A Sales Guy
DECEMBER 20, 2016
This is one my most repeated sales tips. Your entire selling effort should focus on getting the customer to “let” you help them. If the customer isn’t willing to let you help them. You’re not selling and they aren’t going to buy. We need the prospect to participate in the sale with us in order to create a valuable solution.
The Sales Hunter
DECEMBER 21, 2016
What are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements. If we’re going to make serious changes next year, we have to step back and ask ourselves tough questions. Below […].
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Hubspot
DECEMBER 22, 2016
Did you know that the search result in #1 position on Google gets 33% of search traffic ? And that page 1 search engine results resulted in 92% of all traffic, dropping off by 95% for page 2? Numbers don’t lie. If you want to climb to the top of search engine results pages (SERPs), well-written, engaging content alone won’t cut it. You also need to focus on writing SEO-driven, keyword-focused content that attracts not only website traffic, but the right kind of traffic.
ConversionXL
DECEMBER 19, 2016
Get data-backed ecommerce guidelines you can implement right away to increase revenue. If you’re wondering what works best right now in ecommerce, you’re in luck. We just launched a comprehensive guide (247 guidelines) on ecommerce best practices , all derived from user testing and custom research. If you’re under 1000 purchases a month and can’t run your own A/B testing program yet, you can use this report as a list of action items.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
A Sales Guy
DECEMBER 22, 2016
Please pay attention to this. Forward this to marketing. Forward this to your boss. Forward this to sales operations. Forward this to the people that create your pitch decks, presentations, and your powerpoints. Because that’s where the problem starts. No one gives a s**t about you or your company. No one gives a s**t how long you’ve been in business.
Engage Selling
DECEMBER 20, 2016
Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
DECEMBER 21, 2016
Long time followers of this blog will recognize this is the time of year when I will make a full court press on my audience to take action. It’s the time when I am blatantly asking you for your money! It’s not for me (I can hear the collective sighs of relief with people realizing I haven’t turned into a slimy sales person.). It’s for a very specific purpose: To provide clean water to those that don’t have it.
A Sales Guy
DECEMBER 18, 2016
No one is successful by themselves. I don’t care who you are. If you believe any success you’ve had is 100% created all by yourself, you’re an a **e. Yeah, I said it. No one is successful alone, no one. Don’t be an a **e. Yes, we all work hard. And our success is ultimately attached to our own efforts, but we live in a connected world that requires the help, insight, support, guidance, and friendship of others and it’s that support in addition to our own efforts tha
ConversionXL
DECEMBER 21, 2016
Every year we publish a list of most read articles on ConversionXL that were published that year. The following 10 new posts got the most pageviews in 2016. Starting from number 10 and moving up: #10 7 Retargeting Case Studies That’ll Boost Your Current Campaigns. You already know retargeting works. But what if you’re doing it all wrong? #9 The Conversion Rate that Actually Matters in Mobile Apps.
Hubspot
DECEMBER 23, 2016
With the recent release of Google Home in the U.S., voice-activated devices are a big topic du jour lately. But which personal assistant tools are the most helpful? What do you need for each one? And how much do they cost? While a simple search for “ personal assistant apps ” seems to yield countless results, shifting through them can be a task. Today, consider us your digital personal assistant.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Partners in Excellence
DECEMBER 22, 2016
I just read an outstanding article, How To Create An Effective Account-Based Sales Strategy In 5 Steps. It’s quite an excellent article, netting out the 5 Steps: Define your ideal company profile. Define your ideal buyer personas. Build a sales process to match each buyer journey. Provide content to match each stage for key personas. Measure, learn, improve.
Closing Bigger
DECEMBER 19, 2016
This social selling keynote seminar is from a talk I did at the Social Media Mastery conference I did a few months ago. The premise of the talk is focused on helping people shift from being pitch artists and outbound sales people and marketers to becoming Thought Leaders who attract the business they want. This is a more condensed version of my one-hour keynote and full-day social selling bootcamps.
Score More Sales
DECEMBER 20, 2016
My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016. I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons. Keenan would love to see this meme gain some steam (hey, that rhymes) so use the hashtag #HelpedMe2016 when sharing socially so others can read about the awesome folks impacting us – and share
Hubspot
DECEMBER 22, 2016
Here at HubSpot, we've been giving a lot of thought to the concept of a growth stack -- the set of tools that marketers and sales teams use to drive growth. As you might imagine, we're working to build our products to serve as a strong foundation for your growth stack. But what does that look like? To dig deeper into what the typical growth stack looks like, we recently partnered with Datanyze , a platform that can track a large number of technology categories.
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Understanding the Sales Force
DECEMBER 20, 2016
I am always honored when my work is recognized and this year is no exception. The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. That marks the 6th consecutive year that OMG has won the Gold! We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us!
Partners in Excellence
DECEMBER 20, 2016
Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.
The Sales Hunter
DECEMBER 20, 2016
Would you pay $85.00 for a rock wrapped in leather? I suspect it’s not high up on your gift list, but for somebody it sure is. Check this out: Nordstrom is selling a rock for $85.00. Does that have you thinking, “Who in their right mind would buy that?” Clearly somebody would (and is!), because […].
Hubspot
DECEMBER 21, 2016
So, you've developed an amazing site. You've put together some seriously valuable content, iterated on the design, and gathered a ton of feedback. Now, you're finally feeling ready to share it with the world. And as soon as you publish your new site for the world to see, all of your content will immediately start showing up in Google, right? Well, maybe.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Pointclear
DECEMBER 20, 2016
How much should a lead cost? My answer to this is, and has always been, probably more than you think, but definitely less than you are currently paying. If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies.
Partners in Excellence
DECEMBER 19, 2016
There’s an article that’s getting a lot of attention, If You’ve Ever Been Fired, I’ll Never Hire You! It’s a commentary on a “manager’s” perspective that being “fired” is a black spot on anyone’s career and that manager taking the position that anyone who has been fired should never be considered for a job.
The Sales Hunter
DECEMBER 19, 2016
It’s that time of year when top-performing salespeople are thinking of their goals for 2017. I want you to set goals and put a plan behind them — then motivate yourself to fly past those goals. Let your goals be your benchmark to surpass. Check out the video to see what I mean: Copyright 2016, […].
Hubspot
DECEMBER 21, 2016
Making a U-turn in a Ford Focus is easier than in an 18-wheeler. In the same sense, making substantial changes to your company structure is much easier at an agency of 10 people than an agency that has grown to 50 or more. But that challenge and discomfort shouldn't keep you from working to improve your agency's structure. If you approach the process strategically and for the right reasons, change can be a positive force for your company -- and it could potentially result in pretty impressive gr
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SalesLoft
DECEMBER 22, 2016
Using personalized videos is one of the most effective ways to bring true personalization back into your modern Sales Engagement process. Think back to that point in all our careers where we came across an article or training seminar that stressed the importance of body language. They always go back to that same stat from a study by Dr. Albert Mehrabian which found that 55% of any message is conveyed through nonverbal elements like facial expressions, gestures, and posture.
Partners in Excellence
DECEMBER 22, 2016
It seems to be human nature to pick things apart. We may be looking at a new prospecting or marketing program, we may be looking at a deal strategy, we may be looking at a new organizational structure. Whatever the level we act, we have a propensity to look for faults, or what could go wrong. We hear various manifestations of that in lot’s of ways, “We’ve tried this before… ” “But we’ve always done things another way… ” “We’re di
Closing Bigger
DECEMBER 19, 2016
This social selling keynote seminar is from a talk I did at the Social Media Mastery conference I did a few months ago. The premise of the talk is focused on helping people shift from being pitch artists and outbound sales people and marketers to becoming Thought Leaders who attract the business they want. This is a more condensed version of my one-hour keynote and full-day social selling bootcamps.
Hubspot
DECEMBER 20, 2016
On December 14th, Twitter announced that users would be able to broadcast live video directly from Twitter on iOS and Android mobile devices. This move is the result of Twitter’s integration with Periscope, the live video streaming app it acquired back in March of 2015. Earlier in 2016, Twitter began featuring live and replayed Periscope videos in Twitter timelines that users could watch and interact with -- even without a Periscope account.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
SalesLoft
DECEMBER 21, 2016
The sales handoff between the Sales Development Rep and Account Executive is a crucial piece of the modern sales process. This is where a potential lead becomes a viable sales prospect. Having a set process established between the teams ensures that no leads fall through the cracks, and holds both the SDR and the AE accountable for their specific responsibilities in the qualification and selling process.
The Sales Hunter
DECEMBER 23, 2016
I was struck by a study I just read, “Global Leadership 2015-2016 Study.” What it says is really keeping CEOs up at night. You can read an overview at this link. Here’s an excerpt from the article: The short answer: Leaders just aren’t ready to lead. In the research, CEOs continue to acknowledge with a […].
Engage Selling
DECEMBER 17, 2016
You cannot manage time. You can only manage your choices. Devoting all your energy to fiddling with time is akin to saying yes to doing hard labor… willingly and needlessly!
Hubspot
DECEMBER 20, 2016
The roots of project management date back thousands of years to the creation of mega projects such as the Giza Pyramids and the Colosseum. Although the term "project management" wasn't coined until the 1950s, projects from more than 4,500 years ago were delivered with the same systematic approach that characterizes today's projects. The introduction of the personal computer and the development of the information management sector in the 1990s revolutionized project management like never before.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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