Anthony Cole Training
APRIL 1, 2016
I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.
ConversionXL
MARCH 29, 2016
Many modern psychology researchers have suggested that the human brain has three (figurative) parts: The new brain – thinks (rational data). The middle brain – feels (emotions and gut feeling). The old brain – decides (takes input from both and pulls the trigger). Until fairly recently, many fields of study (notably economics) believed that our decisions were largely rational.
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Understanding the Sales Force
MARCH 28, 2016
I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.
Hubspot
APRIL 1, 2016
Every time I write, my goal is to write easy-to-read sentences. I never want my audience to stumble or slow down or start a sentence over. That’s why, whenever possible, I use simple words instead of jargon, periods instead of semicolons, and active voice instead of passive voice. Most importantly, though, that’s why I strive to write concisely. Framing your message concisely means saying everything you need to say in as few words as possible.
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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.
Score More Sales
MARCH 28, 2016
It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.
The Sales Hunter
MARCH 28, 2016
I know it sounds crazy, but will you focus on one thing? What do I mean by that, anyway? What I mean is that the people who experience the most success typically have the disciplined habit of focus. They focus on one thing at a time before moving on to the next thing. The good […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SalesLoft
MARCH 30, 2016
In sales development, the power of asking the right questions is your strongest asset. And while matching the sales messaging of your buyer and asking the right questions can be tough, you can always uncover your prospects’ pain points and objectives with the right discovery strategy. No matter how hard your prospects push back in the closing process, there’s always room to flex your closing muscles and get yourself the W.
Score More Sales
MARCH 31, 2016
This week I attended the Digital Growth Conference (#DigitalGrowthCon) in San Francisco put on by Sales for Life. I tend to be critical of conferences because they take dozens, hundreds, or even thousands of people away from work and it is important that they add value for those who attend. Since I flew in from Boston to San Francisco just for this, I really had high expectations for their first-ever event.
The Sales Hunter
MARCH 30, 2016
We no more than end one quarter and we start all over again looking for new leads and new sales. Each quarter it seems there are those times when we all say to ourselves, “Next quarter I’m determined to be more prepared.” Yet next quarter comes and the same thing happens, and it’s a hustle […].
Partners in Excellence
MARCH 31, 2016
I read a wonderful quote from Colin Shaw, “If you take away a company’s products, what do you have left?*” It’s a critical question each sales and marketing professional needs to answer—ultimately, that’s your differentiation. That’s the value customers want that will cause you to stand out and win. Don’t get me wrong, your products and services are what get you in the game in the first place.
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
MARCH 29, 2016
In the recent months, we’ve talked a lot about implementing Account Based Sales Development , and what ABSD is, exactly. The analysts at TOPO define it as “a concerted effort against a specific set of targeted accounts.” Essentially, an SDR is given a list of accounts aligned with the company’s ideal customer profile (ICP), which they then turn into a specific, multi-touch campaign.
Engage Selling
MARCH 31, 2016
The digital age often makes us forget about the old school approach to developing our relationships. Try this simple idea out and see for yourself the massive difference it makes! Want more strategies to improving client relationships?
The Sales Hunter
APRIL 1, 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 or complete the below information: Being […].
Partners in Excellence
MARCH 28, 2016
You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. Within minutes, the phone rings, it’s an anxious SDR. “I see you are interested in our products, can I tell you more about them, or set up a meeting for you to learn more? “Can I set up a demo?” “When do you plan on buying, who will be involved in the decision making process?
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
Hubspot
MARCH 31, 2016
Here at HubSpot, there’s one thing we love above all else: Dogs. A smush-faced pug? Instant heart warmer. Majestic golden retriever? More like new best friend. It’s no wonder our "bring your dog to work" policy at our Cambridge headquarters is an employee favorite. Beyond being popular, this program also gets big results: Our research revealed a 278% uptick in employee satisfaction when HubSpotters were within a 10-foot radius of a dog.
Engage Selling
MARCH 31, 2016
I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It’s obvious, right? Not so fast. Recently, we’ve been involved in a very large sales reorganization.
Sales Gravy
MARCH 31, 2016
Sales reps get a bad rap, but you dont have to emulate them. You can choose to create a different impression. When you do, youll see your prospecting appointment setting success rate soar.
Partners in Excellence
MARCH 31, 2016
The lives of most sales people seem to be split between two types of frenzied activities—prospecting, trying to find someone willing to talk to you and chasing down deals. Often, our engagement models are reflections of this frenzy. We send 1000’s of emails, hoping enough people respond. For those that do, we’re in a rush to qualify–qualifying even the most marginal because our pipelines are empty.
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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.
Hubspot
MARCH 26, 2016
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. There’s a common mistake both young professionals and expert contributors fall victim to when coming up with ideas. It’s known as the Einstellung effect -- when a person defaults to a known solution rather than a novel or optimal way of solving a problem.
Engage Selling
MARCH 29, 2016
Chris and I spent an afternoon scuba diving with the team at Key Dives. What an exceptional experience they created for everyone on the boat!
Sales Gravy
MARCH 30, 2016
The key to any sale is getting your prospect to tell you how to sell them. If you can do that, youll make your job much, much easier. Today it seems to be harder and harder for sales reps to qualify for interest and to identify buying motives.
Partners in Excellence
MARCH 29, 2016
Recently, I was reading a post on cold calling, it brought up the age old, “How do you generate leads without interrupting people?” The short answer is, “You can’t!” That is, unless prospects call you, in which case we are delighted they are interrupting us! The fact is, people choose to be interrupted–whether it’s a prospecting sales person, a colleague, a family member, any one.
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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
Hubspot
MARCH 30, 2016
Last fall, my teammate, Pamela Vaughan, and I made a terrifying and exciting decision. We were on a big mission to reduce our graymail, and we decided to do something drastic. We created a workflow that initially unsubscribed 250,000 people from our emails -- which was roughly half of our list -- and would continue to unsubscribe unengaged people over time.
ConversionXL
MARCH 31, 2016
Having a well-thought-out plan for A/B testing Facebook ad campaigns is essential if you want to improve your performance reliably and consistently. And the more you test, the better. A study of 37,259 Facebook ads found that “most companies only have 1 ad, but the best had 100’s” A/B testing Facebook ad campaigns can get complicated quickly (and easily produce invalid results).
Sales Gravy
MARCH 29, 2016
The How Much Is It question can be a dangerous one for sales people to handle because there are different scenarios that this question can come up, and each one needs to be responded to a little differently in order to have greater success.
Partners in Excellence
MARCH 27, 2016
The team at WideAngle and their CEO, Jon Birdsong hosted several of us in a fascinating discussion on One On Ones. Jon invited Shelley Gaynes of Gee Wiz Consulting, Rob Beattie of Thompson Reuters, and me for a fascinating discussion on what One On Ones are, how we are most effective in connecting with our people, how we leverage One On Ones to drive learning, development and performance.
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.
Hubspot
MARCH 28, 2016
Once upon a time, I worked as a freelancer. It was enlightening, thrilling at times, but also extremely tough. And it wasn't until later on in my career that I realized just how much marketers depend on contractors. Freelance designers, web developers, copywriters, video editors, SEO specialists, PR consultants, or translators -- all of these folks play a vital role on the extended team of many marketers.
SalesLoft
APRIL 1, 2016
Prospecting and selling without sales intelligence is like riding in the middle seat of the back row on a commercial jet, next to the bathroom: cramped, uncomfortable, and hard to stand out. Even my mother told me the first lesson of selling was to “go to their office and look at their pictures on the wall, desk, trinkets, so you can understand them better and talk about their interests.”.
Sales Gravy
MARCH 28, 2016
Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyesthey just might think that they should. I can promise you that theyre not going to buy from you.
Partners in Excellence
APRIL 1, 2016
Just a few things to focus on this week: Charity:Water: For those of you who have followed me for some time, you know one of my pet causes is Water–that is providing clean palatable water to everyone in the world. Every December, I run a major campaign raising money for Charity:Water. I really like their programs, 100% of the money goes to water projects in developing countries.
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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