Sat.Jan 21, 2017 - Fri.Jan 27, 2017

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Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part II

Anthony Cole Training

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues).

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7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up

Understanding the Sales Force

Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.

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Trending Sources

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What Does the Future Hold for Conversion Optimization?

ConversionXL

“It’s tough to make predictions, especially about the future.” – Yogi Berra. Digital marketing moves at a fast pace. One year something works, and the next year it is obsolete. Similarly, conversion optimization moves quickly. Sure, there are some core skills that seem foundational and everlasting, but year to year there are also some new skills that crop up.

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Do your emails measure up?

Engage Selling

Response rates are critical in sales. After all, of you can’t get a buyer to respond to a call or an email…you can’t start a relationship let alone close a sale.

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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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Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part III

Anthony Cole Training

In my series ( see previous posts ) regarding the constraints to growing sales, the two remaining topics are:

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How to Talk About Your Competition

Score More Sales

Before the New England Pats played the Pittsburgh Steelers in the 2017 AFC Championship game, the media asked a lot of questions – as always. Quarterbacks Tom Brady and Ben Roethlisberger together have six Super Bowl rings. What bad things do they say about each other?

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More Trending

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Why Comparing Apples-to-Oranges Wins | Sales Tips

Engage Selling

Most sales reps are making a fundamental mistake when handling the pricing objection. They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want.

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Growing Sales and the Peanut Butter & Jam Sandwich

Anthony Cole Training

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20 of the Best Free Fonts for Designers

Hubspot

Finding stylish fonts for your design projects can be a major time sink -- especially when you have to wade through seemingly endless pages of typefaces that don't suit the vision you have in your head. Finding a free font can be even more of a hassle. So what's a budget-strapped designer to do? We've scoured the depths of the internet so you don't have to, coming up with 20 of the best free scripts, serifs, and sans-serifs to use in your next design project.

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Sales Podcasts and Video Interviews are Better Than Sales Articles

Understanding the Sales Force

Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. And a few dozen of them have won awards. But are the articles better than say, a lively podcast on the same topic?

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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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How to Frustrate Your Leads

Engage Selling

Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details.

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Proof that Account-based Marketing Works

Pointclear

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works.

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Why Facebook Ads Will Make You Successful in 2017 & Beyond

Hubspot

Facebook Ads are going to drive more leads for your business in 2017 than any other paid channel. You’ll need to have the right strategy and execute with agility and precision, but right now there is a massive Facebook opportunity for inbound marketers. An opportunity that if you take advantage of now, will pay off for years. Technology changes fast but that doesn’t stop us from missing big shifts.

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Rescuing Deals!

Partners in Excellence

Each of us has experienced it, we’re struggling winning a deal. It’s an important one for us and for the company, we look for help from our managers and others. Instead of providing help, the managers sweeps in to save the day. They take the deal away, rescuing it, saving the day! Whether it’s a “Superman” complex, ego, or simply desperation, this practice is devastating.

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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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Executive Sales Leader Briefing: The Only Motivation is Self Motivation

The Sales Hunter

A few weeks ago I had a note from a reader asking about how they could motivate themselves. The issue arose when I had told them in a previous conversation how it’s impossible to lead a motivated team if you’re not motivated yourself. Not only is this a real issue for managers, but it also […].

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Why You Can’t Forget About Post-Sale Communication

SalesLoft

The customer journey doesn’t stop once the deal is signed, and neither does good sales and service. There’s still a ton of work to be done to make sure that your new customers become successful and happy fans for life. Whether you’re the implementation manager assigned to a new account or the sales rep that closed the deal, you shouldn’t be ignoring post-sale communication.

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4 of the Best Growth Hacking Experiments to Try in 2017

Hubspot

Growth Hacking is a popular marketing buzzword, but does anyone really know what it means? Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses “ analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. ” But how can one pull off that kind of growth -- especially with a limited budget and resources?

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Are You Creating Deep Interactions?

Partners in Excellence

Read any research report, engagement is becoming a top challenge with every organization. Employees don’t feel engaged. Customers don’t see their sales people engaging them in meaningful ways. Engagement, or rather disengagement is becoming a crisis in our businesses and in our ability to reach customers. Unfortunately, there seem to be many things that conspire to drive further disengagement.

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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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Why Social Selling is Neither “Social” Nor “Selling” to Most People

The Sales Hunter

What’s your definition of social selling? Ask 100 people and you’ll get 100 different answers. When I hear people say “social selling,” I want to choke because of how I see people defining and then doing “social selling.” Too many salespeople are trying to turn social selling into something it’s not as a way to practice […].

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Expert Panel’s Feedback on Our Lead to Revenue Calculator

Pointclear

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable. You will hear from Matt Heinz, Dave Brock, David Hubbard and Ardath Albee. The above graphic is a sample from our Lead to Revenue Calculator.

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4 Smart Ways to Keep Up With Google in 2017

Hubspot

Over the past few years, Google has made a lot of changes that can be challenging for modern marketers and SEO experts to keep up with. Recently, Google started indexing according to mobile search results, cracked down on intrusive pop-up ads , and removed right-side ads. What do all of these changes have in common? Google has been making changes to its algorithm, search engine results pages, and policies based on user behavior and preference.

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Pick Up The Damn Phone!

Partners in Excellence

Unconsciously, I’ve fallen into a terrible trap, all of it has been a result of trying to maximize my efficiency, managing my time more effectively. I’ve started to rely on email, texting, DMs in Twitter and all sorts of other tools as the primary mechanism to engage with clients, colleagues, and people in the community. It’s terribly convenient and very efficient.

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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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Sales Motivation Video: What Makes You Unique?

The Sales Hunter

Find the one thing that sets you apart and leverage it! What makes you unique? This is where you have the greatest potential for building momentum. This week I want you to concentrate on what makes you unique. When you discover this, you unlock great opportunity for surpassing your competition and boosting success! Check out […].

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How Technology is Impacting Sales Relationships

Sales Gravy

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11 Soundless Videos We Love (And Why)

Hubspot

What was your most embarrassing office etiquette moment? For me, it was when I started to watch a hilarious video of a sheep screaming like a human and quickly realized my headphones weren’t plugged in. I frantically scrambled for the mute button on my keyboard while my distracted coworkers laughed at my mishap. Sound familiar? Since then, I don't watch videos at work unless they don’t require sound.

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“P **g On The Ashes”

Partners in Excellence

A colleague had a wonderfully colorful term to describe situations we both found ourselves in. We were both senior executives in a large corporation. Often, we found ourselves on the phone with desperate sales people. A deal was about to close and they were worried about losing it. They were pulling out all the stops, trying to win the deal at the last moment.

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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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Post-Purchase Emails: How to Boost Retention and LTV

ConversionXL

A common mistake ecommerce store owners make is accepting the sale as the end-goal. It is easy for brands to think in such a transactional way; looking beyond each purchase can prove challenging. A 2014 survey by Econsultancy revealed , “Just 42% of companies are able to measure customer lifetime value.” Though the remaining 58% understand the importance of customer loyalty and retention, they may find it difficult to execute and analyze customer happiness and conversion campaigns.

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Prospecting: Don’t Start What You Can’t Finish

The Sales Hunter

Buying a single lottery ticket is not going to make you rich, and making a single prospecting call is not going to result in you getting a customer. Too many salespeople think that prospecting for customers simply doesn’t work in today’s environment. When I probe them on how they’re prospecting, I discover they’re not following up. […].

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Is it Ever OK to Work for Free? 10 Agency Leaders and Freelancers Weigh In

Hubspot

If you work in a creative profession, you've probably been approached at one point or another by someone who wants you to work for free. They might offer some form of intangible benefit in return, like exposure or new contacts , but do these potential perks actually outweigh the negative aspects of not getting paid for your hard work? We asked 10 agency leaders, consultants, and experienced freelancers to weigh in on this age-old debate.

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How to Create Useful Reports Without Spending Your Entire Week in Excel [Free Guide]

Hubspot

In today's technology-driven world, executives and marketers can no longer afford to be satisfied with gut feelings and guessing. You need granular, relevant, enriching data to measure and surface the impact your programs and campaigns have on the business (and impress your boss). At the same time, anyone who’s ever created a marketing report from scratch knows that it can be. well, tough.

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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.