Sat.Nov 10, 2018 - Fri.Nov 16, 2018

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What Makes a Sales 'Hall of Famer'?

Anthony Cole Training

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best, especially in the early rounds of looking for talent.

Sales 137
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The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak.

Quota 122
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Why Sites in High-Growth Industries Have Terrible UX

ConversionXL

If you generate a $200 million quarterly profit with an online product, your website’s user experience must be world class, right? Wrong. Your homepage can still look like the one above, which is from one of the largest cryptocurrency exchanges in the world. But terrible UX isn’t a shortcoming of the cryptocurrency industry—it’s common in every high-growth industry, including, perhaps, your own.

UX 116
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Just Because Buying Is “Chaotic,” Doesn’t Mean It’s What Customers Want!

Partners in Excellence

As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” Too often, the thinking is, “We have to meet the customer where they are at!” Some marketing and sales enablement people are reveling in the new content challenge, thinking, they have to provide content and related support for every one of these points in the buyer jour

Customers 114
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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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What’s Your Funniest Sales Story Ever?

Anthony Cole Training

I'm heading to a sales training session about 12 years ago. It's a client in downtown Cincinnati and I've been working with them for two years. They know me as a high energy, enthusiastic and entertaining sales trainer. In other words, I stand up, I move around, I'm engaged, I role play, we learn a lot and people make more sales.

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How to Exercise Your Sales Authority Correctly

Jeff Shore

By Jeff Shore. ?In his seminal masterpiece, Influence – the Psychology of Persuasion , Dr. Robert Cialdini offers six key principles of influence. Among the Big Six: the principle of authority. Put simply, we are greatly influenced (in ways we do not always understand) by our impressions of authority. This not about sales tactics; this is about human nature.

Sports 99

More Trending

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If You’re Not Digital, You’re Dead | Sales Strategies

Engage Selling

?????????I’m doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.

Sales 93
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5 Really Important Sales Concepts - Today's Lesson - Be Unique

Anthony Cole Training

In our sales training classes, we spend a great deal of time on the appropriate "attitude" required to be successful in selling. With the right attitude, you can count on consistently executing the required conduct and sales techniques to be successful. I once heard another sales development expert explain that "sales technique is just a change in language.

Technique 137
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Episode #090: Selling to Multiple Decision Makers with Matt Heinz

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Matt Heinz, President and Founder of Heinz Marketing, discusses with Jeff what to do when you’ve got more than one decision maker. That could be a husband and wife or it could be different level managers in a B2B situation. This situation nothing new to the seasoned sales professional but the solutions might not be what you think.

Sell 88
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Sales pipeline management: let’s stop confusing progress with probability

Membrain

Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing).

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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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Productive Conflict

Partners in Excellence

Over the past week, I’ve been involved in several conversations that have the same underlying theme. It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally. At the same time, I believe it is misunderstood, avoided, and executed very poorly with horrible results.

Product 86
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7 More Sales Core Competencies

Anthony Cole Training

In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies. I know that you've been waiting with baited breath.

Sales 136
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14 Unforgettable Color Palettes to Help You Design Your Own

Hubspot

It's a well-known fact that colors can influence mood -- consider how you feel differently when you enter a bright orange room, versus a muted gray. But did you know color also plays a major factor on your customer's first impressions of your brand? People generally make up their minds on how they feel about a product within the first 90 seconds -- and about 62-90 percent of their assessment is based on colors alone.

Promote 91
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[Master Class] How Do You Create Confidence In a Changing Market?

Jeff Shore

By Jeff Shore ? Are the rumors of a changing market beginning to cause ripples in your organization, your sales team or even your own mind? Or perhaps, it’s escalated way past rumors and what was once a hot market is starting to cool way down. This leaves your customers wondering… “AAAAAAAAAHHH! IS IT HAPPENING AGAIN!?!?!” Or, at the very least, causes anxiety.

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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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Scaling “Authentic Conversations”

Partners in Excellence

I just received one of those emails. I’m on a distribution list, I’ve been invited to hear a webinar on “How do you scale authentic communications.” Among the topics they will be covering are: “how to automate meaningful and timely follow up,” and “how much time is too much time spent on personalizing emails………” (Interestingly, the only personalization in this email was my name.

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The Getting Introduced Methodology

Anthony Cole Training

From our 5 Keys to Coaching series:

Growth 137
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Wordpress.org vs WordPress.com: What’s the Difference?

Hubspot

Year after year, WordPress ranks as one of the top website building tools available. This easy-to-use CMS (content management system) software is beginner-friendly, offers a variety of plans, and allows you to quickly create and manage a unique and functional website for your visitors. If you’re looking to build a site on WordPress, one of the first questions you may find yourself asking is, “What’s the difference between WordPress.org and WordPress.com?”.

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Goal Setting Worksheet: A Powerful Tool for Setting and Reaching Goals

RAIN Group

Setting goals is relatively easy. You think about what you want to achieve in a certain period of time and set a specific and measurable metric around it. For example: Meet sales quota of $450,000 this quarter. Lose 5 pounds in 4 weeks. Exercise 4 out of 7 days. Launch the new product by May 15. Grow a specific account by 3x this year. Reaching your goals, however, is a bit more complicated.

Quota 80
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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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You Don’t Fix Pipeline Problems In The Pipeline!

Partners in Excellence

One of the biggest mistakes sales managers and sales people make is spending too much time focusing on the health of the pipeline. Managers are constantly holding pipeline reviews. They are constantly asking, “What’s changed since we reviewed the pipeline yesterday?” (You can see how tedious these constant reviews are, particularly if you have a long sales cycle (anything over 3 months).

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Should Your SDR Team Be Outsourced?

Sales Hacker

Growth is good. When growth occurs, so does the expansion. But growth brings new challenges. As leads pour in, it becomes challenging for your current sales reps to manage their book of business and properly prospect. As a sales manager, you have to ask yourself “Do I simply hire more salespeople, or is it time to implement an SDR program?”. Driving sales is such a vital component of every company’s strategy, so it may seem illogical to even consider outsourcing any part of your sales process.

Clients 77
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Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Understanding the Sales Force

Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more. Lays even had that as a slogan back in the late 60's - "Bet you can't eat just one." Back then I couldn't stop at one.

Sell 72
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Are PQLs the New MQLs in Sales?

Hubspot

For many years, B2B companies have executed their inbound sales funnel the same way. Much like the word “funnel” suggests, it’s based on the idea that you fill the top with people interested in your product (leads) and then filter out those who aren’t qualified to buy. The problem? The way we’ve been filtering people just isn’t working any more. Marketing qualified leads (MQLs) and sales qualified leads (SQLs) were created as a way for sales and marketing to determine if the leads they were deal

Sales 73
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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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The Sales Jigsaw Puzzle

Partners in Excellence

Every once in a while, I like to do a jigsaw puzzle. It’s nice to do in the evening, no distraction from devices, there’s the great tactile feeling as I pick up a new piece, trying to figure out where it fits. Then there’s the great reward at the end, once all the pieces are in place, you finally see the whole picture and it makes sense.

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This (Simple) Word Will Turn Your Deal Into a Nightmare

Gong.io

In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research. The words “list price” signal that your price is wobbly and movable. They telegraph that you have a fat margin with more than enough room to negotiate. When these words pass your lips, you’re practically begging your buyer to grind you down on price.

Price 67
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The Case For Relationship Selling in Our Frenzied World

Heinz Marketing

By Maria Geokezas , VP of Client Services for Heinz Marketing. In the past, for most B2B companies, relationship selling was selling. There was no social selling, there was no selling automation. Selling was about the relationship between a salesperson and their buyer. That’s it. The focus was on building trust for the long-term: understanding the buyer’s world, their pains, their motivations, and helping them achieve their goals, hopefully through the use of your product or service.

Sell 70
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LinkedIn Just Relaunched Company Pages. Here’s What You Need To Know.

Hubspot

Having a Company Page on LinkedIn is essential. It gives you the opportunity to take part in conversations important to your brand, engage with and grow your audience, and leverage your current employees to spread your mission. On November 13 th , LinkedIn relaunched Company Pages as LinkedIn Pages, adding new features that customers value most. If you log into LinkedIn today, you’ll notice some obvious differences.

Promote 76
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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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I’ve Been Named One of LinkedIn’s Top Voices!

Engage Selling

I am thrilled to announce that I have been named one of LinkedIn’s Top Voices for 2018. This is a yearly list LinkedIn curates recognizing their most engaging creators. You can view the full list here.

Clients 63
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What Is The Purpose Of Buying?

Partners in Excellence

I can imagine the raised eyebrows, the questioning expressions, and the thought, “What the hell is he talking about now? What kind of esoteric journey is he dragging us on?” Some might glibly say, “Well to solve a problem… ” Which is correct, kind of… But most sales people seldom think about the purpose of buying.

Sell 63
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Email Writing Tips for the Not-So-Great-Writer

Heinz Marketing

By Brenna Lofquist , Marketing Consultant for Heinz Marketing. Advice from an everyday marketer not a copywriter. This topic might seem very basic or some people might not even take the chance to read it, but I am sure there are others out there like me, who don’t have a strong writing background and still need to write engaging marketing emails. Growing up my mom always said that I was such a great writer and I thought so too but writing about non-fiction prompts for State exams or English clas

Pitch 68
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9 Easy Ways to Convert Webinar Leads into Sales

Hubspot

A jam-packed webinar is a beautiful thing. But you know what’s better than filling your funnel with webinar leads? Converting those leads into customers. The key to turning webinar leads into sales is giving your prospects a clear path forward. Too often, we focus on creating great webinar content and hosting an engaging webinar, which are both important, but we don’t spend enough time on the next step.

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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.