ConversionXL

SEPTEMBER 28, 2017

It’s easy to get lost down the rabbit hole of metrics for your business. When it comes to getting the most out of your website performance, only certain metrics are what you can consider key performance indicators. The trick is figuring out which ones. What are key performance indicators? A key performance indicator (KPI) is a quantifiable activity used to measure how a key aspect of your business is operating or how much volume it’s receiving.

Click Through Rate 121

Click Through Rate Conversion Referrals Price 121

Anthony Cole Training

SEPTEMBER 27, 2017

Why are rollercoasters and anemic pipeline syndromes important?

Pipeline 126

Pipeline Sales 126

RAIN Group

SEPTEMBER 27, 2017

In our research report, The Value Driving Difference , we studied almost 500 organizations' practices regarding how focused they are on driving value for buyers. Companies that rose to the top as Value-Driving Sales Organizations had higher sales win rates, were more likely to grow revenue, had lower undesired sales staff turnover, and much more highly motivated sellers.

Negotiate 100

Negotiate Drivers/motivators Sales Price 100

Hubspot

SEPTEMBER 28, 2017

7 Habits of Highly Effective People Summary: The 7 Habits of Highly Effective People by Stephen R. Covey is a self-improvement book. It is written on Covey's belief that the way we see the world is entirely based on our own perceptions. In order to change a given situation, we must change ourselves, and in order to change ourselves, we must be able to change our perceptions.

Teamwork 101

Teamwork Drivers/motivators Represent 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

Understanding the Sales Force

SEPTEMBER 25, 2017

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go. Cars were in front of me and to the left of me with cones to the right and the cop was right on top of my rear bumper.

Closing 89

Closing Follow-up Sell Pipeline 89

Engage Selling

SEPTEMBER 28, 2017

Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat.

Presentation 82

Presentation Clients 82

Hubspot

SEPTEMBER 28, 2017

In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.

Closing 100

Closing Customers Sales Prospecting 100

Openview

SEPTEMBER 26, 2017

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B in 2016. What’s amazing about NetSuite is that their software can literally be used by any company.

Promote 73

Promote Gaming Start-ups Trust 73

Partners in Excellence

SEPTEMBER 24, 2017

I just read some really bad advice from a really smart individual, “Managers spend too much time on their bottom performers, they need to focus on their top and middle performers.” The explanation went on that time invested in bottom performers wouldn’t result in substantive performance improvement, the equivalent time spent with our top performers produces more results.

Represent 70

Represent Gaming Customers Closing 70

Score More Sales

SEPTEMBER 26, 2017

You worked hard through trial-and-error to create an introductory email that is worthy of a reply. But do you expect to really get one?

Sales 81

Sales B2B 81

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

Hubspot

SEPTEMBER 28, 2017

If I told you that content creation is a vital part of every company’s marketing strategy, your response would probably be a sarcastic “Well, duh. Thanks for that cutting-edge insight, John.”. That’s because most of us know how important content is to our inbound marketing and our brands — both our respective company brands, as well as our personal brands as a thought leader.

Strategize 78

Strategize Promote Relationship building Start-ups 78

Membrain

SEPTEMBER 27, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study, 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

Sales 65

Sales Meeting 65

Adaptive Business Services

SEPTEMBER 28, 2017

If you are not already familiar with Nimble, Nimble is a Social CRM that has revolutionized CRM in a number of ways …. It does the 3 Cs (contacts, calendar, and communications) right and in a way that is actually usable. Nimble will create, and flush out social profiles, contact records for you and it will do so automatically. Or, as Nimble says … automagically.

Contact 59

Contact CRM Price Follow-up 59

The Sales Hunter

SEPTEMBER 26, 2017

You may think it’s important, but does your customer? Is what you’re sharing with the customer nothing but a statement we’ll call a blinding flash of the obvious? I was just in Australia and saw this sign, “Danger Crocodiles,” with the words “No Swimming.” Excuse me, but did I miss something with my limited knowledge […].

Customers 62

Customers Cold Call Presentation Service 62

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

Hubspot

SEPTEMBER 25, 2017

In case you haven't already heard, bots are the new black. Seriously. The new strategy of providing 1:1, instantaneous assistance to users and customers is proving successful for brands across industries. And although we've rounded up AI and bot use cases for you as they relate to productivity and marketing , we wanted to round up other cool ones, too -- that anyone can use, even for fun.

Transportation 74

Transportation Represent Start-ups Product 74

SalesLoft

SEPTEMBER 27, 2017

Few things light a fire under a sales development rep more than a new inbound lead. When a lead fills out a form, downloads some content, or takes any other type of inbound action, an experienced SDR knows that time is of the essence. Luckily, the right technology can help you respond to leads lickity-split. Tools like Slack can instantly notify you of interactions people have with your website on your desktop or from your phone.

Technology 52

Technology Technology Follow-up Start-ups 52

Partners in Excellence

SEPTEMBER 25, 2017

How much pre-call research do you need to do to be effective in your prospecting? Frankly, it’s a really loaded question, with answers all over the place. Some argue you need to research deeply, learning as much as you can about the company and the individual as possible, becoming well informed about them and their business so you can be relevant in the conversation.

Prospecting 52

Prospecting Manufacturing Cold Call Pitch 52

Engage Selling

SEPTEMBER 23, 2017

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it.

Cold Call 54

Cold Call Objection handling Sales Presentation 54

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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.

Pipeline

SalesHandy

SEPTEMBER 28, 2017

The social media phenomenon has exploded in just a few years. And, now it seems that it’s the most frequent place people hear their news, find out about interesting information, share with others and even make purchases. You’ve got to make those personal connections with people throughout social media in order to find prospective customers and have your information shared widely.

Contact 53

Contact Sales Represent Up-sell 53

SalesLoft

SEPTEMBER 25, 2017

For Sales Development Reps (SDRs) aspiring to climb the sales career ladder, the next step is often graduating to an Account Executive. If you’re an SDR, this is likely the goal motivating much of your work and performance. However, once you attain that sought-after AE title, a whole new type of work begins. Many of the skills from your days as an SDR will help you hit the ground running as an AE.

Cold Call 52

Cold Call Pipeline Cross-sell Prospecting 52

Pointclear

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. My answer to that question is not based on self-interest. For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). 40 to 50 pipeline accounts (from which 20% to 30% wi

Lead generation 53

Lead generation Contact Pipeline Follow-up 53

Partners in Excellence

SEPTEMBER 28, 2017

The reality of our professional, business, (perhaps our personal lives), is that we are time poor. Everyone is over-committed, overworked, and overwhelmed. Time becomes their most precious and unrecoverable commodity. With this as the glaring reality of our own time utilization and that of our customers, I’m astounded at how cavalier we are about how we use time.

Customers 49

Customers Trust Meeting Sell 49

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Campaign

The Sales Hunter

SEPTEMBER 29, 2017

The sign said “Crocodile Safety,” followed by the words, “Very Low Crocodile Risk.” Seeing a sign like that, I naturally began to wonder what they mean by “very low crocodile risk.” Does low risk mean the worst case is you’ll lose a foot or an arm? Or does it mean the other person swimming […].

Sales 52

Sales 52

Engage Selling

SEPTEMBER 29, 2017

When I facilitate a workshop with a group of sellers, we inevitably start talking about all the different ways that you can communicate with clients. There’s social media, email, Zoom, Skype, Abobe, etc.

Clients 48

Clients B2B Sell Sales 48

Understanding the Sales Force

SEPTEMBER 26, 2017

Image Copyright iStock Photos.

Consult 91

Consult Sell Sales 91

Partners in Excellence

SEPTEMBER 26, 2017

Everything we read about customers and their attitudes about sales people is pretty negative. Customers do everything they can to avoid sales people until the very last moment. To most customer, 600 sales people trapped in a downed plane on the ocean floor is simply a good start. When one looks at the orientation and focus of most sales and marketing programs, it’s no wonder customers feel that way.

Customers 48

Customers Drivers/motivators Account management Presentation 48

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 24, 2017

I want you to list all the reasons your customers like doing business with you. Yes, all of the reasons. Then compare your list with the lists of the other people on your sales team. Too often we overlook many of the reasons customers like doing business with us. Yet these reasons are great sales […].

Drivers/motivators 45

Drivers/motivators Customers Sales Sell 45

Sales Gravy

SEPTEMBER 29, 2017

Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? Bernie left two messages today.

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Sell Or Die

SEPTEMBER 26, 2017

Our guest this week is Joe Apfelbaum, speaker, author, motivator, CEO of Ajax Union, a New York marketing company. He’s back again to talk about the biggest issues facing people who are OR want to be entrepreneurs. Ajax Union: [link] Joe Apflebaum: [link] This episode is brought to you by, Owler. Every morning, Owler sends you the most relevant news about the companies you follow, so you can effortlessly catch up with updates in your industry in a matter of minutes.

Drivers/motivators 40

Drivers/motivators Follow-up Presentation Sales 40

Sales Hacker

SEPTEMBER 25, 2017

An exploration of independent contractor tests and guidelines from the IRS, DOL, and individual states.

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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