Anthony Cole Training
DECEMBER 14, 2016
Sales management, sales leadership and sales presidency require special diligence this time of year. Actions taken now will assure successful sales results in the coming year. In order to transition smoothly, here are 7 sales management steps that should be completed before the end of the year.
ConversionXL
DECEMBER 13, 2016
Navigation gives a user control, which is generally a good thing – but what about on a landing page, where the motto is “one page, one goal?” While there’s not a one-size-fits-all answer (there never is in optimization), we do have some good data by which we can make a decision. Landing Page Optimization. It’s a fact that landing pages should be an integral component of your inbound marketing strategy, with companies seeing an average 55% increase in leads when increasing
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Engage Selling
DECEMBER 15, 2016
If there’s one habit that will make your sales team successful, it’s this one.
Hubspot
DECEMBER 14, 2016
Seasonal events and celebrations present different opportunities for different business sectors. For many brands, seasonal opportunities are huge and often the most commercially critical times of the financial year. But planning an effective seasonal campaign not only takes a lot of organisation, it also takes a considerable amount of time. For this reason, smaller brands tend to let these opportunities come and go without making the most of them.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
A Sales Guy
DECEMBER 15, 2016
ABM, Account Based Marketing, we’ve all heard about it. (If you haven’t go here and get caught up, quickly). It’s the new big thing. Or maybe it’s not. Well, it kinda is. Let me put it this way. ABM is a legitimate element of a 21st Century selling organization. No, you shouldn’t rely on it. No, it’s not a silver bullet.
Understanding the Sales Force
DECEMBER 14, 2016
I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
DECEMBER 16, 2016
“We got a $300,000 opportunity this week from live chat on our site.”. I’m filled with pride as I hear our VP of sales make this statement. I worked hard for six months to get the sales team invested in live chat as a sales channel and I’m finally seeing the results. It wasn’t easy, though. For many weeks, I sat in meetings or sent detailed reports trying to explain that while we had dozens of leads coming in through live chat, they weren't being followed up on.
The Sales Hunter
DECEMBER 13, 2016
One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. There are 10 ways to get past the gatekeeper that I highly recommend. Plan to also join me […].
Understanding the Sales Force
DECEMBER 16, 2016
Image Copyright: 123RF Stock Photo. I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn't about sales recruiting and selection, sales pipeline or Baseline Selling.
Score More Sales
DECEMBER 13, 2016
There is a sales rep on your sales team I’ll call Joe. Joe doesn’t pull his weight because, after all, he’s been with the company forever. He has the juiciest accounts and no one better touch them. He doesn’t work his accounts, but leadership justifies Joe’s behavior with the alternative – Joe leaving and taking the accounts with him. Joe has an attitude issue and is negative all the time – but everyone works around it because he’s Joe.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Hubspot
DECEMBER 15, 2016
It is much more cost effective to keep a customer than it is to find a new one. In fact, according to a report by Adobe , returning customers account for up to 40% of a company’s revenue. Trouble is, a 2016 small business survey revealed that while 72% of small businesses plan to allocate the majority of their marketing budget to customer acquisition, only 28% plan to allocate the majority to customer retention.
The Sales Hunter
DECEMBER 13, 2016
Who is pushing you, and when I say “pushing you,” I mean challenging everything you do? If we think for a moment we’re going to become better, then we have to be willing to be challenged by others. We have to be willing to be pushed by others and, in turn, to push ourselves to […].
Partners in Excellence
DECEMBER 14, 2016
Failure, for the most part, doesn’t happen over night. Sure, there are catastrophic events, things far beyond our control. But I’m not talking about those. The failure I’m speaking of is systemic performance issues–perhaps not big when taken individually, but collectively cause us to fail. Stated another way, failure takes work, for the most part, it doesn’t just happen.
Pointclear
DECEMBER 14, 2016
Should marketing and sales agree on the definition of a lead? They should, but mostly don’t. According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. Per sales, a qualified lead is based on criteria they understand, but marketing is in dark.
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Hubspot
DECEMBER 15, 2016
Hiring the wrong person costs your agency more than you might think. According to Jörgen Sundberg, founder of Undercover Recruiter, a bad hire can end up costing your business around $840,000. That's not a number to take lightly. Sundberg's team based their calculations on the cost of a second-level manager who makes $62,000 a year and is terminated after two and a half years.
The Sales Hunter
DECEMBER 16, 2016
As you look ahead to 2017, consider these three tips for success (which are included in a new free eBook from Xactly): TIP #1: Coach Toward Shared Learning At the end of each day, ask your salespeople to share with everyone on the team the big thing they learned that day. Also have them share […].
SalesLoft
DECEMBER 15, 2016
What’s the first word you think of when I mention the role of Sales Operations ? If you thought to yourself, “process,” then you must be a data-driven sales nerd, too! In truth, the backbone of the Sales Operations role, and ultimately the purpose of its introduction into the modern sales organization, is the implementation of a modern Sales Operations process.
Heavy Hitter
DECEMBER 10, 2016
Let's assume you are in charge of planning your company's annual sales kickoff, the most important sales meeting of the year. You've picked the best location, chosen the right hotel, and are in the process of finalizing the meeting agenda. However, one critically important task remains to be completed--you must select the perfect keynote speaker.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot
DECEMBER 14, 2016
2016 marks HubSpot’s 10th anniversary. When my co-founder Dharmesh Shah and I first started talking about the concept of inbound marketing, it wasn’t an evolution -- it was a revolution. Instead of big brands beating small companies with expensive TV commercials, massive billboards, and other types of outbound campaigns as a foregone conclusion, content and search marketing equalized the playing field.
The Sales Hunter
DECEMBER 11, 2016
Do you know what your competitors are doing now? Slowing down during the holiday season. That’s why you need to keep selling, so you can finish the year strong and get appointments set up for 2017! You will begin 2017 with great momentum because of the choices you make now. Check out the video to […].
SalesLoft
DECEMBER 14, 2016
In the past six months, we’ve shared over 40 videos filled with sales tips for the modern sales professional. From advice on how to shift to Account Based Sales Development , to pro tips for executing email personalization at scale, and hacks to improve your Salesforce instance skills , we’ve run the gamut on ways to make you, the modern sales professional, more motivated, educated, and inspired to do what you do best: connect with customers.
Partners in Excellence
DECEMBER 11, 2016
It seems to be a fact of current business life, all of us are time poor. We have more on our plates than we have time available to do them. We are distracted by the urgent, often at the expense of the important. For many managers, the coaching falls into that category. Many recognize that coaching is something they should be doing, but day to day fire-fighting and crisis management seem to conspire to rob managers of the time to coach.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Hubspot
DECEMBER 13, 2016
If you ask us, infographics aren't going anywhere. This year alone, we've covered how essential they are to SEO , and the numerous resources available to create beautiful infographics of your own. And yes -- when it comes to infographics, we do like to play favorites. That's why we went scoured the web for some of the best infographics of 2016. Their topics are vast and their formats are many, but this year, we truly saw some excellent examples of informative design.
Sales Gravy
DECEMBER 13, 2016
He asked me what I was up to these days, and I told him I had become a consultant in inside sales, and that I was off to work with a new client. I asked him what he was up to and this is when the chill hit me.
SalesLoft
DECEMBER 13, 2016
Arguably, the hardest part of a Full Cycle Sales professional’s role is an managing each and every task of the modern sales process. From prospecting and making that initial connection with the potential customers, to executing on all the activities that it takes to work a deal, what that would normally be split between a Sales Development Rep and an Account Executive is now the sole responsibility of the Full Cycle rep.
ConversionXL
DECEMBER 15, 2016
Ghost buttons are transparent calls to action that appear on websites and in apps. They tend to have a thin border and a text label that sits within the transparent body of the button. The use of this type of button reached a peak around a year ago, but can still be seen across a wide range of websites. They’re generally used more on websites that use a minimalist or flat design.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Hubspot
DECEMBER 13, 2016
Social media is no longer the new kid on the block when it comes to marketing channels. Today’s most successful B2B and B2C companies have recognized and harnessed its potential as a scalable lead generation tool. It's also a great growth engine, driving conversions throughout the funnel. Although the importance of social media seems obvious to modern brands, many are still struggling to make it work.
Pointclear
DECEMBER 16, 2016
Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you. Pick up the phone, leave a message , send an email – be persistent AND professional. Few senior executives want to be treated like the human equivalent of a pinball, capturing your attention only when they have hit the right bumpers and scored enoug
SalesLoft
DECEMBER 12, 2016
The end of Q4 always seems to elicit a different mindset than the final days of Q1 through 3, and for obvious reason. It’s not just the close of another quarter — it’s the end of the year and a time to reflect on twelve months of performance before wiping the slate clean for a new year. For SDR’s and sales reps alike, an annual sales review is a formal opportunity for this reflection, a chance for both you and your manager (and the organization as a whole) to reflect on the strategie
ConversionXL
DECEMBER 12, 2016
Nothing works all the time on all sites. That’s why we test in the first place; to let the data tell us what is actually working. That said, we have done quite a bit of user experience on eCommerce sites and have seen some trends in terms of what generates positive experiences from a customer perspective. This post will outline 16 A/B test ideas based on that data.
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