Anthony Cole Training
JULY 31, 2018
In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston.
Women Sales Pros
AUGUST 3, 2018
Most sales people agree that planning ahead of time for important sales calls is a precursor for successful call outcomes. However, based on my observation in working with hundreds of sales people over the years, many continue to ‘wing it’. Sales call after sales call, they leave the entire outcome to chance. Pre-Call Planning Overview. The goal of pre-call planning, used in all stages of the sales process, is to think through all the important aspects of a sales call in advance of the meeting
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ConversionXL
JULY 30, 2018
You are probably ending your A/B tests either too early or too late. The standard best practice in the conversion optimization industry is to wait until two conditions have been met before ending an A/B test. First, that a representative sample is obtained. Second, that the winner of the test can be declared with 95% certainty or greater. You can see the latter standard touted here and here and here.
A Sales Guy
JULY 30, 2018
Look, I get it. Closing has been a part of the sales lexicon for decades, shoot maybe even centuries. But, just because it’s been around for a while, doesn’t mean it’s accurate or valid. Here’s the deal. Closing isn’t something you do to someone. I argue in this video, that if you’re a closer, you’re a bad salesperson and I offer a rather compelling argument why.
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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.
Anthony Cole Training
AUGUST 3, 2018
As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream. All the while, I continued to be amazed by the sales lessons I learned during our daily adventures.
Hubspot
AUGUST 2, 2018
44 percent. That was the click-through-rate of the first ever banner ad , purchased by AT&T on HotWired.com in 1994. Nowadays, this ad would be considered the scum of clickbait. No sane person would ever click on it. Fortunately, online advertising has rapidly evolved since the 90’s, so you don’t have to rely on attention-repellent banner ads anymore.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 3, 2018
The results are in. Sales coaching makes a difference in quota attainment. When people are coached, they are more likely to exceed quota by more than 10%. We wanted to know if coaching REALLY did make a difference when it comes to quota attainment in sales. Therefore, we surveyed over 100salespeople and sales leaders to find out exactly who’s being coached, what they’re coached on and the impact of coaching.
Outreach
AUGUST 2, 2018
At Outreach, we believe sales is the lifeblood of innovation, and salespeople are the backbone of any business. Our economy was built on the back of sales; the world’s products and services rely on sales teams to be brought to market — sellers who are committed to solving prospects’ pain points and problems. That’s why we’ve made it our mission to support, and amplify the efforts of, every member of the revenue team — from quota-carrying prospector to AE to visionary CEO.
Hubspot
JULY 31, 2018
For now, augmented reality (AR) is still largely a novelty -- AR's newness alone contributes to its ability to surpass print, online, and television advertisements in terms of shock-factor. As The Drum reports , AR can capture people’s attention for over 85 seconds, increase interaction rates by 20 percent, and improve click-through rates to purchase by 33 percent.
Jeff Shore
JULY 31, 2018
By Amy O’Connor . Let me start by saying that no one is interested in your excuses. No one. Ever. Harsh but true. Management cares about results not excuses. That is not to say there may occasionally be legitimate reasons (operational or product shortcomings) that contributed to the loss of your sale. These factors have nothing to do with your intentions or behaviors, but excuses are never the correct explanatory response to why you lost a sale.
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
Gong.io
AUGUST 1, 2018
“Just stop,” s pat the COO from across the table. “I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. Yet this COO kicked my teeth in, leaving me and his ops manager twiddling our thumbs.
Membrain
AUGUST 1, 2018
Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.
Hubspot
AUGUST 3, 2018
The business world often uses the terms machine learning, deep learning, and artificial intelligence as interchangeable buzzwords. The problem? Each is uniquely different from its siblings. With so much terminology describing different pieces of the same AI puzzle, it’s easy to misunderstand various components. AI has been around for decades in business and government, but it’s still a relatively new addition to many sectors.
Sales Hacker
JULY 31, 2018
This a summary of an inaugural survey by Sales Hacker and LeanData — the State of Revenue Operations 2018. The evolution of Rev Ops. Have we finally cracked the code to revenue bliss? Can Rev Ops really deliver? Key stats from the State of Revenue Operations survey. Top takeaway and full report. The Evolution of Revenue Operations. Businesses naturally obsess about revenue and creating a successful revenue model.
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
Openview
AUGUST 3, 2018
Becoming the absolute leader in your market is not a luxury. It’s a necessity to survive. The old battlecry of “If we can get 1% of a $10 billion market, we’ll be rich!” is some of the biggest maladvice in business history. It sounds so good on paper (the young VCs always think they’re going to make their careers with these investments). But it’s not how markets work in reality.
Membrain
JULY 29, 2018
I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.
Hubspot
JULY 30, 2018
In 2018, smart home systems and devices are more impressive and all-encompassing than ever. Using a smart system is no longer just about asking Alexa to tell you the weather or play that new Drake song -- now, you can use smart devices to grill chicken at your next family barbecue , turn the lights off in the living room while you’re watching a movie, or vacuum your floors.
SalesProInsider
JULY 31, 2018
“Nancy… you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I read that email was advice I received early in my sales career: Never underestimate the laziness of your buyer.
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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.
Score More Sales
JULY 31, 2018
We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores with intent to purchase something.
KO Advantage Group
JULY 29, 2018
How do your weekends look like? Does it look more like rest days with two side dishes of work or full meal courses of quality time with your family? As an entrepreneur, I acknowledge the importance of work but all the more, the significance of spending some quality time with my son and observing a work-life balance. Now, let’s talk about sales training and your road to becoming a sales rock star.
Hubspot
AUGUST 2, 2018
Quotes About Change. “The measure of intelligence is the ability to change” -Albert Einstein. “The greatest discovery of all time is that a person can change his future by merely changing his attitude” -Oprah Winfrey. “Every day the clock resets. Your wins don't matter. Your failures don't matter. Don't stress on what was, fight for what could be.“ -Sean Higgins.
RAIN Group
AUGUST 1, 2018
The most successful sellers are motivated, proactive, focused, and goal-oriented. Indeed, they get the most done and achieve the best results in less time. So what makes these sellers significantly more productive? We all have the same number of hours in a day, yet some sellers achieve considerably more than others. The answer: They're systematic. They attack each day with a similar mindset and process to drive their productivity.
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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
AUGUST 2, 2018
This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?
criteria for success
AUGUST 1, 2018
Need some new sales training ideas? It's not always about reinventing the wheel. Sales leaders can improve performance by developing a training program that leverages existing resources. Specifically, these are best practices for selling that people on the team are executing. Your top performers are the people who are most likely to have this know-how. [ ] The post Leveraging Your Own Resources: 3 Sales Training Ideas appeared first on Criteria for Success.
Accent Technologies
AUGUST 3, 2018
The key to creating effective sales presentations? Make it all about your buyers! SiriusDecisions’ Buyer-Centric Sales Presentation Framework breaks down how. What sets apart the presentation that’s going to close the deal from one that has buyers running away? It may seem like voodoo black magic, however, the answer is actually pretty simple. (more…).
Hubspot
JULY 31, 2018
Strikethrough text is like body language in your writing. It allows you to convey subtext or your true opinion about something, without explicitly expressing it: If the guest post pitch doesn’t have a draft attached, I will gladly take the extra effort to permanently delete it from my inbox probably won’t respond. To leverage one of writing’s most popular tools on Google Docs, follow the instructions below: Step 1: Highlight the text you want to strikethrough.
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.
Jeff Shore
AUGUST 2, 2018
by Ryan Taft. ?Years ago, I was selling newly constructed homes in a community that had – let’s say “less than optimal size homesites.” Meaning the backyards were tiny! If I had a dollar for every time I heard someone say, “The backyard seems too small,” I would be retired and living on a beach somewhere. What my customers were really saying was that they couldn’t visualize using the backyard space.
criteria for success
AUGUST 2, 2018
Looking for innovative sales ideas that will motivate your team to sell better? Look no further. Sales is a tough industry to be in. The protocol for outreach is constantly changing. Buzzwords are exploding and disappearing within weeks, advice from one person contradicts that from another, and prospects just don’t want to talk to your [ ] The post 3 Innovative Sales Ideas to Motivate Your Team appeared first on Criteria for Success.
Partners in Excellence
AUGUST 2, 2018
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.). It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered–we sales people tend to be very self-centered focused on our goals, rather than the customers’ Perhaps there are a couple of more important questions: What did the customer learn as
Accent Technologies
AUGUST 1, 2018
Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from July! It’s time for your monthly dose of sales enablement strategy and thought leadership. Check out our compilation of some of the industry’s best blogs from July: (more…).
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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