Closing Bigger

NOVEMBER 16, 2015

Today’s podcast ( download here ) is focused on why Influencer Engagement programs are vital and how to run one effectively in the B2B sales and marketing space. Following is brief abridged version of what I cover in the podcast: In a recent study (by Augure ) of over 600 B2B marketing professionals 93% of them stated that they considered influencer engagement as an effective strategy to build brand awareness. 75% cited influencer engagement as an effective in lead generation.

B2B 137

B2B Drivers/motivators Promote Launch 137

ConversionXL

NOVEMBER 20, 2015

You’ve found your way to this article, but you probably won’t read it start to finish. You’ve read the stats. According to Copyblogger, 80% of people will read a headline , but only 20% read the body. 38% of people who click on a site will leave before engaging with the content at all. People will share copy, effectively vouching for its quality, when they’ve only read 25% of it.

Start-ups 134

Start-ups Service Product UX 134

A Sales Guy

NOVEMBER 16, 2015

The ONE (or 50) Things You need to Know to Get Y our Customers Attention. There are a million things sales people need to do to get the customers attention and make the sale. But there is one that is far more important than any of the others. What is it? It’s knowing, ahead of time, what problems your customers are struggling with. I’m constantly amazed. at how often sales people reach out to a customer with no clear understanding what problems their customers COULD be dealing wit

Customers 119

Customers Start-ups Prospecting Service 119

Understanding the Sales Force

NOVEMBER 16, 2015

This is an article about getting your sales message to resonate - every time. However, before we can discuss that, I need to share a current, real world example. So bear with me. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.

Sales 106

Sales Conversion Sell 106

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Follow-up

Partners in Excellence

NOVEMBER 17, 2015

“Tell Me About Your Business Pain… ” We all recognize this, or it’s variants as a classic start to a prospecting or discovery call. Each of us has probably used this phrase thousands of times. The motivation behind this question is great. It’s focusing us on the customer, getting to understand them, their problems and concerns.

Drivers/motivators 89

Drivers/motivators Prospecting Up-sell Customers 89

ConversionXL

NOVEMBER 19, 2015

There’s a fine line between online persuasion and manipulation. In university, most classes, at least in the humanities and social sciences, dealt at least in partial with the morality of the lessons we learned. Especially in marketing and communications classes, there was the line between persuasion and propaganda. Online, though, for whatever reasons, ethics aren’t discussed as frequently.

Technique 128

Technique A/B testing UX Commission 128

Engage Selling

NOVEMBER 18, 2015

No matter what you want to believe, social media in B2B sales is here to stay! The question is not how to avoid it, but rather “what pieces should I use and how should I use them to attract and retain the best clients for my business?” Join me today for 8 specific ideas that […]. No matter what you want to believe, social media in B2B sales is here to stay!

B2B 81

B2B Sales Clients Process 81

Partners in Excellence

NOVEMBER 18, 2015

As sales people, we know we have to engage our customers in disruptive thinking. We need to them to think about their businesses or functions differently, we need them to see new opportunities, we need them to recognize changes going on all around them. As we look at our customers from the outside, what we see is a corporate level view. We see the positioning of the company, we see the priorities of top management.

Customers 86

Customers Manufacturing Presentation Sell 86

ConversionXL

NOVEMBER 17, 2015

When you think about the holiday season, you think more traffic, right? More traffic means more conversions. More conversions mean more data. More data means more insights. But is the data from the tests you run during major shopping holidays representative? We can’t throw sample pollution out the window, can we? Will your insights still be relevant in February when the rush dies down?

A/B testing 126

A/B testing Retail Promote Non-Profits 126

The Sales Hunter

NOVEMBER 17, 2015

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9. I think it can be quite effective if the company you’re trying to reach is larger and has multiple divisions and/or locations: Call a different […].

Prospecting 84

Prospecting Sell Sales 84

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

Engage Selling

NOVEMBER 17, 2015

Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say […].

Clients 80

Clients Service Sell Customers 80

Hubspot

NOVEMBER 18, 2015

Words are hard. Whether you're a published author or just getting started with blogging, it's not always easy to string words together in a way that makes sense, sounds good, and makes the reader feel something. But every marketer should be able to write -- and, more importantly, every marketer can write. It's just a matter of finding the writing environment that works best for you, expanding your vocabulary, asking for feedback (and listening to it), and practicing.

Networking 78

Networking Angle UX Technique 78

ConversionXL

NOVEMBER 16, 2015

What’s a good conversion rate? A conversion rate that’s better than the one you currently have. Whatever your current conversion rate is, today’s top conversion rate optimization experts have banded together to help you double it… in just 23 days. 2X Your Conversion Rate in Less Than 30 Days is our brand new, 100% free email course.

Conversion 106

Conversion A/B testing 106

The Sales Hunter

NOVEMBER 14, 2015

I can’t emphasize enough how beneficial it is to get involved in your community. Explore not only the local business schools at colleges, but also cultural events. By doing this, you will broaden your perspectives — as well as your talking points when it comes to interacting with senior level managers and c-suite executives. […].

Prospecting 81

Prospecting Sales Sell 81

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

Engage Selling

NOVEMBER 16, 2015

The Miami beach dining scene is always in flux. In fact, when Chris and I leave in April we always place bets as to which “new favorites” will still be around for us to enjoy when we return in 6 months. This year we had a number of casualties including two local spots, Sienna Tavern and […].

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Hubspot

NOVEMBER 18, 2015

Every year there are tons of amazing marketing events held around the world. Inspiration is shared, knowledge is dropped, and marketers have a chance to geek out over the lineup of speakers. Trouble is, time and resources can often hold many marketers back from attending these events. So rather than let you miss out on the value, we've secured the recordings of the best keynotes from six of the biggest marketing events from around the globe and we're making them available for one day only.

Campaign 78

Campaign Engineering Trust Conversion 78

SalesLoft

NOVEMBER 20, 2015

A few weeks ago, our Director of Sales, Anthony , gave a presentation to our sales team (and anyone else who wanted the clarity) on the difference between marketing automation and Salesloft. A common objection we come across when selling is, “But I already have a marketing automation tool. How is Salesloft better than the solution we already use?

Appointment 52

Appointment Campaign Technology Technology 52

The Sales Hunter

NOVEMBER 20, 2015

Welcome to a new column I will be sharing with you each Friday. My goal is to share in a concise way a critical insight I’m seeing from my perspective as I meet and discuss with senior level leaders each week. If you want to receive the Executive Sales Leader Briefing in text form in an […].

Sales 80

Sales Meeting Technique Sell 80

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Pipeline

Engage Selling

NOVEMBER 19, 2015

It hurts. You get a phone call from a loyal client and they give you notice that they are moving on to another product or service that fits their needs better than your current offering. Or, they may just flat out terminate their working relationship with you on the spot. The end result is the […].

Clients 74

Clients Service Product Quota 74

Hubspot

NOVEMBER 14, 2015

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Have you ever had a day where you just feel like you haven't made any progress? Everyone goes through these peaks and valleys. But if you’re not careful, that feeling will carry over into the next day … and the next day … and the next … until you decide to make a change.

Product 78

Product Start-ups Sales 78

SalesLoft

NOVEMBER 18, 2015

We’re back with our weekly sales tip with none other than Christine Ladd , Salesloft Account Executive and pro-planner when it comes to predicting metrics in the sales process. She’ll be jumping into the best ways to control and predict the metrics from the initial call to the final close — how to work the process in your favor. In the SaaS market, it’s common to have a wide range of prospects when you’re selling to salespeople.

Process 52

Process Sales Gaming Prospecting 52

The Sales Hunter

NOVEMBER 17, 2015

I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […].

Account management 81

Account management Quota Drivers/motivators Sell 81

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Campaign

Engage Selling

NOVEMBER 20, 2015

Excuses are doing nothing but taking away from your results. Be prepared for the objections you encounter! Want to learn how to create more client success in your business? Get your copy of Nonstop Sales Boom!

Clients 68

Clients Sales Quota Pipeline 68

Hubspot

NOVEMBER 20, 2015

When it comes to blogging, there are tons of excuses we give ourselves (or sometimes our bosses) explaining why we just can’t get to writing them right now. While many of these excuses (not enough time, too busy with client work, no writers on staff to create content or edit it, etc.) may in fact be valid and perfectly understandable, it doesn’t change the fact that in order to have successful content marketing , you must also have frequent, relevant content to actually post, too.

Product 75

Product X-functional Meeting Start-ups 75

Closing Bigger

NOVEMBER 16, 2015

Today’s podcast ( download here ) is focused on why Influencer Engagement programs are vital and how to run one effectively in the B2B sales and marketing space. Following is brief abridged version of what I cover in the podcast: In a recent study (by Augure ) of over 600 B2B marketing professionals 93% of them stated that they considered influencer engagement as an effective strategy to build brand awareness. 75% cited influencer engagement as an effective in lead generation.

B2B 52

B2B Promote Launch Drivers/motivators 52

SalesLoft

NOVEMBER 16, 2015

As a Sales Development Rep, I make an average of 70 calls a day. It’s imperative that I have an integrated sales dialer that’s easy to use, and the Salesloft Sales Dialer is a huge asset to keeping me efficient and fast with my call steps in the platform. My daily routine is the same — I always start my day by grabbing a quick cup of Rainmaker coffee (provided by our very own SDR Nick Arko.

Follow-up 52

Follow-up Sales Prospecting Start-ups 52

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

Partners in Excellence

NOVEMBER 20, 2015

I always hate having to start a post with an apology. I’ve many friends and clients that run outstanding agencies. Unfortunately, like so many professions, there are too many bad practitioners. The adversely impact your reputations and those of their clients. My apologies to those friends and clients, I really respect your work. Somehow, I’ve found my self on the “list” of dozens to hundreds of PR and other Marketing agencies.

Clients 50

Clients Prospecting Promote Represent 50

Hubspot

NOVEMBER 16, 2015

Whether you're designing your website, a product, or another part of your business, great user experience is a key to creating value for your customers. Designing with your user in mind from the very beginning will not only make your customers happy, but it will help grow your business. For example, StubHub saw a 2.6% increase in purchase rate when they replaced a text link with a button.

User Experience 75

User Experience Conversion Product Customers 75

Sales Gravy

NOVEMBER 18, 2015

Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale.

Prospecting 40

Prospecting Sales 40

SalesLoft

NOVEMBER 16, 2015

Sales development can be tricky, and metrics can be deceiving. Since well-structured sales development teams are highly metric-oriented and performance-driven, it’s no wonder that some wander astray and try to chase down goals that won’t actually produce success for the company. Assumptions on what goals to chase down can sabotage your sales development team’s efforts.

Conversion 52

Conversion Appointment Inside sales Outside Sales 52

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