ConversionXL
JUNE 9, 2016
Seth Godin once said, “You can use social media to turn strangers into friends, friends into customers and customers into salespeople.” [Tweet It!]. Strangers into friends? Of course. Friends into customers? Yep, it’s relatively easy to promote your site (where followers and friends can make a purchase) on social media. Customers into salespeople?
Hubspot
JUNE 9, 2016
With over 400 million active users , brands are quickly recognizing the need to have a presence on Instagram. But, as with any social network, the brands that are getting the most out of Instagram are the ones who are smart about what they post, when they post, how often they post, and whom they're targeting. But how do they know what's "smart"? That's where the data comes in.
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The Sales Hunter
JUNE 7, 2016
One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use. The questions […].
Partners in Excellence
JUNE 10, 2016
Over the past several months, Hank Barnes and I have had periodic discussions about the Customer Journey and mapping the journey. While many large consulting companies and other experts talk “expertly” about mapping the customer journey, creating content, experiences, and engagement. When you study their work, it’s usually focused on buying done by individuals.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
ConversionXL
JUNE 8, 2016
You put tons of time into creating your product(s), experimenting with acquisition channels, honing your messaging – and here I am, about to tell you about how consumers are often swayed by such a subtle thing as the order in which you present your products. It’s a funny thing, human behavior. Often, small nudges can produce significant changes in how we act.
Hubspot
JUNE 8, 2016
You’ve poured thousands of dollars into your Pay-Per-Click (PPC) search campaigns and have managed to generate a substantial number of leads. You’re rocking your conversion rates and your cost per lead is great. So what’s the problem? It’s only when you start analyzing your results and dig a little deeper that you realize an overwhelming majority of these leads are in essence “junk leads”.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JUNE 9, 2016
My friend, Mike Weinberg, has been one of the most consistent and vocal spokesperson on the Dysfunction of Sales Leadership. He wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. Be sure to read his article. For a much deeper discussion, make sure you read his book, Sales Management Simplified. (It’s a perfect complement to Sales Manager Survival Guide.).
A Sales Guy
JUNE 5, 2016
We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward. In Take 16 of #heykeenan I break down how you can know if your buyer is serious or not.
Hubspot
JUNE 7, 2016
Back in April, Mark Zuckerberg announced the launch of Facebook's Messenger Platform -- a new service that enables businesses of all sizes to build custom bots in Messenger. In the days following the announcement , the tech and marketing space lost its mind. Thousands of articles were penned about the news , each one speculating on what an open Messenger platform could mean for businesses.
Pointclear
JUNE 7, 2016
Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Partners in Excellence
JUNE 5, 2016
Over the past years, sales people have become a prime target for “help.” It’s no wonder, sales people are key to the organization’s growth and revenue performance. But sales hasn’t been performing, the data around quota performance for sales people and organizations is appalling. On the other hand, sales faces huge challenges.
A Sales Guy
JUNE 6, 2016
The days of telling sales people how to sell and how to do their jobs are over. Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling. If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how many appointments were set, and how many presentations were given – STOP IT.
ConversionXL
JUNE 6, 2016
NPS isn’t the end-all be-all of customer data. But it does give you some insight into customer loyalty and satisfaction. One of its greatest powers is segmenting customers into three parts: detractors, passives, and promoters. This lets you market to them in different ways. You can send targeted campaigns to promoters, try to convert passives into promoters, and try to solve the problems that detractors complain about.
The Sales Hunter
JUNE 5, 2016
Do you know what sales leaders are doing Friday afternoons?! They are selling! Unlike so many other salespeople who start to see Friday afternoons in the summer as a time for taking it easy, sales LEADERS are out there making things happen. As we head into summer, you have to make a decision. Are […].
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Partners in Excellence
JUNE 7, 2016
Nobody likes to admit they have a problem. I suppose it’s human nature, or at least in the world of sales part of the inherent optimism sales people must have to thrive. Individually and organizationally, we don’t like to admit we have problems for a number of reasons. Admitting it brings a huge amount of attention, much of it unwanted.
A Sales Guy
JUNE 7, 2016
In this Spazz, I go off on how too many of us won’t do what it takes to be successful. We draw unnecessary lines in the sand that end up stifling our ability to reach our goals. Just do whatever it takes!
Score More Sales
JUNE 10, 2016
How many times have you heard someone describing their company’s value proposition only to hear them spew out features and benefits of their services or products? Having a strong value prop is one key to making the “short list” when companies are searching online and need to narrow down their search before engaging.
Hubspot
JUNE 7, 2016
In order to have a successful e c ommerce site, online retailers have to choose the right platform. For many retailers, open source platforms are the way to go, offering undeniable freedom, flexibility and scalability. However, they're not the best choice for everyone, as they can be very technical, expensive and difficult to manage independently.Here, we break down the main factors that retailers should consider when determining whether or not their site requires the support of an open source p
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
The Sales Hunter
JUNE 10, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […].
SalesLoft
JUNE 9, 2016
A few months back, ESPN put out a great piece about how Steph Curry went from being a Nike sponsored athlete, to the biggest star on the Under Armour roster. The article, and most impressions I’ve read from sales perspectives, focus mainly on the mistakes Nike made to lose Steph Curry. But what about what Under Armour did to win the deal ? Their story is the one Sales Development Reps , who are constantly battling to win their prospect’s attention , should look to for inspiration.
Engage Selling
JUNE 7, 2016
Are you truly catering to your customers? It’s one thing to provide a great product or service, but unfortunately, that’s where the experience stops for many people. Sales is all about truly understanding your clients’ needs and issues.
Hubspot
JUNE 6, 2016
Whether you’re writing a blog post, putting together a presentation, or working on a full-length report, using data in your content marketing strategy is a must. Using data helps enhance your arguments by make your writing more compelling. It gives your readers context. And it helps provide support for your claims. That being said, if you’re not a data scientist yourself, it can be difficult to know where to look for data and how to best present that data once you’ve got it.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Partners in Excellence
JUNE 5, 2016
The past couple of weeks, I’ve pretty much focused on the launch of Sales Manager Survival Guide. In the first 24 hours after the release, the book hit the number 1 spot on Amazon’s “Hot New Books In Sales And Marketing.” More importantly, I had committed to donating 100% of the profits from the sale of the book to Charity:Water.
SalesLoft
JUNE 8, 2016
Recharge sales! Keep it fresh! Don’t burnout! These concepts all sound simple, but during those mid-year months, keeping priorities aligned and motivations in check can be the hardest part of the quarter. Everyone is looking for ways to recharge sales processes, and keep these scorching summer days from causing mass sales burnout. In sales development, hustle is the name of the game , but when it comes to a sustainable, scalable process, that hustle simply doesn’t last.
Engage Selling
JUNE 9, 2016
When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations? Everyone wants a deal.
Hubspot
JUNE 6, 2016
Most content managers are always on the lookout for new guest bloggers -- especially those struggling internal bandwidth. Oppositely, those dealing with a packed editorial calendar can still benefit from making room for a fresh perspective every now and then. In short: Working with guest contributors can deliver a ton of benefits. It serves as a great way to start a new relationship or further an existing one.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Sales Gravy
JUNE 10, 2016
In order to strike a balance between no theme and full-on theme park, its important to understand how to choose a theme thats right for your presentation and your audience.
SalesLoft
JUNE 6, 2016
When you dive into persona based selling and selecting your accounts, the best sellers in the world communicate with personalization to top tier accounts. And the best way to prioritize these top tier sales accounts is to rank them based on their characteristics as they apply to your ideal client profile (ICP). By determining where an account fits in terms of size, industry and vertical, and categorizing them based 1, 2, and 3-leveled tiers, you’ll be one step closer to selecting and prioritizin
Engage Selling
JUNE 10, 2016
If you want to create consistent sales results – you must have a sales team that is efficient at this skill type. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
Hubspot
JUNE 10, 2016
The cultural landscape of the modern world is constantly changing. Internet celebrities are created in as little as six seconds. Viral videos can be viewed in every continent across the world in a matter of hours. There's a lot going on. As a result, there are also a lot of opportunities for brands to join the conversation -- that is, if they can keep up.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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