Closing Bigger

DECEMBER 16, 2015

Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).

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Represent Campaign 98

ConversionXL

DECEMBER 18, 2015

Email makes the world go around, right? No matter how many times you read about “the death of email”, it remains paramount in the online world. In fact, I’ll bet you’ll receive at least two emails in the time it will take you to read this article from start to finish. Are all emails created equal? No, not exactly. According to Salesforce , the top 3 uses of email are newsletters (66%), promotional content (54%) and welcome series emails (42%).

Promote 91

Promote A/B testing Campaign Start-ups 91

A Sales Guy

DECEMBER 14, 2015

The One Question To Get More Sales. I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right? But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions?

Sales 66

Sales Drivers/motivators Customers Account management 66

Hubspot

DECEMBER 18, 2015

Let’s get this out into the open: I bite my nails. Or at least I did. (Kinda gross, right?). But this past summer, I watched as my then three-year-old son chomped down on his fingernail. That was it. The final kick in the butt I needed to see to finally stop a decades-old bad habit. Little did I know that in my quest to stop biting my nails I’d unlock something much bigger for myself -- both personally and professionally.

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Presentation Meeting Consult Start-ups 77

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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.

Follow-up

Closing Bigger

DECEMBER 14, 2015

Do you ever wonder if you’re missing some of the insights around success in today’s very digital and social business climate? This week’s guest Jim Keenan claims if you’re over 30 there are many things you have likely not been taught about the new rules of success and prosperity. Jim is one of my favourite social selling thought leaders and long time friends in the business – although we have yet to meet in person!

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Meeting Sell Sales 98

ConversionXL

DECEMBER 15, 2015

As optimizers, so much of our focus is spent on the pre-conversion phase. How do we get more people to checkout successfully? How do we get more people to inquire about our agency’s rates? It’s easy to forget that you aren’t done persuading once the initial conversion has taken place. In fact, that’s when your customers’ brains really kick into overdrive.

Customers 90

Customers Angle Conversion Product 90

The Sales Hunter

DECEMBER 15, 2015

There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a high-value […].

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Closing Sales Prospecting Customers 64

Hubspot

DECEMBER 17, 2015

In case you missed it, we now live in a mobile-dominant world. This year, Google reported that 52% of search traffic and almost half of shopping traffic comes from mobile devices, so a compatible web design is no longer a luxury, but a necessity. In April of 2015, “Mobilegeddon” transformed the marketing world as we know it, putting responsive and mobile websites at the forefront of a marketer’s mind.

Contact 70

Contact Real Estate A/B testing Price 70

ConversionXL

DECEMBER 14, 2015

Writing copy that converts is like boxing. Your shots need to flow, and you need to be 3-4 steps ahead of your opponent. You have to predict their counters, slips and movement patterns before they even think of doing them. Similarly, to craft high-converting copy, your sentences have to flow. And you have to anticipate your reader’s objections and be mindful of each word, sentence, and paragraph that enters their brain.

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Pitch Non-Profits Entertainment Price 80

Closing Bigger

DECEMBER 16, 2015

Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).

Represent 52

Represent Campaign B2B Sell 52

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

DECEMBER 16, 2015

Hey all of you Sales Development Reps out there… would you say making 50 calls in a day is a good number to hit Maybe. But a better question would be, “how many appointments did you set from those 50 calls?” Understanding the your call metrics, and improving your sales conversations , is the best way to scale your process as an SDR and do more than just hit your call numbers for the day/week/month.

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Appointment Sales Conversion Start-ups 52

Hubspot

DECEMBER 15, 2015

With 2016 quickly approaching, now seems like a better time than ever to rid your desktop of the ghosts of projects past. You know what I'm talking about -- all those forgotten documents and miscellaneous screenshots that have been slowly taking over your screen for weeks and months. Hoarding files on your desktop not only makes it challenging to locate what you need when you need it, but it can also compromise the speed of your computer.

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X-functional Drivers/motivators Follow-up Start-ups 68

The Sales Hunter

DECEMBER 14, 2015

One of the great privileges in sales is that you get to help people achieve things they didn’t think were possible. The next time you are on a sales call or in a sales negotiation or listening to a customer for the first time, remember that you are offering more than solutions. You truly […].

Drivers/motivators 56

Drivers/motivators Negotiate Sales Customers 56

Closing Bigger

DECEMBER 16, 2015

Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).

Represent 52

Represent Campaign B2B Sell 52

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

SalesLoft

DECEMBER 15, 2015

Okay, all of you Star Warriors, the time has come. It’s the dawning of a new episode in the Star Wars saga, and the time of year couldn’t be more perfect for such an epic milestone. In a month where resolutions are coming to a close, new initiatives are being set, and selling days are narrowing in the final quarter — it’s time to pull out that lightsaber and fight for those last big goals of the year.

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Process Sales B2B Inside sales 52

Partners in Excellence

DECEMBER 14, 2015

Some of you know that one of my biggest vices is high performance vehicles. My garages, at various times, have been filled with cool motorcycles, old American muscle cars, and occasionally an exotic vehicle. Recently, I indulged in buying a new car. It has some awesome technologies, all oriented to making my driving experience better and easier. The car is fantastic, it almost parks itself (actually in Europe it would).

Drivers/motivators 51

Drivers/motivators Sales Launch Campaign 51

Engage Selling

DECEMBER 17, 2015

Is your sales team doing enough to build their current relationships? When you close a sale with a new client, you create a new relationship that needs to be nurtured. All too often, salespeople make a sale and then move to the next prospect. When a salesperson continues this trend long term, their client retention is going […].

Clients 49

Clients Closing Prospecting Sales 49

Closing Bigger

DECEMBER 14, 2015

Do you ever wonder if you’re missing some of the insights around success in today’s very digital and social business climate? This week’s guest Jim Keenan claims if you’re over 30 there are many things you have likely not been taught about the new rules of success and prosperity. Jim is one of my favourite social selling thought leaders and long time friends in the business – although we have yet to meet in person!

B2B 52

B2B Meeting Sell Sales 52

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

SalesLoft

DECEMBER 14, 2015

2015 has been a crazy awesome year of events and conferences in the B2B tech industry. From the first annual Rainmaker conference in Atlanta, to AA-ISP meet ups across the country, and another amazing San Fran Dreamforce week on the books — we’re already tapping our toes for the first big tech conference of 2016. But before we dive into registration forms and pick up those badge scanners, we want to reflect on the past year in events, and learn how to supercharge our conference presence in

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Sports Represent Gaming Presentation 52

Partners in Excellence

DECEMBER 17, 2015

Sales enablement continues to push the boundaries in improving the capabilities of sales professionals. New tools, training, processes, capabilities all focus on helping sales people be more impactful, relevant, timely–as well as more efficient and effective. Analytics help us identify customers with a higher propensity to buy. Prescriptive approaches help guide us down a path that maximizes success (do this, don’t do that).

Education 51

Education Conversion Process Meeting 51

Engage Selling

DECEMBER 16, 2015

What do you need to do to start the year with a bang? Join me on this podcast as I share ideas on how to successfully end the year so Q1 can potentially be your best quarter yet. What do you need to do to start the year with a bang? Join me on this podcast as I share ideas on how to successfully end the year so Q1 can potentially be your best quarter yet.

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Up-sell Sell Sales 49

The Sales Hunter

DECEMBER 18, 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. I value the peers I […].

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Sales Drivers/motivators Sell 52

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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

Campaign

SalesLoft

DECEMBER 13, 2015

People sell to people. Understanding your buyer is critical to the intentionality and personalization necessary to excel at sales outreach. SDR’s need access to what is happening to who. We created this page to give users a quick and easy way to view their people. Admittedly, we have failed at giving an intuitive experience. We understand the need for organization and prioritization.

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Launch Contact Up-sell Start-ups 52

Partners in Excellence

DECEMBER 15, 2015

I always worry starting a post with, “When I first started selling… ” I fear that I sound like one of those grizzled veterans living in the past. But when I first started selling, the company did something somewhat unique. The price was the price—period, exclamation point. The quantity purchased didn’t matter, the unit price was the same.

Price 51

Price Sell Growth Customers 51

Engage Selling

DECEMBER 15, 2015

The worst sales leaders I’ve worked with do many things wrong, but this one thing is fatal, and they all have it in common: An inability to make a decision on a direction and implement. “All talk, no action” sales leaders do not succeed. Sales leaders that are unwilling to implement their decisions fail. The […].

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Sales 48

The Sales Hunter

DECEMBER 17, 2015

Speed sells. It’s simple. Let’s not complicate things. If the customer wants to buy, close the sale and close it NOW. Let me explain what I mean. While working with a VP of Sales, he shared with me how he and his firm had been in the market for some very sophisticated systems that […].

Speed Sell 52

Speed Sell Sell Closing Customers 52

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.

Gaming

Hubspot

DECEMBER 18, 2015

In the fast-paced, ever-evolving world of inbound marketing, the key to success is to always be observing, adapting, and learning. You need to be a lifelong student of the industry and how it changes. And sometimes, like all great students, that means you need to hit the books. There is a wealth of business and marketing books out there for new or even seasoned marketers to indulge in, but with so many options, it can be difficult to know which ones deserve the time of day.

Up-sell 53

Up-sell Growth Start-ups Strategize 53

Partners in Excellence

DECEMBER 18, 2015

Human history is filled with stories and myths about the search for something “easy.” It goes back to the very beginning of human-kind, all our religious texts–regardless of religion are filled with stories of both the search for miracles and miracles created. In grade school, many of us learned about Ponce de Leon’s search in the “New World” for the Fountain of Youth.

Market share 50

Market share Quota Growth Pitch 50

Engage Selling

DECEMBER 18, 2015

Are you going to be a holiday hero or dud this season? Start 2016 off on the right note. Get your copy of Nonstop Sales Boom for in-depth sales strategies to create greater results.

Sales 48

Sales Clients Quota Pipeline 48

The Sales Hunter

DECEMBER 12, 2015

When you call a CEO at the top of the hour, you are more likely to reach them. Executives often are in between meetings at the top of the hour and are more likely to be at their desk. Just be sure that if you do reach them, you ask if it is a good […].

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Meeting Sales Cold Call Consult 52

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.

Service