Sat.Aug 19, 2017 - Fri.Aug 25, 2017

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The Power of Sales Stories

Anthony Cole Training

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls.

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6 Customer Journey Mapping Examples: How UX Pros Do It

ConversionXL

Customer journey mapping is a widely used and impactful technique that can help you make better product, marketing, UX, and merchandising decisions. However, like other UX research techniques (including user personas ), there’s some vagueness and obscurity around how to actually create customer journey maps. This article will draw processes and customer journey mapping examples from experts in the field, and you’ll hopefully walk away with a real and clear picture of how to do it on

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How to Sell Better: Lesson 3 – Learn THEIR Business

A Sales Guy

If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return.

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The Critical Mistake that Sinks Sales Presentations | Sales Strategies

Engage Selling

I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind.

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How to Improve Email Deliverability and Optimize Each Send

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.

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Passion Must Show

Score More Sales

Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn.

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How and When to Use Direct Mail as Part of Your Inbound Marketing Strategy

Hubspot

Direct mail regularly gets a bad rap as an exclusively outbound-focused tactic that doesn’t keep up with the ways buyers want to consume content. But in the right situations, direct mail could be a crucial differentiator in a world where 78% of consumers have unsubscribed from a company’s email list because the company was sending too many emails. Just as a product that’s similar to a dozen competitors will struggle to take off, marketing that looks like everyone else’s simply won’t be memorable

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5 Steps to Stronger Sales Presentations

Engage Selling

The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.

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Not Every Call You Make Is A Sale

Partners in Excellence

Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” It leapt out of the page, somehow it seems obvious. Yet too often, it seems we behave just the opposite. The very first emails, set the tone–they are some variant of, “Let me tell you why you should buy my product.” Every subsequent outreach, whether by email, telephone, or face to face is about the product or solution.

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What’s the Best Way to Write a Blog Post? Marketers Weigh In

Hubspot

I write content for the HubSpot Blog every day, and after more than a year of doing it, I like to think I have a good system. It starts with drinking seltzer and listening to instrumental pop music, and it usually ends with a finished article. But I wondered if others might have better strategies and more efficient hacks than Polar's Dragon Whispers seltzer and 2Cellos' cover of "Despacito.".

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How to Sell Better: Lesson 4 – Understand Their Motivation

A Sales Guy

Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore to understand selling and to sell better you have to understand your buyer’s motivation to change. People need a reason to move, to change and you need to know it.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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3 Ways to Efficiently Execute Your Account-Based Playbook Across Your Team

SalesLoft

Account-based sales development requires at least 16 to 20 touches per contact according to TOPO research. To successfully complete that high number of touches, your account-based efforts require strategy and alignment across your entire sales organization. Just like an offensive coordinator in football, sales managers have the visibility to see the entire playing field and can help your reps carry out the right tasks.

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Design Your Sales Calls For Success

Partners in Excellence

Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close. I suspect the that number is far larger today. In trying to understand this, broadly, it came down to two reasons: Poor or nonexistent call planning, poor execution.

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Four Days of Facebook: Learn How to Grow Your Facebook Audience Fast

Hubspot

As we approach 2018, two things about the near future of marketing are clear: the way we approach social is transforming , and messaging apps are undeniably on the rise. Now more than ever before, having a coherent, actionable Facebook strategy to grow your business is absolutely essential. But as you probably know from experience, this is easier said than done.

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Your Success Starts with Great Prospects

The Sales Hunter

It’s time you quit thinking that your inability to close sales is the reason you’re not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […].

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How to Stay Competitive in the Evolving State of Martech

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

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Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Understanding the Sales Force

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing? Ken Leeser, a regular reader, suggested that I check out t his article on eliminating bias from hiring. That sounded like it would be a really good thing until I considered this.

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Not Everyone’s A Customer Or A Prospect!

Partners in Excellence

It might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. I reflect on the emails and calls, astounded, thinking, “Why do they possibly think I might be interested in a conversation or that I could even be a prospect for their solutions?

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HubSpot's Mike Pici and HubSpot developer Jon Pavoni

Sell Or Die

1:16 - Jeffrey Gitomer joins Mike Pici, Director of Sales at HubSpot, for their Inbound Sales Day 9:42 - Why Jeffrey reads the 1-star reviews 16:30 - How to overcome the "bad experience last time" barrier 22:50 - Is there a difference between selling a product vs. a service? 26:34 - What happens when you're in a situation you're not prepared for? 32:00 - HubSpot developer and inbound sales expert Jon Pavoni joins for a lead-gen and content creation talk you can't miss. 33:10 - People consume co

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Sales Motivation Video: The Big Opportunities You Capitalize On!

The Sales Hunter

Are you making the most of the big opportunities that come your way? Today I challenge you to get in the game and pay close attention to the opportunities around you. You have to be intentional, and when you are, you will realize that these opportunities are stepping stones toward success and sales motivation. Check […].

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Maximize Your Prospecting Campaigns With Social Media

Sales Gravy

So many ways and places to interact with potential clients; it’s like your company’s own virtual new prospect goldmine!

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Knowledge Is Power

Partners in Excellence

Knowledge is power—this has been acknowledged for years. Let’s assume that’s correct. Many people leap from this statement to saying, the customer has all the power in the buying process. After all, they are at least 57% through their buying process, perhaps according to some research they are as much as 90% through the process before they even get sales involved.

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How to Sell Better: Lesson 5 – Learn to Ask Questions Better

A Sales Guy

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT.

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Join Me at One of 2017’s Premier Sales Conferences

The Sales Hunter

In September, I will be speaking at one of this year’s premier conferences for sales leadership, sales enablement, and sales operations. I would like to personally extend an invitation for you to join me at the event for your special VIP treatment from yours truly! The Sales 3.0 Conference in Las Vegas will you with […].

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Nobody Tells Leaders When They’re Doing a Bad Job. Here's How to Do It Right.

Hubspot

Two threads on Hacker News recently have shed light on the utter failures of leadership in tech. The first was an honest question: “ Women in tech, how do you find non-toxic work environments? ” The second was in response to an article, “ Why Good People Leave Large Tech Companies.”. These threads read like the Inept Executive Handbook  --  failures to address cultural issues, ignorance of the reality of day-to-day life for their employees, mishandling of everything from HR complaints to stock o

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Slow and Steady: Winning the Long Sales Cycle

SalesLoft

When your opportunities shift from mid-market to enterprise level, deals get larger as more decision makers and money become involved. The length of your sales cycle will undoubtedly increase as well. According to TOPO’s 2017 Benchmark Report, the average sales cycle of enterprise deals is 7.7 months. So roughly 2/3 of the year can be spent working a single account from lead to close.

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2017 Social Selling App and Article Roundup #5

Adaptive Business Services

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out! While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden inside this regular curation.

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Big Prospecting Mistake Too Many People Make

The Sales Hunter

If you’re like me, you grew up with parents who drilled into you the art of being courteous to others, especially with regard to introductions. Challenge is when it comes to prospecting, the courtesy taught to us as a child can work against us very quickly. Put yourself in the shoes of a prospect receiving […].

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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29 LinkedIn Tips for Professional Networking, Business & Marketing

Hubspot

In April, LinkedIn announced it had reached 500 million members, making it one of the most popular social networks for professionals and one of the top social networks overall. But are you using LinkedIn to its fullest potential? With new social networks sprouting up constantly, LinkedIn is a platform that often gets underutilized or put on the back burner.

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Want Better Pipeline Coverage? Start Doing These Two Things

SalesLoft

When the stakes are high and quota is on the line, your sales reps’ knee-jerk reactions may be to focus on the accounts that are later in the sales cycle. Their rationale is that the rest of their pipeline can be put off until an account warrants their attention. For now, they need to go for the guaranteed close. As a sales leader, you know that brushing the rest of the pipeline off is a mistake.

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5 Mistakes That Will Bankrupt Your Agency

Hubspot

These days, agencies tend to get caught up in near-constant talk of creativity, innovation, and disruption. But all that noise can drown out the real reason you’re in this business: to make money. The truth is that you’re trying to make a living -- for yourself, your family, and your employees. And no matter how hard you work to serve clients, when you don’t make money, it’s pretty tough to sustain enthusiasm.

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Talking the Talk: The Beginner's Guide to Designing a Chatbot Conversation

Hubspot

Nothing will impact the way we communicate quite like chatbots. Whether you need to summon a Lyft, book a flight, or even test out a new shade of lipstick, it’s now safe to say, “There’s an bot for that.” By plugging into the messaging apps we already use to talk with friends every day, chatbots sit at the intersection of convenience and utility, redefining what it means for brands to be helpful for their customers.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.