A Sales Guy
NOVEMBER 9, 2015
I am constantly amazed at the complete lack of creativity in sales people. Sales people are the extreme athletes of the business world, yet for some reason too many of us subscribe to the herd mentality — doing what everyone else does. The problem with doing what everyone else does is ONE, it’s boring and TWO, it lacks creativity. Making it in sales requires creativity.
Engage Selling
NOVEMBER 9, 2015
Bah Humbug. I’ve officially jumped off the millennial bandwagon. In truth, I’ve jumped off all the generational stereotyping bandwagons and have decided to treat instead, people as individuals. Why this novel approach? This month I’ve been reading a lot about why people say Millennials are different. Of note they list: They want a culture of purpose They […].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ConversionXL
NOVEMBER 9, 2015
If we’re supposed to optimize what’s closest to the money, what is the value in optimizing for micro-conversions? Many blog posts have espoused this as a way to incrementally increase revenue and final conversions, but does tweaking stuff unrelated to purchase actually assist your bigger goals? There are many different opinions on this question. What Are Micro-Conversions?
The Sales Hunter
NOVEMBER 10, 2015
It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) 1. Failing to gain a relationship with others beyond just […].
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.
A Sales Guy
NOVEMBER 11, 2015
Carlos Gil asked a great question that really made me think. He asked how I define Hustle. Hustle is a word that’s being tossed around a lot lately, but I think we’re selling the word short. In Take 17 of #heykeenan I share my definition of hustle and what inspires me. I enjoyed this one, it was emotional, because the more I thought about it, the more it became personal and emotional.
Partners in Excellence
NOVEMBER 11, 2015
Before I start this post, I have a confession. I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. Perhaps it’s a deficiency in my character or something wrong in my upbringing, though Mom and Dad did the very best they could with the material they had. But I’m obsessed by really bad prospecting.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
NOVEMBER 13, 2015
First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B, where my preferred style […].
Hubspot
NOVEMBER 11, 2015
One of the wisest things I've ever read about product marketing came from the writer of a children's book. "If you want to build a ship, don't drum up people to collect wood and don't assign them tasks and work, teach them to long for the endless immensity of the sea," said Antoine de Saint-Exupéry, creator of The Little Prince. The goal in crafting a perfect product video is not far off.
Partners in Excellence
NOVEMBER 8, 2015
I had a fascinating exchange of emails with a very good sales person. He described a particularly difficult sales situation. It started well, then all of a sudden things fell apart. As he tried to recover or at least understand, there was a series of miscommunications, ending in the customer/prospect saying, “Don’t ever contact me or anyone in my company again.” The sales person had learned a lot in the process.
Engage Selling
NOVEMBER 10, 2015
You’ve observed others making mistakes and you’ve probably made a few yourself. Often, these mistakes are decisions which seem like a good idea in the moment, but cause massive complications in the future. The perfect example of this is salespeople who try selling to everyone. It does seem like a good idea. After all, the more sales the better…right?
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 Sales Hunter
NOVEMBER 9, 2015
You need to build momentum early, so be sure to have a goal TODAY — on Monday! — that you can definitely achieve. Having a Monday goal is vital and will give you good perspective on what you can accomplish throughout the week. If you think it seems odd to set a goal for […].
Hubspot
NOVEMBER 12, 2015
Taking a great idea and turning it into a real, functioning, successful business requires quite a bit of work, sweat, and coffee. There are documents to be signed, prospects to be called, emails to be sent, and tweets to be posted. In other words, there's never a shortage of tasks on your plate on any given day. Sure, you could hire a bunch of extra hands, but if you're not in a financial position to onboard new talent right away, then that wouldn't make good business sense, now would it?
Partners in Excellence
NOVEMBER 9, 2015
Millions of people hours are spent every day confronting the issue, “How do we get our customers to be interested in us?” Marketing spends millions in content strategies, overlaid with all sorts of promotion programs. Sales looks for insights or provocation. Together, marketing and sales looks for provocative prospecting messages and approaches.
Engage Selling
NOVEMBER 13, 2015
There’s no end to the amount of oblivious people in the world. Don’t let a member of your sales team suffer from this lack of presence! Want real strategies that you can use to boost your organization’s sales results? Get your copy of Nonstop Sales Boom!
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
NOVEMBER 12, 2015
I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them. Few things turn people off faster than answering the […].
Hubspot
NOVEMBER 7, 2015
This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Do you actively express interest in wanting to know more about something? Are you constantly testing your campaigns to uncover trends and patterns? Do you find yourself asking a lot of questions? People that are curious by nature tend to fall into this category.
Partners in Excellence
NOVEMBER 12, 2015
It’s strategic planning season–at least for those companies on a fiscal calendar. For the past 2-3 months, I’ve been involved in working with a number of clients on their “strategic plans.” Usually, these are driven by the end of a fiscal year. People use the annual strategic planning process to drive major changes in what they want to do.
Engage Selling
NOVEMBER 11, 2015
The buck stops with you! Far too many sales people allow their relationships to dwindle or be cut off after the sales is transacted. This will harm your ability to create a Nonstop Sales Boom. Today I’ll explain why you should always meet all of the members of the clients’ team before introducing them to […]. The buck stops with you! Far too many sales people allow their relationships to dwindle or be cut off after the sales is transacted.
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.
The Sales Hunter
NOVEMBER 10, 2015
This is the question that Andy Paul and I dig into in a recent podcast on his site! I encourage you to check it out at the below link: High-Profit Selling: Why You Can Never Un-Discount a Discount Discounting changes your relationship with your customer and NOT in a good way! I would rather […].
Hubspot
NOVEMBER 8, 2015
This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. High staff turnover can be a problem for any company. Teams typically rely on each and every member to keep things moving forward, so when someone leaves, it can often disrupt progress. Not to mention, you've invested time, energy, and money in recruiting and training.
Sales Gravy
NOVEMBER 11, 2015
"Too many of you are so wrapped up in yourselves that you forget why you're out there in the first place," he reminded us. "You're there to make sales, not to be interesting.
ConversionXL
NOVEMBER 10, 2015
This is a recording of the talk given by André Morys, the CEO of Web Arts , at ConversionXL Live 2015. Grab your tickets to the 2016 event here. Conversion optimization” and “testing” became the hottest topics on the strategic road maps of online marketing managers. But still, a lot of companies suffer from easy to solve problems that probably cost a couple of million dollars.
Advertisement
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
NOVEMBER 7, 2015
When you meet with CEOs or other senior level people, make sure you are talking strategically, not tactically. CEOs are focused on outcomes that are big picture, not on the day-to-day technical things that have to happen. You need to make sure you align your focus with what they focus upon. Check out the below […].
Hubspot
NOVEMBER 8, 2015
It's not easy to get your company noticed these days. Attention spans are shorter , and companies are publishing more content than ever before. So what should companies be doing to rise above the deluge of content online? The folks at Medium think they've found the answer. Part platform and part publisher, the company's out to change the way people create and discover content on the web.
Understanding the Sales Force
NOVEMBER 11, 2015
We watched the GOP Debate last night (I know the photo is from an earlier debate). I remember saying to my wife, "This isn't a debate - all they're doing is answering the questions being asked." And then, all of a sudden, a debate broke out, and what did the brilliant moderator do? He said, "I'm sorry, we need to move to the next topic." We finally got ourselves a debate and they want to stop it!".
ConversionXL
NOVEMBER 11, 2015
“Men have become the tools of their tools” – Henry David Thoreau. Whether you’re a conversion optimization agency, consultant, or in-house at a startup or enterprise, investing in the right conversion optimization tool is a big decision. We’re asked often whether a tool is good, bad, or downright awful, and until now, haven’t put it all together into a cohesive post – until now.
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.
SalesLoft
NOVEMBER 10, 2015
When it comes to setting goals for Sales Development Reps, a lot more than quota comes into play. Sure, it’s an SDR’s top priority to hit their monthly numbers, but Rome wasn’t built in a day — and neither is quota. Sales development is a game of inches, and building up to monthly milestones is a daily process. For starters — every rep has their own personal process around prospecting, emailing, and dialing.
Hubspot
NOVEMBER 13, 2015
According to a 2015 Pew Research Center survey , 37% of U.S. adult internet users between 18–29 years old use Twitter. This is up from 31% the year before. On average. If social media teams at universities want to target the college demographic, they need to start by understanding and adapting to students' social media habits. Universities are lucky to already have a built-in community -- and Twitter is a great place for them to inform and engage with students, prospective students, alumnae/i, a
Closing Bigger
NOVEMBER 12, 2015
Today’s sales funnel and sales process has changed. Sales for many of us is now more about getting buy-in versus pitching our wares. This 15 minute sales and social selling podcast introduces the new sales funnel “The 5 Stages of Consent” and also dives into how content creation is not enough to get noticed – you need to have a thought leadership strategy to truly fill the new sales funnel.
ConversionXL
NOVEMBER 12, 2015
There’s one thing that influences user engagement on your website more than anything else. It’s not animated video backgrounds or design that “pops” So what is it? Relevancy. Scent. Message match. The concept is not new – Bryan Eisenberg discussed this already in 2005 when he wrote about website scent trails. As Eisenberg put it, “Creating and preserving intentional scent trails on your site translates to improved ROI for your paid and organic search terms.”.
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.
Expert insights. Personalized for you.
122 
Let's personalize your content