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?
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 […].
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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.
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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.
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.
Pointclear
JUNE 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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.
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!
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
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 […].
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.
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.
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.
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
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 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
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.).
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.
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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.
Hubspot
JUNE 9, 2016
A common mistake companies make in marketing efforts is positioning their company or product as the hero of the story. You may want to don the cape, drive the Batmobile, and kick the villain's butt (and who could blame you?), but most brands overlook the interests of customers when they focus on themselves. The harsh reality is that your customers don’t care about your company or products - they only care about how you’ll meet their needs.
Sales Gravy
JUNE 9, 2016
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve.
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.
Engage Selling
JUNE 4, 2016
Far too often these days, businesses are practically falling over themselves to attract Millennials to their sales teams, making compromises in all kinds of places where they shouldn’t. And I’m tired of it.
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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.
Sales Gravy
JUNE 8, 2016
There never has been a great salesperson who was born great. Imagine a woman in the delivery room. Her newly born infant is saying, Make yourselves comfortable, folks, and if you have any questions, please feel free to ask me.
Partners in Excellence
JUNE 8, 2016
The other day, I was having breakfast with a frustrated executive. He had just reviewed a playbook that had been developed and was being launched to sales. It was the result of an effort between product management, marketing, and the sales enablement team. There was a lot wrong with the playbook. The biggest problem was it was strictly product focused.
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.
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
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.
Sell Or Die
JUNE 8, 2016
Can the sale be hacked? We're not talking about your CRM password we're talking about finding better ways to make the sale. Our guests include the author of Success Hackers, Scott Hansen and the author of Hacking Sales, Max Altschuler. PLUS.Nike messed up big time when they let Steph Curry get away and lost a 14 billion dollar sale to Under Armour.
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.
Sales Gravy
JUNE 6, 2016
Success doesnt necessarily depend on your ability to make things happen quickly or to know the most about a certain customer. It might actually have to do with perseverance and stamina.What are the causes for sales success?
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.
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