Anthony Cole Training

OCTOBER 26, 2016

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

Closing 160

Closing Sales Prospecting 160

A Sales Guy

OCTOBER 26, 2016

Seth Godin wrote a fantastic post the other day. In it, he talks about our alertness for differences. For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviors to them. Until, the next thing you know, we start referring to, “those people.” Seth suggests that rather than look for differences, we should search for things in common.

Gaming 121

Gaming Sales 121

ConversionXL

OCTOBER 27, 2016

It will come as no surprise, but like most things in life, conversion optimization will benefit from a strong strategic approach. This generally includes aligning your goals and resources to build out a roadmap, or at least a framework/process, for your experiments. Much like in other disciplines, while experts agree that strategy is important, they can sometimes differ in their approach to such a strategy.

A/B testing 118

A/B testing Strategize Engineering Strategic planning 118

Closing Bigger

OCTOBER 28, 2016

Today’s podcast guest is Debra Jason author of Millionaire Marketing on a Shoestring Budget. I met Debra at the Guerrilla Marketing Global Summit last year and have been following her updates and insights ever since. In this interview we talk about low budget yet highly effective approaches to marketing you and your business. Some of the key areas we focus on in the interview with Debra are: Social media marketing.

Sell 106

Sell Sales 106

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Follow-up

Anthony Cole Training

OCTOBER 28, 2016

A guest post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group.

Sales 150

Sales Technique Closing 150

A Sales Guy

OCTOBER 27, 2016

#heykeenan Take 28 is FINALLY done. Getting this take done was the biggest pain in the ass. It took 4 takes. We never do more than one take. #heykeenan is unedited and unscripted. But in this case, the mic kept going out and we didn’t know. We’d get to the end, upload and no sound. It happened 4 times before we finally go it to work. We’re convinced this episode is cursed or haunted.

Sales 113

Sales Sell 113

The Sales Hunter

OCTOBER 25, 2016

We’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].

Closing 101

Closing Consult Prospecting Sell 101

Engage Selling

OCTOBER 25, 2016

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.

Sales 96

Sales Up-sell Clients Quota 96

Partners in Excellence

OCTOBER 26, 2016

“Well Duuugggh Dave! Thanks for that stunning insight!?!” OK, now that you’ve gotten that out of your systems, let me dive into what I mean. Let’s imagine we have done our homework. We are treating customers as a homogenous group, we are segmenting our customers based on industry and markets. We may be segmenting customers based on size (Global, Enterprise, SMB, Consumer).

Customers 91

Customers Minimum Viable Product Cross-sell Launch 91

Score More Sales

OCTOBER 25, 2016

At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success.

Sales 95

Sales B2B 95

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

The Sales Hunter

OCTOBER 26, 2016

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

Prospecting 96

Prospecting Conversion Sales 96

Engage Selling

OCTOBER 28, 2016

I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap?

Sales 93

Sales Sell Process Up-sell 93

Partners in Excellence

OCTOBER 26, 2016

Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and challenges our customers face are not trivial. Our solutions and products are increasing in breadth and scope. The rate of change, both self generated and externally imposed, seems to be accelerating.

Legal 91

Legal Government Finance Sales 91

Hubspot

OCTOBER 27, 2016

Facebook started as a way for college classmates to communicate, and it’s since evolved into a hub for content creation, sharing, and advertising. Over one billion active users engage on Facebook every day, which represents a tremendous opportunity for advertisers to leverage their content in front of potential customers. The variety of targeting options available allow marketers to get the greatest value out of each ad dollar spent on this vast network, making it an ideal place to drive convers

A/B testing 78

A/B testing Real Estate Objectives and Key Results Campaign 78

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

The Sales Hunter

OCTOBER 25, 2016

What’s your strategy when it comes to how you use social media? We’re all challenged with how we use our time and, at the same time, we’re challenged to use social media more. We’ve all reached a breaking point, and as a result we have to ask ourselves if we’re being smart. The end game […].

Gaming 95

Gaming Prospecting Sell Sales 95

Engage Selling

OCTOBER 27, 2016

You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they’re increasingly looking for peers.

Up-sell 90

Up-sell Clients Quota Service 90

Partners in Excellence

OCTOBER 24, 2016

I’ll jump to the bottom line, then retrace my steps. “Customer buy holes in walls, not drills.” Actually, they may not be buying holes in walls, they may actually be looking to attach something to the wall… Yeah, I know you’ve heard that old maxim or a variant for years, possibly decades. Perhaps the reason the saying is constantly resurrected is we are constantly forgetting it.

Sell 91

Sell Customers Cold Call Presentation 91

Hubspot

OCTOBER 27, 2016

It's no mystery that social media is a crucial part of any marketing strategy -- regardless of industry, company size, product, or service. We've all been there. Back in the day, I had to make the case for some businesses to even have a social media presence in the first place. But finally -- finally! -- it seems like folks are catching on. After all, 69% of marketers are using social media to build a following.

B2C 77

B2C Networking Launch Promote 77

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

The Sales Hunter

OCTOBER 23, 2016

Average salespeople look at things and say there is nothing to learn. Great salespeople say there is always something to learn! What will you learn today and how will you put it into practice tomorrow? Your ability to do this is what creates opportunities. Check out the video to see what I mean: Copyright 2016, […].

Drivers/motivators 93

Drivers/motivators Sales Prospecting 93

Pointclear

OCTOBER 27, 2016

Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting.

SQL 69

SQL Territory Pipeline Consult 69

Partners in Excellence

OCTOBER 27, 2016

In a conversation with a sales manager, he was struggling with the performance of his people. They were making their numbers–kinda/sortof–it was actually spotty, some months were great, some months were awful, everything evened out over time. The challenge was, a lack of consistency within the team and from month to month. We started talking about activity levels.

Meeting 87

Meeting Start-ups Follow-up Prospecting 87

Hubspot

OCTOBER 24, 2016

Want to drive traffic to your blog and boost your social activity? Well, I've got a simple solution to help you achieve just that: An expert roundup. And the best part is, you only need to write 20% of the content -- the other 80% is written by experts in your niche. Sounds easy, right? It is, well, as long as you have the right process. Luckily, I've successfully applied this approach multiple times -- and I've learned a thing or two about how to drive the most traffic, shares, and engagement i

Niche 73

Niche Contact Follow-up Start-ups 73

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Campaign

The Sales Hunter

OCTOBER 28, 2016

Although you might think this only applies to salespeople, it applies just as much to leaders. We’ve all seen leaders trying to “sell” a team as to why a bad decision is a good one. It’s no different than the salesperson who is selling hard a solution the customer doesn’t want. We wonder why salespeople […].

Sell 90

Sell Sales Customers 90

Closing Bigger

OCTOBER 28, 2016

Today’s podcast guest is Debra Jason author of Millionaire Marketing on a Shoestring Budget. I met Debra at the Guerrilla Marketing Global Summit last year and have been following her updates and insights ever since. In this interview we talk about low budget yet highly effective approaches to marketing you and your business. Some of the key areas we focus on in the interview with Debra are: Social media marketing Press Releases Public Speaking and Seminar Selling Copy Writing + Many more insigh

B2B 52

B2B Sell Sales 52

SalesLoft

OCTOBER 28, 2016

So your sales tool has A/B testing for email. Great news! You’re going to have the perfect email every time right? Not exactly. A/B testing effectively requires some knowledge of the process before it can be leveraged effectively. Scientists didn’t cure Polio just because they had the right chemistry set, after all — they knew the process. So what do you need to know before you start testing?

A/B testing 52

A/B testing Click Through Rate Sales Prospecting 52

Hubspot

OCTOBER 25, 2016

You nailed the pitch, closed the account, and now it's time to roll up your sleeves and get to work. Everyone on your team is ready to dive in, and the client couldn't be happier to have an agency bringing fresh ideas and new energy to the table. What could possibly go wrong? As you probably already know, quite a lot. The client onboarding process might seem cut-and-dried , but there are a lot of moving parts to manage to ensure the relationship gets off to a solid start.

Clients 72

Clients Pitch Contact Meeting 72

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

Engage Selling

OCTOBER 22, 2016

When a business fails to meet its sales target, blame usually gets pointed squarely at members of the sales team for not doing their jobs properly. Bad salespeople! Sound familiar? Don’t be so quick to jump to conclusions.

Sales 48

Sales Meeting Objection handling Presentation 48

Sell Or Die

OCTOBER 26, 2016

We're taking this week to get ready for our big live premiere on Facebook next week but we didn't want to leave you without something to get you through your sales week. Please enjoy this special message on sales ethics from Jeffrey and like Jeffrey and Jen on facebook to get alerts about next week's show.

Sales 40

Sales 40

SalesLoft

OCTOBER 27, 2016

Back in the day, Sales Development Reps (who probably weren’t even called that yet) kept track of the lead records manually — probably in some sort of rolodex-looking spreadsheet. But thanks to the invention of the Customer Relationship Management tool (CRM) — specifically the big dog, Salesforce — modern SDRs can track a company’s interaction with current and potential customers, aggregating data from multiple sources to provide a complete view of each customer and how the com

CRM 52

CRM Customer Relationship Management Relationship Management Contact 52

Hubspot

OCTOBER 27, 2016

We've all been there. the wild goose chase of finding the perfect statistic. You're writing a blog post on the importance of using video in your social media strategy, for instance. As you crank through your outline, suddenly you pause. If only I had a stat to insert here. First you come across a research report, but it requires a hefty membership fee.

Engineering 71

Engineering Service Sales 71

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