Anthony Cole Training
JUNE 26, 2017
As the owner of Hire Better Salespeople, one thing I hear consistently from my clients in regards to hiring is “I’m tired of looking through the same set of resumes over and over again.” If you have had the same thought, trust me, you’re not alone. Resume sites are flooded daily with recycled candidates. So, how do you go about finding the new, fresh candidates out in the market place?
A Sales Guy
JUNE 24, 2017
Ego is a silent killer of sales and marketing teams. Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. No one gives a s**t about you or your company. Prospects and customers only care about their business and what you can do for them.
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Partners in Excellence
JUNE 25, 2017
Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice President, Alliances and Strategic Partnerships for CenturyLink. We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers. I thought I’d share some of our discussion. Dave Brock (DB): Bill, before we get into it, can you share a little of your background?
The Sales Hunter
JUNE 28, 2017
It’s here — the 2nd half of the year is starting in just a few hours! Hey, I want you to keep pushing to grab all you can this half, but let me push you to look at a few things to adjust to increase your 2nd half results. Take a few minutes and take […].
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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.
Anthony Cole Training
JUNE 28, 2017
A guest post by Mark Trinkle, President, Anthony Cole Training Group.
A Sales Guy
JUNE 29, 2017
Sales IS change. Change creates discomfort. Discomfort creates resistance. Resistance looks to prevent change. No change, no sale. Sales people are change agents. There is no sale without change. Therefore, it’s our job to minimize the discomfort, manage the resistance and usher in change. Welcome to the world of sales. The post Change, Discomfort and the Resistance – The Axis of Evil in Sales appeared first on A Sales Guy.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JUNE 29, 2017
Let’s just come out with it: Email is becoming less effective for marketers. It might not be dead yet, but it’s not exactly the shiny new channel it used to be. Just think about your own inbox -- how many marketing emails are you subscribed to that you delete without opening? We thought so. It was with this in mind that we started experimenting with messenger apps.
Partners in Excellence
JUNE 28, 2017
There’s a fascinating discussion about the various dimensions of “value” driven by Deb Calvert’s article on Why Prospects Are Buying From Your Competitors. Here’s the link to the discussion , be sure to look at it. But there is a part of the discussion that really bothers me, it’s about the concept of Value Add. First, all of us have been raised to think about and sell our Value Add.
A Sales Guy
JUNE 26, 2017
Every day I have a conversation with someone who isn’t where they want to be in their life or their career say to me, “I know. . I know, I need to make more calls. I know, I need to read more books. I know, I need to blog, (or blog more). I know, I need to use social media. I know, I need to learn more about my customer business. I know, I need to ask more questions.
Engage Selling
JUNE 29, 2017
How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask?
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
Pointclear
JUNE 29, 2017
Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you. PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.
Hubspot
JUNE 26, 2017
It's finally, finally summer. To celebrate the sun emerging (and the temperature in our offices dropping to subarctic extremes), I attempted to find some summery ads to feature in this month's roundup. Instead, I ended up with a weird chatbot, a novelty phone, and several ways to kill bugs. Regardless of seasonal appropriateness, this month's ad roundup showcases some inventive ad formats and new concepts from agencies around the world.
A Sales Guy
JUNE 26, 2017
On this lesson of #TaughtLeaders we will get schooled by Shama Hyder, a web and TV personality, a bestselling author, and the award-winning CEO of The Marketing Zen Group—a global online marketing and digital PR company. Shama graduated in one of the worst recessions we’ve seen since The Great Depression. Rather than signing on with anyone who would take her, she started her own social media company because she could see something that the rest of the world couldn’t see yet.
SalesProInsider
JUNE 28, 2017
Every year new research shows the impact of individual sales coaching. It seems most sales leaders “get” that we are supposed to coach our reps. Yet, it can be so hard…but does it have to be? The case for sales coaching is compelling, with the most recent I’ve seen from The Sales Management Association noting: Companies that support coaching development improve sales objectives by as much as 19%.
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
Jill Konrath
JUNE 27, 2017
I could never seem to get everything done. I was working from morning to night and my to-do list just kept getting longer. Then, I discovered that a major root cause was online distractions. I had no idea that they were making everything take much longer to get done.
Hubspot
JUNE 28, 2017
Here at HubSpot, we obsess over our product -- how it’s built, where it’s headed, and how we talk about it. Every update, from minor feature tweaks to major product launches, are pored over by a team. Developers and product managers handle the creation and vision of individual products. Product marketers own the story of the product, with the goal of creating the narrative that defines the product.
Partners in Excellence
JUNE 26, 2017
It seems every product, regardless of how complex, is destined for some level of commoditization. In virtually every industry, we look at products and solutions that were very complex. These require great product knowledge and extensive work with the customer to help them understand the product and it’s application. Over time, as products get greater market penetration, as competition increases, as we go through cycles of enhancement of the products, as customers get greater familiarity
Engage Selling
JUNE 26, 2017
What’s up with the recent increase in dishonest sellers this year? Seriously, how can anyone actually think beginning a relationship with dishonesty is going to pay off in the end? It boggles my mind!
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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.
SalesLoft
JUNE 30, 2017
Monologues may be celebrated in Shakespeare, but you want to keep your discovery call away from the theatrics and encourage open communication. New research from Gong.io shows that there is a real tactical advantage to increasing the number of verbal exchanges during your discovery calls. The discovery calls with the highest rates of success aren’t one-sided, they’re more like a verbal tennis match.
SalesHandy
JUNE 26, 2017
Inside Sales over traditional sales is the way to go nowadays and it’s the future of Sales. Being an Inside Sales Rep implies you’re not on your feet, up and running to increase your company’s sales but instead you have to manage everything from your office space without meeting your possible clients in-person. If that sounds like sales reps are missing out on the essence of sales itself, worry not, actually it’s the opposite.
Partners in Excellence
JUNE 29, 2017
Wayne Gretsky has the famous quote describing why he is an all time top performer in the NHL. I’m sure you know it, but he answered the question about how he managed to perform so well by saying, “I skate to where the puck is going to be, not where it is.” (Yeah, I know this quote has become a cliche, but it is still great!). Unfortunately, as I talk to executives and sales people alike, particularly around skills and competencies critical to sales success, I get the impressi
The Sales Hunter
JUNE 30, 2017
Are you learning something new each day? If not, you’re not growing. If you see yourself as a strong leader or a great salesperson, you must be committed to asking more questions. Each day I challenge myself to learn something new, and then I find a way to use what I learned to help me […].
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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
SalesLoft
JUNE 28, 2017
Your SDRs and AEs are referred to as a sales team for a reason. Just like any functional team, each member has their own position and their own responsibility. But the best way for any team to rack up points and achieve goals is by working together. The best teams depend on collaboration through the entire team to bring home a championship. A similar dynamic exists within successful sales teams because – all together now – “Teamwork makes the dream work.”.
SalesHandy
JUNE 26, 2017
Inside Sales over traditional sales is the way to go nowadays and it’s the future of Sales. Being an Inside Sales Rep implies you’re not on your feet, up and running to increase your company’s sales but instead you have to manage everything from your office space without meeting your possible clients in-person. If that sounds like sales reps are missing out on the essence of sales itself, worry not, actually it’s the opposite.
Partners in Excellence
JUNE 27, 2017
Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent in training and skills development—all focused on the sales person. Billions are spent on tools–again all aimed at the sales person.
The Sales Hunter
JUNE 25, 2017
It’s summer and that means vacations! When you go on yours, don’t use the “out-of-office” setting on your voicemail and email. You want to seize opportunities to monitor your voicemail and email for potential leads! Check out the video to see what I mean: For the month of June, Amazon has the Kindle version […].
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.
SalesLoft
JUNE 26, 2017
“We have two ears and one tongue so that we would listen more and talk less.” — Diogenes. That quote is over 2000 years old, and yet listening more than you talk is still a struggle for today’s modern sales rep. This struggle was clearly illustrated in a post we wrote earlier this year highlighting new data from our partners at Gong.io, focused on the impact of this conventional wisdom of speaking less and listening more.
Sales Gravy
JUNE 29, 2017
Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and why you should never give up on your dreams.
Partners in Excellence
JUNE 24, 2017
In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. It was quite a long series, but I’ve had a lot of interest in it. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ? The first edition of this is a consolidation of the 5 articles and some additional commentary on the challenges of applying the principles from the Toyota Prod
The Sales Hunter
JUNE 27, 2017
You need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […].
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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