A Sales Guy
APRIL 17, 2017
I went public recently arguing that sales coaching offered the greatest opportunity for sales organizations to accelerate sales in 2017. You can see my very public declaration here. You know me, I don’t hold back when I make a prediction. But in this case, my declaration isn’t enough. I want more. In spite of my bullish outlook on the power of coaching salespeople in driving and exceeding quota, I wanted to know more.
Engage Selling
APRIL 18, 2017
Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!
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Anthony Cole Training
APRIL 19, 2017
THE DIGITAL AGE SIGNALS AN END TO TRADITIONAL SELLING.
ConversionXL
APRIL 18, 2017
Run an agency? Offer conversion optimization services? Then you know it can be hard. I’ve been running an optimization agency for 6 years now. Here are my top lessons I’ve learned along the way. 1. Build a name, build an audience. It’s so much easier to run an agency business if you have a personal brand name and an audience. Think about it: you’re in the business of expertise.
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Understanding the Sales Force
APRIL 19, 2017
We brought home a puppy and we had him completely housebroken in 4 days. He's really smart and we've done this before, a combination that makes it nearly impossible to screw up. To see him go to the door and touch it with his little paw, whimper when he is in his crate, go outside and do his business, and run back to the door is great. But it got me wondering, why is training a puppy relatively fast and easy while it is so much harder and takes so much longer to train salespeople?
Score More Sales
APRIL 20, 2017
Several main stage talks and numerous breakout sessions at the 2017 AA-ISP Leadership Conference referenced the many thousands of sales tools in existence and how confusing it can be for sales leadership. It is enough to make your head spin. While you may be using 3 or 4 or more of these tools, the average number of apps in a high growth sales development team tech stack is 5 (according to TOPO.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
APRIL 21, 2017
While SEO and PPC are saturated markets that are getting harder and harder (while PPC costs keep rising), the conversion optimization market is just growing and growing. It’s a market where most competitors are good friends and openly sharing everything – there’s plenty of business to go around for all of us. If you’re a digital marketer and are looking to specialize in CRO, watch this video where the optimization legend Craig Sullivan shares his thoughts on the topic: I
Understanding the Sales Force
APRIL 17, 2017
Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon. It's money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead. You may think it's because Amazon saves them money but that isn't necessarily true.
Hubspot
APRIL 18, 2017
Back in the "Mad Men" days, only writers and artists were held accountable for driving an agency’s creativity. Today, that dynamic has expanded to include just about everyone. Whether it’s the account services team bringing fresh ideas to clients, the business development team finding new ways to engage with prospects, or creative services producing content, everyone has to be creative for the agency to succeed.
The Sales Hunter
APRIL 18, 2017
Never before have I been more proud of the sales profession and more passionate about its impact on the global economy. In this era of consolidation and trends that move at the speed of a tweet, sales is a profession that doesn’t just stay the course, but sets the course. Last week 400 sales professionals […].
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
Engage Selling
APRIL 20, 2017
I rarely do this anymore, but it was a treat spend two full days leading a (somewhat public) workshop for an exceptional group of sellers.
SalesLoft
APRIL 19, 2017
The real mark of a successful sales platform is not how much it changes the way you work, but how much the platform changes to suite the way you’re already working. At Salesloft, we put the ability to work the way you want at the center of everything we do. You can see it in our robust Salesloft Connect features , but also in the number of tools with which we integrate.
Hubspot
APRIL 20, 2017
Since its launch in 2004, Facebook has been the leader of social media innovation and change. We've seen Facebook change the way we talk, text, share, and connect around the world. Today, Facebook is no longer an option for marketers. Globally, almost 2 billion people use Facebook, and more than 1 billion people use Messenger. What's more, over 1 billion users log onto Facebook every day.
Partners in Excellence
APRIL 18, 2017
For some weeks, I’ve been on the war path about emerging trends in sales. We see the same issues and trends in too many blog posts/books, at every conference, and in the social channels. The focus in much of our discussions on selling is about us–sales people. We see discussions focused on increasing specialization in sales–actually adaptations of the Toyota Production System.
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The Sales Hunter
APRIL 16, 2017
Your personality is key to building dialogue with another person. Let your personality come through! By doing this, you are giving a nudge to the other person to let their personality show as well. As you know, success in sales (and in life) has a lot to do with genuinely connecting with others. Let your […].
Pointclear
APRIL 19, 2017
On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor. The coffee was hot and the lunch was great. Thank you. The entire day was spent talking about prospecting.
Hubspot
APRIL 17, 2017
Your data is only as good as your ability to understand and communicate it. Effective marketers aren't only able to understand and analyze the numbers, but also to effecticely communicate the story behind those numbers. The best way to tell a story with your data is by visualizing it using a chart or graph. Visualizing your data helps you uncover patterns, correlations, and outliers, communicate insights to your boss, your team, or your company, and make smart, data-backed decisions.
Partners in Excellence
APRIL 18, 2017
Recently, I read a quote, “The best way to sell something, don’t sell anything. Earn the awareness, respect, and trust of those who might buy.” I suppose I get the idea, but somehow I think there is much more to selling, and our customers deserve more from us. Awareness, respect, trust are critical, but they are insufficient to drive customers to change or to buy.
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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.
The Sales Hunter
APRIL 21, 2017
It seems everyone is talking about the unfortunate situation United Airlines had recently. I’m tired of hearing about it and I’m more tired of hearing how people are bashing every United employee they can find. I spend a lot of time in airports and here’s what I see: Thousands of United employees going to work […].
Hubspot
APRIL 20, 2017
When I find a good growth marketing resource, I remember it and hold onto it for dear life. Whether it’s a how-to video on a specific growth topic or an expert’s blog, I treasure every piece of quality advice I can find. But one thing that’s been a bit trickier to track down is a single, comprehensive list of the best growth hacks to put into practice, or at least experiment with.
Partners in Excellence
APRIL 20, 2017
I get deluged with emails and calls asking me for a short phone conversation. Here’s how one stated today: Hi there – Just read your post. [Body of pitch selling me something.] More details below. Hope to hear back from you soon. Thanks, [Name deleted to spare this person the shame of being called out for cluelessness]. I was actually mildly interested in what this guy was offering, but then decided to ignore the email.
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Sell Or Die
APRIL 19, 2017
Our guests this week are Claire Putterman and Rachel Friedman a mother daughter team who are baking up sales success every single day. Claire took her passion project and turned it into money. Modern Muffin has done something that so many other businesses struggle to do.scale without sacrificing quality. Find out how inside this episode.
Engage Selling
APRIL 21, 2017
The world is run by people who follow up, and for sellers, that means being persistent. You will win more business by being persistent than anything else.
Hubspot
APRIL 17, 2017
After working in my role here at HubSpot for almost eight months now, I’ve started to go into autopilot when I turn on my computer every morning. I open up my email app, my calendar app, my organization and productivity app, my grammar-checking app, my note-taking app, my analytics tool, and my blogging tool. And that’s only when I first get into the office.
Partners in Excellence
APRIL 17, 2017
Sales is responsible for executing the company strategy in the face of the customer. What’s this really mean? Let’s imagine you have two sales people, each with goals of $5M. The company they work for has two core product lines, each strategic to achieving their growth plan. Sales person A makes his numbers—but only selling his favorite product line , “C.” That’s where he has the most confidence, plus he can always make his goals focusing on product line C
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
APRIL 20, 2017
I’ll admit that when I first heard a colleague mention “latent semantic indexing,” my immediate response was simply, “What?”. Luckily, although it sounds like something that requires a degree in computer science, it’s actually a concept you’re probably familiar with -- particularly if you have some basic knowledge of keywords and their close relationship with search engine optimization (SEO).
Hubspot
APRIL 17, 2017
With so many custom fonts readily available for download, selecting a combination of typefaces to feature on your next project can be an unexpected time sink. There are seemingly endless pairing possibilities -- how can you be expected to choose? Whether you're diving into a major website redesign or a creating a simple infographic, you need a font combination that looks professional, polished, and doesn't distract from your content.
Hubspot
APRIL 18, 2017
Back in 2014, Peg Fitzpatrick and Guy Kawasaki penned a post for the HubSpot Marketing Blog that approached the topic of visual marketing as the “next big thing.” But since then, it's gone to “here to stay.” After all, articles with an image once every 75-100 words tend to get 2X social shares than articles with fewer images. But in the previous article, Kawasaki -- chief evangelist for Canva , a remarkably simple online platform for graphic design -- stressed the importance of including shareab
Partners in Excellence
APRIL 19, 2017
I read a terrific article by Tiffani Bova, “6 Tips For Selling In The Age Of The Connected Consumer.” There’s a lot I agree with, but one point stood out, Make B2B More Like B2C. I don’t disagree, in fact, there are huge amounts we can learn from B2C, particularly in the areas of personalization, customer experience, and ease of doing business.
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