Anthony Cole Training
DECEMBER 8, 2016
So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?
A Sales Guy
DECEMBER 9, 2016
Great sales people are empathetic. You can’t sell if you’re not in tune with your buyers and prospects. Therefore you’re unable to offer a valuable solution to them. It all starts with your focus on them, their problems, their needs, their emotions, their fears, their issues. You must have empathy for those you’re selling to.
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ConversionXL
DECEMBER 7, 2016
Nowadays nearly every online shop utilizes some sort of product recommendation engine, which is no wonder, as these systems, if set up and configured properly can significantly boost revenues, CTRs, conversions, and other important metrics. Moreover, they can have considerable positive effects on the user experience as well, which translates into metrics that are harder to measure, but are nonetheless of paramount importance to online businesses, such as customer satisfaction and retention.
Hubspot
DECEMBER 7, 2016
Do you take a good, hard look at your team’s marketing strategy every year? You should. An annual marketing plan helps you set your marketing on the right course to make your company’s business goals a reality. Think of it as a high-level plan that guides the direction of your team's campaigns, goals, and growth. Without one, things can get messy -- and it's nearly impossible to put a number on the budget you'll need to secure for the projects, hiring, and outsourcing you'll encounter over the c
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Understanding the Sales Force
DECEMBER 5, 2016
What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!
A Sales Guy
DECEMBER 4, 2016
Let me be clear, there is a difference between negative feedback and constructive feedback that highlights a weakness, or something you could improve. I’m a huge fan of constructive feedback. Actually, I seek it out. I want as much feedback in the areas I can improve as I can get. It’s the only way to get better. Negative feedback, on the other hand, is just that it’s negative.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
DECEMBER 8, 2016
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections?
Score More Sales
DECEMBER 5, 2016
Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success.
A Sales Guy
DECEMBER 7, 2016
I received a LinkedIn message from a past employee the other day. He had just lost his job and wanted my thoughts on his next move and wondered if I could help. I hadn’t heard from him in a long time. I almost never see him on LinkedIn, Twitter, or Facebook. For all intents and purposes, he doesn’t exist in my world or online. He’s not alone.
ConversionXL
DECEMBER 6, 2016
If you read this blog regularly, you probably don’t need an introduction to CRO or A/B testing. You know the major players, best practices, and you’ve likely tested your fair share of ideas. But, as an expert, you likely know some of the persistent frustrations with current approaches. To name just a pair: Testing simply takes time. Our best instincts are often wrong.
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
DECEMBER 6, 2016
The amazing Jill Konrath has done it again. Her new book More Sales, Less Time has been released today and like all her books. This one is bound to be a best seller.
Hubspot
DECEMBER 6, 2016
We’re living in a mobile-first world. For most of us, that means from the moment you wake up in the morning, your phone becomes a part of your daily routine -- from silencing your alarm, to reviewing the daily news, to checking email, and so on. And search engines are seeing the result of this trend: search queries on mobile have now surpassed desktop-based queries.
The Sales Hunter
DECEMBER 6, 2016
More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers The last couple of months, I’ve been on a mission to try and make as much of my time focused on “RPA” as possible. “RPA” stands for Revenue Producing Activity. We in sales and, for that matter, everyone in life struggle with being […].
Pointclear
DECEMBER 8, 2016
Should you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it.
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
SalesLoft
DECEMBER 8, 2016
Your CRM is table stakes for your sales team. With Salesforce leading the charge for years, every rep has their routine: updating leads, accounts, and notes. That’s great for organization, but does very little for the actual act of selling. Cue the entry of sales engagement platforms – making it easier than ever to craft personal correspondences, dial prospects, and understand performance.
Hubspot
DECEMBER 5, 2016
Sometimes, the movie adaptation of a book is better than the book itself. Maybe it's the acting, maybe it's the special effects or the soundtrack, or maybe the story is simply better told on the big screen than in our imaginations. The reason? Different stories are better told in different formats depending on the message they're trying to convey. The folks at Main Path Marketing created an infographic to break down common types of content marketing formats and how they communicate information t
The Sales Hunter
DECEMBER 6, 2016
#SocialSelling is all the rage, but before we get carried away with it, let’s realize something our mothers told us growing up — “Too much of anything will make you sick.” Social selling is ONE sales tool. Do not think of it as THE only sales tool, because doing so will get you in trouble […].
The 5% Institute
DECEMBER 7, 2016
Whether you’re in Real Estate, a Coach, or Small Business Owner or Consultant, one of the regular objections that you’ll probably often hear is “We’re already working with someone else” Now firstly, a lot of people trying to sell a product or service at this point may start to get nervous, and shudder at the thought of coming across this potential road block.
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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.
SalesLoft
DECEMBER 7, 2016
Sales software changes as rapidly as the sales landscape , which is to say at light-speed. The best way to stay current with sales technology is to look to the future. While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. Let’s take a closer look.
Hubspot
DECEMBER 9, 2016
Ah, December: a month filled with festive decorations, hot chocolate, and the long-awaited company holiday party. Company holiday parties are a fun occasion to celebrate the season with your friends, family, and colleagues. However, even if the party has all of the trappings of an event you would throw at your home, such as food, alcohol, and party games, it’s still a work function.
The Sales Hunter
DECEMBER 5, 2016
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the more aware you become, the better able you are to adjust […].
Partners in Excellence
DECEMBER 6, 2016
Bob Apollo wrote an outstanding post, Where Did That Close Date Come From? He talks about the importance good close dates to forecast integrity. I thought I’d expand on his outstanding thoughts. Nothing destroys pipeline and forecast accuracy more than bad target close dates. I’ve lost count of the number of pipeline reviews where the target close dates were pure wishful thinking.
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SalesLoft
DECEMBER 6, 2016
We’ve preached the importance of sales development since our very beginning. We’ve believed in the modern sales process that specializes from the top down, giving each rep a specific role in the funnel process. Sales Development Reps are the ones setting the appointments, handing them off to Account Executives to run appointments and work sales deals.
Hubspot
DECEMBER 6, 2016
Social advertising is a big business. Over the past two years, social media advertising budgets have doubled worldwide , from $16 billion U.S. in 2014 to $31 billion in 2016. While Facebook currently claims nearly 70% of the social advertising market, it's starting to get some serious competition from younger networks. Twitter, Instagram, LinkedIn, Pinterest, and Snapchat are all vying for their piece of the social ads pie, and advertisers today have more options than ever before to promote thei
The Sales Hunter
DECEMBER 9, 2016
We’re just a few weeks from the end of the year, and that most likely means chaos on a number of fronts. First, there is the year-end pressure with most companies ending their fiscal year. Second, there is all the outside chaos of holiday activities, which means there is the continual juggling of both […].
Partners in Excellence
DECEMBER 5, 2016
Somehow a packed calendar/agenda seems to be an indicator of our “success.” We live in a 7/24 world, we have more work than we can manage, and we constantly fill our calendars with activities. It impacts people at all levels. I’ve told this story before, but it bears telling again. About 15 years ago, I was working with a Fortune 100 organization.
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.
Sales Gravy
DECEMBER 9, 2016
While you may want to stop prospecting, the reality is that you may not have enough in your sales forecast to generate the new business you need to make your sales goal for the year.
Hubspot
DECEMBER 7, 2016
Everyone in an organization is (hopefully) aware that marketing is essential to a company’s success. However, when asked to define what the marketing team does and how it impacts business, answers tend to come up short. Responses such as “social media, graphic design, advertising, emails and brochures,” are going to be most common – but chances are, if someone isn’t on the marketing team or doesn’t deal directly with the department, there’s probably some mystery to what’s being done there.
Engage Selling
DECEMBER 3, 2016
You can learn a lot from watching political panels, especially during an election year.
Partners in Excellence
DECEMBER 7, 2016
As long time readers know, I tend to be pretty opinionated. Recently, I’ve gotten sucked into a conversation thread on LinkedIn about job hopping. It’s semi interesting–much of it is people rationalizing why they move from job to job to job. Much of the job hopping phenomenon has been attributed, incorrectly I think, to millennial. “That’s the way they are, we just have to accept it.” First, I job hopping isn’t primarily limited to millennial, I see p
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