Anthony Cole Training
JUNE 5, 2017
Ok, let’s start here - there are no secrets! The Internet and the digital world have pretty much eliminated ignorance and secrets to success in sales and about how to do almost anything. All you need is a mobile device (could even be a watch) with access to the internet and you can find just about anything you want to know.
A Sales Guy
JUNE 6, 2017
The next installment of The Real Deal of Sales is out and again it’s fire. In this one, I ask sales leaders about their proudest moments. Sales leaders have an amazing impact, and if they are good can change people’s lives. So, I wanted to know, what their most proud moment was. The stories are fantastic. There are some good sales leaders out there.
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Engage Selling
JUNE 5, 2017
Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.
ConversionXL
JUNE 8, 2017
Did you know that Netflix has only 90 seconds to find a show that suits a user before she gets frustrated and quits? According to a recent academic study, “a typical Netflix member loses interest after perhaps 60 to 90 seconds of choosing, having reviewed 10 to 20 titles (perhaps 3 in detail) on one or two screens.” How does Netflix manage to find the right show for the right user so quickly?
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Hubspot
JUNE 6, 2017
How much digital content do you consume on a daily basis? It’s tough to put a number on that, isn’t it? Here’s an even tougher question: How much of that content do you genuinely trust -- especially when it comes to an investment in a product or a service? According to Twitter , if you really only trust your friends and family for this information, you’re part of the majority.
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Pointclear
JUNE 9, 2017
PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead.
Hubspot
JUNE 8, 2017
Be honest. Do you know what your non-marketing colleagues do all day? Sure, you might have a general idea of what your co-workers in sales, finance, and HR do, at least categorically. But it seems that many of us -- myself included -- have those days, weeks, and months when we’re so bogged down in our own daily hustle, that we become a bit oblivious to what everyone else around us is working on.
SalesProInsider
JUNE 6, 2017
It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll want to keep reading for this very important “What Not to Do When You Hear a Sales Objection.” Although the “but” can come anytime, it seems toughest after you’ve completed a productive review of the buyer’s prob
Engage Selling
JUNE 9, 2017
This year, my team and I have had the pleasure of working on some really interesting projects. In one case, a client discovered that their customers demanded a 24-hour turnaround on all quotes.
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
Jill Konrath
JUNE 8, 2017
This real-life story shared below is adapted from Sales Insanity , a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.
Hubspot
JUNE 9, 2017
We all know those moments when we stumble upon what looks like a golden piece of content. And just as you’re about to dive in -- an ad appears. You can’t just close it, either. Before you can get to what you visited that site to see, you have to wait, as a countdown clock in the corner of the ad taunts you with, “Close this ad in 5 … 4 … 3 … ”. At this point, does anyone else just hit the “back” button with an angry mutter of, “Nevermind, I’ll read something else”?
Partners in Excellence
JUNE 6, 2017
As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. There is a lot we can learn, at the same time, there are huge areas where the comparisons break down. If you haven’t read the first post, What We Can Learn From Lean Manufacturing , be sure to read this. This post continues on the foundation of Toyota Production System’s 4 P’s, by diving into the 14 principles.
SalesProInsider
JUNE 8, 2017
I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible. This is why I like the Objective Management Group’s tools so much. Dave Kurlan and his team approach sales with science. Their specific focus on being able to predict who (candidate or tenured sales rep on your team) will be a top performer allows my clients to hire less often because th
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Topline Leadership
JUNE 6, 2017
[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.
Hubspot
JUNE 5, 2017
Video is dominating social media marketing. In fact, experts predict video will account for 80% of global internet traffic by 2019. So now is the best time to master the medium. Thanks to easy and free video creation tools, you don’t need a big budget, professional equipment, or a filmmaking degree to make compelling videos for your brand. But since each social network comes with its own guidelines and unique audiences, you'll need an understanding of what kind of content is effective on each ne
Partners in Excellence
JUNE 8, 2017
Ir you haven’t had a chance to read the first two articles in this series, take a moment to skim them, What Sales Can Learn From Lean Manufacturing and What Sales Can Learn From Lean Manufacturing–Part 2. This post follows on those. If you have been following, I’ve been using the Toyota Production System (TPS) as the foundation for this discussion.
Engage Selling
JUNE 8, 2017
This common error costs more sales than most sales leaders are willing to admit.
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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
JUNE 7, 2017
The first thing you do in the morning as an Account Executive is check your email. The second? You likely open another tab for Salesforce. Throughout the day, between research for phone calls and additional email sends, Salesforce and other tabs begin to multiply until you can barely even see what each one is for. Maybe having 20 tabs open doesn’t bother you, but it’s really easy to lose information between tabs.
Hubspot
JUNE 7, 2017
We all know that words matter -- in life, but also in marketing. When it comes to landing page copy, many a debate have begun over which words to choose, the context in which they're used, the order they're presented in and the amount you use to convey a message. "Shorter is always better -- no one has the attention span to read hundreds of words!".
Partners in Excellence
JUNE 5, 2017
I just read a very good post by a famous marketing “guru.” It was entitled ” How to get customers to come to you…” It’s marketing and sales people’s dreams, getting customers to come to us. Something we’ve done has interested them. Something has provoked them to ask for more. They may not be ready to buy, but it could be the starting point of a relationship.
The Sales Hunter
JUNE 6, 2017
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I see is people take a plan they’ve seen work for somebody else and think they can replicate it and achieve […].
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SalesLoft
JUNE 6, 2017
When talking about creativity, we are often quick to label people as either left brained or right brained; dividing the rationalist and the creatives. When you consider the skill set typically associated with a sales rep, creativity is not usually on the list. Based on how they spend their time, sales professionals are often labeled as left-brainers.
Hubspot
JUNE 8, 2017
At this point, everyone knows that e-commerce is no longer "the next big thing" -- it's the current big thing. eMarketer estimates e-commerce sales will reach $4.058 trillion in 2020, or 14.6 percent of total retail projections for that year. The e-commerce space is a hot, crowded market, and the brands that rise to the top will have to be able to cultivate a loyal and rabid fan base.
Partners in Excellence
JUNE 7, 2017
I posed a question on LinkedIn, “ Can we self coach? ” The responses are interesting and, for the most part, thoughtful. Paul Lanigan made a comment that neatly sums up my thinking: “The whole idea of a coach is to shine a light on what we don’t see.” I think this is an important concept and why any high performer must actively seek coaching from their manager and even mentoring from people they respect.
The Sales Hunter
JUNE 4, 2017
Want to generate good dialogue with your customer? Start viewing yourself as your customer’s R&D department. Do this and they will increasingly rely on you for the helpful information you bring them about their company and industry. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” Sales […].
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.
Engage Selling
JUNE 3, 2017
Improving the revenue-generating capacity of your business hinges on accelerated sales. The more you sell in less time, the faster you grow. The secret to achieving this: build your own inside track for sales.
Hubspot
JUNE 9, 2017
As any inbound certified member of our community knows, setting SMART goals (that's S pecific, M easurable, A chievable, M easureable, T ime-bound) is the keystone managing (and measuring) highly productive sales and marketing teams. Aligning these goals is what keeps marketing and sales teams in lock-step. For example, marketing may have a Service-level Agreement (SLA) with sales to generate 100 marketing-qualified leads (MQLs) per month, and in return, sales agrees to "work" at least 80% of th
Partners in Excellence
JUNE 5, 2017
Anthony Iannarino wrote a post, Why C Level Executives Should Take More Meetings With Sales People. Usually, Anthony and I are so aligned in our thinking, we tend to complete each other’s sentences (which makes for odd conversations). While I get Anthony’s point in the post, there’s an unfortunate reality. Most of the time, sales people waste the executive’s time.
The Sales Hunter
JUNE 9, 2017
How good are the notes you take when meeting with others? Are you guilty of merely thinking you’ll remember, and as such, you don’t take the time to record what you discussed, the next steps decided on, etc? I’m sure you’re guilty, because let’s be real, 95% of all salespeople and leaders are too quickly […].
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