Anthony Cole Training
JULY 14, 2017
My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them. And though it irritates me to no end to walk into a room to find all of my decorative pillows haphazardly thrown around, I must appreciate Rocky’s determination.
The Sales Hunter
JULY 11, 2017
The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].
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Engage Selling
JULY 11, 2017
Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling.
Understanding the Sales Force
JULY 12, 2017
Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.
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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.
Hubspot
JULY 10, 2017
You did it. You finally produced and posted your first series of marketing videos. You wrote the scripts, filmed them, edited them, and uploaded them to an online platform. All that’s left to do is sit back, relax, and watch the views roll in. Ha ha. Funny story, right? Before I worked at HubSpot, when I created my very first series of marketing videos, I was stumped.
The Sales Hunter
JULY 9, 2017
If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SalesLoft
JULY 14, 2017
Salesloft users belong to an exceptional class of sales professionals. They’re creating modern sales organizations that bring their best to each and every customer interaction. We’re continually blown away by the intelligence, innovation, and strategy our amazing customers display every day. Being able to tap into the Salesloft community keeps us motivated and excited each and every day, and we want to give all our customers access to that same incredible resource.
Hubspot
JULY 14, 2017
Gone are the days when social media publishing and engagement could be tacked onto the daily responsibilities of an intern -- as were many of the first roles in social media. Today's growth-minded organizations need a team of people ideating, creating, publishing, and promoting content on social media to drive meaningful returns on investment -- and this requires time, effort, and creativity.
The Sales Hunter
JULY 11, 2017
I get asked this question all the time. The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […].
Partners in Excellence
JULY 12, 2017
Today, most of what I hear from sales people and executives is they are opportunity starved. They are all desperate to find more qualified opportunities. Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect.
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
SalesLoft
JULY 12, 2017
Your discovery calls can have a big impact on the deals you’re working. A positive outcome drives your sales cycle forward with ease, while a lackluster call can have your prospect pumping the breaks. With so much hanging in the balance, you’re probably asking yourself “how can I improve my discovery calls?”. We partnered with Gong.io to analyze over 500,000 discovery calls and what we found is that a lot of your call’s strength comes down to the questions; the number of questions you ask, the t
Hubspot
JULY 11, 2017
Here at HubSpot, we take culture pretty seriously. After all, we have an entire code dedicated to it, and it doesn’t just apply to our internal environment -- it also shows up when we’re recruiting new people to join our team. We have an inbound recruiting mission of attracting top talent through a world-class candidate experience. That’s why, one January night that started like any other -- watching Netflix in my pajamas and eating chicken tikka masala from my favorite Indian takeout joint -- I
The Sales Hunter
JULY 14, 2017
Whom do you attract? Earlier this week I was at the National Speakers Association Annual Conference — #Influence17. Each time I go I’m amazed at who I meet. From hallway discussions to the main sessions, it’s about connecting and learning from others. Walking to a session, a good friend stopped me and asked if I […].
Partners in Excellence
JULY 12, 2017
It’s an age old adage, “You get what you measure and compensate for.” If it were true, why do we have such a gap in sales quota performance? We’re measuring it, we’re tracking it, but the majority of sales people aren’t achieving their goals. There are a lot of things that impact quota performance, but I suspect a large part of the challenge are the other things we measure, hold people accountable for, even compensate at some level.
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
SalesLoft
JULY 10, 2017
Unfortunately, when it comes to scheduling your first meeting with a prospect, no shows can and will happen. Take a look at your own schedule. Your time is probably dominated by meetings and appointments. Your prospect’s calendars no doubt look pretty similar. Combine their already busy schedules with the occasional fire drill that pops up and it’s no wonder that daily business events take precedence over hopping on a sales call.
Hubspot
JULY 11, 2017
As agencies continue to adopt principles of Growth-Driven Design , their client service-offerings must shift to reflect the new needs of this approach. Continuous improvement cycles -- the structured, on-going validation process within Growth-Driven Design -- is one of the primary advantages for clients and agencies over a traditional web design and development offering.
Pointclear
JULY 12, 2017
I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. We expected everyone in the sales team to chip in. In the book, Andy discussed 10 essential steps to accelerate every company’s sales.
Partners in Excellence
JULY 10, 2017
Too often, we seem to focused on volume, velocity and activity levels, thinking that the more things we do, the better we are. We set goals for number of prospecting calls, numbers of meetings, and any number of things. The thinking is, if we simply do more, we produce more. On face value, that makes sense. Having 20 prospecting conversations a week is twice as good as having 10 prospecting conversations a week (assuming all else is equal).
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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.
Sales Gravy
JULY 14, 2017
Ive seen some work really well and others flop completely. I think its time to give back and tell you what works and what doesnt so you can become a powerful sales machine.
Hubspot
JULY 11, 2017
Here's where you can meet all our speakers at today's event and find details on each of their sessions. With speakers from HubSpot, Canva, LinkedIn and more, we're covering everything from how marketing and sales has changed, to in-depth workshops on improving your SEO strategy, and talks on how to turn your web traffic into leads and customers. Enjoy!
Sell Or Die
JULY 12, 2017
Mitch Taylor of Taylored Events joins us to breakdown the key questions and sales tactics in the world of event planning and sales. 2:25 - What makes an event memorable? 4:45 - What do you ask prospects who are purchasing for their event? 7:50 - Jeffrey’s creative ideas for events 9:46 - “Time is the fire in which we burn…” 12:15 - “What do you want them to say?
The Bridge Group
JULY 13, 2017
In the US, our approach to vacation is unrecognizable to much of the rest of the world. In Sales & Sales Leadership, our approach to Paid Time Off (PTO) is incomprehensible to many of our own non-sales colleagues. A quick trip to Federal Reserve Bank of St. Louis tells me that workers in the US work ~11% more hours annually than our peers. That’s roughly an extra half day.
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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
Sales Gravy
JULY 13, 2017
In your initial contact with the prospect, focus all your attention and your questions on the prospect. Dont talk about who you are and your questions on the prospect. Dont talk about who you are and what you do, or about your company.
Partners in Excellence
JULY 10, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time when sales and marketing people speak about value, we think of what we “inflict” on the customer. We tell them our value propositions, then letting them figure out whether it means anything to them. Perhaps we take the time to understand what they value, then presenting our value in the context of what they value.
Hubspot
JULY 13, 2017
Movie producers and inbound marketers aren't that different when it comes to creating and editing video content. We're both telling a story, and whether that story is about a protagonist or a product, we're both trying to captive our audiences and make them believe in the story we tell. What happens at the end of the story is a little different, though.
ConversionXL
JULY 12, 2017
In the pursuit of sustainable and consistent ecommerce growth , we look to many places: content, SEO, Facebook, Instagram, paid acquisition, new channels, growth hacking. But rarely do we turn the focus to our own website and ask, “how can we improve our own ecommerce user experience to drive growth?”. That’s what this post is about: looking inward instead of outward.
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.
Sales Gravy
JULY 11, 2017
Think problem first. Focus on where the customer is coming from before turning your attention to where he/she wants to move to. Solve a problem, and you can change their world. What Can We Learn from the Ventures of Elon Musk?
Sales Gravy
JULY 10, 2017
A consulting firm I know surveyed 1000 Canadian CEOs two years ago. They asked: What are the criteria you look at when making a buying decision. The first criterion was trust. Number six on the list was price.
Sales Gravy
JULY 10, 2017
You can know if a sales candidate WILL SELL! You can attract, hire and retain more A salespeople and you can help them be successful quickly. You can survive a tough economy; in fact, with top salespeople, you can gain market share and thrive.
Sales Gravy
JULY 13, 2017
According to business marketing coach, Sue Clement, If millennials want to impress boomers, the best approach is the most direct, pick up the phone and talk to them.
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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