ConversionXL

MAY 11, 2017

“Never interrupt your enemy when he is making a mistake.” —Napoleon Bonaparte. When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing – how they are thinking about the market, what tactics they are using, how they are crafting messages and design – can make all the differen

UX 131

UX User Experience Cross-sell A/B testing 131

Anthony Cole Training

MAY 12, 2017

The 3 Es.

Sales 124

Sales Growth 124

Hubspot

MAY 10, 2017

If you took the same Introduction to Economics class that I struggled through in college, you might remember this key lesson: The law of supply and demand states that a low supply and high demand for a product will typically increase its price. Why am I telling you about basic economic rules? Because changes in the supply and demand of products can result in the scarcity principle coming into play.

Drivers/motivators 101

Drivers/motivators Launch Price Gaming 101

A Sales Guy

MAY 11, 2017

Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. Here’s a good example of what I’m talking about. Your product or service only solves a handful or substantial, relevant problems for you target customers, therefore, you have to assume they may be experiencing one or more of those problems

Sell 83

Sell Commission Price Sales 83

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

Hospitality

ConversionXL

MAY 8, 2017

Most product descriptions are awful. Or worse, non-existent. Product copy and product descriptions seems like such minor parts of a website in the grand scheme of conversion optimization , so many brands brush it off. But for companies doing it right, writing excellent product descriptions is a great way to sprinkle brand personality in a place that most people don’t expect it.

Product 104

Product E-commerce Objectives and Key Results Non-Profits 104

Score More Sales

MAY 12, 2017

Are you getting regular referral business as a seller? I shared this story below about how I referred a hair stylist to a friend of mine and how that single referral gave her loyal clients for many years in addition to personal relationships that would be considered priceless.

Referrals 82

Referrals Sell Clients B2B 82

A Sales Guy

MAY 8, 2017

Back from my trip to Chicago. I had a blast and got to talk to a number of sales leaders for The Real Deal of Sales. Not only did I learn what many sales leaders are doing today, I did a kick ass sales podcast with Will Barron , I did a presentation with Steve Richard and I got to spend time with people I hadn’t spent time with in a while. Good times, it was fun.

Sales 78

Sales Presentation 78

ConversionXL

MAY 12, 2017

Copywriting and UX go hand-in-hand. Think about it. Design and copy add up to equal the user experience, right? If either element falls short, so does the overall UX. So, it just makes sense that copywriters should have an understanding of UX and design basics. That starts with wireframes. First, what is a wireframe? Wireframes are a visual guide to elements on a web page.

UX 101

UX Objectives and Key Results User Experience Presentation 101

Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.

Sales 78

Sales Up-sell Clients Service 78

Hubspot

MAY 12, 2017

I will never forget the day I learned that watching cat videos is proven to enhance your mood. Even to a bonafide dog person, the news was good. In a study conducted at Indiana University Bloomington, participants reported “ fewer negative emotions, such as anxiety, annoyance and sadness, after watching cat-related online media than before. ”. And it’s not just cat videos -- the same conclusions have been drawn about humor in general.

Gaming 78

Gaming Start-ups Product Sales 78

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.

High impact

Partners in Excellence

MAY 9, 2017

In Act 2, Scene 2, of Shakespeare’s Romeo and Juliet, Juliet says: “What is in a name? That which we call a rose…By any other name, would smell as sweet” Which brings me to the discussion I hear too often, “What if we called sales people something other than a sales person?” We see it every day with the proliferation of terms we use for sales people: Relationship managers, Trusted advisors, Account managers, Territory managers, Business developers, Retention

Commission 71

Commission Territory Sales Relationship Management 71

The Sales Hunter

MAY 10, 2017

Newsflash: Artificial intelligence and a bot will not take your sales job from you, unless you let it. Sales is the “art of selling.” It always has been and it always will be for one very simple reason — sales is about a transaction between two human beings. You’re reading this post as a […].

Sell 71

Sell Sales Service Prospecting 71

Understanding the Sales Force

MAY 8, 2017

Image Copyright efks. Some things take a while to catch on. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.". Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide.

Sell 63

Sell Sales 63

Hubspot

MAY 11, 2017

Don Draper wouldn’t know what hit him. Gone are the decadent days of the liquid lunch, three-piece suits, and Madison Avenue dominating the marketing landscape. Modern marketers have to be a jill-of-all-trades, with one foot in the real world, and one in cyberspace. We live in an age of digital disruption and a constantly evolving marketing playground. 96% of B2C marketers believed they were experiencing “significant change” in 2014.

A/B testing 78

A/B testing B2C Campaign Strategize 78

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B2B

Partners in Excellence

MAY 11, 2017

Retention is a hot topic–customer retention that is. We’ve all seen data around customer acquisition costs. Basically, the cost of acquiring new customers is several time higher than the cost of retaining and growing existing customers. The whole subscription model, on which all SaaS and XaaS companies are built has customer retention as a fundamental to the success of the business model.

Sales 64

Sales Contract Quota B2B 64

The Sales Hunter

MAY 12, 2017

Ask yourself if you’re more engaged with what you do when you know you’re doing it for a person who is engaged with you. I’m sure you are. I know I am. Check out this short interview by this ex-CEO and ask yourself if you’re engaged with your people. Here is the link. One of the […].

Sales 65

Sales Sell 65

Pointclear

MAY 11, 2017

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.

Lead generation 56

Lead generation Sales Contact Trust 56

Hubspot

MAY 11, 2017

Digital marketing is one of those areas that's become, in a way, all-encompassing. There's social media, there's SEO, and there are the analytics that come with both. And with the rapid pace at which digital marketing evolves, it can be difficult and confusing to prioritize which parts deserve your attention. That's why the Search Engine Journal launched the 2017 State of Digital Marketing.

Launch 78

Launch Engineering 78

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.

Sales

Partners in Excellence

MAY 10, 2017

I struggled with the title of this post, wanting something more eye catching, provocative, perhaps a little less negative. Complacency is an ugly word. No one likes to be accused of being complacent. Complacency is sometimes associated with laziness, though some of the most complacent organizations I encounter are far from “lazy,” but “crazy-busy” with activity.

Start-ups 60

Start-ups Gaming Growth Customers 60

The Sales Hunter

MAY 7, 2017

Successful people never go alone. This week, be on the look out for someone you can challenge to the next level. When we do this, we raise our own motivation and enthusiasm even more. Surround yourself with people you can challenge and who will challenge you. Together you will see more success than you can […].

Drivers/motivators 52

Drivers/motivators Sales Sell 52

SalesLoft

MAY 10, 2017

A sales team is often referred to as the “front line” of a company, but I don’t think that quite does the role justice. Sales teams aren’t just the first point of contact for your company, they’re also the explorers of the organization, doing research, digging deeper, and continually exploring new territory. The best sales reps are proactive in discovering new accounts and uncovering new information about the accounts they already have.

Prospecting 52

Prospecting Territory Sales Technique 52

Hubspot

MAY 9, 2017

Everyone wants to be creative, yet many of us are too fearful to pursue our most creative ideas. Why? Our fearful reaction is not a matter of choice -- it’s often a knee-jerk reaction that can be attributed to our biology. According to Adobe's State of Create report, "At work, there is tension between creativity and productivity." That could have something to do with previous research indicating that there's a natural association of uncertainty with ideas labeled as "creative," and that makes a

Pitch 78

Pitch A/B testing Clients User Experience 78

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.

Sales

Partners in Excellence

MAY 9, 2017

The moon must be in a certain phase. All the prospecting calls I’ve been getting have been the same. After introductions, they immediately launch into, “Here’s what we do…… ” I’d let the sales person finish his pitch, then reply, “I understand what your company does, but what can your company do for me and my company?

Customers 60

Customers Pitch Prospecting Clients 60

Engage Selling

MAY 12, 2017

I would like to talk to you about a proposal format that you can customize for whatever business you’re in. You can use this whether you’re in a products business, a service business, or a hybrid of both.

Sales 49

Sales Service Product Customers 49

SalesLoft

MAY 9, 2017

While you’d like to think your sales team spends every second of their sales training hanging on your every word, research from Xerox shows that they might only be hanging on a percentage of your words. 13% to be exact. The company found that 87% of new skills are lost within a month of sales training. Sure, this is a frustrating statistic and even more frustrating when you see it play out on your team.

Sales 52

Sales Prospecting Process Conversion 52

Hubspot

MAY 9, 2017

It's one thing to read thought leadership on where a certain industry is going, or to talk about theoretical best practices in a given role or situation. It's another thing entirely to get tactical, practical advice on what to do today about a specific problem -- delivered by someone who's actually been in your shoes. Agency leaders get plenty of the first type of guidance through industry publications and events.

Networking 78

Networking Contact Pitch Clients 78

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.

Product

Sell Or Die

MAY 11, 2017

Jeff Bajorek (Parabola Consulting and host of The Why and The Buy podcast) joins us to talk to us about a subject that's near and dear to his heart.golf. It's not just a game, for many it's a sales tool. Learn about the right way to use a game of golf for sales and things you can learn from the game that you can take with you into any sale.anywhere.

Gaming 40

Gaming Consult Sales 40

Engage Selling

MAY 6, 2017

Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used.

Objection handling 48

Objection handling Sales Presentation Account management 48

Sales Gravy

MAY 10, 2017

Start setting your own expectations, using your own sales process, and building the tools you need. Make it happen. You don’t have to change jobs yet. So often when sales reps aren’t selling the first inclination is to blame the sales rep.

Sell 40

Sell Process Sales 40

Hubspot

MAY 8, 2017

You might think you spend the majority of your time at work sitting in meetings or talking on the phone, but you could be wrong. In fact, a significant portion of your work week could be spent writing, ready, and responding to emails. A recent study from Adobe revealed that workers are spending 4.1 hours per week checking and interacting with our work emails.

Contact 78

Contact Meeting Follow-up Presentation 78

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Sales