Anthony Cole Training
JULY 7, 2017
How important is it for your salespeople to have a pipeline of prospects? Probably pretty important. How crucial is it that your salespeople continue to feed into that pipeline? Just as crucial! We all know that in order for your organization to succeed it is vital that your salespeople build, grow and maintain a solid pipeline. But what happens if one of those great salespeople leaves?
Understanding the Sales Force
JULY 5, 2017
I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".
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A Sales Guy
JULY 6, 2017
There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied. In spite of the various number of definitions, there is one absolute requirement to a sales opportunity.
Score More Sales
JULY 7, 2017
Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.
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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.
Hubspot
JULY 7, 2017
Oh, hi there. Have you heard the news about video? It's becoming really important for marketers to use. Imperative, even. Perhaps mandatory. "Sure," you must be thinking. "And in other news, the sky is blue.". Okay, we get it. You know how important video is. That much is clear. In fact, 94% of marketers plan to add either YouTube or Facebook video to their content distribution efforts in the next 12 months.
The Sales Hunter
JULY 4, 2017
One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 4, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of value and value creation. We tend to think of value in a one sided way, as something we “bestow” on the customer. At it’s worse, value is something we determine in our companies–we position it as our value propositions, embed it in our “features/advantages/benefits.” The laziest in our profession don’t even seek to understand what customers value, instead presenting what we&#
Hubspot
JULY 5, 2017
Video content can be a valuable asset in your inbound marketing content mix. In fact, by the end of this year, video content is expected to represent nearly three-quarters of all internet traffic. But getting people to sit through your videos can be challenging, considering that the longer your video is , viewers will consistently drop off and stop watching, in most cases.
The Sales Hunter
JULY 7, 2017
Sales leadership is not about what we sell or how we sell, but rather it’s all about why we sell. It comes down to one simple thing — helping others. In both sales and leadership, the end game is the same — to help others. There’s a reason why top salespeople and great leaders are […].
A Sales Guy
JULY 5, 2017
You can’t go ten social media pages on any social platform without being barraged by #hustle #grind and #success posts or memes. It appears we’re obsessed with the path or secret to success. I get it. Success to most of us freedom and validation that we’re worthy of others praise and admiration. To others, success says they did it.
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
SalesProInsider
JULY 6, 2017
What do you need to accomplish in your sales efforts? What about in your home? Office? Whatever you want to “get done” will be easier if you have the right tools. From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly.
Hubspot
JULY 6, 2017
Few things in human history have been as influential as the written word. Writing has toppled empires, built global corporations, and inspired millions, if not billions of people. For decades, writers have played a chief role in marketing. David Ogilvy once wrote, "advertising is a business of words.". But will it always be? After all, the rise of digital has led to big changes in marketing since the days when Ogilvy & company were chain smoking and tossing back martinis between writing 2,00
The Sales Hunter
JULY 2, 2017
When a call goes badly, what do you do next? My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. You both will be encouraging each other, which is exactly what […].
SalesLoft
JULY 7, 2017
If there’s one moment that sets the tone for your relationship with a prospect, it’s the discovery call. Why? It’s usually going to be your first extended conversation with a potential customer. It’s your first impression as an organization and first impressions matter. Having your talk track down and your product knowledge on point are key to discovery call success, but there are dozens of other factors that impact your discovery call success rate.
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
Partners in Excellence
JULY 3, 2017
Cold calling is alive—at least when you look at the number of posts proclaiming its death. Also, judging by the number of “cold calls” I get every day. It’s unfortunate that a discussion about cold calling has to start with definitions and semantic disclaimers. Unfortunately, the most of the discussion are based on whatever definition or stereotypes one chooses.
Hubspot
JULY 7, 2017
Registration & Keynotes. Marketing & Sales has Changed. 7:30 am - 8:30 am - Registration, Coffee & Breakfast. Sign in and grab some coffee and light breakfast! Meet some of your fellow marketers and salespeople before we get started. 8:45 am - 9:15 am - "Marketing & Sales Has Cha nged" by James Gilbert, HubSpot. We'll cover how to adapt your marketing and sales strategy to become more inbound, and ultimately more aligned with your future customers' needs.
Engage Selling
JULY 7, 2017
Many sales managers are complaining about their top sellers because they’re not team players. It goes without saying that top sellers have to be acting in a legal, moral, and ethical manner at all times.
SalesLoft
JULY 5, 2017
While your company’s mission and improving the lives of your customers can and should be a large part of what motivates your sales team, at the end of the day, their primary motivation lies more along the lines of that scene from Jerry Maguire : SHOW ME THE MONEY! Having the right comp plan in place can ensure that your sales organization is properly motivated and giving their best effort.
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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.
Partners in Excellence
JULY 5, 2017
In my formative years in selling, one of the key things I learned was to understand my customer’s needs and requirements as early as possible. In virtually every sales methodology and process, there is some “discovery stage.” Typically, in that stage, our goal is to understand the customer’s needs, goals, requirements. We do this to understand how to present our solution, demonstrating we meet their needs and so forth.
Hubspot
JULY 3, 2017
June is typically a time when people start booking vacations and travel, but in the world of social media, the work on innovation never stops. In fact, just last Friday, June 30th was #SocialMediaDay. So in honor of Social Media Day, we've rounded up the latest launches and announcements from different social media apps over the last month. (Just kidding, we write this roundup every month, but hey, it's fun to celebrate holidays.).
The Sales Hunter
JULY 4, 2017
I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […].
Engage Selling
JULY 1, 2017
You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork.
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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
Partners in Excellence
JULY 6, 2017
I was involved in a twitter discussion. The following question was posed, “When cold calling, to you lead with the Problem?” There were all sorts of responses–naturally, some say “lead with insights,” others lead with the problem. It’s not an easy question, and there is no right answer. I reflected for a few moments, actually, I went through my prospecting calls for the past two weeks.
Sales Gravy
JULY 2, 2017
Since at least 1994 when I was introduced to network marketing by a civilian contractor at March Air Force Base here in sunny SoCal, I've been reading and listening to Zig Ziglar almost weekly.
Hubspot
JULY 3, 2017
Two weeks ago, when I sat down to write my first blog post at HubSpot, I was determined to make it shine. Perfection was the only option. So I filtered each word through dozens of thesaurus searches, selecting only the most dazzling ones for my article. Six hours later, my blog post was gleaming. I felt great about it. But before I could close my laptop and pack up, a number at the bottom of my document jolted me sideways.
ConversionXL
JULY 5, 2017
The call to action is a core component of marketing, sales, and any persuasion-based effort today. There’s been a lot of content written about how to tweak CTA copy , color , size , and other elements , but sometimes, it’s easiest to learn through examples. In this way, we can see how theoretical principles play out in the real world, and how they can create effective experiences.
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.
Partners in Excellence
JULY 2, 2017
It seems we’ve become consumed by volume! Just look at the so many of the blog posts are articles. We are exhorted to “live life at 1000 dials per day,” conduct social selling at “scale,” “tweet your way to 1000’s of followers,” “How to get 10,000 Facebook fans,” “How to get 10,000 LinkedIn connections relevant to your business,” “How I got 1,000,000 followers on LinkedIn,” “How to send 40,000 emails a day
Sales Gravy
JULY 2, 2017
On this episode of The Sales Podcast, Wes Shaeffer (The Sales Whisperer) and Jeffrey Gitomer (The King of Sales) discuss the difference between making a cold call and making a first call to a prospect. .
Hubspot
JULY 5, 2017
Let’s talk about a trend, shall we? Think about the number of times in the last week when you’ve read something on Facebook. Now, compare that to the number of times you’ve watched something on Facebook. Those numbers are probably pretty staggered toward video, right? And if so, you’re not alone -- right now, there’s a big demand for more video content all around.
ConversionXL
JULY 5, 2017
The call to action is a core component of marketing, sales, and any persuasion-based effort today. There’s been a lot of content written about how to tweak CTA copy , color , size , and other elements , but sometimes, it’s easiest to learn through examples. In this way, we can see how theoretical principles play out in the real world, and how they can create effective experiences.
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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