Anthony Cole Training
AUGUST 29, 2017
I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.
ConversionXL
AUGUST 31, 2017
At this point in time, the field is flooded with solutions. Finding a proper A/B testing tool isn’t the problem anymore. Now, the problem is choosing the right one. If you work in conversion optimization – whether at an agency, in-house, or as a consultant – you almost certainly run A/B tests. Though you could hire someone full time to sift through and analyze the pros and cons of each tool, it’s easier to learn from the experience of others and make a decision based on that.
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The Sales Hunter
AUGUST 29, 2017
How many times have you had what you thought was a great prospect go cold on you? We all have, and it’s frustrating to say the least when you’ve spent countless hours working hard to develop the prospect, knowing how much you can help them. You try to follow up time after time, all to […].
Score More Sales
AUGUST 29, 2017
Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.
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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.
Pointclear
AUGUST 29, 2017
Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.
Jill Konrath
AUGUST 29, 2017
For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Why? Because I think we've reached a point where the environment we live in and the ways we work are getting in our way.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 27, 2017
It seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique you recommend that causes prospects to want to meet?” “What is the best technique to overcome objections?” “What is the way I can get my customer to select our solution?” “What is the latest technology that will cause our team to consistently hit their numbers?
Adaptive Business Services
AUGUST 30, 2017
I spent most of my professional life as a sales manager in some form or another. I had my share of successes and … not such successes. Most of these were related to the hiring and development of reps. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! Certainly, if I were to hire and develop salespeople today, you would have to be an idiot to not take advantage of today’s technologies like hiring software, videos, and video conferencing.
SalesLoft
SEPTEMBER 1, 2017
New hires take an average of 4.8 months to ramp to full productivity according to TOPO’s benchmark report ( get TOPO’s latest benchmark report here ). That’s well over an entire quarter spent in rigorous training sessions without an actual sale in sight. Don’t get me wrong, onboarding correctly is important. New account executives need to develop an in-depth knowledge of your product or service, from competitive intel to the most minute technical details.
Hubspot
SEPTEMBER 1, 2017
Customers are more inclined to engage with or purchase from brands they feel the strongest connection with. This isn't a new development. What is new is the definition of the term “engagement” itself, or more accurately, what defines a customer’s engagement. For many customers today, an experience is inauthentic if it’s not interactive. Meaning, they have to be able to reach out and feel like they’re grabbing the thing you’re selling, which is a far cry from the days where leaving a comment on a
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
The 5% Institute
AUGUST 31, 2017
Anyone who knows me well knows I’m big into Social Psychology. History is another passion of mine, however that’s a topic for another conversation. Like a moth to a lamp, I’ve always been drawn to and in awe of learning about what makes us tick; why are we right here right now in our lives? What got us here – both consciously and more fascinating subconsciously?
Heavy Hitter
AUGUST 29, 2017
I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published. 6 Reasons Salespeople Win or Lose a Sale 7 Reasons Salespeople Don't Close the Deal What Drives Salespeople in Different Regions Salespeople Work Differently in Different Parts of the U.S.
SalesLoft
AUGUST 30, 2017
It seems like every day a new piece of research finds that it takes five, no ten, no fifteen touches to make first contact with a prospect. While research firms can endlessly debate whatever that exact number may be, one thing is crystal clear: sales development requires persistence. But being persistent should not be confused with pestering. Spamming a prospect over and over again is far more likely to drive them away than get them on the phone.
Hubspot
AUGUST 28, 2017
By now, you've probably heard video marketing is a powerful tool for generating leads and capturing new customers. So why aren’t you using it yet? For many small to medium businesses, the reluctance to adopt video comes from a fear of the unknown. Video marketing feels expensive, cumbersome, and difficult to track. And these would be valid reasons … if any of them were still true in 2017.
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
The Sales Hunter
SEPTEMBER 1, 2017
If you’re a leader, you would think people value your opinion and what you say. Challenge is are they only valuing it because of your position or what you sell? Years ago I was in the consumer packaged goods industry selling to retailers, and the most arrogant competitor I had were the salespeople with P&G. […].
Engage Selling
SEPTEMBER 1, 2017
Today, we’re going to talk about value and specifically selling value instead of price. If I had to guess, 75% of the times that I’m in front of an audience, the salespeople say, “My clients don’t care about value.
Sell Or Die
AUGUST 29, 2017
Our guest this week is Noah Kagan, Chief Sumo at Sumo.com. Noah was employee #30 at Facebook, #4 at Mint and has since created four multi-million dollar businesses. His latest obsession is Sumo.com (free marketing tools for small businesses to become big). He founded AppSumo.com (daily deals for entrepreneurs) and has a popular podcast on business, Noah Kagan Presents.
Hubspot
AUGUST 30, 2017
Advertisers got creative in August, experimenting with the increasingly popular six-second ad format, contributing to the buzz surrounding the solar eclipse, and building a mountain of sugar in Times Square. Let's take a look at some of the last great ads of summer 2017: 10 of the Best Ads from August. 1) SafeAuto. Say hello to the world's worst voice assistant: a stylish wooden box named Fârnhäan.
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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.
The Sales Hunter
AUGUST 29, 2017
What’s the best way to follow up with a prospect? For starters, begin the next conversation (regardless of what form it might be — email, phone, etc.) by repeating or asking about something the prospect shared with you the last time you talked. When we start the next conversation by restating what the prospect shared […].
Engage Selling
AUGUST 26, 2017
When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers.
Sales Gravy
AUGUST 29, 2017
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate my personal brand.
Hubspot
AUGUST 31, 2017
We're about to hit September, and you might be feeling anxiety about you or your family heading back to school, the busy season at your office, or the prospect of a limited number of beach days left in the year. We feel you -- because even though we took a summer break, social media networks sure didn't. Social networks are constantly innovating new products and making tweaks that are hard to keep up with, which is why we started writing this monthly social media news roundup.
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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
The Sales Hunter
AUGUST 27, 2017
What can you do better than anyone else? Are you maximizing your strengths? When you maximize your strengths, you accelerate your motion toward more sales success. Maximize your strengths 10-fold and you will be amazed at the results. Check out the video to see what I mean: A coach can help you excel […].
A Sales Guy
AUGUST 28, 2017
Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? I feel you. The problem, however, isn’t the CRM. It’s you and how you use it.
Sales Gravy
AUGUST 29, 2017
Since knowledge is power, use these high yield questions to learn more about your buyers needs and you will have a much stronger platform to sell from than your products alone can provide.
Hubspot
AUGUST 29, 2017
Around here, we’re not exactly shy about our nerdiness. We love data. We love running experiments. And upon the release of a new report that combines the two, we gleefully geek out and immediately devour the results -- always keeping in mind what they mean for marketers. One of the more recent instances of this phenomenon is Hinge Research Institute’s 2017 Employer Brand Study.
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.
ConversionXL
AUGUST 28, 2017
Usability testing is important, but when you’re juggling tons of other tasks – acquisition, hiring, and whatever other fires you need to put out daily – it can be thrown on the back-burner. “I don’t have the luxury of focusing on UX right now,” you may say to yourself. But this guide will prove that usability testing need not be time consuming, expensive, or obstructive to any other priorities you may have.
SalesFolk
AUGUST 28, 2017
When your leads lists are hundreds, or even thousands, strong, it’s impossible to research and address the specific business challenges of every single contact. After all, nobody has the time or energy for that many people, and the more people you can tailor your message to, the better, right? Wrong. When you need to address a large audience, it’s easy to fall into the trap of thinking generic is better, whether it’s with the benefits you mention or the sentences you write.
Sales Gravy
AUGUST 29, 2017
You could possess the most talented sales team in the world, equipped with sales reps who know how to ask the right questions, overcome objections, negotiate effectively, and it will still do you no good if these reps dont ask for the sale.
Hubspot
SEPTEMBER 1, 2017
The last time I made an appearance here on the HubSpot Marketing Blog, I wasn’t shy about my love of experiments. At the same time, I wasn’t shy in my sense that, all too often, they’re conducted for the wrong reasons. We talked about how the purpose of online experiments is to answer questions about how people use your website. But how do you know which questions to ask?
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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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