Anthony Cole Training
JUNE 23, 2015
For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.
A Sales Guy
JUNE 25, 2015
You ever wonder why deals can go south so quick, for no apparent reason? Have you ever had a deal that seemed like it was cruising along perfectly when boom, it falls apart. Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle.
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ConversionXL
JUNE 21, 2015
Elite Camp is a 3-day traffic and (mainly) conversion event. It’s among the very best CRO events in the world, and of course in Europe. This year was already its 6th year – and the format has proven to be so successful that the event has been replicated in many other countries. Elite Camp 2015 had an enviable line-up of heavy hitters and rock stars.
Understanding the Sales Force
JUNE 25, 2015
It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven't heard in a while, is making the rounds again. In today's article, we'll talk about the sales improvements that readers are most interested in.
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Anthony Cole Training
JUNE 25, 2015
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A Sales Guy
JUNE 22, 2015
I decided to spend my summer learning something I’ve never done before. Summers are great for this kind of thing. We seem to have a bit more time than the rest of the year. Summers are time boxed. For some reason, we look at summer different than all the other seasons. We’re obsessed with the beginning and the end of the summer season. Therefore, I made the commitment to learn to do a Mute Grab 360.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JUNE 23, 2015
I'm a big fan of the Jack Reacher thrillers and movies. Perhaps you've seen one of them. While reading Lee Child's newest Reacher book, "Personal", I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.
The Sales Hunter
JUNE 23, 2015
1. Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. 2. Speak with energy and believe in yourself. If you don’t believe in yourself and speak with confidence and energy, why should you […].
A Sales Guy
JUNE 26, 2015
In this #heykeenan I share my take on what an acceptable level of churn is for a sales organization. Some level of churn is expected, but what’s acceptable, that’s an entirely different question. We’re having fun with #heykeenan. So ask your question on Twitter or FB using the hashtag #heykeenan and I’ll answer your questions.
Partners in Excellence
JUNE 22, 2015
Last week I was having a conversation with an executive. This executive had an incredible background. He had built and sold several very successful start-ups. You would recognize their names. Currently he served on the boards of several large companies, was involved in another great start-up, was part of a venture company. This individual has just an awesome background, filled with success–and is just wickedly smart.
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
Understanding the Sales Force
JUNE 22, 2015
Celebrating Fathers Day, we went to a restaurant of my choosing - an upscale Burger place - and it took nearly an hour for the food to come. I asked, "Is it normal for the food to take this long?" I was told, "No, usually it only takes 35 minutes" - for burgers! Granted, they were special, great tasting, artisan burgers, but they were burgers! If this was a romantic dinner for my wife and I, then who cares how long the meal takes?
Engage Selling
JUNE 25, 2015
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, and at times have a lengthy speech rehearsed. While preparation is never a bad thing, […].
Pointclear
JUNE 23, 2015
Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.).
Partners in Excellence
JUNE 24, 2015
I spend a lot of time in group meetings or 1 on 1’s with sales people trying to understand how they do their jobs and trying to understand what they need to be more effective and drive bigger numbers. To be honest, most of the time I have to bite my tongue as I listen to the litany of things they need to be successful. It always starts with more and better products–along with the lowest prices.
Advertiser: ZoomInfo
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The Sales Hunter
JUNE 21, 2015
Great salespeople know that what worked for them yesterday in their sales process just might not work today. Are you willing to evolve your sales process? Are you willing to take an honest look at techniques that are outdated and no longer giving you the results they once gave you? You may be missing out on […].
Engage Selling
JUNE 23, 2015
There is a real art when it comes to hiring. Have you noticed how some people simply know the best candidates to hire for their business? They hardly ever screw up when it comes to recruiting, and as a result, they attract and retain top sellers who perform and achieve great long-term results. Don’t leave your […].
Hubspot
JUNE 25, 2015
Ever wish you could unsend an email? I have. I can't tell you how many times I've hit "Send" only to discover a silly spelling or grammar mistake. Well, I have some good news for you. If you use Gmail, now you can unsend emails up to 30 seconds after you hit "Send.". Previously, this feature was in beta in Gmail's "Labs" section. Now, it's open to everyone desktop (not yet available on tablets or smartphones).
Partners in Excellence
JUNE 23, 2015
I’m obsessed with metrics and numbers. Call anyone in our company for help on sales performance and we will ask you to dump all sorts of data on us: Historical performance, historical performance by sales person, by customer segment, by product, by region, pipeline metrics, sales cycle time, win rates, average deal value, deal distribution, customer retention, customer churn, new customer acquisition, share of customer, share of solution, share of territory, any number of activity metric
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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.
The Sales Hunter
JUNE 23, 2015
As I dig into the Top 10 reasons prospecting plans don’t work, I think #3 on my list is the one that drives me nuts the most: Not having the time to follow up and follow through. (Be sure to check out #1 and #2) Not having the time to follow up and follow […].
Engage Selling
JUNE 26, 2015
It still happens…a lot. You know, that never ending list of “amazing” features that some salespeople still feel the need to waste their buyers’ time with? Overselling is an extremely risky and dangerous approach. It might initially seem like a great idea to list off any and every feature your product may offer, but doing so […].
Hubspot
JUNE 26, 2015
It's 2015 and SEO hasn't gotten any easier for digital marketers. With Google's Panda and Penguin algorithm updates that have happened in the past few years, it's no surprise that the search engine optimization aspect of digital marketing is constantly changing. This volatility requires digital marketers to be agile with their tactics, frequently adapting to the latest guidelines that search engines implement into their algorithms.
Partners in Excellence
JUNE 23, 2015
Several weeks ago, I did a deal review with a client. It was a very large deal, important to my client. The sales person is an outstanding sales person–one of the top performers in the organization. As I looked at the notes on the deal, the sales person had a number of good conversations with people in the organization. He had a pretty good understanding of what they were trying to do.
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The Sales Hunter
JUNE 20, 2015
Great salespeople are keenly aware of the customer’s expectations and desired outcomes. Customer service can’t simply be something we give lip service to. It must be a core value if we ever hope to succeed at the highest levels. I have been looking closely at what sets great salespeople apart from average ones, including setting […].
Engage Selling
JUNE 24, 2015
This month award goes to the Hyatt at Vineyard Creek in Santa Rosa who has a breakfast ordering system that is second to none is stupidity, You choose your selections and place it on the door like another hotel. The hanger specifically reads to place it outsider before 2am You are invited to chose a […].
Hubspot
JUNE 20, 2015
This post originally appeared on inbound.org and is reprinted here with permission. The purpose of any homepage is to act as a launching pad for users to find relevant information that's specific to their needs. Deciding what to include on your homepage, however, is an endless conversation amongst marketers. If you’ve ever been a part of designing (or re-designing) a homepage, you know that every detail -- from content and aesthetics to links and CTAs -- matters.
SalesLoft
JUNE 26, 2015
Everyone knows the millennial reputation. They’re the trophy-seeking generation — walls riddled with participation ribbons and a history filled with praise-overload from parents, teachers, and coaches, alike. When little, they were told they could do anything they set their minds to, and then sent out to go do it like the superheroes they thought they were.
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.
The Sales Hunter
JUNE 26, 2015
There are 10 Reasons Most Prospecting Plans Don’t Work. Today I’m giving further explanation on reason #5: Relying on email as your primary tool to prospect. (Check out the other mistakes I’ve covered, such as using the same prospecting process for all of your prospects, having too many prospects in your pipeline, not allowing enough time to […].
Engage Selling
JUNE 26, 2015
Are you doing enough to attract and retain top talent from the millennial generation? Get your copy of Nonstop Sales Boom and learn how to motivate your employees, regardless of their generation!
Hubspot
JUNE 22, 2015
After several attempts at getting it right Apple has recently announced their newest foray into News, with their new native app coming this fall. The News app will feature aggregated content that can be customized specifically for the iPhone and iPad experience. Publishers will have access to a set of tools to shape their content in a way that will provide the optimal viewing experience for readers viewing their content on iOS devices.
SalesLoft
JUNE 26, 2015
Meet The Salesloft Staff: Adam Johnson. Adam’s Bio: Adam joined the Salesloft family in the spring of 2015, and has quickly become one of the strongest sales development reps on the team. After years of experience at Verizon, Adam brought experience and personality to the SDR team. His sense of humor and ability to make every situation positive and fun make him a powerhouse on the phone with prospects.
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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