Anthony Cole Training

OCTOBER 20, 2015

There are several things that an effective sales manager must do day in and day out to be successful.

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Sales 171

A Sales Guy

OCTOBER 19, 2015

So, where are you on this social media thing? Do you have a Twitter account? Are you on LinkedIn? Do you use Google +? Or are you one of those people sitting on the sidelines still trying to figure out why social media even matters, because you have too much to do to be bothered with what someone is eating for lunch. Let me help you out. Consider this a Sales Guy Public Service Announcement: Social media makes quota!

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Quota Price Closing Sell 121

ConversionXL

OCTOBER 20, 2015

If I asked you, “what’s the most persuasive word in the English language,” what would you say? Many would say “free” – and that may or may not be accurate. It’s one of those CRO ‘best practices’ that is often repeated but rarely discussed in detail. There are studies that support its power, but there is also plenty of data that supports the idea of ‘free’ being detrimental to optimization.

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A/B testing Click Through Rate Intrinsic Price 124

Understanding the Sales Force

OCTOBER 19, 2015

Last week I was training a sales force to sell value - an absolutely revolutionary concept - when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.

Sell 112

Sell Price Sales 112

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Follow-up

The Sales Hunter

OCTOBER 20, 2015

We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].

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Price Closing Sell Sales 108

A Sales Guy

OCTOBER 22, 2015

Hey peeps, #heykeenan 14 is up and cranking. In this Take, I answer a great question by the great Gabe Villamizar , social media king of Utah. There is a big difference between coaching and training. Yet few people understand it. Great question Gabe. Send me your questions for #heykeenan, if you shout out, and I’ll shout back.

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Partners in Excellence

OCTOBER 23, 2015

I’ve seen thousands of pitch decks. The vast majority are horrible. There’s the corporate vanity deck. It always has a lot of slides. Usually it mentions the customer name in about 3 places, on the cover slide, the second to last slide, and the last slide. The rest of the deck is all about the vendor. You are regaled with size, locations, financial performance, logos of customers, and all sorts of stuff telling the customer how wonderful they are and why the customer would be a

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Pitch Presentation Gaming Conversion 96

Understanding the Sales Force

OCTOBER 22, 2015

The way that most people watch television these days is to fall in love with a continuing series, and then watch the episodes, on demand, when they want to. I believe that when it comes to reading, Blogs work very much the same way. You come across a Blogger whose work you like and who writes about things that interest you and you check back often or subscribe via email or RSS.

Sales 96

Sales 96

Engage Selling

OCTOBER 20, 2015

The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – you’re moving backwards! There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is […].

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Gaming Sales Clients Quota 96

ConversionXL

OCTOBER 21, 2015

You have a landing page and plenty of traffic, but no one is clicking the submit button on your lead gen form. What gives? If you’re like most people, your first instinct is to remove form fields to reduce friction. Sounds simple and, well, pretty obvious, right? If you want more people to complete your form, ask less of them. A best practice was born.

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Entertainment Conversion Government Clients 116

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

Partners in Excellence

OCTOBER 18, 2015

Perhaps it’s because it’s early Fall (for us in the Northern Hemisphere), but a couple of things have happened this weekend that have caused me to stop and reflect–actually to pay attention. I have just rediscovered “Vinyl.” What I mean, is that I’ve rediscovered physical record albums and the pleasure of listening to music.

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Presentation Technology Technology Meeting 94

The Sales Hunter

OCTOBER 22, 2015

I am starting a new blog series to dig into the 10 ways to get past gatekeepers when calling on the phone. Here’s the first one: Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help another salesperson. When […].

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Sales Cold Call Prospecting Sell 93

Engage Selling

OCTOBER 22, 2015

You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps. In fact, it may be a wise decision to start coaching them even more! Why? Because by […].

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Sales Quota Pipeline Drivers/motivators 87

ConversionXL

OCTOBER 21, 2015

A/B testing is highly useful, no question here. But a lot of businesses should not be doing it. They’re not ready yet. Roughly speaking, if you have less than 1000 transactions (purchases, signups, leads etc) per month – you’re gonna be better off putting your effort in other stuff. A lot of microbusinesses, startups and small businesses just don’t have that transaction volume (yet).

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A/B testing Clients Conversion Customers 108

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

Partners in Excellence

OCTOBER 21, 2015

Yesterday, I had one of those “Aha” moments. I realized that much of what I’ve been talking about for years has been wrong. Well not completely wrong but off target enough to be significant. I’ve written and advocated about helping customers buy, facilitating their buying process, or even leading them through buying when they don’t know how to buy.

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CRM Pitch Up-sell Process 93

Understanding the Sales Force

OCTOBER 21, 2015

The 2016 MLB playoffs are in full swing so forgive me if I refer to baseball for exactly the 100th time in the past 11 years and 1,350 Blog articles. Clutch hitting - at bats in pressure situations that usually occur late in the game - has been studied a lot in recent years. While the sabermatricians say there isn't much of a difference in the overall statistics, there are individual players who have significant differentials between between their clutch and non clutch performances.

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Gaming Sales 87

The Sales Hunter

OCTOBER 18, 2015

Don’t end a sales call without asking one more question! Often when you ask “one more question,” you discover information that then leads to more questions. Ultimately, the customer will share more than you could have imagined, which equips you to better meet and exceed their expectations. Don’t come up short when wrapping up a […].

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Drivers/motivators Sales Meeting Cold Call 90

Engage Selling

OCTOBER 21, 2015

It’s been a busy summer on the road and I’ve captured some gems from my work with clients that will help you accelerate sales. Join me on this podcast as I share these nine random but powerful sales tips that are sure to help you succeed. It’s been a busy summer on the road and I’ve captured some gems from my work with clients that will help you accelerate sales.

Sales 84

Sales Clients Up-sell Sell 84

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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.

Pipeline

Partners in Excellence

OCTOBER 19, 2015

We all know the customer’s buying process is more important than our selling process. If we are to be effective, we are supposed to align our selling process with the customer buying process, staying in sync through the entire journey. But we’re also confronted with stunning data about the huge number of forecast deals that end in no decision made.

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Process Customers B2B CRM 92

Hubspot

OCTOBER 20, 2015

A few years ago, as I was scrolling mindlessly through my Facebook News Feed, I came across an article that would change the way I ate ketchup forever. It was a super short article by FoodBeast that showed how most people have been using those small paper ketchup cups completely wrong all our lives. Turns out you're not supposed to use the cups as is, but rather, you're supposed to fan out the sides of the cup to increase capacity, like this.

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Presentation Education Start-ups Contact 78

The Sales Hunter

OCTOBER 23, 2015

Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. See Part 1 at this link. Here is #2: 2. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. Many […].

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Prospecting Sell Sales 90

SalesLoft

OCTOBER 23, 2015

Sales development leaders are always looking for fresh, new approaches to prospecting to help their teams reach breakthrough performance levels, as well as deliver higher quality opportunities. Account-Based Sales Development (ABSD) is a hot new topic in the sales development movement, which has changed the way large and small companies generate opportunities.

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Conversion Appointment Referrals Sales 52

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Campaign

Partners in Excellence

OCTOBER 22, 2015

I’m attending CEB’s Sales and Marketing Summit. If you ever have the opportunity, it’s a very worthwhile conference. Between the discussions over the past couple of days and come coincident phone and email discussions I’ve had while here, the concept of collaboration has been a huge underlying theme. Whether it’s how we work with our colleagues and team members more effectively, how we collaborate with customers–facilitating their own opportunity-solving pro

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Teamwork Strategize Cross-sell Process 86

Hubspot

OCTOBER 23, 2015

As marketers, we typically send and receive hundreds of emails a week. Occasionally, those emails are sent to people we don’t really know that well -- or don't know at all. This is cold outreach, and, for better or for worse, it has its purpose. Sometimes, in order to further our marketing campaigns, it’s helpful to send a few cold emails. But how do we do this without being seen as spammy?

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Pitch Launch Campaign Technique 76

The Sales Hunter

OCTOBER 17, 2015

… you show you care about them. That’s right! Your prospect doesn’t care about you or your sales presentation or what you have to offer. They FIRST need to see that you have genuine interest in their needs and desired outcomes. Check out the below video to see what I mean: Copyright […].

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Prospecting Presentation Sales Sell 82

SalesLoft

OCTOBER 22, 2015

There ain’t no rest for us Lofters. As we get deeper into the final quarter of the year, we’re diving into Silicon Valley with Node and Sotoventures Media for the Industry Expert Series on Marketing, Sales Development, and Sales Alignment. Salesloft Head of Product Sean Kester will be joining the Sotoventures crew on November 4th at 6p.m. to share his insight on sales alignment in the handoff process between Sales Development Rep and Account Executive.

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Networking Process Product Sales 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

Sales Gravy

OCTOBER 19, 2015

What your customers can’t get elsewhere is YOU. Businesses don’t buy from businesses. People buy from people. Go out of your way to do the little things that form a personal connection that is unique to you.

Customers 40

Customers 40

Hubspot

OCTOBER 17, 2015

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. A joke is a great way to kick off a meeting or call, but nothing's worse than delivering a quip that doesn't get laughs. That's why many people sidestep humor in professional situations entirely -- too risky. However, you don't have to be Amy Schumer to tell a good joke (but if you're friends with her, please email me).

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Meeting Presentation Sales 73

The Sales Hunter

OCTOBER 20, 2015

The clock is ticking, so you won’t want to delay in signing up for a free webinar happening tomorrow, Oct. 21, on closing deals faster! That’s right! Along with 5 other sales thought leaders, I will be giving you the Real Secrets to Closing Deals Faster. You still have time to sign up for the webinar! […].

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Closing Sales 80

SalesLoft

OCTOBER 21, 2015

Whether you’re on the frontline or the closing end of the sales process, it’s always helpful to show up to the party prepared for any and all buyer objections. Salesloft SDR Manager Margaret Weniger and VP of Sales Derek Grant share their tips for combating objections on both ends of the sales spectrum, and how to control the sale from start to finish.

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Negotiate Sales Price Closing 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