ConversionXL

AUGUST 15, 2017

Knowing how to measure content marketing ROI, like measuring optimization ROI , is hard. And complicated. Or is it? Andy Crestodina, founder of Orbit Media Studios , and I did some digging to figure out the easiest way to measure content returns. Here’s what we found: Measuring content ROI is really as simple as knowing your conversion rate. That is, you need to know which channels cause clicks to which articles, which articles convert visitors into leads, and which leads convert into customers

Process 126

Process Follow-up Conversion Trust 126

Hubspot

AUGUST 16, 2017

Keep it simple, stupid. We don't mean to offend you -- this is just an example of a great slogan that also bears the truth of the power of succinctness in advertising. It's incredibly difficult to be succinct, and it's especially difficult to express a complex emotional concept in just a couple of words -- which is exactly what a slogan does. That's why we have a lot of respect for the brands that have done it right.

Electricity 101

Electricity Campaign Launch Gambling 101

The Sales Hunter

AUGUST 15, 2017

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” “I’m just […].

Prospecting 97

Prospecting Follow-up Sales 97

A Sales Guy

AUGUST 14, 2017

I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.

Sell 96

Sell Commission Quota Drivers/motivators 96

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

Hospitality

ConversionXL

AUGUST 17, 2017

What we know today as a “website redesign” isn’t what it used to be. ‘Radical’ website redesign – where the company embarks on a ‘big-bang’ website overhaul – is becoming less common these days – which is generally a good thing, and there are a number of reasons why. Pretty much every UX/CRO expert and company will advise you to tread lightly when it comes to radical redesigns.

Process 103

Process A/B testing Objectives and Key Results UX 103

SalesProInsider

AUGUST 17, 2017

You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. That’s a great plan. Right? It is, IF you get that far. Even with a scheduled appointment, you might get shut out in the first minutes (or moments) if you aren’t prepared for a productive start to the conversation.

Conversion 78

Conversion Appointment Sales Pitch 78

Understanding the Sales Force

AUGUST 16, 2017

Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions? Objective Management Group (OMG) has approximately 275 million data points from assessing and evaluating more than 1.1 million salespeople from 11,000 companies.

Pipeline 71

Pipeline Sales 71

ConversionXL

AUGUST 15, 2017

Knowing how to measure content marketing ROI, like measuring optimization ROI , is hard. And complicated. Or is it? Andy Crestodina, founder of Orbit Media Studios , and I did some digging to figure out the easiest way to measure content returns. Here’s what we found: Measuring content ROI is really as simple as knowing your conversion rate. That is, you need to know which channels cause clicks to which articles, which articles convert visitors into leads, and which leads convert into customers

Process 92

Process Follow-up Conversion Trust 92

Jill Konrath

AUGUST 15, 2017

After spending a day in DC learning about CEB's (now Gartner) latest sales research, I popped over to visit Steve Richard's office, which was just a few blocks away. He's the CEO of ExecVision.io, a new sales coaching app.

Sales 66

Sales 66

Hubspot

AUGUST 18, 2017

I wrote my first blog post two summers ago. And I wish I could erase it from the internet. Reading it is like looking at my middle school Facebook pictures -- it’s almost too cringe-inducing. Maybe I shouldn’t be so hard on myself, though. I had just finished my freshman year of college, and the last paper I wrote was about the Odyssey. I didn’t know what I was doing.

Follow-up 78

Follow-up Start-ups 78

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.

High impact

The Sales Hunter

AUGUST 18, 2017

When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […].

Customers 64

Customers Sales Sell 64

Partners in Excellence

AUGUST 14, 2017

Everyday, I speak with sales people who are struggling. They’ve got a rock solid deal, the customer is qualified and interested. These sales people are eager to educate the customer about their products–and customers are at the point in their buying cycles where they want to be educated. But somehow deals become stalled. Conversations continue, but things don’t move forward.

Product 64

Product Drivers/motivators Education Pitch 64

Adaptive Business Services

AUGUST 16, 2017

For the past several years, the focus of my writing has largely been devoted to social selling. Why? Because that is the hot topic and it is also what people have asked me to write about. Gives the folks what they want. I would also strongly endorse the benefits of this (r)evolution! Social selling has brought about some dramatic changes including selling-marketing mashups as well as specialized sales positions … SDR, BDR, etc.

Sell 63

Sell Sports Technique Contact 63

Hubspot

AUGUST 17, 2017

A simple question: would you rather have a bigger AdWords ad or a smaller AdWords ad for the same cost? Of course the answer is obvious -- when it comes to advertising bigger is always better. So how can you go about making your Google AdWords ads bigger for the same (or maybe even a lower) cost? This is where ad extensions come in. In this article, we’ll review why these extensions are important, and how you can start incorporating them into your Google AdWords strategy.

Click Through Rate 78

Click Through Rate Campaign Price Start-ups 78

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B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

B2B

The Sales Hunter

AUGUST 13, 2017

When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation. And you’ll build your sales motivation and prospecting skills as well. Check […].

Drivers/motivators 59

Drivers/motivators Prospecting Sales Customers 59

Partners in Excellence

AUGUST 16, 2017

Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. Sometimes, however, I think we make all of this a little more complicated than necessary. Most of what we do in territory development and management applies to what we do in ABE. We just have the ability to focus, personalize, and leverage an incumbent position.

Prospecting 58

Prospecting Territory Drivers/motivators Strategize 58

SalesLoft

AUGUST 18, 2017

There are a number of reasons that an opportunity may need to be marked as “Lost.” Maybe the account is in another contract, going through changes in management, or they “just can’t make it happen right now.”. Whatever the reason, it doesn’t mean you stop your pursuit of the sale. If you stopped pursuing all the accounts that went dark or put you off, you’d miss out on a majority of your quota.

Prospecting 52

Prospecting Closing Contract Quota 52

Hubspot

AUGUST 17, 2017

Picture this: it’s the end of the month, and some poor soul at your agency needs to put together the monthly marketing report for each client. He or she embarks on this mind-numbing journey by logging into every digital marketing service you use, copying the key data points, and entering them into your clunky marketing KPI spreadsheet. For other metrics that are too complicated to duplicate in a spreadsheet, they cut and paste graphs from different software into powerpoint, and try to craft a co

Clients 78

Clients Process Account management Presentation 78

Advertiser: ZoomInfo

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Sales

The Sales Hunter

AUGUST 16, 2017

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […].

Prospecting 56

Prospecting Process Clients Sales 56

The 5% Institute

AUGUST 18, 2017

When speaking with prospective clients, good questions can have powerful results. Good questions open up your potential client’s mind to what will happen if their problem is solved, why they need to take action towards solving their problems, and of course understanding why your product or service is the right purchase if they want to get the results they need.

Sales 52

Sales Clients Prospecting Closing 52

SalesLoft

AUGUST 16, 2017

What is account-based selling ? Simply put, it’s selling to the same accounts you’re marketing to. . According to TOPO (Now Gartner), “Account-Based Everything is the coordination of personalized marketing, sales development, sales, and customer success efforts to drive engagement with, and conversion of, a targeted set of accounts.”. This coordinated effort facilitates a more efficient and cost effective way of allocating resources.

Sell 52

Sell Contact CRM Up-sell 52

Hubspot

AUGUST 16, 2017

When inbound marketing was on the rise in 2006, search engines were the primary way readers discovered new content. In 2017, this still holds true. Social, video, and messaging apps now occupy a fair share of the content landscape -- but with over 3.5 billion searches per day on Google alone, search is a channel marketers still can't afford to ignore.

Engineering 78

Engineering Technology Technology Niche 78

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.

Sales

SalesFolk

AUGUST 15, 2017

Everyone loves a good tangent—that is, if you’re reading a science-fiction novel or listening to a story over happy hour. Cold emails, on the other hand, are one of the worst places to wander away from the main point of the message. You have literally seconds to grab the reader’s attention with a sales email, and you won’t do that with long, convoluted messages.

Campaign 49

Campaign Promote Sales Start-ups 49

Engage Selling

AUGUST 18, 2017

If you’re in sales, you know the age-old mentality towards marketing. They’re often looked at as the “bad guys.” They’re not the enemy.

Sales 48

Sales Up-sell Clients Quota 48

SalesLoft

AUGUST 14, 2017

“Don’t wait for mama bird to feed you.”. An account executive used this phrase with me recently as we were discussing pipeline sourcing. I thought it was telling of the strategy being employed by many of the companies we speak with each day. While many companies have a team of SDRs that focus on prospecting new leads to feed their AE’s pipeline, many companies are starting to encourage AEs to do some of their own development as well.

Pipeline 52

Pipeline Referrals Quota Prospecting 52

Hubspot

AUGUST 16, 2017

Keep it simple, stupid. We don't mean to offend you -- this is just an example of a great slogan that also bears the truth of the power of succinctness in advertising. It's incredibly difficult to be succinct, and it's especially difficult to express a complex emotional concept in just a couple of words -- which is exactly what a slogan does. That's why we have a lot of respect for the brands that have done it right.

Electricity 78

Electricity Campaign Launch Gambling 78

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.

Product

Partners in Excellence

AUGUST 18, 2017

Are you a Front Line Sales Manager? Do you still have a personal territory with a quota for that territory? In the past couple of weeks, I’ve gotten into a number of discussions about this topic. Unfortunately, too many managers are in this position–it’s untenable. Think for a moment, each of these jobs are very different. The job of a high performing sales person, an individual contributor requires focus and full time dedication.

Territory 48

Territory Quota Follow-up Start-ups 48

Engage Selling

AUGUST 12, 2017

Strong partnerships between sellers and buyers were once considered the key to success in the marketplace.

Clients 48

Clients Objection handling Process Product 48

Sales Gravy

AUGUST 15, 2017

It doesn’t matter how talented a salesperson is, how many skills they have or what techniques they’ve learned, if they are not able to mentally execute that knowledge than it is as valuable as not having any knowledge at all.

Sell 45

Sell Technique 45

Hubspot

AUGUST 15, 2017

In April 2016, something happened at Facebook that would quickly result in a revolutionary paradigm shift on the horizon of online communication -- from mobile to desktop, marketing to services, personal to corporate -- everything, really. Messenger opened its doors to developers with an invitation to create chatbots -- something of which roughly 78% of online adults were unaware.

Promote 78

Promote Pitch Appointment Finance 78

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Sales