A Sales Guy
JULY 16, 2015
Sales acceleration tools are blowing up today. They are coming at us 100 miles and hour. They provide tons of value across all aspects of the selling ecosystem. In this Take of #heykeenan I talk about the sales tool I’m most diggin’ right now. I’ve been having a blast doing #heykeenan and we’ve invested in making production better, from better lighting, new camera, a full-time editor, and more.
The Sales Hunter
JULY 14, 2015
The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […].
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Understanding the Sales Force
JULY 15, 2015
Thanks to another recommendation from my client and friend, Chris Collias, I am reading a terrific book called The Hard Thing About Hard Things: Building a Business When There are No Easy Answers. On page 49 (of the Kindle Edition) there is a must read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about.
Partners in Excellence
JULY 15, 2015
I’m a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Jeff, makes several critical points. He poses the question, Why does anyone buy anything?
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Engage Selling
JULY 16, 2015
Are the same old sales strategies failing you? It might be time to think outside the box. At times, salespeople become so accustomed to the strategies they feel comfortable with, that they go months or even years without trying something fresh and new. They’d rather force a sale with old, tired sales methods than move […].
The Sales Hunter
JULY 17, 2015
It’s true. Your prospects are not overly interested in you. Failing to recognize this is #8 in my Top 10 reasons most prospecting plans fail. Unless you’re somebody famous or unless you have a product everyone has to have, I hate to break the news to you, but your prospect couldn’t care less. What does this […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 13, 2015
“Nurturing” has become the big buzzword of content marketing. Everyone is trying to nurture their prospects and customer. Marketing wants to develop a “relationship” with customers. They want to educate customers, they want to influence them as they go through their buying process, continuing to send relevant information, helping educate the customer as they progress.
Engage Selling
JULY 14, 2015
How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy people – by taking too long to respond you’re letting go of an otherwise potentially easy sale. ← Click To Tweet The number of salespeople […].
Pointclear
JULY 14, 2015
This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say.
The Sales Hunter
JULY 11, 2015
There is value in being an optimist! How optimistic are you? In my experience with salespeople, the optimistic ones tend to excel not only in their professional lives, but in their personal lives as well. Optimism does make a difference! Check out the below video to see what I mean. (And if you haven’t […].
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
JULY 13, 2015
High jumping is a fascinating metaphor for sales success, at least in my mind. First, it’s the only competitive sport I know where to be successful, you have to first Flop. OK, maybe I’m stretching things a little–by now you’re used to my perverse and twisted humor. In 1965, Dick Fosbury revolutionized the world of high jumping with his creation of the “Fosbury Flop.” His technique enabled high jumpers to clear jumps that were unimaginable with other techniq
Engage Selling
JULY 17, 2015
Trade shows are typically not what they’re cracked up to be. More often than not, you’re dealing with a waste of time, money and energy…with little return. But, there’s a way to make them more valuable to your business. Nonstop Sales Boom is helping sales teams across the world become more profitable and more successful. Get your […].
Hubspot
JULY 17, 2015
Here's the thing. Typos happen. No matter how vigilant you are, no matter how many times you run spell check, no matter how many times you proofread, one of those suckers will slip through. Maybe that's why whenever I catch a typo in someone else's content, I'm suddenly a little bit happier. Some call that schadenfreude; others call it being a jerk.
The Sales Hunter
JULY 14, 2015
I’ve found that there are 10 reasons that most prospecting plans do not work. As I dig into these further, I come to #7: Not allocating the proper commitment of your time. Prospecting is not something you do when you don’t have anything else to do. It’s not something you do when you suddenly […].
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
JULY 16, 2015
A couple of times a day, I skim my “Junk Mail” folder checking to see if there are legit messages then emptying it. The minute it takes me to do this also provides great comic relief on the hundreds of inept prospecting emails I get. These are legitimate emails from well established companies–not the emails asking me to buy cheap drugs or to help free a fortune held captive in a West African company.
Engage Selling
JULY 13, 2015
In our recent Sales Leader Webcast my guest Tim Welch, Managing Director for Grand and Toy stated (correctly) that leaders and seller’s goals and compensation must be aligned so that if one group wins, all groups win. “You must be able to celebrate success together” he said. I completely agree. Consider this true situation: A […].
Hubspot
JULY 16, 2015
What do Taylor Swift and Hillary Clinton have in common? They've both been on the cover of Vogue. They both made TIME 's "100 Most Influential People" list. Oh, and they're both taking pages from the same marketing playbook. Over the past several months, Hillary Clinton's team has been taking note of Taylor Swift's marketing tactics for her own presidential campaign promotions.
The Sales Hunter
JULY 16, 2015
“We’re $11.00 cheaper per month!” That was the entire value proposition given to me by the gentleman standing at my front door. It was a Saturday afternoon and the doorbell rang. A gentleman asked if we have a pest control service and if so what we pay for it. I responded that yes we do have […].
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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
JULY 15, 2015
I had an interesting, unexpected reaction to my “ Stop Nurturing Me ” post. An individual commented, “prospects have the option to opt-out of being nurtured, as do customers… ” The comment, while well intended, frankly struck me as very misguided. Forcing the customer to opt-out is actually an indication of a massive failure on our part.
Engage Selling
JULY 15, 2015
While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the silo walls between cross functional departments and get them working together and teams. How do you bring your organization together? Today I’ll speak on four ideas […]. While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the si
Hubspot
JULY 14, 2015
"Comic Sans is the best joke I ever told," tweets the font's creator , Vincent Connaré. Between websites like BanComicSans.com and an online petition against the typeface with over 5,000 signatures, it's clear that people don't just hate Comic Sans. they really hate Comic Sans. But why? Often times, typography speaks louder than words. The style we choose to present a message has a lot to do with what we are trying to convey.
The Sales Hunter
JULY 12, 2015
Great salespeople stick to their ethics, regardless of the circumstances. It’s easy to do the right thing when the situation is ideal. What about when you feel most challenged? Do you cave on your standards? Average salespeople tend to compromise, while great salespeople stand firm on a foundation of solid ethics. Check out the video […].
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SalesLoft
JULY 17, 2015
Personalization is powerful. No matter the arena, people like to feel special, individualized, and important. Personalization creates that sense of uniqueness in a crowd, and can truly make a prospect feel like VIP. But personalization takes time, and time isn’t always on the side of a sales development rep. Managing the balance between personalization and automation can be a challenge for a sales development rep trying to touch hundreds of prospects in a day.
SBI
JULY 15, 2015
Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing. Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.
Hubspot
JULY 14, 2015
You never know for sure which social media tactics are going to deliver for you. Even the task of defining “effective” is a challenge. Your definition of success may differ from, well, anyone’s. Social media evolves at the speed of screen flicker. There simply are no steadfast rules. If you love social media the way I do, you try to keep your finger on the pulse of what’s working in a variety of ways.
Sales Gravy
JULY 13, 2015
Do your people understand what they are accountable for? Most people will answer, yes, yet most of the time people make mistakes or fail to meet expectations because of a lack of understanding. Comprehension cannot be assumed.
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
JULY 17, 2015
At ConversionXL Live 2015 we had an amazing testing panel featuring statistics and testing gurus Lukas Vermeer from Booking.com, Matt Gershoff from Conductrics and Yuan Wright from Electronic Arts. And the audience asked some of the toughest testing questions ever. All of them got answer. Watch the video here: Note: get on the email list to get notified when tickets for ConversionXL Live 2016 become available.
SBI
JULY 12, 2015
Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles WAGmob , a complete solution to onboard new salespeople up to 50% faster. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that helps your new reps be productive up to 50% faster. I’ll be talking about WAGmob. WAGmob is a sales learning platform that takes care of the 3 elements that are critical to on-boarding success.
Hubspot
JULY 16, 2015
Once upon a time, I had no idea what to write on my blog. Coming up with blog article titles was slow and painful. That was 10 years ago. Now, thousands of articles later, coming up with topics is easy. Not only do I publish articles on my two blogs , but I also publish hundreds of guest posts for dozens of publications. Wondering what happened along the way that made this process so much easier?
Hubspot
JULY 13, 2015
During the last year, Facebook has emerged as a real contender for the online video platform throne. In wake of several new video features being introduced and a heavy video focus from Mark Zuckerberg, the social media giant has quadrupled its video views over the last year. Facebook’s increased focus on video isn’t only because users like to watch it (although they clearly do) -- it's also because more marketers are shifting their budgets from TV to mobile video.
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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