ConversionXL

SEPTEMBER 3, 2019

Humans are value-rating machines. Every day, all day long, we size up different decisions by appraising the value proposition of that action. Should I buy this product? Sure, that’s the obvious one. But also: Should I go to lunch with this person? Should I open this email? Should I even spend the time to ponder this decision? When most marketers think about a value proposition, they’re thinking of the 10,000-foot-view—an overall company value proposition.

Electricity 117

Electricity Launch Click Through Rate Prospecting 117

The 5% Institute

SEPTEMBER 5, 2019

If you’ve been cold calling long enough, one of the common objections you’re most likely to hear is the send me some information objection. In this article, we’ll dissect why people say this objection in the first place, and secondly how you can handle it in a non-pushy and tactful way. How To Respond To The Send Me Some Information Objection. What the send me some information objection really means.

Cold Call 98

Cold Call Pitch Closing Presentation 98

Sales Hacker

SEPTEMBER 4, 2019

It’s a healthy question and one that has strong opinions on both sides… . Does swag work? Promotional products (AKA swag, tchotchkes, freebies, branded merchandise, you name it) have been around for some time. In fact, they date all the way back to George Washington’s campaign in 1789. . More recently, companies have started to integrate swag into their sales sequences, driving healthy growth for the entire industry.

Objectives and Key Results 101

Objectives and Key Results Promote Campaign Sales 101

Hubspot

SEPTEMBER 2, 2019

With more than 500 million monthly active users , TikTok is taking app stores by storm and serving as a worthy competitor to apps like Snapchat and Instagram. While Gen-Z has flocked to the app , brands like Chipotle and The Washington Post are also starting to experiment with TikTok's video marketing opportunities. The best way to learn more about the app, its user base, and the type of content that engages audiences is to start producing your own posts on a personal or business account.

Follow-up 101

Follow-up Entertainment Niche Start-ups 101

Advertisement

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.

Follow-up

InsightSquared

SEPTEMBER 4, 2019

One of the main responsibilities of your marketing team is determining which campaigns are the best campaigns. This is no small feet. Even with the seemingly infinite amount of data spilling from your Salesforce instance, even with the growing number of available marketing enablement technologies, marketers are struggling to prove out their revenue impact. .

Campaign 94

Campaign Contact CRM Promote 94

The 5% Institute

SEPTEMBER 3, 2019

No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you either want to better your sales performance, or share this with someone to help them out too. Here are some quick and basic guidance to help you improve your sales performance.

Sales 98

Sales Presentation Quota Follow-up 98

Partners in Excellence

SEPTEMBER 5, 2019

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. Somehow the miracle cures seem to be: “Just train your people to do these 3 things… ” “Do this one thing… ” “Implement this new technology… ” “You just need to prospect… ” … and on and on and on… Don’t get me wrong, many of

Sales 91

Sales Quota Clients Growth 91

Women Sales Pros

SEPTEMBER 6, 2019

Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds. She had access to technical experts if a client required more details.She didn’t have to understand everything about how the technology worked, just how it could solve problems for her clients.

Technology 90

Technology Technology Sell Referrals 90

The 5% Institute

SEPTEMBER 2, 2019

Cold calling can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Cold calling does have a bit of a bad reputation; but this is because Sales Professionals don’t know how to use it effectively. In this article, we’ll look at some cold calling tips to help you with your sales targets and goals.

Cold Call 98

Cold Call Pitch Up-sell Contact 98

Membrain

SEPTEMBER 1, 2019

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.

Pipeline 94

Pipeline Sales 94

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

Retail

Engage Selling

SEPTEMBER 6, 2019

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.

Meeting 88

Meeting Follow-up Prospecting Sales 88

Partners in Excellence

SEPTEMBER 5, 2019

Storytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting everyone to respond as Dr. Spock did in the old Star Trek series. While we have known we need to make an emotional connection, too often, we still focus on, “just the facts.” Ever since I’ve been in sales, which has been a few years, I’ve known the maxim,”People decide with their hearts, they rationalize the

Pitch 87

Pitch Drivers/motivators Technique Represent 87

The 5% Institute

SEPTEMBER 6, 2019

Social selling is a trendy word you’ve most probably heard on social media, books and podcasts, or maybe even around the water cooler. But what is social selling? And is it just another buzzword; or is it here to stay around for the long haul? In this article, we’ll break down: What is social selling? Practices to avoid. Social selling strategies you can practice to win more sales.

Sell 75

Sell Contact Niche Clients 75

SalesProInsider

SEPTEMBER 4, 2019

Calling All Heroes. With the success of the Marvel movies this year, it seems heroes are “in” – I suppose they weren’t ever really out…but there is heightened excitement around superheroes! In your role as an “expert” – whether as a financial advisor, an accountant, an attorney, a lender, an industrial supply salesperson, or a software solutions consultant– what does it take to be a hero to your clients or customers?

Consult 68

Consult Clients Conversion Closing 68

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

Promote

Engage Selling

SEPTEMBER 6, 2019

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

Clients 85

Clients Sales Prospecting Pipeline 85

Partners in Excellence

SEPTEMBER 4, 2019

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way–when what they really need may be very different. Let me use an example. It is actually based on a real customer situation, but provides a great illustration of how our coaching can go off target. Let’s imagine we are looking at improving the performance of two of our sales people.

Pipeline 80

Pipeline Quota Sales Prospecting 80

Miller Heiman Group

SEPTEMBER 6, 2019

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes.

Objectives and Key Results 68

Objectives and Key Results Quota Sales User Experience 68

Hubspot

SEPTEMBER 5, 2019

Many businesses think that if their product or service is spectacular, it will speak for itself; they'll need very little marketing effort for it to take off. But in reality, any companies that seem to have achieved remarkable growth in this manner do indeed have phenomenal products. But it only appears to have been achieved with little or no marketing effort because their fame and fortune was won through word-of-mouth marketing.

Niche 78

Niche Sports Campaign Networking 78

Advertisement

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.

Pipeline

The Sales Hunter

SEPTEMBER 3, 2019

Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. The 3 traits are: · Persistence. · Attitude. · Process. I call this “PAP.” Whenever I see someone consistently living out these traits, they are always successful. The first trait is persistence. If you’re not 100% committed to making prospecting a necessary action – something you have to do – then you can kiss it goodbye, and you will n

Prospecting 67

Prospecting Gaming Drivers/motivators Process 67

Highspot

SEPTEMBER 5, 2019

Productivity. For the modern worker, it’s more than a buzzword — it’s a lifestyle. There are productivity role models , apps to help you work smarter , and a plethora of services designed to eliminate the inefficient habits of unproductive people, like grocery shopping or leisurely eating. But is all of this really making us more effective employees?

Product 61

Product Follow-up Price Start-ups 61

Miller Heiman Group

SEPTEMBER 3, 2019

As the youngest baby boomers grow closer to retirement age, manufacturers will see their employee base grow to include more millennials. Manufacturer sales leaders must acknowledge now that their aging workforce requires them to invest in succession planning now and put strategies in place to keep important institutional knowledge from leaving their organizations, while also recognizing that millennials require different approaches to hiring and training than previous generations.

Manufacturing 58

Manufacturing Contract Consult Drivers/motivators 58

Hubspot

SEPTEMBER 2, 2019

When opening Instagram, how often do you "swipe left to see more?" Maybe it’s to see that a blog post from your favorite media site was uploaded. Or to watch the entire trailer for the latest season of " Stranger Things " (guilty). Whether you double-tapped on a "Throwback Thursday" post or commented on how helpful that newsletter on managing spreadsheets was, these engagements are an excellent use of Instagram’s Carousel feature , an expansive tool that fits into countless marketing campaigns.

Gaming 75

Gaming Promote Drivers/motivators Launch 75

Advertisement

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

Campaign

The Sales Hunter

SEPTEMBER 6, 2019

When it’s the end of the quarter and sales is missing their number, it’s easy to blame. Usually, sales will blame marketing for not giving them great leads. As a result, marketing is up in arms because the CEO decides to cut their budget for next year, since he/she is not seeing their return on investment. What department does marketing blame?

Drivers/motivators 66

Drivers/motivators Education Lead generation Prospecting 66

Sandler Training

SEPTEMBER 5, 2019

I love sales! It is a career where you, the sales professional, determine your income based on how skillful you execute the duty. It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding. Professional selling is regarded as one of the top earning careers on the face of the planet. Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing

Sell 59

Sell Sales 59

Sales Hacker

SEPTEMBER 1, 2019

Intent data can help you ensure their research doesn’t go unnoticed. But how do you actually use that information without being… creepy? And how should “intent” influence how you qualify and score leads? The post Good INTENTions: How to Use Intent Data in your B2B Sales Strategy appeared first on Sales Hacker.

B2B 59

B2B Sales Process 59

Hubspot

SEPTEMBER 4, 2019

At INBOUND this week, over 24,000 people have come together to learn how to deliver remarkable customer experiences in today’s digital environment. How do you coordinate marketing, sales, and service teams across your company to attract, engage, and delight your audience? How do you accelerate that virtuous cycle of word-of-mouth — or, word-of-keyboard, as the case may be — to win more customers and make them happier customers?

Teamwork 72

Teamwork Appointment Networking CRM 72

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.

Gaming

The Sales Hunter

SEPTEMBER 1, 2019

Do you worry about things that are out of your control? Most likely, you’re nodding your head yes! Stop doing that and relax, because guess what? You can’t really worry about traffic unless there is an alternate route. Worrying isn’t helpful, because all it does is take your focus off today. You’re paid to focus on the task at hand, what you’re working on now, but not on the weather, traffic, etc.

Drivers/motivators 64

Drivers/motivators Prospecting Sales Customers 64

InsightSquared

SEPTEMBER 4, 2019

One of the main responsibilities of your marketing team is determining which campaigns are the best campaigns. This is no small feat. Even with the seemingly infinite amount of data spilling from your Salesforce instance, even with the growing number of available marketing enablement technologies, marketers are struggling to prove out their revenue impact. .

Campaign 54

Campaign Contact CRM Promote 54

Miller Heiman Group

SEPTEMBER 4, 2019

In the latest episode of Move the Deal , host Greg Moore talks with Kevin Lewis, Global Sales Excellence Leader Kevin Lewis at Milliken Chemical. As a sales leader at Milliken, a leading manufacturer of plastics additives, colorants, silicones and chemical intermediates, Lewis supports sales managers and sellers around the world by helping them succeed through training, improved processes and coaching.

Manufacturing 52

Manufacturing Promote Sales Networking 52

Hubspot

SEPTEMBER 5, 2019

Welcome to The Science Behind Success -- a blog series that explores the best ways to help our brains perform better at work. With psychological research and interviews with leaders in the field, we're showing you how psychology can help you overcome workplace obstacles and excel in your career. Because a little mindset change could go a long way. Let's start with a seemingly easy question -- why do some workplace teams perform better than others?

Hospitality 72

Hospitality Cross-sell Angle Growth 72

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.

Service