is team morale and your organization’s culture on your mind? Try this surprising way to drive up positive attitudes in your company. Hint: you likely already have access to everything you need to implement this.
Hubspot
FEBRUARY 29, 2016
When I was just starting out management didn't seem like a career choice; it seemed like an inevitable. Something that would just sort of happen once I got old enough -- like wrinkles, or gray hair, or distinctly unfashionable pants. I figured : You work long enough, you'll manage someone. I liked the idea of managing because it felt like progress. I wanted that nebulous trophy of achievement.
ConversionXL
MARCH 1, 2016
It’s always fun to find out what others think about what you do. In regards to conversion optimization, we’re of the belief that UX is a big part of our process and that great UX leads to more conversions. But how do UX people view conversion optimization? What do they think it is, and how do they think it fits into the organizational context with UX?
Sales Gravy
FEBRUARY 29, 2016
Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for it at all? How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola?
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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
Engage Selling
MARCH 3, 2016
It’s evident by the look of frustration on the face of one, or multiple, sales team members. Their deals just won’t close.
Hubspot
FEBRUARY 28, 2016
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Remember a job you loved? (Hopefully, it's the one you have now!). Remember a job you hoped to leave? When I reflect back on my career journey, I have jobs that fit both categories, and the difference has often been the fit of the team. The happier and hustle-ier the group of coworkers, the more we get done and the more fun we have doing it.
Partners in Excellence
MARCH 3, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales people off script. Yes, I do it purposefully, but not maliciously. I suppose I should be ashamed with playing with these hapless souls, but I’m not. But before you start thinking poorly of me, the questions or responses I provide aren’t unreasonable. These sales people are just ill prepared to engage in a conversation.
Sales Gravy
MARCH 3, 2016
What youre trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale.
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.
SalesLoft
MARCH 3, 2016
We can barely contain our excitement for Rainmaker 2016. We’re looking forward to welcoming you — our Rainmaker attendees — and introducing you to the best way to integrate your sales development tools: The Sales Development Cloud. It’s down to a single-digit countdown, and if you’re anything like us, you’re saying to yourself, “how is it March already?
Hubspot
FEBRUARY 27, 2016
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Every Friday, our team comes together for a weekly reflections meeting. It's our "touchy-feely-kumbaya" moment where everyone has an opportunity to open up and share what's on their mind. Primarily, we try to focus on three things: what went well, what didn't go so well, and what we learned.
Hubspot
MARCH 1, 2016
I If you use the internet (and since you’re reading this, I’m assuming you do) then you’ve likely encountered native advertising - whether you know it or not. You may have been on a site like Buzzfeed, reading a listicle called “25 People Having a Worse Day Than You” before realizing that it was a sponsored post promoted by an insurance company. When you discovered you were actually reading an ad, how did you feel?
Hubspot
MARCH 3, 2016
These days, knowing how to use Microsoft Excel is so expected that it hardly warrants a line on our resumes. But, let's be honest here: How well do you really know how to use it? You may know how to plug in numbers and add up cells in a column, but that's not going to get you far when it comes to reporting on your metrics. Gone are the days when marketers could rely on their gut for important business decisions.
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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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