A Sales Guy
OCTOBER 26, 2015
Do you know what you’re paid to do? Do you know why companies pay you? They pay you to think. I know, pretty simple concept uh? With that said, I’m amazed how few of us think today. We are quick to ask for help. We expect companies to give us direction, to create a paint by number environment for us. We expect training, sales enablement, scripts, objection responses, etc.
ConversionXL
OCTOBER 26, 2015
The best conference I’ve ever attended? Without a doubt, ConversionXL Live 2015 last spring. And our 2016 event is going to be even better. I know what you’re thinking – it’s my own event, so of course I’d say that. But here are the top 3 reasons why this is actually the case. Unique format to facilitate relationship building.
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The Sales Hunter
OCTOBER 27, 2015
1. Don’t ignore the gatekeeper. Treat them the same way you would the senior level person you are trying to reach. Ask the gatekeeper the same questions you would the senior person you’re trying to reach. Many times the gatekeeper is the one who in the end will determine whether you merit time on […].
Partners in Excellence
OCTOBER 29, 2015
I’m coaching a frustrated sales person. He’s running up against a brick wall on his prospecting. He’s sending emails, calling, sending emails…… Most of the time there’s no response, so he sends more. Sometimes, to shut him down, he get’s a response–perhaps it’s an “Unsubscribe” in the title line, or more politely, “Sorry, it doesn’t make sense to talk, we don’t have budget.” The experience this sales per
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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
OCTOBER 27, 2015
Hey, peeps, Take 15 #heykeenan is now live. In this episode, my boy Anthony Iannarino asks a slammin’ question about prospecting; how much should you do, and how do you make time. Also, sales genius Miles Austin asks, how I stay so good looking? I know this community has questions, ask em on Twitter or Facebook at #hashtag #heykeenan. You shout out, I’ll shout back.
ConversionXL
OCTOBER 30, 2015
Bias as a problem in qualitative research and analysis is as old as, well, qualitative research. Bias exists on so many levels that it would be impossible to document them all in this space. Defining Bias in Qualitative Research. By definition, bias or (to use the more academic term, artifact ) occurs when the researcher unconsciously adds a personal opinion into the scientific process or when that opinion or expectation is unintentionally communicated to the research respondents.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 29, 2015
I’ve written quite a bit about the importance of defining our “sweet spots.” It’s really important, both from an account prioritization (think of all your account based marketing/sales strategies) and to make sure you are prospecting/qualifying the right deals. Too often, the definition of sweet spots is far too broad or general.
Understanding the Sales Force
OCTOBER 27, 2015
I've written about our son around 30 times over the past 10 years and in those articles where I mentioned sports, the sport was always baseball. For the last three years his fall sport has been cross-country and in the past two months he has won 6 meets. This year he transitioned from participating in to winning his events. While there are several sales analogies I could point to for this turn of events, there is one in particular that is crucial if your company sells more than one product or se
Engage Selling
OCTOBER 25, 2015
Do you have the necessary data to help you be an effective coach to your sales team? Get top strategies for moving your sales results forward, get your copy of Nonstop Sales Boom?
The Sales Hunter
OCTOBER 30, 2015
Blunt and in your face! Four words that sum up what makes Mike Weinberg’s book Sales Management Simplified different than other management books out there. There are three reasons why I like this book. First reason is it’s straight talk, blunt and yes in your face. Don’t get me wrong, all of this is in […].
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
OCTOBER 29, 2015
Creating a video (or video series) to help market your product or service is a no-brainer. It's an easy, shareable way to communicate your company's core message. Chances are though, you don’t have the in-house resources to create a clip or much time to waste on learning video editing software yourself. If you don’t have a ton of experience in video production, it may seem like your only options are to pay a lot of money for someone else to do it, or hack together a bad video on your own.
SalesLoft
OCTOBER 28, 2015
Good sales reps know how to pitch to prospects. Great reps know how to tell a story. Genuinely engaging your prospective customers is the most effective way to reaching them on a human level, and by sharing a story, personalizing your message, or otherwise proving to them that you’re not just another rep — you’re going to be more likely to grow that relationship.
Engage Selling
OCTOBER 30, 2015
Would you take a hockey goalie and ask him to be your leading scorer? Would you take a brain surgeon and ask her to work on your heart? Absolutely not! So, why are so many organizations taking high-performing salespeople and turning them into managers without training? Want real strategies to build and develop your team? Get your copy […].
The Sales Hunter
OCTOBER 27, 2015
I’ve been exploring 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we are at number 3: Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone. This approach is […].
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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
OCTOBER 25, 2015
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Think back to your first memory: Can you still see the watermelon pink dress you wore? Do you remember the unique checkered pattern of your father's jacket? Our memories are often linked to visual and sensory elements, while the words spoken or read can be more hazy.
SalesLoft
OCTOBER 26, 2015
In today’s competitive sales landscape, SDRs must be more strategic with the content of their emails. Decisionmakers’ inboxes are flooded on a daily basis and only those that stand out will get a reply. Lots of factors come into play here, like sending emails at specific times of the day or writing a catchy subject line. These strategies might get a prospect to open your email, but getting a response to your call for action — that all depends on the content.
Engage Selling
OCTOBER 27, 2015
After a week of touring ancient cities on the Rhine including visiting a good selection of castles, fortresses and churches, I discovered that I most enjoy them! They offer a complete glimpse into the way entire towns lived, the ways families came together and went about their daily lives, and how they protected their lives. One […].
The Sales Hunter
OCTOBER 25, 2015
One thing that sets leaders apart from their colleagues is that leaders take risks! They are willing to take calculated risks in order to succeed. Wise risk taking is a skill anyone can learn. Are you willing to master this skill? Check out the video to see what I mean: Copyright 2015, Mark […].
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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
OCTOBER 29, 2015
Chances are, your website's performance is high on your list of priorities. It's an asset that works around the clock to draw in visitor, convert them, and help you hit your goals, after all. But h ave you ever stopped to wonder how your website stacks up when it comes to performance, mobile optimization, SEO, or security? Thanks to HubSpot Research's latest report, Does Your Website Make the Grade?
Sales Gravy
OCTOBER 26, 2015
So, what to do? Your job, believe it or not, is to get past the gatekeeper with as little interrogation as possible (and with as little pitching as possible), and connect with the decision maker.
Engage Selling
OCTOBER 28, 2015
It’s always best to learn from your peers and avatars. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales. It’s always best to learn from your peers and avatars. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales.
The Sales Hunter
OCTOBER 29, 2015
I’ve been looking closely at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. We’ve reached number 4, which I think is quite effective: Call during holiday weeks. I’m always surprised at how people behave differently knowing there’s a holiday coming. Calling during a holiday week may very well result in speaking […].
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Hubspot
OCTOBER 30, 2015
When my marketing agency The Whole Brain Group talks to prospective clients, we spend a lot of time educating them about the cultural shift that will need to take place inside their leadership team and organization as a whole to make an investment in inbound marketing successful. We know from our own experience, and from talking to a lot of other agency teams, that companies that embrace this cultural evolution consistently experience results more quickly and more powerfully than those who can’t
Sales Gravy
OCTOBER 26, 2015
Champion salespeople understand that when other salespeople leave an organization, they leave something very valuable behindtheir clients.
Engage Selling
OCTOBER 29, 2015
Could you be pushing potential buyers away? All of us (alright, most of us) know that sales is all about building relationships with people. Far too many salespeople though, don’t realize that first impressions are made and ruined within seconds upon meeting or speaking to someone. And, during these crucial opening seconds, the majority of […].
ConversionXL
OCTOBER 29, 2015
At the heart of every landing page is the lead gen form. When your visitors land on your page, you want to ensure they can find and complete the form as quickly and painlessly as possible, right? After all, it’s the gate to your conversion funnel, your first interaction with leads. More than a few questions are likely circling around in your head. Does my form have too many fields?
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
OCTOBER 27, 2015
When the live video streaming apps Meerkat and Periscope were first released in early 2015, many marketers weren't sure whether they'd be a passing trend or here to stay. Turns out, the live streaming apps have been growing rapidly over the past few months. In August 2015, Twitter-owned Periscope reported it'd surpassed 10 million registered accounts only four months after launching -- and it has almost two million daily active users.
Partners in Excellence
OCTOBER 25, 2015
Surprisingly, I’ve received more comments, questions, and pushback on my Solving The Customer’s Problem post than I expected. In hopes of providing clarity or adding fuel to the fire, I thought I’d continue. Let me be clear, helping our customers buy is critical. It’s a giant step forward from what most sales people do. Typically, we show up and throw up—pitching our products, even our solutions.
Understanding the Sales Force
OCTOBER 29, 2015
Our business is different. Our salespeople are really good. We have a sales process. We sell consultatively. We don't have a sales force - we sell through a channel. Those statements represent the 5 most inaccurate things we hear every day from executives before they become clients. I say they are inaccurate because each statement is invariably proven to be incorrect after we evaluate their sales force.
ConversionXL
OCTOBER 26, 2015
Marketers of all stripes are obsessed with tools. This obsession has breed comprehensive lists of growth tools , SEO tools , and general online marketing tools. It is no different with us in conversion optimization. We nerd out on testing tools. Though no optimization program has ever hinged on which tool you used , there are important distinguishments between A/B test tools, from the statistics they use to the price and more.
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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