Hubspot
FEBRUARY 9, 2018
As an acquisition marketer, I hear questions like this all the time: "Is the PDF dead? Is the webinar dead now too? How should we continue generating leads for our sales team while continuing to innovate on the content formats we produce and gate behind a form?". It’s 2018, and the way our prospects and customers find and consume content has certainly changed.
Heinz Marketing
FEBRUARY 9, 2018
If I hear one more marketer tell me that the sales team is their “eyes and ears to the customer” I am going to scream. There’s no doubt that your sales team is likely on the phone with current and prospective customers more than you are. But their job is not to build your personas for you. They are not there to help determine who the active members of your buying committee are.
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Engage Selling
FEBRUARY 8, 2018
It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.
Membrain
FEBRUARY 4, 2018
Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either stick with the status quo or choose the cheapest from a set of apparently similar options? Or why even if they do have a preference, the customer is often only willing to pay a very modest premium for what they see as no more than a "slightly better" solution?
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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.
Hubspot
FEBRUARY 7, 2018
There’s no such thing as a born salesperson. Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling.
SalesforLife
FEBRUARY 5, 2018
Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their quota. That was the starting point for a survey by the Harvard Business Review that looked at the motivations and personal attributes of overperformers in the sales arena.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
FEBRUARY 6, 2018
A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […].
Hubspot
FEBRUARY 8, 2018
As a sales professional, you’re sending emails all day, every day. Hopefully you have some idea of what your open rate is -- but do you know how you rank against the rest of your industry? What if you’re below average and have room to improve? Maybe your current rate is 20%. With a few changes, you increase to 30%. Let’s do some quick math. For every 100 emails, you get 10 booked meetings.
Heinz Marketing
FEBRUARY 8, 2018
By Matt Heinz, President of Heinz Marketing. Is Inc Magazines’ “ How I Work ” a favorite of yours? or maybe, Lifehacker’s This Is How I Work Series? Mine too. For some time we’ve been doing our own #HowIWork series of B2B sales, marketing or business leaders answering “How I Work” questions ( starting with my own answers). Check out the updated the questions below.
Openview
FEBRUARY 5, 2018
As a sales leader, you are evaluated by the success of your team – for better or worse. As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”.
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
Understanding the Sales Force
FEBRUARY 9, 2018
If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII. You might have been paying attention when a day later the Patriots offensive coordinator agreed to take the head coaching position of the Indianapolis Colts. The press conference was scheduled to take place on Tuesday, but 3 hours before Josh McDaniels would be introduced as the Colts new head coach he changed his mind, left
Partners in Excellence
FEBRUARY 6, 2018
All of us know, often talk about the Pareto Principle. It’s the 80/20 “rule.” an observation we apply to lots of different things. For example, 20% of our sales people produce 80% of the results. Much of the “data” suggests this is conservative, that far few sales people produce a larger percentage of the results. Often, though, I think we misunderstand this.
Heinz Marketing
FEBRUARY 6, 2018
A week ago I deleted Instagram from my smartphone and wrote about it briefly on LinkedIn. Apparently it’s a topic many others have thought about and/or struggled with as well. As of this morning, that post has been viewed more than 1.3 million times and generated more than 5,000 likes and 1,000 comments. Crazy. In reading through the comments and discussing the issue with colleagues over the past few days, I’ve noticed that most of us who struggle with the dark side of social media
SalesforLife
FEBRUARY 6, 2018
If you are only posting stories for people to read, you're only using half of the Internet. Great content should encourage B2B buyers to engage in conversations with your sales teams. Consider your ideal buyers for a moment and try to assess what would motivate them to engage, explore further or even buy.
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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
Understanding the Sales Force
FEBRUARY 7, 2018
Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome. Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. The data in the report, which you can download here , hasn't changed a great deal since 2017, but the report's new look is awesome.
Hubspot
FEBRUARY 7, 2018
Everyone thinks they can write. Even, it would seem, robots. But do these automated writers really have the ability to produce content to rival the work produced by those of us who write for a living? Should we see them as a threat? Likewise, whether you are a brand manager within retail, travel, finance or any other industry, will this affect you and what, if anything, do you need to be thinking about now?
SalesLoft
FEBRUARY 6, 2018
How many touches does it take to get a contact to respond? Is it better to call or email a contact when reaching out for the first time? How long should you wait before following up with a contact after your first, fifth or tenth attempt? Is there a combination of sales touches that consistently outperform the rest? These are just a few of the questions that keep our customers and Salesloft’s Lead Data Scientist, Roi Ceren, up at night.
SalesforLife
FEBRUARY 8, 2018
We all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. It's baked into us from a young age—check out this post from HubSpot on 26 forms of bias.
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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.
Sales Hacker
FEBRUARY 6, 2018
In this article, I’ll explain how to build rapport on a sales call, and 4 lethal mistakes to avoid during your sales conversations. In our rush to focus on the latest automated email app or Chrome extension , we’ve forgotten that at its core, sales is about harnessing the power of human-to-human interactions. Because of this, t oo many salespeople are sabotaging their opportunities for success from the very start.
Hubspot
FEBRUARY 6, 2018
Thomas Edison grossed 1,093 patents over the course of his career. He was also reportedly fired from his first two jobs for not being productive. Huh? Popular opinion might say that’s because creativity needs both stimulation and room to breathe. These workplaces were likely either uninteresting or too stressful, preventing Edison from flapping his inventive wings toward the problems he wanted to solve.
Partners in Excellence
FEBRUARY 9, 2018
Every once in a while, someone asks me, “When is it right to challenge?” At first the question bothered me, my knee jerk reaction was, “We should be challenging our customers 100% of the time.” Then I realized may have been answering a question that is different than what the person is asking. Even though Challenger was published years ago, there remains a lot of misunderstanding around the concept Challenging.
SalesforLife
FEBRUARY 7, 2018
Nobody wants to hear, “I'll check with my boss.” It usually means that sales loses control of the presentation and will be shut out of the Q&A session, if there ever is one. That's one of the reasons why every salesperson should strive to get through to the C-suite from the start. Then sales just has to sit back as the gravitational force of management pressure can work its magic on the procurement team.
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Membrain
FEBRUARY 7, 2018
When I founded Membrain 5 years ago, it wasn’t because I thought I was great. It was because I knew I sucked. I sucked at helping salespeople succeed, and I wasn’t alone: The whole industry sucked at helping salespeople succeed.
Hubspot
FEBRUARY 5, 2018
My college roommate was the fastest writer I’ve ever met. If he had a 10 page paper due at 9 AM on a Thursday, he would start writing it at 6 AM. that day. And the craziest part of all was that he always got A’s. I couldn’t never grasp how he could do something in a few hours that took me a full school week to do. When I asked him how (and why) he did everything last minute, he told me that he needed the pressure of an impending deadline to spark his motivation.
Partners in Excellence
FEBRUARY 8, 2018
Over the past several weeks, I’ve been writing articles related to designing our organizations for performance. Whether it’s talent management,rethinking the bell curve, metrics and shifting the numbers in our favor, or rethinking the pareto principle–we can and are obligated to design our organizations for performance. It’s a simple concept, but too often, it seems we design for mediocrity.
SalesforLife
FEBRUARY 9, 2018
Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server space and offering zero action. Some research indicates that up to 65 percent of the content created for sales teams is going to waste. Why?
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.
Heinz Marketing
FEBRUARY 7, 2018
After years of following him online, I finally got a chance to meet Godard Abel yesterday at the SaaStr Annual Conference. Godard is a serial successful entrepreneur, having built and sold numerous companies after taking the kernel of an idea and making it a scalable, profitable reality. His latest company, G2 Crowd , is on a similar path – quickly growing in scale and impact amongst B2B customers worldwide.
Hubspot
FEBRUARY 5, 2018
Friends, I have a confession to make. There are moments when I obsess over Google's algorithm in the same way that certain movie characters might obsess about their exes. I mean, we all do, right? After all, just look at how much my colleagues and I discussed it right here on the Marketing Blog. Here's what Google did this month. Here's what Google's doing next.
Engage Selling
FEBRUARY 5, 2018
I’ve often said to B2B sales audiences “If they can’t find you, they won’t buy from you!” This is why I embrace a ubiquitous marketing approach for sellers. (Chapter 3-4 in Nonstop Sales Boom).
Jill Konrath
FEBRUARY 8, 2018
It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about.
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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