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.
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.
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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 […].
Engage Selling
AUGUST 17, 2017
Stop hanging on to poor sales performers! It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight.
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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.
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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 […].
Hubspot
AUGUST 18, 2017
Long gone are the days of the old publish-and-pray method of content distribution. And even if it ever did work -- it was far from effective. Today, planning the actual distribution of the content you've spent so many hours and resources expertly creating is just as critical to your marketing strategy as the quality of the content itself. Unfortunately -- for audiences and marketers alike -- too many would-be content marketing rockstars give themselves a nice pat on the back for sharing content
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
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.
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.
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 […].
Hubspot
AUGUST 14, 2017
When I read that the average American spends five-and-a-half hours per day watching video content, I scoffed -- because between video explainers on Facebook, Game of Thrones , and Netflix, that average is closer to my daily minimum time spent watching videos. After all, 2017 is “the year of video” -- so why shouldn’t people consume more videos, and why shouldn’t creators make more?
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
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.
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.
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 […].
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.
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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.
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.
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.
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.
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.
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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
AUGUST 15, 2017
It doesnt matter how talented a salesperson is, how many skills they have or what techniques theyve learned, if they are not able to mentally execute that knowledge than it is as valuable as not having any knowledge at all.
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.
Engage Selling
AUGUST 12, 2017
Strong partnerships between sellers and buyers were once considered the key to success in the marketplace.
The Bridge Group
AUGUST 17, 2017
The head of Sales Development for a $50M SaaS company recently shared some interesting team data with me. Excluding recent hires and the team currently in place, the group had 55 terminations, promotions, transfers, and quits over the last three years. A little high, but not too far above the median. Breaking down the individual data, I found the following: Roughly 60% of his SDRs were promoted or internally transferred.
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
AUGUST 13, 2017
One of the traits of ineffective leaders and bad bosses is that they believe that they get paid for the things they do. In leadership one principle stands above all: You need your people more than they need you.
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.
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
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.
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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