Sat.Dec 17, 2016 - Fri.Dec 23, 2016

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Sales Tip: Get the Customer to Let You Help Them

A Sales Guy

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.

Customers 124
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10 Questions to Challenge You Next Year

The Sales Hunter

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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Trending Sources

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Blogging for SEO: How to Write Blogs that Rank on Page One

Hubspot

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.

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Ecommerce Best Practice Report 2017

ConversionXL

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.

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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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Sales Tip: No One Gives a S**t About You.

A Sales Guy

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.

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Acting Beyond Ourselves, Having An Impact On Others

Partners in Excellence

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.

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Top 10 Most-Read Articles on ConversionXL in 2016

ConversionXL

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.

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Who Helped Me the Most in 2016? — Chris Brogan That’s Who!

A Sales Guy

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

Closing 97
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How to Manage Your Emails in 2017

Engage Selling

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.

Up-sell 83
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Social Selling Keynote “The Exponential Influencer” by Shane Gibson

Closing Bigger

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.

Sell 69
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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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Building Effective Marketing And Sales Strategies

Partners in Excellence

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.

Sales 79
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One of The Last Traveling Salesmen Left In America

A Sales Guy

A friend sent me this video. I have no idea how I missed it until now. It’s been out for at least 4 years. It’s a fantastic peak into a dying, if not an already dead profession, the traveling salesman. This is a killer 10 minutes highlighting so many of the unique aspects of sales and selling. The good, the bad, the rewarding, the lonely and more.

Sell 82
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Who Had the Greatest Impact on My Year? Amy and Michael Port, That’s Who!

Score More Sales

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

B2B 68
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How to Submit Your Website to Google (And Why It Matters)

Hubspot

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.

Launch 77
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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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5 Year-End Awards from Top Sales World

Understanding the Sales Force

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!

Sales 67
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Quit Trying to Define Value for Your Customer!

The Sales Hunter

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 […].

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If You’ve Ever Been Fired, I’ll Never Hire You!

Partners in Excellence

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.

Growth 63
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4 of the Biggest Advertising Trends of 2016

Hubspot

2016 was a year of unprecedented creative opportunities for advertisers. Advancements in technology enabled agencies to develop campaigns across innovative new mediums, pushing the boundaries of digital advertising and inviting consumers to experience brands like never before. Before we see what 2017 has in store, let's take a look back at some of this year's most impactful advertising trends.

Promote 77
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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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Using Personalized Videos in Modern Sales Engagement

SalesLoft

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.

Pitch 52
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Social Selling Keynote “The Exponential Influencer” by Shane Gibson

Closing Bigger

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.

Sell 52
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Are You Guilty Of Picking Things Apart?

Partners in Excellence

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

Growth 59
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5 Personal Assistant Tools That Actually Make Life Easier

Hubspot

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.

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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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Standardize Your Sales Handoff with Salesforce

SalesLoft

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.

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Sales Motivation Video: Are Your 2017 Goals Your Benchmark to Fly Past?

The Sales Hunter

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, […].

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Are You Selling or Laboring? (Part 1 of 2)

Engage Selling

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!

Sell 48
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Snapchat Spectacles: A Simple Guide for Marketers

Hubspot

A great storyteller once said, “brevity is the soul of wit.” And although William Shakespeare wasn’t alive for the invention of video, we think he would agree with our marketing spin: “Brevity is the soul of video content.”. Video content has exploded on social media: Videos are watched by 82% of Twitter users , and 100 million hours of video are watched on Facebook every day.

Launch 75
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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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A Christmas Sales Tips Story {Video}

SalesLoft

Happy Holidays, modern sales pros! With Christmas just under a week away, vacations are beginning, activity is winding down, and we’re starting to look forward to the upcoming year. But with so much happening all around, it can be hard to focus on details of the year’s past, and all of the ways you, the modern sales professional, have improved over the last twelve months.

Sales 52
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Executive Sales Leader Briefing: Are You Doing CEO Leadership?

The Sales Hunter

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 […].

Sales 50
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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?

Pointclear

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up.

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How HubSpot Customers Grow: The Key Technologies Used by 19,000 Marketers

Hubspot

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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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.