A Sales Guy

SEPTEMBER 9, 2018

I spoke at Inbound 18 last week and had a blast. I talked to a packed house about problem-centric selling and how it changes the game of sales. Here’s my full presentation. Watch it! It’s a good one. [link]. If you’re not problem-centric selling, you’re leaving money on the table. The post Problem Centric Selling – Why No One Gives a S**t About Your Or Your Company appeared first on A Sales Guy.

Sell 136

Sell Gaming Presentation Sales 136

ConversionXL

SEPTEMBER 10, 2018

A major benefit of working in a digital-growth consultancy is that you see businesses across all industries and lifecycle stages try to grow their companies. I see good actions that really help a company grow but also common elements that hinder growth. In this article, I’ll give you insight into nine of the most common things I see holding back business growth—and how we’ve helped clients solve these issues.

Growth 132

Growth Non-Profits Campaign Start-ups 132

Membrain

SEPTEMBER 12, 2018

I hate to be doom and gloom, but many sales departments are failing to perform. Year after year after year the data coming out of organizations like CSO Insights shows decreasing sales effectiveness on nearly every measure in nearly every industry.

Sales 103

Sales 103

Hubspot

SEPTEMBER 14, 2018

When it comes to sales prospecting , it’s more important than ever that you write concise, effective communication. On average, we send and receive 121 emails every day , according to DMR Business Statistics ( click here for more surprising prospecting stats ). I imagine this number climbs higher as a person gains more authority and responsibility in an organization.

Follow-up 101

Follow-up Prospecting Clients Sales 101

Advertisement

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.

Follow-up

Understanding the Sales Force

SEPTEMBER 13, 2018

Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog. [Please stay with me - the info on how to become a better closer is coming and if you can't wait, just scroll to the last 4 paragraphs.].

Closing 95

Closing Sales 95

ConversionXL

SEPTEMBER 13, 2018

This post is not a dry feature-by-feature comparison, nor does it include a winner-take-all verdict. Your business won’t benefit from either of those things. Instead, we’re comparing Mixpanel and Google Analytics in the terms that drive business growth—identifying the core use cases for each tool and the business problems they solve, while highlighting the features that make it possible.

Cross-sell 119

Cross-sell Sports Conversion Clients 119

Hubspot

SEPTEMBER 13, 2018

The Best TED Talks for Salespeople. Eddie Obeng: Smart Failure for a Fast-Changing World. Kelly McGonigal: How to Make Stress Your Friend. Ernesto Sirolli: Want to Help Someone? Shut Up and Listen! Angela Lee Duckworth: Grit: The Power of Passion and Perseverance. Dan Pink: The Puzzle of Motivation. Rachel Botsman: We've Stopped Trusting Institutions and Started Trusting Strangers.

Intrinsic 101

Intrinsic Drivers/motivators Trust Sales 101

Membrain

SEPTEMBER 9, 2018

We’ve all been here before. Whether we’re the CEO moving the company in a new direction, a CRO introducing new products or sales methodologies, an IT Director launching a new SaaS solution, a PM shepherding a project through the corporate gauntlet, or even simply an analyst trying to get others to recognize and act upon what we’ve discovered, we’re all trying to create change in our organizations.

Launch 92

Launch Product Sales 92

Women Sales Pros

SEPTEMBER 14, 2018

We kicked off the year with our highest secured sales along with having a record first-quarter sales. Well on our way to hitting our stretch goal, we were stoked to be having another record sales year. Then it happened. One of our largest key clients restructured their senior management team. I arranged to meet with the new Vice President and, after a tough meeting, I managed to salvage the account.

Clients 89

Clients Referrals Pipeline Prospecting 89

Partners in Excellence

SEPTEMBER 9, 2018

Andy Paul wrote a terrific piece on relationships (visit TheSalesHouse to get some of his thinking). There is a lot of discussion, pro and con, about the importance of relationships–but little of it drives any clarity about what a relationship is, and why it matters. There are the “old timers,” who view relationships as key, but define relationships as friendship.

Assembly Line 87

Assembly Line Account management Gaming Sell 87

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

Hubspot

SEPTEMBER 11, 2018

It's no surprise you want to become a paid Instagram influencer -- heck, the average price for a sponsored Instagram post is $300 , and if you become more successful, like yogi Rachel Brathen , you could be making $25,000 per post. But the idea of getting your posts sponsored might seem laughable to you. You're not posting pictures skydiving in Australia -- you're posting pictures of your brunch.

Pitch 101

Pitch Trust Follow-up Promote 101

Sales Hacker

SEPTEMBER 10, 2018

Good sales leaders are always on the hunt to bring in new talent that can help a business grow. Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. .

Quota 82

Quota Represent Cross-sell Drivers/motivators 82

Score More Sales

SEPTEMBER 12, 2018

There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them?

Sales 86

Sales 86

Partners in Excellence

SEPTEMBER 11, 2018

Most Fridays, I take great joy in reading Hank Barnes #FridayFails. Hank features terrible prospecting emails, calls, LinkedIn messages and critiques them–always with a bit of humor. A lot of the emails inflicted on me are the subject of Hank’s columns. It always is fun to read them, chuckle, and ask oneself, “How could people be so clueless?

High impact 86

High impact Prospecting Trust Presentation 86

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

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 100

Pipeline Negotiate Objectives and Key Results Sales 100

Understanding the Sales Force

SEPTEMBER 14, 2018

Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities.

Growth 103

Growth Sales 103

Outreach

SEPTEMBER 14, 2018

Don’t you love that moment when friends, new acquaintances at a dinner, or someone on the sideline of your kid’s soccer game finds out you’re in sales? Responses vary greatly, especially if the responder has never sold anything (or doesn’t have a close connection in their life who has). Some of the ‘fun’ responses include comments like, ‘Oh, is it tough to prostitute yourself for a product?

Electricity 77

Electricity Gaming Sales Legal 77

Partners in Excellence

SEPTEMBER 14, 2018

Just 10 days ago, I was shattered hearing the news of Robert Racine’s passing. Robert was one of the most interesting and dedicated sales enablement professionals I have met. We first “met” a few years ago. He followed the blog and had made some thoughtful comments. Often, when I get particularly insightful comments, I start an offline conversation through email or phone.

Conversion 83

Conversion Growth Trust Start-ups 83

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

Hubspot

SEPTEMBER 14, 2018

How to build a high-performing sales team. Identify culture warriors and hire for those attributes. Give cultural warriors yes/no authority in hiring. Set personal and professional goals as a team. Share customer success stories. Give consistent feedback. Use data to identify engagement issues. Ask teams to create their own solutions. Does everyone on your sales team give 100% during the end-of-quarter crunch?

Drivers/motivators 93

Drivers/motivators Sales Cold Call Quota 93

SalesHood

SEPTEMBER 12, 2018

Sales kickoffs serve a dual purpose: to celebrate the past year of success and to set the tone and goals for the new year. It’s important to create a kickoff and agenda that’s the right mix of celebration, motivation, conversation, action, and storytelling. For 2019, it’s all about human connection and making people feel [ ] The post The Best Agenda for Sales Kickoffs in 2019 appeared first on SalesHood.

Drivers/motivators 74

Drivers/motivators Sales Conversion Process 74

InsightSquared

SEPTEMBER 13, 2018

With less than two weeks until Dreamforce ‘18 , it’s time to plan how you will spend your four days in San Francisco. With more than 3,000 in the agenda builder to choose from, planning which sessions you will attend can be overwhelming. The potential to develop new skills, network with thousands of attendees, and elevate your career are endless, so planning your days strategically is the key to success.

Strategize 69

Strategize Sales Technique Technology 69

Heinz Marketing

SEPTEMBER 12, 2018

Guest Post by Melissa Madian , Founder at TMM Enablement Services @MelissaMadian. Sales Enablement. It’s a role that is both confusing and so hot right now. If you are in Marketing, your definition of Sales Enablement may sound something like the ability to provide Sales with the content they need, when they need it. Sales enablement software platforms have generated a lot of buzz around this definition of Sales Enablement, understandably so since they are trying to create a market in whic

Cross-sell 72

Cross-sell Sales Pipeline Growth 72

Advertisement

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

Campaign

Hubspot

SEPTEMBER 12, 2018

Do you know the difference between i.e. and e.g.? If not, no need to stress. Most people assume these abbreviations are interchangeable -- but they actually stand for two different expressions. The business world is brimming with confusing acronyms and jargon. And these terms and phrases can muddy up even the simplest of communications. I say, “ Enough!

Price 79

Price Follow-up Meeting Presentation 79

ConversionXL

SEPTEMBER 13, 2018

“Content distribution is probably the hardest part of content marketing…” In this episode of The Pe:p Show, I interview Sujan Patel, growth marketer and Co-founder of Mailshake & Ramp Ventures on his approach to content distribution. We discuss email outreach, social media blasts, and the importance of building a relationship with other to make better content.

Growth 66

Growth 66

Jeff Shore

SEPTEMBER 11, 2018

By Ryan Taft. I have several pet peeves. It drives me nuts when I am at an airport in the baggage claim area and people stand right up against the baggage carousel as if no one else needes to pick up their luggage. I also get perturbed when someone takes up two parking spots with one car. My biggest pet peeve…is making a sale only to have it cancel.

Sales 66

Sales Clients Service Customers 66

Outreach

SEPTEMBER 13, 2018

This is the third post in our series on how learning improv can improve your sales skills. The first post was on the importance of saying, “Yes, and” while the second post focused on the power of listening. I’ve written before about how improv made me a better salesperson—the same tactics that make audiences laugh help build consensus, sharpen listening skills, and ultimately, help me land more deals.

Prospecting 69

Prospecting Education Technique Trust 69

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

Hubspot

SEPTEMBER 13, 2018

What do you see in the below image? A duck? Look again. a rabbit? You've probably encountered this image before. The duck or rabbit optical illusion is one of the oldest and most controversial optical illusions. First used by American psychologist Joseph Jastrow in 1899 to prove that perception involves not just visual activity but also mental activity, the duck or rabbit drawing is one of the earliest, most popular examples of the perceptual set theory.

Conversion 77

Conversion Cross-sell Price Up-sell 77

Accent Technologies

SEPTEMBER 14, 2018

If content effectiveness is measured by deals won, what happens to good content when a deal is lost for other reasons? Is this really a best practice? A common struggle for marketing teams is gathering analytics on how collateral affects revenue. Conclusions about effective content are often based on deals won. In fact, the practice has become so common, there are countless blogs declaring it a best practice for measuring “most effective” collateral.

Sales 66

Sales 66

KO Advantage Group

SEPTEMBER 8, 2018

Contrary to popular belief, sales isn’t as easy as it sounds. People think that you can master the craft through reading alone. That isn’t he case here. You can read countless books and look up some videos and other source materials online, however, the application is miles above of education. The process of applying what you’ve learned is what takes you to succeed in sales.

Education 59

Education Sales Clients Prospecting 59

Jeff Shore

SEPTEMBER 13, 2018

By Jeff Shore. I’m in the process of blowing up my office and rebuilding it from scratch. I’m talking stripping it down to bare walls and floors as part of a massive do-over. I need an office that allows for a workspace, a video recording studio, a podcasting station, a webcast locale, a brainstorming wall, and yet still have room for hundreds of books.

Start-ups 57

Start-ups Process Product Sales 57

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