A Sales Guy
OCTOBER 31, 2016
If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results.
Anthony Cole Training
NOVEMBER 2, 2016
Successful sales management requires several contributions:
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ConversionXL
NOVEMBER 3, 2016
Conversion optimization is a little different if you’re in B2B. Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different.
Understanding the Sales Force
NOVEMBER 3, 2016
Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.
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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.
A Sales Guy
NOVEMBER 4, 2016
There is a book called The Numbers Game; Why Everything You Know About Soccer is Wrong. It was written by Chris Anderson and David Sally. Think Moneyball for soccer. If you’re a soccer fan, you may have heard of it. If you’re Malcolm Gladwell fan and have been listening to his new podcast, it may ring a bell, because he references it in the My Hundred Million episode.
The Sales Hunter
NOVEMBER 1, 2016
People ask me all the time, “What does it take to be successful when prospecting?” I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions. This is absolutely essential! The most succeesfull salespeople are those who commit time […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
OCTOBER 31, 2016
At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.
A Sales Guy
NOVEMBER 1, 2016
A craft is something we look to perfect. A craft requires passion. A craft, by definition, requires skill and the constant improvement of that skill. When we embrace our craft, we are more committed to its purpose. We are more inclined to improvement and the execution of the craft. When we embrace our craft, we are focused on the outcomes, the value it creates for others, our influence in the outcomes and how we deliver the outcomes.
Score More Sales
OCTOBER 31, 2016
To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware.
Partners in Excellence
NOVEMBER 1, 2016
Reflect back on your career in sales. For some of you, it’s only a few years, for some it goes back a couple of decades. Regardless how long you have been involved in selling, things have changed in enormous ways. Much of what we do has changed. We used to be the gateway to information about products and services. Customers met with us to learn about new products, capabilities and services.
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
The Sales Hunter
NOVEMBER 1, 2016
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. The first reason is the customer isn’t […].
Engage Selling
NOVEMBER 4, 2016
Mike Tyson once said, you know, everybody has a set plan they’re going to use until they step in the ring and they get punched in the face.
Hubspot
NOVEMBER 3, 2016
Today’s workforce is always on the go and multitasking. We’re busy, we’re distracted, we’re ambitious, and we’re always on the hunt for new sources of inspiration. That’s why business management-oriented podcasts are so perfect for today’s professionals. A recent comScore survey found that 22% of U.S. internet users listen to podcasts at least once a week.
Partners in Excellence
OCTOBER 30, 2016
There are all sorts of books and articles that talk about the attributes of high performance sales people or high performance teams. There are statistics, data points, research, that identify all sorts of characteristics: Aptitude, comfort in talking about money, ability to handle rejection, listening skills, self discipline, time management capability, industry knowledge, market knowledge, competitiveness, goal orientation… The lists go on and on and on.
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
The Sales Hunter
NOVEMBER 4, 2016
Sales is an emotional game. It never ceases to amaze me how much a person’s emotion and level of motivation impact results. Every manager knows there will always be moments to praise success and to critique things that don’t go well. Challenge is making sure the salesperson’s motivation remains positive. Each salesperson responds to […].
Engage Selling
NOVEMBER 1, 2016
You’ve probably had to deal with professional criticism at some point (or often) in your sales career.
Hubspot
NOVEMBER 4, 2016
LinkedIn is best known as the world's largest professional network -- in other words, users aren’t there to look at cat memes or read celebrity gossip. Instead, they're looking to connect with people in their industry , network, keep up with industry news, and look potential job opportunities. For marketers, paying attention to this difference in user purpose is key when building your social strategy.
Partners in Excellence
OCTOBER 31, 2016
Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. There’s huge amounts of data outlining the differences in sales time and cost between growing an existing relationship and acquiring net new logos.
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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.
The Sales Hunter
NOVEMBER 3, 2016
Why do people think they can send out lousy emails and expect people to respond? Do these people think the people they’re sending them to are as stupid as they are? I’ve been collecting the worst of the worst and it’s time to start calling them out. Some people have told me I should not […].
Pointclear
NOVEMBER 2, 2016
There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.
Hubspot
NOVEMBER 4, 2016
No matter what sector you're in, the holiday season is a time when marketers can drive new sales, attract new customers, and create valuable promotional deals. With all of that opportunity comes the need for extra marketing efforts around the holidays. But it's not enough just to execute deals like every other brand out there -- holiday sales also bring holiday noise, so it's essential that your marketing efforts to stand out from the crowd.
Partners in Excellence
NOVEMBER 2, 2016
Imagine you are investing in a fantastic sales automation tool. It’s a multimillion dollar investment. It takes some time to implement the system and get it fully productive, perhaps 7 months to a year, depending on the complexity of your operations. Once it’s in production, it drives the results you expect. But after 18-22 months, you decide to abandon it, you decide to go through the same process again, with the same levels of investment with a new sales automation tool.
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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
The Sales Hunter
NOVEMBER 2, 2016
Digital Sales Engine is a day-long online learning event on November 17, packed with live sessions and master classes by 30+ of today’s leaders in sales. Other top sales speakers and I will come together to provide a learning experience full of proven strategies and powerful insights around sales technology. The event will consist of […].
SalesLoft
NOVEMBER 4, 2016
Sales data scientists and process designers, now better known as Sales Operations Leaders, had a big hand in creating the Customer Relationship Management (CRM) tools of today’s sales stack. Salesforce, in particular, is the CRM that serves as home base for prospect and customer data entry for most modern sales organizations. But Salesforce for Sales Operations Leaders is about a lot more than front end customer and prospect data.
Hubspot
OCTOBER 31, 2016
A dancer sweeps gracefully through a deserted London cityscape. An dinosaur bursts through the ceiling of a night club. A particularly unintelligent looking cat contemplates jumping to a nearby perch. What do all these different tableaus have in common? They're all featured in creative ads from the past month. If you've been out of the loop, don't worry -- we've got you covered.
Partners in Excellence
NOVEMBER 4, 2016
I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities. In most of our lifetimes, we’ve seen things like PC’s, Smart Phones, and other things become commodities. They are largely undifferentiated, leading people to buy on price. The trend toward commoditization paints a dire picture for our companies and sales people.
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.
The Sales Hunter
OCTOBER 29, 2016
Digital Sales Engine is a day-long learning event packed with live sessions and master classes by 30+ of today’s leaders in sales. I am excited to come together with other top sales speakers on November 17 to provide a learning experience full of proven strategies and powerful insights around sales technology. The event includes live interactive […].
SalesLoft
NOVEMBER 1, 2016
You’ve learned that letting the insights gained from lead records fly under the radar as basic CRM inputs is a detriment to your sales process. So, given that you’re in the process of taking control of your Salesforce lead records , and empowering your process with that data-driven knowledge, it’s time to put that knowledge to the test in the most original sales development medium possible: using a dialer.
Hubspot
NOVEMBER 1, 2016
LinkedIn is the #1 social media platform for B2B content distribution. That makes it a key platform to generate leads, build professional relationships, and drive leads. But it’s not enough to use LinkedIn just to build an organic following. If you want to effectively expand your content's reach and get it in front of the right eyes, you should be using LinkedIn's Sponsored Content feature.
Score More Sales
NOVEMBER 1, 2016
The short answer if you are in a hurry to read this is:
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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