A Sales Guy
APRIL 10, 2017
Look sometimes “rules” and “regulations” blind us to the most obvious and simple solution and this was the case for United Airlines this weekend. United overbooked a flight. It happens, I get it. In an effort to maximize bookings and make sure flights are full, airlines commonly overbook anticipating people don’t show, miss their connections, etc.
ConversionXL
APRIL 13, 2017
As technology continues to make data-driven marketing easier to implement and control, one thing remains constant: it’s all about the effectiveness of your team. As Paul Rouke says, we need to prioritize human intelligence in the face of increasingly sophisticated artificial intelligence, and building a high performing team is the most impactful thing you can do when it comes to growth.
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Score More Sales
APRIL 14, 2017
Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.
Anthony Cole Training
APRIL 12, 2017
IT STARTS WITH UNDERSTANDING PERFORMANCE.
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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.
A Sales Guy
APRIL 8, 2017
I’ve never been afraid to admit I don’t know how to do something. I’ve never been afraid to call someone up and say, “Hey, I need help.” Not being afraid to ask for help has had a tremendous impact on my career and my own personal growth. It’s because of my own experiences that I believe we need more mentoring. I can’t write this without giving David Brock mad love and support.
The Sales Hunter
APRIL 12, 2017
Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
APRIL 14, 2017
One night, I re-wrote an entire Sublime song in emojis. Yes, seriously. I can’t remember what prompted me -- maybe I was just bored. But I spent a few hours and spelled out Sublime’s “What I Got” in its entirety with the tiny images. Here’s a snippet of the song: Ridiculous, maybe. But there are also lessons here: Emojis are fun and relatable -- everyone can understand them.
A Sales Guy
APRIL 14, 2017
K, peeps! I’m very excited to announce the Real Deal of Sales Sales Channel in partnership with Hubspot. The Real Deal of Sales is a sale channel about and for sales people. The people in the field. The people sweating, hustling and grinding to quota every month and every quarter. I’m hitting the road and going around the country to interview sales people.
Engage Selling
APRIL 11, 2017
You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.
The Sales Hunter
APRIL 9, 2017
Challenge yourself this week to not rely so heavily on email! Pick up the phone and call that prospect or customer you want to reach. Don’t let yourself make excuses for not calling! There is no substitute for conversation. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” […].
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
Hubspot
APRIL 10, 2017
A few weeks ago, I had an alarming revelation: I'm a crappy listener. That came to light when someone important to me pointed out that I don't seem to have any interest in what he does for work. “Your eyes just glaze over whenever I talk about my job,” he told me. I couldn't deny that. And it wasn't limited to him -- whenever someone spoke to me about something that I found less than fascinating, I had a tendency to tune it out.
Pointclear
APRIL 14, 2017
Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.
Engage Selling
APRIL 13, 2017
I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing.
Understanding the Sales Force
APRIL 10, 2017
Image Copyright Sezer66. Sales Management is challenging. With coaching accounting for 50% of the role, it doesn't leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required. For many sales managers, those four activities simply aren't much fun. But what if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable?
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
Hubspot
APRIL 11, 2017
I’ll start by saying this: I am officially obsessed with growth hacking these days. I never thought of myself as a growth marketer, let alone a growth hacker. Maybe that’s because it’s a somewhat new concept -- or a new name for a classic concept, at least. But as a content creator, I’ve learned how imperative it is to know how to grow any sort of property, whether it’s a blog, a podcast, or a brand.
SalesLoft
APRIL 13, 2017
In our last teaser for the Modern Sales Builders documentary , you heard Doug Landis, the VP of Sales Productivity at Box, share his thoughts on the modern sales movement. Today, we’re profiling another leader in the sales industry: Kristina McMillan of TOPO. And the timing couldn’t be better as Kristina is hosting hundreds of modern sales leaders in San Francisco this week for the annual TOPO summit.
Partners in Excellence
APRIL 14, 2017
I’ve spent the past couple of days at the TOPO Summit. It’s become one of 3 “must attend” conferences I go to every year. All the presenters are rock solid practitioners, with pragmatic advice. However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. People were constantly talking about how sales people should “message” more effectively.
Engage Selling
APRIL 8, 2017
“How do I find time so I can be more productive?” I hear that question often, but never with a satisfying answer. Why? Because you can’t find or make more time. It’s our most precious, non-renewable resource.
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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.
Hubspot
APRIL 11, 2017
Companies often list email as one of their most powerful marketing channels. With email usage worldwide projected to reach 3 billion users by 2020, businesses simply have to continue using email marketing to reach their audiences if they want to scale quickly. But anyone who’s tried email marketing knows it’s not as simple as quickly drafting a message and hitting the “send” button.
SalesLoft
APRIL 11, 2017
Have you ever received an email that looked like it was carefully composed and sent from an individual only to find the reply address was something like “sales@company.com”? Oh, thanks for making me feel special…that’s a company that lacks email credibility. No matter how sophisticated sales platforms, and email in particular, become, successful sales will always be about human connection.
The Sales Hunter
APRIL 14, 2017
As many of you know, I am a big advocate for continually learning. I believe it is the only way we keep our sales skills sharp and our awareness high on new opportunities that may come our way. As a leader, how strong of a learning advocate are you for the people you lead? Are you a […].
ConversionXL
APRIL 12, 2017
Last week, 400+ data-driven marketers from 20+ countries around the world met up in the outskirts of San Antonio, Texas for CXL Live 2017. Everyone, including the 20+ speakers, stayed together at the same secluded resort for a full three days. People began arriving in sunny San Antonio… Made it to San Antonio! Excited for #cxllive (and also lots of ☀️).
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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
Hubspot
APRIL 13, 2017
There are hundreds of emojis available on iOS and Android mobile device keyboards. Everything from tacos to national flags to artists is represented in cartoon emoji form. But let’s be real here: Most of us just use the same few emojis over and over. If you know me, you know I love two things more than anything: cats and sleeping. So it’s fitting that the two emojis I use most often in my texting keyboard are: Another thing you may already know about me is that I love using Snapchat.
SalesLoft
APRIL 11, 2017
VoIP telephony is hard. That’s a fact. Jitter, latency, and packet loss are foreign terms for most. However, they’re also the most common issues we’ve uncovered when diagnosing VoIP issues. Twilio is rarely the issue — they’ve made tremendous strides in delivering a high quality API for VoIP dialers. This doesn’t mean there aren’t other factors at play.
Hubspot
APRIL 13, 2017
Hiring the wrong freelance graphic designer can make or break your brand or marketing objectives. A designer that can’t complete projects on time, lacks the ability to adapt to your brand aesthetic, or has never taken on the type of work you’re doing could cause you to lose business. Regardless of the type of project you’re hiring a designer for, it’s important to make sure you’re bringing in the right person for the job.
Hubspot
APRIL 13, 2017
I’ve always been obsessed with content – how its message has the ability to inspire, educate, motivate, and drive people to take action, whatever that action may be. Early on in my career – dating back to 2010 when Google Analytics still let you view keywords that led to organic website visits – I sold enterprise-level search engine marketing services for a small startup in my hometown of Charlottesville, VA.
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.
Hubspot
APRIL 12, 2017
When I was growing up, it was a pretty big deal to have a computer with an operating system other than DOS. If you had an Apple, or even a computer with Windows, your house was the place to be. Not only were you likely to have the coolest games, but also, you probably had access to clip art libraries, which made for hours of entertainment -- for me, at least.
Hubspot
APRIL 11, 2017
Logical fallacies -- those logical gaps that invalidate arguments -- aren't always easy to spot. While some come in the form of loud, glaring inconsistencies, others can easily fly under the radar, sneaking into everyday meetings and conversations undetected. Having an understanding of these basic logical fallacies can help you more confidently parse the arguments and claims you participate in and witness on a daily basis -- separating fact from sharply dressed fiction.
Hubspot
APRIL 10, 2017
Every company has a culture, much like every individual has a personality. And like a personality , a company’s culture can develop organically over time. Or, it can be purposefully molded, shaped using specific values and practices to achieve a particular goal , like productivity. This article is about the latter. It's about creating a culture that's productive by design.
Hubspot
APRIL 10, 2017
Color has a major impact on how we perceive the world around us. Research has shown that the psychology of color can not only influence the way food tastes, the way some medicines perform, and the way we feel -- it can also play a massive role in our brand preferences and buying habits. But selecting the right colors for your company logo (or a client's logo) can be tricky.
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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