A Sales Guy

SEPTEMBER 1, 2016

Problem finders are everywhere. Finding a problem is easy. Your car won’t start. Yup, you found a problem. Revenue is down, yup another problem. Your advertising isn’t working, yup you found another problem. It doesn’t take much work to find problems; they are easy to spot because they make us uncomfortable and scare us. Problems are easy to find because of the emotional impact they have on our safety and comfort.

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Understanding the Sales Force

AUGUST 31, 2016

Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?

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Hubspot

AUGUST 31, 2016

While intended to make life easier, sometimes putting together a to-do list can feel like a bigger undertaking than accomplishing the actual tasks at hand. This concept is referred to as the procrastination "doom loop" -- a cycle of putting off tasks, feeling anxiety and guilt, and consequently working with lower productivity and efficiency due to these negative feelings.

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Drivers/motivators Launch Strategize Product 77

ConversionXL

AUGUST 30, 2016

I have been part of some the best conversion optimization teams in the world, and they seem to have an intuitive sense on how to run the best experiments. People that are involved in these teams share a similar mindset. I wanted to try to make this a process, one that could teach any organization how to run better experiments. I wanted to try to make this mindset more explicit in a way that is fun to use.

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E-commerce A/B testing Price Drivers/motivators 63

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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

A Sales Guy

AUGUST 30, 2016

Sales isn’t something you do to someone. It’s something you do for someone. Everything changes when we put the customer first. When their problems, issues, challenges become our primary focus, we stop doing something to our prospects and start doing something for them. That something. Is fixing a broken system, it’s finding more money for capital improvements, that something is helping them compete better, that something is helping them deliver more for less, that something is

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Quota Sales Prospecting Sell 81

SalesLoft

SEPTEMBER 2, 2016

Dreamforce is almost upon us. San Francisco’s hotels are filling up with reservations for conference goers faster than your inbox with Dreamforce related emails (but not too much faster). Conference goers will start filling up their agendas next week which means the time is now to claim your spot. But what if your boss still needs some persuading in order to send you to Dreamforce ?

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Networking Pitch Represent Drivers/motivators 52

ConversionXL

SEPTEMBER 2, 2016

As an optimizer, you might be thinking that user interviews fall outside your role. Or, perhaps, that they are a “nice to have” on the qualitative conversion research checklist. Worse, you might be conducting and analyzing user interviews with an “I’ll just wing it” mindset. User interviews are more complex and important than most optimizers realize.

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A/B testing Objectives and Key Results Consult UX 57

A Sales Guy

AUGUST 28, 2016

At a Sales Guy we have a unique job search approach. We look for resourceful, outside of the box, creative, driven thinkers who can get things done. We don’t look for people who do things like everyone else and who are looking to be told how to do things. Our job postings have very specific instructions and for the life of us, we don’t understand why only 10% of applicants follow the instructions.

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SalesLoft

SEPTEMBER 1, 2016

CRMs, from one perspective, are simply supposed to be data entry systems. Sales operations folks designed the systems to match up to their reps’ sales processes, and from the new leads coming in, to the latest touchpoint of that big account ready to close, CRMs are built to know all. Unfortunately, the system that was once designed to give salespeople the most benefit is actually leaching hours from their selling time , and this is happening for one reason and one reason alone: CRMs are hard to

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Sell Or Die

AUGUST 31, 2016

We're talking about business building, relationship building and how to handle success with Bob Salvin, CEO of Salvin Dental and Salvin Regenerative. He started what is now a 50 million dollar global business out of the back of his car. He's a world class leader on business building and handling success the right way. PLUS! The long Labor Day weekend is coming up.

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Relationship building Start-ups 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

Score More Sales

AUGUST 29, 2016

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.

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Contract Education Launch Sales 54

Engage Selling

AUGUST 30, 2016

Did you just do a double take? Stop closing sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.

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SalesLoft

AUGUST 31, 2016

If you’ve ever been at a blackjack table the moment it starts heating up, you can feel it. The rush of your adrenaline, the pride in your streak, and the underlying fear that the moment might pass before you close the deal. And if you’re a sales rep, then you’ve no doubt felt those same emotions; albeit instead of a dealer, you’re sitting across the phone lines of a prospect you’re converting into an opportunity.

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Hubspot

SEPTEMBER 2, 2016

There's a reason why we love TV courtroom dramas. Beyond the shocking objections and confessions, it seems like there's constant screentime for strong, powerful arguments. As marketers, that last part is especially exciting. Whether we know it or not, we are unabashed nerds for all things negotiation -- and it's a skill that all of us should master.

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Negotiate Objectives and Key Results Technique Follow-up 60

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

Score More Sales

SEPTEMBER 2, 2016

A day off, or a long weekend can be the perfect time to get new creative thoughts. These thoughts can solve difficult problems you have at work. Best-selling author David Allen has written and spoken for years on ways to be more productive. He says that the greatest human fear is to be out of control. We tend to not want to jump into thing we might goof up.

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Partners in Excellence

AUGUST 30, 2016

In reality, this title is just clickbait. It’s certain to draw all sorts of attention with pundits on either side of the issue. Inevitably each shaping their “pro” or “con” arguments based on what they are trying to sell. And every time we get into this discussion, we immediately dive in taking and defending positions without even defining terms to make sure we are talking about the same thing.

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Cold Call Referrals Government Technology 49

SalesLoft

AUGUST 30, 2016

Sales training is such an essential part of the sales process, we hardly give it a second thought. A team member’s numbers aren’t where they’re supposed to be? Throw them in the sales training. But in an environment where creative solutions are yielding big results in nearly every area of business, this “A to B” response feels more than a little uninspired.

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Angle Sales Process Product 52

The Sales Hunter

AUGUST 30, 2016

I am excited that my new book High-Profit Prospecting will be releasing soon, and I want to give you an excerpt to challenge you to pursue better prospecting methods. Your attitude is a vital factor in successful lead generation. Check out what I have to say in part of Chapter 3: We all know someone […].

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Lead generation Prospecting Sell Sales 52

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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.

Pipeline

Engage Selling

AUGUST 27, 2016

“What does the future look like for sellers?” There will be fewer salespeople, with a more of a well-defined focus on what they are there to do. Skills will be hybridized.

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Sales Objection handling Presentation Account management 48

Partners in Excellence

AUGUST 30, 2016

Hustle is both an important concept but a very unfortunate word. To many, particularly prospects and customers, it has vey negative connotations. Prospects and customers don’t want to feel “Hustled.” Usually they take this meaning as being manipulated, cheated, or fooled. Sales people who do this are often labeled “Hustlers.” But there is an important, positive aspect of Hustle or Hustling.

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Quota Meeting Prospecting Customers 49

SalesLoft

AUGUST 29, 2016

At any stage of your career, it’s important to think about the future. Many jobs don’t offer a clear role progression, but in sales, you know exactly what job titles are in front of you. If you’re a sales manager at an early-stage startup eyeing your next move up, your goal is probably to become Head of Sales, Vice President of Sales, or Chief Revenue Officer.

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Sales Strategize Promote Engineering 52

The Sales Hunter

AUGUST 30, 2016

I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […].

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Prospecting Process Closing Sell 52

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Campaign

Engage Selling

SEPTEMBER 2, 2016

Seeing a decreasing trends among your reps? This could be why. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

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Sell Sales Clients Quota 50

Partners in Excellence

SEPTEMBER 1, 2016

There’s a lot of “wisdom” around phrases like “Get into your (comfort) zone… ” Presumably, it’s about getting into a good routine, building a rhythm or cadence, replicating what you’ve done to be successful. We hear and read variations of this all the time. Advice that’s well intended but perhaps the most dangerous advice we could follow.

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Sports Presentation Customers Sell 48

Hubspot

AUGUST 29, 2016

The business card isn't dead yet. As long as there are parties, industry events, and networking opportunities, there will be business cards. And it's important that yours isn't thrown to the bottom of the pile because of a lackluster design. Whether you work at a bigwig agency or as a freelancer, your business card should make a memorable first impression.

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Electricity Contact Technique Networking 53

The Sales Hunter

AUGUST 28, 2016

If you’re not failing, you probably aren’t learning all you need to learn. That’s right! I say, “Fail fast and learn even faster.” In sales and in life, we are all going to fail from time to time. Key is to take those experiences, learn from them, and move forward toward success. Check out this […].

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Drivers/motivators Sales Sell 51

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

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects.

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Inside sales B2B Electricity Lead generation 45

Partners in Excellence

AUGUST 31, 2016

It’s not often that Anthony Iannarino and I disagree. When we do, it leads to a richer discussion where we both learn and converge on a new, shared point of view. Recently, he wrote, The Disqualification Fallacy. I found myself disagreeing–or perhaps reframing what he was saying. I think it is a critical issue, and I think too few organizations and sales people do good jobs of disqualifying and focusing.

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Healthcare Education Territory Retail 48

Hubspot

SEPTEMBER 2, 2016

When you listen to someone speak, are you really listening to them. or are you listening to the voice in your head? Hearing someone and listening to someone are two very different things. It's all too common for people to wait for their turn to speak or think about what to say next instead of truly listening to someone. But being a good listener is a sign of emotional intelligence and social awareness.

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The Sales Hunter

SEPTEMBER 2, 2016

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business. Does this […].

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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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