Anthony Cole Training
AUGUST 2, 2019
If you have followed my blog, read our sales newsletters or listened to our audio sales brews , then you’ve heard me talk about success formulas. The concept is pretty simple. If you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way, especially if you are missing critical pieces of the process.
Gong.io
JULY 31, 2019
Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. . Not only that, but you’ll also learn how and when to use these questions. In fact, we’re going to start with that foundation. Master sales pro know that this skill is as important as what they ask. It sets the tone to conversational. Take the advice below and shift your line of questioning.
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ConversionXL
AUGUST 1, 2019
C.F. Kettering once said, “My interest is in the future because I am going to spend the rest of my life there.”. When we look at data and analytics, we’re focused on the past. How did we do last quarter? What happened H1 2019? And how does that compare to H1 2018? How well did landing pages X, Y, and Z convert last Monday at 1:03 p.m.? (I’m kidding, I’m kidding.).
Membrain
JULY 31, 2019
Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.
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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
JULY 31, 2019
In most companies, we find that the bottom 40% of producers are responsible for less than 20% of the total sales production (in many cases less than 10% of new business- even when we take out new hires with less than 2 years of service).
The 5% Institute
JULY 29, 2019
Whether you’re a business selling directly to customers, or perhaps even other businesses; the chances are high that you’re going to need to speak to them on the phone. Speaking and selling effectively over the phone is crucial if you want to win more clients and serve more people. In this article, we’ll be looking at some effective phone sales tips to help you achieve your goals.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JULY 28, 2019
Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.
G2
JULY 30, 2019
The march is on to establish digital identities that fully mirror the real-life identities of individuals.
The 5% Institute
JULY 29, 2019
You’ve probably heard the age old saying – “People do business with people they trust, know and like”. I believe that not only does this still ring true in today’s world, but it does today even more-so. How To Build Rapport In Sales. So how do you build rapport in sales? We’ll be looking at that in a bit more detail, but first let’s revisit what rapport is.
SalesforLife
JULY 28, 2019
Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Some companies call it squads, some companies call it pods – but ultimately Aristotle’s definition of synergy – which states that the whole is greater than the sum of its parts –explains it best.
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
Engage Selling
AUGUST 1, 2019
Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don’t know when to slow down on that persistence and actually repel the client away.
RAIN Group
JULY 31, 2019
This RAIN Group article was first published on Selling Power. When it comes to sales prospecting, sellers are frequently told the following: "Cold calling doesn't work.". "It's impossible to get through to buyers cold.". "With all the information on the Internet, buyers do their own research and reach out later in the sales process.". "You shouldn't pitch your capabilities.".
Women Sales Pros
AUGUST 2, 2019
We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power–when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is on the student, other times on the teacher. Great teachers have the ability to make information stick, and to inspire change and action.
Partners in Excellence
JULY 29, 2019
We are most effective in coaching when we are focused on an observable behavior. That is, “I observed you doing this… ” “When this happens, you tend to do…” “What would happen if… ” Observable behaviors critical to effective coaching. They provide the context for the conversation. But observable behaviors have a shelf life, or use by date.
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
CloserIQ
JULY 29, 2019
Every sales professional has hundreds of prospects who either didn’t answer their calls or emails, told them to get lost, or actually started going through the process — but ultimately, didn’t convert but we need to re-engage those old leads to turn it around. . Most salespeople want to forget these folks, but that would be a mistake. Getting traffic and leads is the biggest pain of 63% of businesses , so anyone source you can take advantage of needs to be used.
The Sales Hunter
JULY 30, 2019
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1.
A Sales Guy
JULY 30, 2019
Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.
Partners in Excellence
AUGUST 1, 2019
Stripped of everything else sales is simple. At it’s core, sales is about: “Finding a person/company with a need, helping them solve it.” “Finding enough of these to achieve our business goals.” As with many complex things, we can express them in very simple terms. There is great beauty and simplicity in the expression of the laws of physics, a mathematical equation, in a great piece of art or music, in a great book.
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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.
Sandler Training
JULY 29, 2019
Tim Priebe, Founder of T&S Online Marketing, talks about how to integrate Sandler into your marketing and shows you the attitudes, behaviors, and techniques needed to be more successful at marketing the Sandler way. Get the best practices for marketing collected from around the world. Listen Time: 30 Minutes.
G2
JULY 30, 2019
Nothing sells as well as visual content.
SaaStr
JULY 29, 2019
Recently on LinkedIn and Twitter I put together a list of things that later, once you are successful, even very successful, you’ll regret. It got a lot of engagement from the SaaS veterans out there, so I thought it would be worth digging in more on each point: Regrets are different than mistakes. You will make so many mistakes. We all do. You learn, you move on.
Partners in Excellence
JULY 30, 2019
While it’s trite, I have to start with some basic assumptions about time. Time is virtually the only thing each of us face, that is fixed or finite. Regardless how much we might wish or try, we cannot make more time. We can only think of how we reallocate what we do with time and how we use the time that we have. We seek to get the most out of each minute we have, wasting as little as possible (though “wasted time,” may actually be some of the most useful time, more later.).
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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
Engage Selling
AUGUST 2, 2019
???????????????????????????Most of my clients are in traditional businesses: commodities, manufacturing, aerospace, and finance. Businesses and business reps that have a long history in the market have been successful because of relationships.
Hubspot
AUGUST 1, 2019
You probably spend a lot of time cultivating valuable connections by prospecting on LinkedIn , and it’s likely that at some point, you’ll want to download those contacts’ information to further nurture those connections. But how do you do that? Where do you get started when exporting LinkedIn contacts -- and then what? Read on for step-by-step directions with helpful, up-to-date screenshots.
Sandler Training
JULY 31, 2019
In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team. Read Time: 6 Minutes.
G2
JULY 30, 2019
Would you volunteer time for your employees to volunteer?
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.
Force Management
JULY 31, 2019
It's a topic we get asked about frequently. Is Command of the Message a marketing initiative? Or, why is Command of the Message a sales initiative and not a marketing one? Indeed, the name may leave some confused, but once you understand Force Management's point-of-view, it begins to make sense for sales and marketing leaders, particularly those who are looking to create a better buyer and customer experience.
Hubspot
JULY 30, 2019
Making the transition from academia to professional life is a milestone that our four-year undergraduate degrees often don't prepare us for! If you're getting ready to make the jump from backpack to briefcase, here is a week-by-week plan to help prepare you for your first month of job searching. Week 1: Self-Reflection. Before diving into your job search and applications, it’s time to start reflecting about what you want your first career move to be.
Sales Hacker
AUGUST 2, 2019
If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. Keep reading to learn how to put together this 5-step plan — and penetrate your market in just 3 short months.
Heinz Marketing
JULY 27, 2019
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. The Sad Tyranny of an Inbound-Only Approach to Winning Clients. Inbound marketing is important, but it is ancillary to an effective outbound approach.
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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