Sat.Feb 29, 2020 - Fri.Mar 06, 2020

article thumbnail

28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

Sales 180
article thumbnail

Committed To Failing

Partners in Excellence

We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe To Fail, Hogwash!” There’s a lot of social pscho-babble on failure, the thinking parallels the thinking that, “everyone gets a trophy, win, lose, just show up… , it’s the effort that counts!

Quota 159
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Are sales leaders wrong to focus on changing behaviors?

Membrain

In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?

Sales 148
article thumbnail

The New York Times' Misleading Article on Assessments and Their Use Cases

Understanding the Sales Force

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.

Teamwork 140
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

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.

article thumbnail

Do Your Customers Like Talking To You?

Engage Selling

Do your customers like talking to you and members of your sales team? When we talk about effective sales professionals, we often only think about, well, their sales!

Customers 130
article thumbnail

PODCAST 99: Overcoming Imposter Syndrome and Flourishing at Work w/ Stephanie Blair

Sales Hacker

This week on the Sales Hacker podcast, we speak with Stephanie Blair , Founder and CEO of Know and Flourish. Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. As an expert in digital transformation and in fueling modern organizations for sustainable success prior to Know and Flourish, she spent over eight years at eMarketer in assorted individual contributor and leadership roles, and b

Growth 113

More Trending

article thumbnail

Using BANT Methodology for Improving Sales Team Productivity

Salesmate

Have you ever heard about BANT? If you belong to the sales and marketing initiatives, you will be aware of it. We have previously discussed 7 tried and tested sales methodologies in a brief article. In this article, we’re going to break down BANT for you and help you understand how it will enable your sales team to be more efficient. So, what is BANT?

Product 111
article thumbnail

Making It Safe To Succeed

Partners in Excellence

Recently, I wrote, “ Making It Safe To Fail, Hogwash! ” It was a rant about the social psycho-babble around failure. We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Yet, we never talk about the concept of “making it safe to succeed.” Some might think it’s the other side of the same coin.

Teamwork 105
article thumbnail

3-Step Framework for Leading Effective Sales Coaching Conversations

RAIN Group

Many sales managers and coaches are never taught how to lead effective sales coaching conversations. So they start with, “What’s up?”. Then they listen to sellers for an hour with a bit of back and forth about this opportunity or that one. They may talk about the need to fill the pipeline or come up with an idea to move one of the opportunities forward.

article thumbnail

9 Questions To Ask Candidates for Your First Head of Customer Success

SaaStr

The good news today, is there are tons of customer success veterans out there. So you can find folks to join you. Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” But the bad news is, many can’t really do the job a start-up needs at a leadership level.

Customers 106
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

article thumbnail

5 Things sales reps can learn from TED Talk videos

Salesmate

Have you ever got an intellectual adrenaline rush? The experience when you were enlightened with something and were curious to dig deeper into that specific subject to know more. Well, this happens to many people while watching a TED Talk video. The three-decade-old business of talking has influenced many and offered a plethora of information on different subjects.

Sales 106
article thumbnail

Who’s Your Laziest Salesperson?

Partners in Excellence

Increasingly, there is a tendency to measure our value by activities and our “busyness.” Managers set activity metrics, rigorously measuring performance against those metrics. Sales people rush from activity to activity, seldom having the time to meet their goals. We implement new technologies, enabling our people to increase the number of activities they can accomplish in a given period.

Gaming 101
article thumbnail

7 Sure Fire Ways to Sell More. Faster.

KO Advantage Group

About a year ago a woman came into my office. She was running a fairly successful marketing firm yet she struggled to get her clients to connect with her sales message. To her it felt "icky". She liked educating. She liked showing her clients what she would do for them. But they would respond, "okay. if you're so confident, how about we pay you when you generate us the results.".

Sell 98
article thumbnail

Coronavirus, Trade Shows and Value vs Venue

Heinz Marketing

By Matt Heinz , President & Founder of Heinz Marketing. Is nature accelerating a trend that been a long time coming? The usual rush of spring events in B2B sales and marketing has almost entirely been eliminated in just the past couple days , in an appropriate abundance of caution. Countless hours of work by organizers, presenters, sponsors and even attendees – gone.

Pipeline 101
article thumbnail

How to Stay Competitive in the Evolving State of Martech

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

article thumbnail

Qualifying Sales Leads – A Step By Step Guide

The 5% Institute

Qualifying sales leads is one of the most important tasks of the sales process. The reason qualifying sales leads is so crucial in sales, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance of qualifying sales leads, how to do so, as well as a list of qualifying sales leads questions to help you with the task.

Sales 98
article thumbnail

Join the 2020 Sales Performance Study

Miller Heiman Group

Sales organizations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organizations constantly deploy myriad transformation initiatives. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.

Sales 88
article thumbnail

Data Discrepancies in Google Analytics: What Can Go Wrong, Why, & How to Fix It

ConversionXL

Google Analytics shows 104 conversions. Your CRM shows 123 new leads. Heap reports 97. And so on. It’s easy to get frustrated by data discrepancies. Which source do you trust? How much variance is okay? (Dan McGaw suggests 5%.). For most companies, Google Analytics is a—often the —primary source of analytics data. Getting its numbers aligned with other tools in your martech stack keeps results credible and blood pressure manageable.

article thumbnail

Remembering Jack Welch: Logos, Talent and a Disdain for Mediocrity

Force Management

I was at the airport when I learned about the death of Jack Welch. The former Chairman and CEO of GE died Monday at the age of 84. As I boarded my plane that was taking me to meetings for my own company, I reflected on the impact his books Straight from the Gut and Winning had on my early business thinking.

Meeting 78
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

article thumbnail

The Complex Sales Process – A Step By Step Guide

The 5% Institute

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? And what steps should it include? In this article, you’ll learn what a complex sales process is, as well as all the key ingredients you need to include to ensure your complex sales process works wonders for you time and time again.

Process 98
article thumbnail

The 7 Best Social Media Analytics Tools for Marketers in 2020

Hubspot

Social media is an undeniably powerful marketing tool in 2020. We've seen the stats that back up using social media as a legitimate business practice. And we've seen examples of companies that saw phenomenal ROI after a social media campaign. But how are marketers managing multiple social accounts, encouraging proper engagement, and analyzing and proving their social platforms ROI?

article thumbnail

So You Joined a Startup as the First Sales Hire… Now What?

Sales Hacker

Joining an early stage SaaS startup can be exciting, but it can also be daunting. The founders often have lofty goals, minimal structure or direction, and the company is just beginning to build out its sales motion. If you’re the first sales rep at a startup — or one of them — you’ll be responsible for helping the founders acquire the company’s first customers, establish a system to sales, and achieve wins in an initial niche market.

article thumbnail

Resources to Help Your Salespeople Enable Champions

Force Management

Champions are a key component to selling high-level enterprise deals. If you know how to effectively enable and test a champion, you have an effective tool to advance your opportunities. We have covered Champions in a variety of our content. Here are a few of our most popular resources.

Sell 78
article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

article thumbnail

What was the biggest acquisition failure or missed opportunity by a company?

SaaStr

Q: What was the biggest acquisition failure or missed opportunity by a company? It’s hard to really force rank a list, especially of deals you don’t know about. And it’s easy to be an arm-chair quarterback on all this. Still, my partial list in Cloud/SaaS: Google letting Microsoft buy / outbid for Github for $7.5b. If you want to own the developer relationship, you own Github.

Service 86
article thumbnail

5 Ways 5G Will Impact Marketers

Hubspot

By the end of 2019, the four biggest U.S. cellular carriers rolled out 5G across the country. With the rollout of this new high-speed network comes a number of news articles, commercials, and promotional content explaining how 5G will dramatically change the world. Despite all the 5G hype, you might still be asking yourself, "What the heck is 5G and how will it impact my business?".

article thumbnail

The Benefits of AI in Sales (& AI-Based Tools You Didn’t Know You Need)

Sales Hacker

AI for sales is nothing new. But what are the real benefits of AI? Is it a lot of buzz or does it deliver real value? Sales tools using machine learning and deep learning are already widespread in the market today. And while the scope of AI’s impact may still be limited to certain types of activities, the power and scope of AI will continue to grow.

Gaming 86
article thumbnail

Our Top Resources For Giving Effective Feedback

Force Management

Developing effective feedback skills is an important component of being an effective leader. How can you coach your teams to success if you don't possess the ability to provide feedback in a way that's constructive and actionable. Below are some of our most often used resources on giving effective feedback.

article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

article thumbnail

Sheena’s App of the Week: BambooHR

Heinz Marketing

By Sheena McKinney , Executive Assistant at Heinz Marketing. We recently implemented BambooHR and so far I’m loving it. BambooHR is an HR tool for small to medium businesses. Check out this short, entertaining video overview to get the gist better than I could relay. Like any new tool, it takes time to implement and customize but I have actually enjoyed this portion of the process more than I expected.

article thumbnail

How the Workplace Could Change for Marketers in 2020 [and Beyond]

Hubspot

Remember the TV show Mad Men ? For many in my generation, it opened our eyes to what working in advertising was like in the 1960s. When the show began, ad executive Don Draper 's creative team was made up of only men, there were nearly no HR policies to protect employees in the workplace, women with creative aspirations were stuck behind secretary desks, and everyone smoked in the office.

article thumbnail

How Does Guidance Solve the Two Challenges Enablement Faces?

Highspot

Earlier this year, I co-authored an eBook that explored the notion of “guidance” and how to use it to arm revenue teams with the knowledge and confidence they need to execute strategic initiatives. As I work with many of our customers, there has been a strong and consistent theme — they are realizing that enablement is a much broader and more strategic function than they thought.

article thumbnail

Our Best Resources for Aligning Your Executive Team on the Sales Strategy

Force Management

Many companies underestimate the importance of alignment, especially when it comes to the growth strategy and the overall sales execution process. Without alignment, it's difficult to scale and keep a buyer-focus throughout your organization. If your cross-functional leadership team isn't aligned on what the focus is for your customers, how can your sales team effectively execute?

Growth 78
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.