A Sales Guy
JULY 27, 2015
One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. And to make matters worse, their company, their sales organization isn’t helping them out. At the beginning of every sales process there is an ask, every sale starts with an email or phone request asking to meet with a prospective buyer.
ConversionXL
JULY 29, 2015
Crowdfunding is painful. With standard conversions, people receive value immediately. They buy your product. Then they receive your product. Done and done. That’s not crowdfunding. With crowdfunding, the end product doesn’t even exist. You need to convince people to give you money for something that they won’t receive for months (and possible longer).
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Pointclear
JULY 28, 2015
This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself and those who do what I do. But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy.
Understanding the Sales Force
JULY 28, 2015
I know someone who is incredibly likable, is always willing to help a friend, will help those in need, but will also manipulate situations to get what he wants. He is likable and kind-hearted but sometimes low in integrity and I don't always trust him. I know someone else who has inpeccable integrity. His integrity is so strong that it makes him come across as self-righteous, pompous and surly.
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A Sales Guy
JULY 28, 2015
#heykeenan Take 8 is out. In this take, I break down how to get sales and marketing the same page, what to do when a prospect goes dark. I’m also giving away some free swag. Do you have any questions for me? Hit me up on Twitter or Facebook with the #hashtag #heykeenan. You shout out, I’ll shout back.
The Sales Hunter
JULY 30, 2015
A huge reason I feel more salespeople are not successful is they give up too soon. When I get asked this question by salespeople, my first response is, “You can contact them twice as much as you think they can.” I say this because the tendency is to not contact out of fear of […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
JULY 28, 2015
Do you ever wonder what happened to good old-fashioned handwritten letters? Although communication tools like email have become the norm and have eliminated most practical uses for handwritten letters, it seems as though the transition period between the two methods of communication was almost overnight. In business today, it’s clear that letter writing is no longer in […].
A Sales Guy
JULY 25, 2015
I stumbled across this old Jerky Boys clip a little while back and I just had to share it. It’s someone responding to a job ad for a care sales person. It’s frickin’ funny. It’s completely inappropriate, but it’s funny as s**t. You’ve been warned. If you don’t like profanity, don’t hit play. For the rest of you.
The Sales Hunter
JULY 28, 2015
How long should you pursue a prospect? I get asked this question all the time and yes, each situation is unique. There are several underlying things you can look at to help determine when it’s time. The biggest problem many people have in walking away is the size of the prize. The huge opportunity that […].
Partners in Excellence
JULY 26, 2015
My article, How B2B Customers Make Decisions , sparked a lot of discussions in LinkedIn, Twitter, comments and emails. John N. (a good friend and client) raised an interesting question, “How do we get those lower level questions about how to make our customers’ work lives better?” It’s a great question! Truly understanding what makes each buyer tick, what their hot buttons are, their dreams and passions, what keeps them awake at night (I still think that’s a powerf
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
Engage Selling
JULY 29, 2015
Do Millennials confuse you? You are not alone, many of our client confide to me that they are lost when it comes to retaining young talent. Today is part one of three, where I will outline the top tips for keeping your millennial talent in place, and accelerating sales. What really motivates millennial sales teams? […]. Do Millennials confuse you?
A Sales Guy
JULY 29, 2015
Value is the buzzword of the 21st century. You can’t go anywhere and not see some marketing maven, some company, some blog post, some industry guru whipping out the word value and how important it is to “create value.” Yeah, no s**t. Ya think?! Value is being bantered about with such ubiquity it hardly has any meaning left. Really?
The Sales Hunter
JULY 28, 2015
Stop immediately! Put the prospecting process you’ve been using on the shelf. It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1. Be strategic, not tactical. Lower down in an organization, people think […].
Partners in Excellence
JULY 30, 2015
Over the past years, but particularly over the past couple of months, the level of TWAM has been escalating. For those of you unfamiliar with the term, it’s my terminology for Twitter Spam (Mind you, I’ve applied for trademark rights for TWAM . This week, I’ve been personally subjected to it at least half a dozen times a day. This new form of TWAM not done by professional TWAMMER’s.
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Engage Selling
JULY 31, 2015
We’re bringing back one of our most popular sales tips! Do you know the magic question to ask to create more urgency in your buyers? Don’t leave sales success up to chance. Get the strategies you need to create a massive increase in your sales results. Pick up Nonstop Sales Boom!
Hubspot
JULY 30, 2015
Whether we like it or not, dictionaries are living, breathing documents, and new words are added to them regularly. Although the Oxford English Dictionary editors get the final say, they actually look to us to dictate whether a word should be added. In other words, we have no one but ourselves to blame for all the weird words that make the cut every year.
The Sales Hunter
JULY 25, 2015
Great salespeople own the process. They don’t shift blame and they don’t wallow in frustration. Do you own the process? This is especially critical when things don’t go as planned or when you run into unexpected challenges (on a sales call, mistakes in a customer’s order, miscommunication, paperwork problems, etc.) I can often spot great salespeople simply […].
Partners in Excellence
JULY 27, 2015
Mike Weinberg wrote a terrific post in the series we are doing at Openview Labs site. The post, Your #1 Priority As A Sales Manager (Plus 3 Things To Stop Doing) is brilliant. One quote stands out: “Your job as the sales leader is to ensure your sales team produces results, not do the work!” Too often, I see sales managers who are actually doing the sales people’s jobs, not their jobs as sales manager.
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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.
Engage Selling
JULY 30, 2015
Can you never seem to move beyond information gathering when meeting with buyers? Many salespeople get a meeting with an exciting new prospect, receive an opportunity to learn more about them and then…never hear back from said prospect. Why does this keep happening? There’s a certain line which you must never cross when first learning […].
Hubspot
JULY 28, 2015
Organized, ambitious, competitive, and sometimes a little impatient. Laid-back, collaborative, creative, and sometimes a little messy. Does one of those sentences describe you better than the other? Most of you probably already associate with either the "Type A" or the "Type B" personality. Or, perhaps you associate with both in different contexts -- like those of us who schedule our time and write to-do lists like maniacs, and yet have never made our beds once in our lives.
The Sales Hunter
JULY 31, 2015
It’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. For others it’s a day to coast, because of a bad attitude that says the month is shot, so screw it and try again next month. Regardless of where […].
SalesLoft
JULY 29, 2015
In this week’s video, VP of Sales, Derek Grant , and Director of Sales Development, Margaret Weniger , step in front of the camera to share their favorite sales tips. Derek explores an effective method for scheduling follow-up demos and conversations, while Margaret shares her take on helping SDRs grow within your sales organization. This is one video you don’t want to miss, let’s dive in: If you’re looking to empower your sales team with a more productive workflow, trial
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Sell Or Die
JULY 29, 2015
Jeffrey explains the origins and benefits of a master mind group. How to form one, how to get the most out of one and most importantly details on how to join a master mind group personally facilitated by Jeffrey Gitomer. Go to gitomer.com and search for "master mind' for more details.
Hubspot
JULY 30, 2015
If guest posting is part of your content distribution and promotion strategy, you’ve probably experienced this frustration. Here’s what happens: You write a great article for a guest publication, and at the end, you’re compensated with a tiny, little paragraph about you. Unless you wrote the article for purely altruistic reasons, this paragraph, although little, is actually very important.
The Sales Hunter
JULY 27, 2015
Are you relying on a canned presentation? If you want to be great, that’s not a good idea! I want to challenge you to steer clear of the canned presentations. Great salespeople know they need to listen closely to their customer so the discussion focuses on the customer’s distinct challenges and needs. Canned presentations will […].
ConversionXL
JULY 27, 2015
Inaccessible sites lose sales. Let’s look at the numbers: The UK music industry loses 2.5 million ticket sales per year due to inaccessible booking sites. US consumers with vision loss have an estimated $175 billion of disposable income. AbilityNet say that ecommerce is losing out £50 billion a year in the UK spending power due to poor accessibility [PDF].
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.
Sell Or Die
JULY 29, 2015
Jeffrey Gitomer introduces the Master Mind podcast and interviews insurance industry expert Mark Steinberg. They discuss what Jeffrey thinks is the toughest sale.
Hubspot
JULY 31, 2015
Did you know that just 3% of people generate 90% of the impact online ? Considering this alarming statistic, it should come as no surprise that leveraging the power of this select group of influencers serves as a highly valuable strategy for businesses looking to expand their reach. To help you get familiar with the concept of influencer marketing, HubSpot teamed up with with influencer marketing platform, Traackr , to create The Content Marketer's Guide to Influencer Marketing.
The Sales Hunter
JULY 30, 2015
Many of us, myself included, don’t think much of spending $5 or even more on a cup of coffee. That $5 I hand to the barista at the coffee shop doesn’t seem significant in the overall scheme of things. But what if I told you that $5 can be incredibly significant — even life […].
SalesLoft
JULY 28, 2015
This post was originally published on Entrepreneur.com. The sales development community is growing at an exponential rate. That growth demands shareable marketing content. With an ever changing sales game, front line sales development reps are in desperate need of ammunition — credibility to back up their pitches to prospects. Companies like Salesforce and Hubspot recognize this need for community-driven content machines (not just self-promotion generators) and they strive every day to pr
Advertiser: ZoomInfo
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