Anthony Cole Training
JANUARY 5, 2016
For many sales managers, the year end came to a sudden stop last Thursday as they closed the books on 2015. Yesterday, January 4 th , you were back at the office kicking off a new year of sales. Depending on the type of sales you and your team are in, January results are a result of what you did at the tail end of 2015. With that in mind, how is your March, April and May shaping up?
A Sales Guy
JANUARY 4, 2016
It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back? 2 times, 3 times, 5 times, 8 times.10 times? . Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and that’s not your job.
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Understanding the Sales Force
JANUARY 4, 2016
This is a perfect topic to begin the New Year! While others will be talking and writing about goals and resolutions, we'll be discussing the things that really make a difference. Sure, having goals is important but having them in writing, with an achieve by date, and a plan is exponentially more likely to have an actionable outcome than only having goals.
The Sales Hunter
JANUARY 8, 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. “Learn from the best to […].
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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.
Anthony Cole Training
JANUARY 4, 2016
I stopped doing a formal list of New Year’s resolutions a long time ago. I don't remember when exactly… I just know that I did. Maybe I just got tired of the process of knowing that, in the end, some of the things I wrote down would get done and others were just wishful thinking.
A Sales Guy
JANUARY 5, 2016
Jaime Casap Google’s Global Education Evangelist crushed it with this observation, and he’s right. It’s time we stop asking kids what they want to be when they grow up. S**t, it’s time we stop asking adults that question too. Why? It’s a leading question that drives people to think about who they want to work for or what environment they wish to work in, and although that seems innocuous, it’s rather damning in the 21st century.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JANUARY 4, 2016
Although we hear about the health benefits of regular exercise all the time, hectic schedules can make it seem impossible to fit workouts in. The prospect of packing a gym bag, trudging to your local gym, working out, showering, changing, and trudging back to where you came from takes an awful lot of time. But you aren't doing yourself any favors by disregarding your health.
Partners in Excellence
JANUARY 8, 2016
I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have to know about things like GUI’s, software architectures, installation, coding, memory utilization, caching, pipelining, and all sorts of little details.
The Sales Hunter
JANUARY 5, 2016
Now — not later — is the time to sit down with pen and paper and thoroughly answer the below questions honestly. Your 2016 will be better for it! 1. What did I change in my sales process this past year and what do I need to change going forward? 2. Do I know how […].
Understanding the Sales Force
JANUARY 6, 2016
I could not believe my eyes when I read this report. It was during the break between Christmas and New Years, so perhaps I wasn't as sharp as would be during a regular business day. Maybe I missed something. So I reread the report and the words amazed me even further. The report claimed that salespeople don't improve their skills as a result of sales training.
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
SalesLoft
JANUARY 7, 2016
We’ve gotten Jacco van der Kooij’s perspective on sales development metrics, as well as our own CEO Kyle Porter’s #1 KPI to measure. Now we’re onto our final thoughts from last month’s blab chat with TOPO’s Craig Rosenberg ideas around moving beyond elementary metrics. Craig’s game plan behind his sales development metrics? Map out your process. When we think about sales development metrics, we need to think about them the same way we think about demand generation metrics, marketing metrics, and
Partners in Excellence
JANUARY 4, 2016
The role of sales has clearly changed. We no longer have to spend our time educating customers about our products and solutions. Beside, too often, they really don’t care about our products and their capabilities. If we can’t talk to them about our solutions, then what’s left? What do we talk to them about? I guess, we have to focus on what interests them.
The Sales Hunter
JANUARY 7, 2016
A few weeks ago, I sat down in the Salesforce studios in San Francisco for a one-one-one conversation with Tim Clarke from Salesforce on the subject of leadership. You can watch the 40-minute conversation by going to this page. Once you enter your information, you’ll be redirected to the video. I shared several key […].
Engage Selling
JANUARY 7, 2016
It bothers me. No, it drives me crazy. What, you ask? Picture this, a sales organization delivers great service and great results. In fact, their client base is absolutely thrilled with the entire process of working with this particular organization. Yet, the organization does nothing to leverage this success. Their prospects don’t know about it, perhaps individuals […].
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
JANUARY 6, 2016
Will you be my champion? Are you okay telling me no? These are powerful questions that put you and your prospect on a level playing field. In this week’s edition of sales tips, Salesloft VP of Sales Derek Grant talks about the integrity behind asking your prospect real questions in the beginning of the sales process. Sales Tips Recap: The two questions Derek recommends asking your prospect early on in the sale: 1.
Partners in Excellence
JANUARY 7, 2016
I read a fascinating HBR Article, “How More Accessible Information Is Forcing B2B Sales To Adapt.” It’s a great article by authors I deeply respect. It’s a relatively sophisticated discussion of the digitally savvy buyer, and the increasing trend of “buyer self sufficiency.” It both reinforces, “Buyers are 57-50% through their buying process before they want to see sales people,” but also acknowledges various levels of buyer self sufficiency and
The Sales Hunter
JANUARY 2, 2016
If you want to succeed in reaching the C-Suite, you have to be persistent — in the right way! What this means is you have to use a variety of messages and you have to space them correctly. The higher up you go in an organization, the more time you need between your prospecting […].
Engage Selling
JANUARY 5, 2016
Wow. We are officially in 2016. You’re hearing me talk a lot about activities and tips for starting 2016 on the right foot. This is a deliberate attempt to help you focus on getting ahead and making the upcoming year your most successful to date. If you’re reading this blog and taking the time to increase your […].
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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
JANUARY 5, 2016
December’s blab chat was full of powerful takeaways from Jacco van der Kooij, Craig Rosenberg and Kyle Porter on moving past elementary sales development metrics. We shared Jacco’s top piece of advice for SDRs and his 3 metrics to measure for success, and now we’re onto Kyle’s metric for sales development efficiency. The #1 metric in sales development is one we touched on in the 5 Common Questions for Scaling a Sales Development Team , and it remains Kyle’s top KPI metric: the sales development
Hubspot
JANUARY 8, 2016
Think people aren't watching how you handle yourself at the dinner table? Think again. Whether you're dining with a recruiter, prospective business partner, or your boss of several years, you should always follow the rules of dinner etiquette. There's a reason people conduct business over a meal: It's a strategic way to get to know someone. How you conduct yourself before, during, and after the meal tells your host a lot about your character, your professionalism, and your social awareness.
The Sales Hunter
JANUARY 5, 2016
Sometimes things are just what they are, and if you find yourself having to discount your price too often to close a sale, maybe you have to ask if you’re going after the wrong customer? The customers you have are a reflection of your prospecting efforts. If your prospecting model attracts Wal-Mart shoppers, then […].
Engage Selling
JANUARY 8, 2016
When it comes to cold calling, the hunters have become the hunted! Learn what I mean in this week’s video sales tip! Get your copy of Nonstop Sales Boom for more in-depth sales strategies to take your organization’s sales to new heights.
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SalesLoft
JANUARY 4, 2016
A few weeks ago in December’s blab chat , Kyle Porter got a chance to (virtually) chat with Jacco van der Kooij and Craig Rosenberg to discuss moving past elementary sales development metrics. Both gave us so many powerful insights around sales development analytics — but Jacco’s most bold call to action? “We need to stop faking.”.
Hubspot
JANUARY 8, 2016
When potential customers are researching you online, they're getting to know you by way of the content of your website. Understandably, many of them might be skeptical or hesitant to trust you right away. To prove the value of what you have to offer, why not let your happy customers do the talking? Your testimonial page serves as a platform to show off how others have benefited from your product or service, making it a powerful tool for establishing trust and encouraging potential buyers to take
The Sales Hunter
JANUARY 3, 2016
Whenever I receive an email from someone who says they love the Monday videos, I smile. Why? Because that person has already figured out the importance of motivating themselves! That’s right! Do you know who is the best person to motivate you? YOU! While I and other sales thought leaders can offer up insights, ultimately […].
ConversionXL
JANUARY 5, 2016
Conversion optimization isn’t necessarily something you can major in during college, so how can you tell who will be a world-class optimizer and who will just be.meh? While there are many universal traits that define a good hire – proactivity, strong work ethic, critical thinking, attention to detail, and so on – there are some specific and unique traits that help optimizers flourish.
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.
A Sales Guy
JANUARY 6, 2016
Reach is the first chapter in Not Taught , and this quote from the book couldn’t be any more true. It’s becoming, even more, true in the 21st century. “Reach is arguably the most valuable non-monetary asset in the world. “ OK, so if it’s so valuable, what is “reach” and why is it so valuable? Reach is the ability to influence large groups of people.
Hubspot
JANUARY 4, 2016
Having an idea is one thing; executing on it is another entirely. Ideas come to us in all shapes and sizes, in all levels of importance, and at all different times of day. Sometimes, we get inspired by something we read online and want to capture it and comment on it. Other times, we come up with an idea out of nowhere and want to jot it down, or say it out loud into our phones before we forget it.
Hubspot
JANUARY 2, 2016
This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. We all want to be more creative -- to be able to produce insightful, novel ideas whenever we need to. Yet too often, we sit down with the goal of coming up with an interesting idea only to find ourselves overwhelmed by the activity. Our brains feel as if all the matter has turned to slush.
Hubspot
JANUARY 7, 2016
Let’s start with some scary stats. According to SiriusDecisions 98% of MQLs never result in closed business. Additionally, 54% of sales reps won’t make quota. All this despite record investments in marketing automation and sales enablement tools. Now consider that the top priority among B2B marketers is increasing the number of contacts/leads generated ( Source, State of Inbound 2015 ).
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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