Anthony Cole Training

NOVEMBER 28, 2018

I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.

Drivers/motivators 137

Drivers/motivators Technology Technology Sell 137

ConversionXL

NOVEMBER 27, 2018

If you’ve ignored the design and content of your “thank you” page, you’re neglecting: Recent purchasers. New leads. These are some of the highest value segments of an online audience, yet what most sites decide to show them is an afterthought. Whether you’re confirming access to a PDF download or thanking someone for a four-figure purchase, there are ways to add value for users—and get more value for your business.

Cross-sell 133

Cross-sell Hospitality Referrals Real Estate 133

Membrain

NOVEMBER 25, 2018

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

Sales 109

Sales 109

RAIN Group

NOVEMBER 27, 2018

Seventy-five percent of purchases are strategic, meaning the buyer is making an investment and not required to buy. Yet only 14% of buyers discover these strategic opportunities from sellers. If you want to grow your sales in 2019, the opportunities are out there and very few sellers are taking advantage. How can you build a team that closes this gap?

Growth 105

Growth B2B Strategize Sales 105

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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.

Follow-up

Anthony Cole Training

NOVEMBER 26, 2018

Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.

Clients 137

Clients Relationship building Sales 137

ConversionXL

NOVEMBER 28, 2018

ABM works – when it’s done right. Taking shortcuts can cost you time and money. In this video, Steve covers what account based marketing is and how your marketing and sales teams can close bigger B2B deals faster with an effective ABM program. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post What is Account Based Marketing?

B2B 100

B2B Closing Sales 100

Membrain

NOVEMBER 28, 2018

Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.

Sales 93

Sales 93

Hubspot

NOVEMBER 26, 2018

In video marketing, choosing the right soundtrack can be the difference between a video that grips your audience from start to finish and one that they can barely get halfway through. Play a fitting soundtrack or jingle in your video, and you can grab your audience’s attention and evoke the specific emotions and feelings you want them to associate with your brand.

Construction 98

Construction Sports Gaming Follow-up 98

Partners in Excellence

NOVEMBER 27, 2018

Categorize this post as “thinking out loud.” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technolog

Sell 92

Sell Objection handling Assembly Line Territory 92

Gong.io

NOVEMBER 27, 2018

In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Follow me to read upcoming research. I’m not a natural salesperson. I had to learn to sell manually. And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I can almost hear your mind racing during sales calls,” he told me.

Sell 76

Sell Technique Meeting Presentation 76

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

Heinz Marketing

NOVEMBER 30, 2018

By Lauren Dichter , Marketing Coordinator at Heinz Marketing. For a while, I just couldn’t choose a topic for this month’s blog post. So I swallowed my pride and asked our president, Matt Heinz , if he had any ideas. He said, “You know what, I actually have been really curious about Instagram. Can you write about that?”. My immediate thought was “Uh, YEA, I look at that app way too often!

B2B 78

B2B Objectives and Key Results Represent B2C 78

Hubspot

NOVEMBER 28, 2018

To improve your team's productivity, reduce turnover rates, and drive increased revenue for your company, it's critical you take the time to focus on your employees' job satisfaction. If you're wary about the tangible benefits of job satisfaction, consider this -- happiness has shown to increase employee productivity by at least 12%. Undoubtedly, your company will grow faster if you invest in your employees' happiness.

Campaign 94

Campaign Gaming Promote Education 94

Partners in Excellence

NOVEMBER 26, 2018

The word “transformation,” has become the buzzword for 2018. Every consultant, guru, prognosticator talks about transformation. Within organizations, executives proudly present their transformation strategies. Yeah, I also use the word–possibly too much. The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/market

Objection handling 81

Objection handling Cross-sell Technology Technology 81

CloserIQ

NOVEMBER 27, 2018

The most successful Account Executives (AEs) aren’t just smart and driven. They also know how to make efficient use of their time, and stay on top of client relations. Of course, using the right tools makes these tasks a lot easier. Here are seven indispensable tools every AE should try out. 1) Remote presentations/video conferencing applications. The ability to communicate with prospects and clients remotely is critical for sales success.

Contract 76

Contract Pipeline CRM Clients 76

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

Sales Hacker

NOVEMBER 30, 2018

Why successful sales people walk away. When you’re young and new to sales, there’s a strong compulsion to chase after every opportunity that comes your way. It’s not surprising, just getting prospects to engage at all has become so hard! So, when you get someone to actually talk and you spot a possible opportunity, you’re onto it all guns blazing! There’s a sort of die hard, “I’m a sales guy/gal, I’m relentless, I never give up” type mentality that sets in.

Commission 76

Commission Manufacturing Negotiate Quota 76

Hubspot

NOVEMBER 29, 2018

As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real estate mogul, Barbara Corcoran , began by recording videotapes of her listings. They were initially recorded on VHS tapes, but she found the greatest success when she uploaded the videos to her website.

Real Estate 92

Real Estate Angle Non-Profits Clients 92

Partners in Excellence

NOVEMBER 29, 2018

The other day, I published a post, “ Are Traditional Selling Skills Even Relevant Anymore? ” It’s generated a lot of great ideas and good discussion on both sides of the topic. One of the premises I had in the article is that the skills/challenges we face in driving change within our own organizations, and that those customers have within their organizations are not much different than the conversations/engagement that sales people and buyers have.

Conversion 80

Conversion Customers Manufacturing Finance 80

Outreach

NOVEMBER 30, 2018

Most limits aren’t limits. That’s why Olympic records get broken and all-time-highs in just about any field get pushed further up every now and then. Sales is no different. If you’re a sales manager or have been an SDR for a while, you know that even the finest playbooks can still be tweaked here and there to squeeze just a little more efficiency, or produce a few more responses and deals than the team usually achieves.

Sales 73

Sales Follow-up Prospecting 73

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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

Sales Hacker

NOVEMBER 29, 2018

Let’s set a scene. Company raises money and is now ready to “scale the sales team.” Their current seller has done a great job, so the natural inclination is to assume that we want to replicate that person and sales will continue to grow, right? “John is our best AE– I need 10 more Johns!”. Fast forward 1 year later: “Oh no, my entire sales team looks the exact same…”.

Process 74

Process Sales Technique Pipeline 74

Hubspot

NOVEMBER 27, 2018

Growing a business requires investment capital. Scaling businesses need money to launch products, hire employees, service customers, and expand. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail?

Finance 82

Finance Represent Manufacturing Launch 82

Partners in Excellence

NOVEMBER 26, 2018

Metrics are important. They provide a means of helping us understand whether we are on target to achieving our goals. They also give us insight into potential changes in the market. As we “instrument” more of the selling process, whether through CRM, mobile tools, and other means, we have the capability of measuring many more things than we have in the past.

Profit margin 79

Profit margin Pipeline Contact Follow-up 79

Heinz Marketing

NOVEMBER 27, 2018

My first of “ ten lessons learned in ten years in business ” was to Put Values First. Today I want to talk about Putting Yourself First. I’ve invested a lot of time and energy in my career, throughout my life, trying hard to give back to others. One of my early professional mentors taught me about servant leadership and I strive to live that with my employees, customers, partners, peers, family and others.

Product 72

Product Customers 72

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Campaign

SalesHood

NOVEMBER 25, 2018

Account Collaboration and Strategic Account Planning with video is a very efficient and effective way to align a team and deliver great value to your customers. Last week, I needed to quickly get up to speed on one of our customers. We had a scheduled meeting with one of our larger and most strategic [ ] The post Account Collaboration and Strategic Account Planning With Video appeared first on SalesHood.

Strategize 63

Strategize Meeting Customers Process 63

Hubspot

NOVEMBER 27, 2018

I first heard the term "Finsta" from my 16-year-old cousin. She had just taken a ridiculous selfie of herself, and had declared it "Finsta-worthy". When I asked what she meant, she explained a "Finsta" is a fake Instagram, or a "Finstagram" (shortened for cool factor, probably). "But … Why do you need a fake Instagram account? Isn't one enough?" I asked her.

Follow-up 77

Follow-up Closing Trust Presentation 77

Partners in Excellence

NOVEMBER 28, 2018

I just read a report, “ The Mood Of The B2B Buyer.” The results weren’t surprising, reinforcing most of the other research I see. There was one piece that provoked me to reflect. It was the response to the question, “In what circumstance might you opt for a more expensive solution to address a specific business need or pain point?

Construction 75

Construction Negotiate Price Pitch 75

Heinz Marketing

NOVEMBER 25, 2018

Keeping your audience engaged is a challenge for every speaker. Some put polls in the middle of their presentation to keep things interactive. Liven.io takes that to another level, giving your audience access to your entire presentation in real-time on their own machines (laptops, smartphones, tablets and more). Through Liven your audience can follow alone with your slides, answer poll questions, share feedback, even engage in real-time chats about your content with other attendees.

Presentation 71

Presentation Technology Technology Sales 71

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.

Retail

CloserIQ

NOVEMBER 30, 2018

The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Featured Article. Tools Every Account Executive Should Have. The most successful Account Executives (AEs) aren’t just smart and driven.

Inside sales 58

Inside sales Relationship building Lead generation Up-sell 58

Hubspot

NOVEMBER 30, 2018

As an entrepreneur , cash is necessary to fund your operations. Whether you need new equipment for your business or a larger office space, you'll have to raise funds to pay for these investments. Funding can come from a loan, investor, business line of credit , or you can pay cash. Cash and short-term assets that can be quickly converted to cash are called current assets.

Real Estate 73

Real Estate Manufacturing Government Finance 73

SalesLoft

NOVEMBER 28, 2018

Whether you’re planning your first sales kickoff (SKO) or it’s your 20th, there’s always pressure to make it memorable and see a return on your investment. To that end, we rounded up 7 ways to ensure an ROI on your sales kickoff. There is no one-size-fits-all plan for sales teams. Variables like size, experience, team dynamic, past year’s performance, and your big goals for the coming year need to be factored in.

Drivers/motivators 52

Drivers/motivators Follow-up Sales Start-ups 52

Heinz Marketing

NOVEMBER 28, 2018

Over the past ten years, I’ve learned to Put Values First and simultaneously Put Myself First. My third of “ ten lessons from ten years in business ” is to Recognize and Prioritize Two Distinct Levels of Focus. I work day to day from a combination of to-do lists and a calendar that together keep me focused. In the midst of a busy workday, I want to know where my time is best spent.

Start-ups 70

Start-ups Product 70

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