Anthony Cole Training

NOVEMBER 24, 2015

Song written and recorded by Lee Greendwood.

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A Sales Guy

NOVEMBER 23, 2015

Hard work is a b h! Tiger Woods hits 1,000 balls AFTER each round in a Major. Lindsey Vonn spends 8 hours a day in the gym, 5 days a week. Michael Phelps spent 40 hours a week in the pool, and that didn’t count his gym time or road time. Hard work is a b h and the truth is you have no idea what hard work really is. If you want to make Presidents club, if you want to make a lot of money….

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Promote Sales 73

ConversionXL

NOVEMBER 25, 2015

When it comes to subscription product pricing, you’re not just guessing…are you? A while ago, an HBR study famously claimed that a 1% improvement in price would increase operating profit by 11%, making it the most effective thing you can tweak for increased business performance. Pricing is important. It’s also one of the most difficult Ps of marketing for folks to wrap their heads around.

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Construction Price Product A/B testing 78

Understanding the Sales Force

NOVEMBER 23, 2015

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.

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Service Customers Sales 74

Advertisement

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.

Follow-up

Hubspot

NOVEMBER 23, 2015

78% of holiday shoppers used the internet to research gifts last year, and 40% of all holiday shopping happened online, according to Google's data and research from the 2014 holiday season. That means a lot of eyes are going to be on your website in the upcoming weeks. The smartest marketers will prepare for this not only for by prepping their website for higher-than-normal traffic on the back end , but also by giving their website design a dose of holiday cheer.

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Retail Promote B2C User Experience 77

A Sales Guy

NOVEMBER 24, 2015

Sales people are not leveraging the benefits of good sales data. Don’e believe me? Off the top of your head, can you tell me your exact close rate? Can you tell me how much is in your pipeline right now? How much is scheduled to close by month for the next 3 months? Can you tell me where you are to quota for the month, how about the quarter?

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Quota Gaming Sports Pipeline 67

SalesLoft

NOVEMBER 25, 2015

Accountability is something everyone needs every now and then. Whether you’re holding yourself accountable in your sales calls , by backing up your pitch with facts and metrics, or you’re holding prospects accountable in the appointment setting process — every stage requires a measure of accountability to keep the process genuine and productive.

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Prospecting Appointment Pitch Sales 52

Partners in Excellence

NOVEMBER 25, 2015

I was doing a deal review with a sales person. It was a big deal, important to the sales person and to my client. But the deal had been stuck for some time. As I reviewed the deal history, there were a bunch of things “wrong” with the deal. When it originally, was put into the system, it had a projected close date that was unusually fast.

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Product Closing Meeting Process 53

Engage Selling

NOVEMBER 27, 2015

I’ve said it before – sales lessons can come from unlikely sources. This week, I’ll share with you the attitude lessons that we’ve learned from our puppy Russell. Get your copy of Nonstop Sales Boom and accelerate your sales to new levels!

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Sales Clients Quota Pipeline 51

The Sales Hunter

NOVEMBER 24, 2015

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. Not only does this show your interest, but it also […].

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Customers Sell Sales 62

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

Retail

SalesLoft

NOVEMBER 23, 2015

You’ve gotten the lowdown on Account-Based Sales Development (ABSD). And you’ve hopefully also read about the common myths busted by ABSD , and how it can boost your team’s morale. By now, your team should be ready to take the plunge. But what about your lead data ? That’s right — even if your mind is right, you need to get your data right before you go all-in with ABSD.

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Assembly Line Cold Call CRM Sales 52

Partners in Excellence

NOVEMBER 27, 2015

The other day, I was sitting in the airport and had a few idle minutes. For some reason, I started playing with my IPhone. I started moving some of the apps around to make them easier to find, based on my utilization. Business, Social Media, Conferencing, and Travel on the first page. Mapping, “Yelp-like,” and my fitness apps on the second.

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Niche Sales Entertainment CRM 51

Engage Selling

NOVEMBER 24, 2015

One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline. I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. The reality […].

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Sell Pipeline Prospecting Clients 49

The Sales Hunter

NOVEMBER 27, 2015

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. This week I need to share thoughts on […].

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Closing Sales 56

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

Promote

Hubspot

NOVEMBER 22, 2015

This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. When our jeans no longer fit, we buy new ones. When our coffee pot starts to make a funny noise, we beeline it to Bed Bath & Beyond to pick up a replacement. Seems reasonable, right? So what makes your website any different? When performance declines, will you settle for the same results month after month?

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UX Objectives and Key Results Price Referrals 51

Partners in Excellence

NOVEMBER 24, 2015

Demos Sell! I was visiting a company recently, they had a full court press on doing demos. People were measured on the number of demos they were doing, they had created a contest around who did the most demos, they had banners and buttons around the Demos Sell theme. There was a problem—which was the reason I was visiting the company. Clearly, the sales people were selling demos, but they weren’t getting PO’s.

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Engineering Up-sell Customers Sell 51

Engage Selling

NOVEMBER 26, 2015

“Is it possible that what we’re selling is just priced too high?” Many businesses struggle with their pricing models. Is it too high? Is it too low? Is our product line even worth what we’re asking consumers to pay? Questions like these tend to pop up quite often. There’s a constant back and forth that […].

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Price Up-sell Sell Product 48

The Sales Hunter

NOVEMBER 21, 2015

I took part in the Sales Summit at Dreamforce 2015, and it was amazing! Many of you were there in person, but if you weren’t, I have good news for you. Salesforce has recently made available a FREE eBook with key takeaways from the sales summit. This is a great resource with so many […].

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Sales Sell 54

Advertisement

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.

Pipeline

Hubspot

NOVEMBER 21, 2015

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. I don't know about you, but my calendar is one of the most valuable tools I use. Between calls, meetings, lunches, trainings, outings, and events, I rely on my calendar to keep me organized -- and sane. Trouble is, sometimes things can get a little messy.

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Meeting Follow-up Strategize Start-ups 50

ConversionXL

NOVEMBER 24, 2015

Do you make rational decisions or are you a slave to primitive thinking? Does free will exist? Do you buy a product because you analyzed the options and decide it’s the logical choice? Or are you impulsively (and subconsciously) making decisions based on the part of your brain that’s well over 70,000 years old? As it turns out, we use our old, reptilian brains to make most of our decisions.

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Engage Selling

NOVEMBER 25, 2015

Stop Stereotyping! And especially about generations. All generations are unique. Today I discuss the importance of finding people that work well with your team and treating them as individuals. This is the key to a successful team. Stop Stereotyping! And especially about generations. All generations are unique. Today I discuss the importance of finding people that work well with your team and treating them as individuals.

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Up-sell Sell Sales 48

The Sales Hunter

NOVEMBER 21, 2015

Early Saturday morning is one of the BEST times to send a CEO an email. Executives at this level don’t take the weekends off. If anything, they are up early on a Saturday, going through email that they didn’t get to during the week. Just be sure you closely monitor your own email throughout […].

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Closing Sales Prospecting Sell 52

Advertisement

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Campaign

Hubspot

NOVEMBER 25, 2015

When you first implemented inbound marketing for your business, you knew that you were building a system that utilized high quality content to help generate high quality leads from your website. Flashes of the film Field of Dreams probably kept running through your head as you optimized your website for conversions and started pumping out blogs and offers at a regular basis.

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Contact CRM Campaign Legal 48

ConversionXL

NOVEMBER 23, 2015

Show a landing page to a panel of experts and ask them what’s wrong with it – everyone will have an answer. Oh yes, everyone will have an answer. But how cohesive are these answers? How accurate? How actionable? Turns out, even if the panel consists of experts, opinions still aren’t worth the weight of solid research. And on-page surveys can be crucial to deriving insights for conversion optimization.

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Conversion Objectives and Key Results X-functional Follow-up 72

Partners in Excellence

NOVEMBER 22, 2015

Is selling SaaS solutions different than selling other complex B2B solutions? Certainly, the business model and revenue stream looks different. Rather than making money in a single transaction, the revenue stream is spread over the period of a subscription. As a result, customer retention and renewals become critical in order to maintain the revenue stream.

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B2B Sell Customers Sales 57

The Sales Hunter

NOVEMBER 22, 2015

Last week I talked about why you need to avoid negative people. This week I am urging you to seek out positive people! That’s right! Make an effort to find positive people — in your workplace, in the businesses of your customers, in your own home! Check out the video to see what I […].

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Drivers/motivators Sales Customers Sell 46

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.

Retail

Hubspot

NOVEMBER 27, 2015

According to research , 93% of B2B marketers use content marketing, but only 42% are actually effective at it. Why such a big gap? As with most things, it comes down to a lack of education on what actually works and how to plan and execute on your campaign in the most effective way. HubSpot recently teamed up with online learning platform Dot Native to create a master class in lead generation.

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Lead generation Campaign Technique Promote 47

Hubspot

NOVEMBER 24, 2015

When it comes to preserving phone battery, people have been known to get a little crazy. In fact, back in July, a Long Island teen actually hopped on stage at a Broadway show in an attempt to charge his cellphone using an outlet he'd spotted. And in an even stranger turn of events back in May, a New Jersey man snuck into a home and hid under a bed for three days to charge his arsenal of four cellphones.

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Closing Strategize Service Networking 47

Hubspot

NOVEMBER 27, 2015

You don’t need anyone to tell you that the holidays are a major opportunity for retailers everywhere (online or offline). But you might be surprised by the level of importance they carry and how some of these trends are changing. RJMetrics analyzed data from hundreds of ecommerce stores. Some of what we found wasn’t too surprising – Black Friday and Cyber Monday are major shopping days for any ecommerce retailer.

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Retail Drivers/motivators Sales Growth 46

Hubspot

NOVEMBER 27, 2015

Some customers are past saving. They’ve made their decision to leave, and they'll be out just as soon as they can find the “cancel” button. Of course you don't want them to leave -- nor do you want more customers following suit. To prevent more customers from leaving, you need to ask yourself tough questions: How did your churned customer get to that point?

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Price Technique Service Follow-up 45

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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