Sat.Jul 13, 2019 - Fri.Jul 19, 2019

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Who's in Charge Here?

Anthony Cole Training

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.

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5 Things We Learned from Analyzing 28,304 Experiments

ConversionXL

How do CRO professionals run experiments in 2019? We analyzed 28,304 experiments, picked randomly from our Convert.com customers. This post shares some of our top observations and a few takeaways about: When CROs choose to stop tests; Which types of experiments are most popular; How often personalization is part of the experimentation process; How many goals CROs set for an experiment; How costly “learning” from failed experiments can get.

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Trending Sources

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The Sale Happens In The Follow-Up

Women Sales Pros

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no issues, and your timing is impeccable because they say they are ready to buy. You shake hands, leave the call, then nothing.

Follow-up 130
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9 Things Terribly Wrong With Sales Today: We’re Not Problem Centric

A Sales Guy

Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.

Sales 116
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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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5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

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Marketing Project Management: A Reliable, Reusable Framework

ConversionXL

Lurking beneath every goal are dangerous assumptions. The longer those assumptions remain unexamined, the greater the risk. – Jake Knapp, Sprint: How To Solve Big Problems and Test New Ideas in Just 5 days. Imagine this scenario. You’re a marketer, and you’ve just launched a marketing campaign that you spent weeks or months building. You checked all your boxes: You assigned roles and responsibilities.

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5 X Closing Questions To Win More Sales

The 5% Institute

Closing questions are a widely searched topic within the world of sales. As you read various articles, you’ll find that there is quite a variance of styles that people use and teach. In this article, we’ll be covering the five types of closing questions to use with your potential clients, but before we do; it’s important to know the context in which to use them so that you can use them successfully.

Closing 98
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How to Build Confidence in Your Sales Team

Engage Selling

Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence.

Sales 99
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Stop Procrastinating: 3 Ways to Get Started on Your Greatest Impact Activity

RAIN Group

Everyone is a periodic procrastinator. Twenty percent of people are chronic procrastinators. 1. Why? We all have something we want to do or know we need to do, but it seems difficult, so we avoid it. Often, that seemingly difficult task is the same activity that would provide you the greatest feeling of accomplishment, productivity, and return on your efforts.

Product 101
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You don't have as much time as you think

Membrain

Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited about last week is definitely almost ready to close, and that we’re going to absolutely make our quota this time.

Quota 95
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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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“Why Am I Not Closing Sales?” – 3 x Reasons Why

The 5% Institute

At times, sales can be a daunting activity. You may be lacking in getting leads, or perhaps you’re speaking with people- but you’re just not getting their business. When you’re asking ‘Why am I not closing sales?”, it can be for a number of reasons. We’re going to cover the top three reasons below. Why Am I Not Closing Sales? Why am I not closing sales reason one – the wrong people.

Closing 98
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Focus Your Board on Your MVC: Most Valuable Customer

InsightSquared

It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. . So, maybe you need more than platitudes to keep your sales team, your executive team and your board focused on your most valuable customers.

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The Best Salespeople are 791% Better at This Than Weak Salespeople

Understanding the Sales Force

The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best. Certainly, responsiveness is not the only criteria that prospects weigh as part of their decision-making process. They may also consider: Trustworthiness.

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25 Cold Email Tips for More Opens and Better Response Rates

Sales Hacker

Cold email is like door-to-door sales. You’re going to get a lot of no’s. Unless, that is, you learn how to write cold emails that actually convert. Keep reading to get 25 cold email tips — in 4 areas of mastery — that you can start using today: Cold email tips: the basics. Cold email tips for writing a better email. A template for cold emails. Cold email tips for raising open rates.

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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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3 x Sales Mindset Tips To Help You Close More Sales

The 5% Institute

Having the right sales mindset is crucial for sales and business success. The reason being is your mindset lays the foundation in which you build your knowledge, skills, and experience. With the wrong mindset, you can do all the training in the world, but you may not remember or execute what you learn. What we’re going to look at in this article, is three tips to boost your sales mindset, so that you can serve more people and close more sales. 3 x Sales Mindset Tips To Help You Close More Sales.

Closing 98
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Most Sales Managers Aren’t Willing to Do This | Sales Strategies

Engage Selling

?????????????????????????I’m currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities.

Sales 87
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If We Fixed Sales Execution, Would We Fix Sales?

Partners in Excellence

Let’s try a thought experiment. You will see some of the assumptions are very simplistic, they will become obvious as we move through the thought experiment. They don’t impact the thought experiment. For the moment, suspend your judgement and bear with me. The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent.

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Gong Labs Live: Learn the Secret Sauce of Sales – Interviews with the Gong Sales Team

Gong.io

Ever wondered what it takes to be successful at the next level of your sales career? Wonder no more. . We interviewed sales reps at Gong from commercial to enterprise to break down the recipe of their secret sales sauce. The post Gong Labs Live: Learn the Secret Sauce of Sales – Interviews with the Gong Sales Team appeared first on Gong.

Sales 79
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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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The Competition You Always Have: Headspace and Budget

SaaStr

A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories. About 70% of SaaS Unicorns Are New Versions of Existing Categories of Software. But sometimes, you really are something new. Or so different, that it’s basically new.

Price 87
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Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn. Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. This got me thinking about the habits and traits of my peers that have moved from IC ( individual contributor ) to sales management roles recently.

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The Sales Conversation

Partners in Excellence

In some recent projects, I’ve had the opportunity to analyze sales conversations. I’ve been tracking conversations sales people are having, from the very first conversation to the closing conversations. We know each conversation is different, they vary from company to company, customer to customer. But listening to enough of them, one starts to notice patterns.

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Boost Your Situational Awareness to Win More Sales

Selling Power

Research from Florida State University found that high-performing salespeople are typically more alert in customer interactions, but that level of situational awareness often diminishes in reps who have recently been top performers – because they tend to become overly confident.

Sales 71
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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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What are the qualities of a good co-founder?

SaaStr

My list: Same values and commitment as you. No matter how smart you both are, you also have to share the same values and commitment. Are you both 100% all-in? Are you both willing to go 18–24 months before initial product market fit? Are you both willing to do what it takes to win? Are there ego issues around titles? Is one of you willing to go fulll-time, but the other isn’t yet?

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In Search of the Scalable Sales Team

Sandler Training

The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modeled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward. Read Time: 6 Minutes.

Launch 72
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“You’re A Pain In The Ass! Thank You”

Partners in Excellence

We should all be fortunate enough to have a few people that are “pain’s in the asses” to us. Last week, I posted something on LinkedIn. My friend, Mike Webster , disagreed with me, and it was over one word. I had used the word “but” in part of my “pontificating.” Mike challenged me on that, I provided a sloppy response.

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SEO vs. PPC: When to Optimize and When to Pay for Traffic

Hubspot

Let's say you have an amazing new product -- you've created a software that recommends the perfect pizza toppings for your personality, and you're excited to share your business with the world. Unfortunately, you have no idea how to share this revolutionary product with as many of your target users as possible. Many small businesses are faced with a similar problem of getting found by the right audience -- it doesn't matter how accurate your pizza bot is in determining whether or not you like pi

CTR 77
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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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What are reasonable termination clause time frames for an enterprise SaaS offering with an annual fee?

SaaStr

It doesn’t matter. On the face of it, there really should not be any termination clause in an annual contract, especially if the customer is paying a lower annualized rate vs. a monthly agreement, for example. If a customer is prepaying for a discount, why should they be able to get out? But the thing is, it doesn’t matter. If they do terminate, you’ve lost that customer.

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How to Succeed at Leading a Great Sales Meeting [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 12 Minutes.

Meeting 71
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The One Word You Need to Teach Your Sales Teams for Effective Discovery

Force Management

Do you find yourself consistently frustrated with deals coming across your desk that: give away too much margin; aren't tied to the biggest business issue; have limited access to the economic buyer?

Sales 60
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The Ultimate Guide to Integrations and Why Your Business Needs Them

Hubspot

Have you ever found yourself working on a project in which you had to toggle between multiple software and applications? Perhaps you had to plug data from one system into another or rewrite the same content over and over again to ensure it was in multiple locations. Although few people have the time or patience for this type of tedious work, it’s highly common and often critical to your business’s success — these mundane tasks need to get done.

Contact 77
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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.