A Sales Guy
OCTOBER 12, 2015
You “Can’t” It’s not that you can’t get ahold of the CEO. It’s not that you can’t make Presidents Club. It’s not that you can’t find more “A” players. It’s not that you can’t penetrate that big account. And it’s not that you can’t get your team to use a CRM. It’s that you haven’t yet ; and that is an entirely different situation. The minute you say you can’t it’s over.
ConversionXL
OCTOBER 12, 2015
Are you familiar with the expression, “The most valuable customer is the one you never lose”? In the CRO industry, it’s easy to focus on simply converting more leads all day, every day. More visitors to the landing pages, more emails submitted, more phone numbers captured, etc. A higher conversion rate is great, but as Peep says, “If you want to increase conversions, make everything that you sell one cent, conversions go way up, but you go out of business.
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The Sales Hunter
OCTOBER 13, 2015
Does your level of sales drive your motivation or does your motivation drive your sales? Yes, it is a chicken or egg type of question. In my mind they drive each other, but in the end I want to close as many sales as possible, so it means my motivation needs to be at […].
Partners in Excellence
OCTOBER 11, 2015
Marketing has been developing fantastic content. They are leveraging every analytic tool imaginable, they’ve got marketing automation tools, they’re active on social channels, doing everything possible to generate demand. Sales people wait for the coveted SQL–the Sales Qualified Lead. Regardless of what’s been agreed between marketing and sales, to a sales person the SQL is a buying ready (hopefully PO ready) lead.
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A Sales Guy
OCTOBER 13, 2015
It’s not uncommon for me to get calls from business owners, CEO’s, heads of sales, etc. asking for help. In some cases, there is a good need to work together, and we enter into a contract. Other times, for whatever reason, it just doesn’t make sense. In these cases, the person or company isn’t ready, they don’t have the money, they have resource issues, etc.
ConversionXL
OCTOBER 16, 2015
Quick! How many CRO “best practices” can you name off of the top of your head? I’m willing to bet the number is quite high. I believe best practices are merely common practices [Tweet It!] , which is why I’m putting another “tried and true” concept to the test. (If you recall, earlier this year, I explored whether social proof is really that important.).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 15, 2015
There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales. In the “old days,” there were clear distinctions between inside and outside sales.
The Sales Hunter
OCTOBER 11, 2015
Do you have a huge goal on your list for this year… and you still haven’t made much progress? Take just ONE step on that project! And then repeat. You can do this, but you have to be willing to take one step. Check out the video to see what I mean: Copyright […].
ConversionXL
OCTOBER 13, 2015
With all the talk about A/B testing, it’s easy to forget there are other methods of measuring the effects of experimentations, such as cohort analysis. Cohort Analysis 101. Cohort analysis sounds complicated, but it really isn’t. A cohort is basically just a group of subjects that share a common experience during a time span. Here’s the Wikipedia definition : “In statistics and demography, a cohort is a group of subjects who have shared a particular event together during a particular time span[1
Engage Selling
OCTOBER 15, 2015
Could your testimonials actually be repelling your potential buyers? Let’s face it, demonstrating social proof that your product or service actually creates results is a fantastic way to develop interest in your marketplace. The only problem? If your testimonials don’t contain the proper elements, not only will people not buy from you, but you’ll also […].
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
Partners in Excellence
OCTOBER 12, 2015
Actually, the full context of this phrase comes from Shakespeare’s Romeo and Juliet, Act 2, Scene 2, Juliet says: “What’s in a name? That which we call a rose… By any other name would still smell as sweet…” It turns out that roses aren’t roses aren’t roses. At last count, there were 150 species of rose and thousands of hybrids.
The Sales Hunter
OCTOBER 13, 2015
“No” is a buying signal. I’ll take a “no” any day over a customer who won’t make any decision at all. At least a “no” is something I can work with. When a customer says “no,” we have to remember what they’re saying. The “no” is a no, but only for that moment in time. […].
Hubspot
OCTOBER 15, 2015
Search engine optimization is complicated. For many, it’s considered a dark art, peppered with unknowns and uncertainties. And while some marketers consider it an exciting challenge, others back away from it in fear that they'll simply never get it right. However, the truth is, if you are doing any kind of online marketing, having even a basic understanding of SEO can help you deliver more successful strategies and campaigns.
Engage Selling
OCTOBER 14, 2015
Don’t hire an external sales trainer! Use the experts inside your own team instead. In this podcast I discuss how to create a special project team of internal trainers that will accelerate your results and improve implementation. Don’t hire an external sales trainer! Use the experts inside your own team instead. In this podcast I discuss how to create a special project team of internal trainers that will accelerate your results and improve implementation.
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
Partners in Excellence
OCTOBER 11, 2015
No this isn’t a post on the evils of texting or reading emails while driving—though the costs of those distractions are devastating. This is focuses on all the tools, alerts, and things that are supposed to help us, yet in fact have devastating impacts on our personal effectiveness and productivity. We can point out endless examples—people reading their smartphones during a meeting, the person you are meeting with is a devout believer in multitasking.
The Sales Hunter
OCTOBER 16, 2015
Jeb Blount nails it with his book, Fanatical Prospecting! Ask me why and I’ll say it’s the way he gives practical no-holds barred proven techniqes to help you successfully prospect. The big thing that separates this book from so many others on the topic of prospecting is Jeb doesn’t sugar coat it and say how […].
Hubspot
OCTOBER 10, 2015
This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Why do some of the smartest people hit a wall in their careers where they can't seem to move up any further? And why do people who aren't as knowledgeable or experienced in a field become extremely successful leaders in organizations? What sets people apart from their peers isn't cognitive intelligence or a specific skill set.
Engage Selling
OCTOBER 13, 2015
How often do you track your growth accounts? In order to be successful with your growth clients, you should be tracking them on a regular basis. More specifically, you should update yourself on their progress on a monthly basis. This may seem counterintuitive, especially because I recommend tracking key accounts on a quarterly basis. But, […].
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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.
Partners in Excellence
OCTOBER 14, 2015
Social Selling is the “Easy Button” for every sales person’s dreams of making quota. At least if you believe 75% of what’s written about Social Selling, all you have to do is leverage LinkedIn, Facebook, Twitter Piinterest or whatever your favorite social selling platform is–and you will be successful in sales. Make connections, have a great profile, comment on articles, build your network, reach out and engage.
The Sales Hunter
OCTOBER 15, 2015
If you want new strategies for driving revenue and acquiring more (and better!) customers, then you won’t want to miss the upcoming Customer Acquisition Symposium DC-2015. On November 13 in McLean, VA, I will be speaking with 5 other sales thought leaders at the symposium. B2B sales professionals will benefit greatly from the TED-like presentations […].
Hubspot
OCTOBER 16, 2015
If you've ever taken a subway somewhere, then you've probably noticed something a little peculiar going on. People are completely and utterly absorbed -- but not in conversation with their neighbors. They're absorbed in their devices: smartphones, tablets, laptops, etc. With over two billion people using the internet worldwide, 144 billion emails being sent each day, and the average user spending 3.2 hours a day on social networking sites, it should come as no surprise that technology is beginni
SalesLoft
OCTOBER 14, 2015
The most challenging part to any process is getting started. Whether it’s a writer’s blinking cursor on a blank page, an artist’s first stroke of paint on a white canvas, or a salesperson’s first call of 100 — that first lunge off the starting block is the hardest. In sales development, a curated prospect list is the foundation for call success.
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Partners in Excellence
OCTOBER 14, 2015
Few organizations have the ability to reach every possible customers themselves. They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow.
The Sales Hunter
OCTOBER 10, 2015
I know it sounds harsh, but your sales presentation sucks — if you are relying on it so heavily that it is a roadblock to authentic dialogue. What happens when you come into a meeting with the customer or prospect and you are determined to stick to the presentation is you may actually shut down any […].
Hubspot
OCTOBER 13, 2015
You’ve heard it before: The web is a noisy, noisy place. People are inundated with content all day long, from every direction. Did you know the average person around the world spends 490 minutes of their days consuming media , with 109 of those minutes taken up by the web? And, that every minute people process 4 million Google searches and post 1400 blog posts?
Pointclear
OCTOBER 13, 2015
“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Of course it is, but only partially. With marketing automation it is a growing part of the job.
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.
ConversionXL
OCTOBER 14, 2015
As much as we’d like to think that we’re rational, fact is, we make many of our decisions emotionally, under the veil of rationality. Clicks, shares, purchases, comments, engagement: all subject to emotional decision making. Emotional persuasion is a vast topic – on which we’ve written a guide – so it’s helpful to hone in on a specific aspect of the subject: valence and arousal.
Partners in Excellence
OCTOBER 15, 2015
I got an interesting email from a lead gen company. There was a fascinating line in the email: “We just published a study at [Company Name] about how conversion rates on cold sales emails improve if you gratuitously mention a famous customer, investor, or shared LinkedIn contact.” I was intrigued by this and called few people to check this out.
Hubspot
OCTOBER 13, 2015
After having published quite a few guest blog posts , I’ve figured out a thing or two about editors. While there are certain elements they love to see in a submission, there are also a number of factors that will land you a spot on their list of people they'd rather not work with. Knowing the difference between the two will make it easier for you to earn a spot on their blog.
Hubspot
OCTOBER 13, 2015
Every year, the marketing industry undergoes some serious changes. New technology emerges, people's behaviors change, and as a result, marketers are often left with an entirely different playing field. To make better sense of these changes and trends, we did some research and collected insights from 4,000 marketers and salespeople. HubSpot's new State of Inbound 2015 report is available today , and we have a ton of valuable industry data to share with you.
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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