Sat.Mar 31, 2018 - Fri.Apr 06, 2018

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The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

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Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

Sell 108
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5 SMART Goal Examples That'll Make You a Better Marketer

Hubspot

When I was 14, my dream was to play college baseball. But I had one small problem: I only weighed 100 pounds. And even though I still had four years to bulk up and improve my skills, I knew I had a long way to go. Fortunately, my coach always knew how to keep my drive alive. After a grueling practice or workout, he would harp on how the long-term is just a series of short-terms.

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Speak With An End In Mind–A Guest Post From Diego Segura

Partners in Excellence

With the advent of fancy algorithms and analytics, online content is as curated and relevant to the individual as it’s ever been. Hop on Twitter at any given moment and you’ll be met with sports highlights, news bits, and 6 second videos of (arguably) funny people. Spend a couple weeks on the platform, and Twitter will begin to figure out that you’re more of a sports guy, and that you can’t help but click on a couple cute cat videos every once in a while.

Sports 95
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How to Improve Email Deliverability and Optimize Each Send

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.

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Are your sales people suffering from value vagueness?

Membrain

Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the key things that every member of your sales organisation needs to understand is how they establish unique value for each existing or prospective customer.

Sales 92
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Listen Up, Sales!

A Sales Guy

Lately, I’ve noticed somewhat of an unfortunate pattern taking hold in sales. Scratch that, the use of “lately” is misleading; the trend has been more or less obvious for years. Here’s the thing: salespeople don’t listen to learn. Say what?! Here, I’ll repeat myself – all while looking at YOU, sales pro: you’re not listening to your prospect to learn.

Sales 88

More Trending

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Higher Sales Target? 2 Tips to Crush It! | Sales Strategies

Engage Selling

??????????How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales.

Sales 84
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Here's how to tell if Membrain is right for you

Membrain

Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.

CRM 86
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How to Keep Competitors Out of Your Best Clients

Jill Konrath

When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!

Clients 82
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The 17 Best Advertisements of All Time

Hubspot

I’ve always been a little leery of proclaiming anything "the best." I never declared anyone my best friend as a kid because I was afraid my other friends might assume I thought less of them. So it was a little difficult for me to come up with just one "best" advertisement of all time -- which is why there are 17 in this post instead. Why are these campaigns some of the best ads of all time?

Gambling 101
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Building A Profile of the Sales Rep of the Future

Sales Hacker

There’s a lot of talk these days about the future of sales. And a great deal of that discussion is propelled by just two little letters: AI. Obviously, I’m talking about artificial intelligence. By default, when you talk about AI, you’re not just talking about the tech behind it. You’re also talking about things that are far more impactful, like how it’s going to change the way we live and work.

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Sales Coaching Tips: Building a More Customer-Focused Sales Team

Topline Leadership

I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer. Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds [ ] The post Sales Coaching Tips: Building a More Customer-Focused Sales Team appeared first on TopLine Leadership.

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LinkedIn Basics Too Many Sales Reps Mess Up

SalesforLife

LinkedIn is a critical tool in any social seller's toolbox. While a great social selling strategy leverages many more tools than LinkedIn alone, the platform can be a powerful way to learn about prospects and promote a seller's own brand.

Promote 72
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Facebook Cover Photo Do's and Don'ts [+Cover Photo Templates]

Hubspot

Facebook Cover Photo Size. Optimize your cover photo for the right dimensions: 851 pixels wide and 315 pixels tall for desktop, 640 pixels wide by 360 pixels tall for mobile. If your uploaded image is smaller than these dimensions, Facebook will stretch it to fit -- making it look blurry. When people arrive at your Facebook Page, where do you think they first look?

Launch 101
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How to Stay Competitive in the Evolving State of Martech

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

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The 3 Biggest Mistakes Sales Reps Make on the Phone

Sales Hacker

How to Sell Over the Phone: Rookie Mistakes to Avoid. 1) Not picking up on pain or interest signals. 2) Failing to recognize and overcome objections. 3) Losing control of the call. Let me ask you a question. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? The lack of coaching, amongst other factors, has directly contributed to a negative stigma with sales people to the point where we now prefer other methods of commu

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The March Madness Results Are In: Email Copy that Converts

Outreach

The results are in from our sales email March Madness challenge are in, and much like actual March Madness this year, they're full of surprises. So many surprises that no respondent got more than 4 of the 6 questions correct! To help crack the code on sales emails, I chatted with resident outbound email expert and Director of Sales Development, Steve Ross, to figure out why certain content drives positive responses and why others flop.

Quota 73
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5 Reasons to Invest in Social Selling Training

SalesforLife

Social selling tactics have taken over the world of sales. In fact, 98 percent of companies say they plan to implement social selling tactics in the near future if they haven’t done so already. A large number of businesses have already made this strategic move.

Sell 67
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The Ultimate Relationship-Building Email Template [96% Success Rate]

Hubspot

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The 4 Most Important Cold Call Statistics for Sales Success in 2018

Sales Hacker

When it comes to cold calling , this right here is the worst advice: “You were born with two ears and one mouth—listen twice as much as you talk.”. The “name of the game” in cold calling is different than other types of sales calls, such as sales discovery calls. Cold calls are not necessarily about listening or asking great questions. They are about buying time, educating, and selling the meeting.

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It’s Time to Put the “Process” into Your Sales Process

The Sales Hunter

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane?

Process 52
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Why You Need to Stop Cold Selling Immediately

SalesforLife

Marketing and sales pundits have been quite eager to declare the death of older techniques like cold calling. With the advent of social selling and digital selling, many sales leaders have been inclined to believe these platitudes.

Sell 59
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11 Free Resume Templates You Can Customize in Microsoft Word

Hubspot

No matter what industry you work in (or your experience level in that industry), a plain, black-and-white resume written in Times New Roman font can actually weaken a job application. But just because resumes have gotten more creative doesn’t mean you need special design software to make your application stand out. On the contrary, writing your resume in good old Microsoft Word is still the perfect way to develop your personal brand, while also communicating your experience and career goals.

Customers 101
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One)

Sales Hacker

The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One) appeared first on Sales Hacker.

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Lessons Learned on Copyrighted Images

Adaptive Business Services

I got busted. Bummer. Before we go any further, let me say that I screwed up, take full responsibility, and have paid my debt (a fine) to society (the image rights holder). It was never my intention to use a copyrighted image but, I got lazy, I did, and I’m sorry! I am well aware of copyright issues but, I have always found negotiating those “Creative Commons” hurdles on Google Images to be challenging.

Legal 48
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Architecting Your Ideal Sales Team

SalesforLife

With the rise in popularity of sales enablement, we can see that sales leaders are beginning to focus on evaluating their teams’ capabilities to meet the current year’s quota demands, as well as the increased demands that will follow in the next several years.

Quota 57
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10 Sales Email Templates With 60% or Higher Open Rates

Hubspot

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two)

Sales Hacker

The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two) appeared first on Sales Hacker.

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Not Just Another Salesperson: How Salespeople Can Make Sure Their Value Is Recognized

Outreach

Look around the office. Take your time, I'll wait. There’s about to be a lot less of you if you trust in data coming from Forrester. In 2015, researchers estimated that one million B2B sales jobs will be eliminated due to self-serve e-commerce before 2020. The survey also revealed that 75 percent of B2B buyers prefer to buy online on their own schedule.

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Matt’s App of the Week: PipelineFixIt

Heinz Marketing

After featuring 100+ third-party apps on Sundays over the past 2-3 years, we’re finally ready to feature one of our own! Just out of stealth development mode, I’m excited to introduce PipelineFixIt. The premise is very simple. If you’re behind on filling your sales pipeline, this app will fix it. Simply upload your objectives and current scorecards.

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9 Things You Should Never Say to a Prospect Over Email

Hubspot

Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.