Engage Selling
FEBRUARY 21, 2017
You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.
Hubspot
FEBRUARY 23, 2017
What was the first social network you ever joined? While many people will recall it being Facebook or Twitter, others might remember some of the earlier, less popular social networks. You know, like Friendster, Open Diary, and Orkut? A lot these primitive social networks go forgotten, but that doesn't make their stories any less important. After all, these networks laid the groundwork for the social media giants we use today.
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A Sales Guy
FEBRUARY 22, 2017
Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea. The best ideas come with your 7th, 8th, 9th and even 10th. Can you think of 10 ideas to solve even the simplest of problems?
Understanding the Sales Force
FEBRUARY 23, 2017
Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.
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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.
Anthony Cole Training
FEBRUARY 22, 2017
YOUR BIGGEST UNDETECTED CHALLENGE.
Score More Sales
FEBRUARY 21, 2017
There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
FEBRUARY 21, 2017
I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].
Hubspot
FEBRUARY 20, 2017
Taking on a branding project for a small business can be a valuable opportunity for agencies and freelancers to develop experimental creative work without the intense pressures and restrictions associated with larger accounts. While big businesses often have multiple decision makers with very specific ideas and guidelines to keep their existing brands consistent, smaller companies are usually more open to exploring new creative directions, and can move faster to implement them.
Partners in Excellence
FEBRUARY 22, 2017
As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations, and information about our products. We seek to be super responsive to our customers informational needs, immediately burying them with information, conducting endless demos to respond to their questions. Marketing helps us, both with the content and making vast arrays of information available through multiple digital and non-digital channels.
Engage Selling
FEBRUARY 24, 2017
Last year, I was interviewed by Maclean’s Magazine. They asked me what specific courses a student needed to take in order to get a good sales education coming out of university and going into the workplace.
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
FEBRUARY 19, 2017
How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […].
Hubspot
FEBRUARY 20, 2017
“Google it.” “Can you pass me some Kleenex?” “Let’s take the Jet Ski out.”. These are just a few examples of how brand names have been worked into our common vocabularies. When people ask for a Kleenex, they usually just mean they want a tissue, but because the Kleenex brand is so popular, we’ve started conflating the popular brand name with the object itself.
SalesLoft
FEBRUARY 22, 2017
Sales is one of the most inconsistent professions around. From the workload to the paychecks, nearly everything about a sales role is dominated by ebbs and flows. Some days your phone will be ringing off the hook, while others you’ll be struggling to fill the hours. Some quarters will be rough, while others you’ll be at the top of your team’s leaderboard.
Partners in Excellence
FEBRUARY 23, 2017
Don Mulhern published a brilliant post in LinkedIn the other day. I thought I’d expand on his ideas. I spend innumerable hours doing deal reviews. 95% go the same way, they focus on the product the sales person is selling, not what the customer is trying to achieve and how we can help the customer do that. Sales people spend endless hours talking about: This is what they like in our product, this is what they like in the competition.
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
FEBRUARY 24, 2017
Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […].
Hubspot
FEBRUARY 21, 2017
Advertisers and marketers have access to more data in 2017 than ever before, but does that make it easier, or more difficult to act decisively? According to new data from Brand Innovators , 36% of social marketers struggle to "distill data into insights and actions." Despite having an unprecedented amount of data at their disposal, many marketing teams and agencies still lack the resources and business expertise necessary to turn that information into campaign decisions.
Sell Or Die
FEBRUARY 23, 2017
Andrew Sherman is a lawyer, professor and the Author of The Crisis of Disengagement. We discuss how one employee can destroy an entire office culture and what sales managers can do about it.
Sales Gravy
FEBRUARY 20, 2017
Champions win by casting themselves in a different light, as the "good guys." Champions help relieve their client's pain. It makes all the difference in the world. ItÂ’s inevitable that youÂ’ll eventually find yourself working with hostile buyers.
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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
FEBRUARY 21, 2017
We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that don’t go […].
Hubspot
FEBRUARY 22, 2017
HubSpot reached its 10-year milestone in 2016. And as tradition holds, the tenth anniversary calls for a gift of tin. Yes, just like the thing you carry your breath mints in. Tin’s strong yet pliable nature represents the flexibility and fortitude needed in any lasting relationship. And that got us thinking. Flexibility is really about a whole lot more.
ConversionXL
FEBRUARY 22, 2017
Retention is the key to building a great business. When your core product experience brings your users back time and time again, you gain some incredible advantages. You spend less on acquisition, learn from your users faster, and start building a community through word of mouth and referrals. If you can’t retain your users, you’re going to spend more on acquisition while not growing as quickly.
Understanding the Sales Force
FEBRUARY 21, 2017
On my way to the office, I was listening to FOX News when they cut to a diner in Jacksonville, Florida to interview some of the patrons there. One of the people interviewed was Stanley, a Veteran who said he had two messages he wanted to share. He said, "To the media, don't make in-depth assumptions from shallow observations. And to the obstructionist democrats, we have a saying in the military.
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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
Hubspot
FEBRUARY 22, 2017
60% of leading advertisers will review their agencies within the next 12 months, according to a study from Advertiser Perceptions. As if to prove the point, Procter & Gamble announced in January they will review all ad agency contracts in 2017. Whether it's due to the demise of the agency-of-record, growing concerns over transparency issues, or the invasion of management consulting firms on ad agency turf, marketers are actively shopping for agencies like never before.
ConversionXL
FEBRUARY 21, 2017
User experience is a nebulous term. What defines a “good” UX from a “bad’ UX, and what do the gradations look like between the two poles? The challenge comes in testing and measuring UX. Can you do it in a rigorous way and are there tools that can help you? Yes you can, and yes there are. That’s what this article is about: measuring and testing UX. If you’re an experience UX or conversion optimization person, this might be basic to you, but it will be a good overview for those new to the field.
Hubspot
FEBRUARY 22, 2017
Ah, autonomy. Isn't it grand? No defined time when you have to arrive at the office. No guilt over having to leave early for your kid’s recital. And if you’re not feeling well or the roads are bad, no problem -- just work from home. But is it ever really that simple? After all, other things become more salient when you’re working from home, like that pile of laundry that needs to get done, or a plethora of mindless daytime TV viewing options.
Hubspot
FEBRUARY 21, 2017
What could be better than a three-day holiday weekend? Whether you decide to staycation at home or take advantage of the time off by visiting a new place, most people would agree that getting an extra vacation day is a good thing. The trouble is, once you get back into the office to a deluge of emails and only four days left to get your job done, it can feel overwhelming.
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.
Hubspot
FEBRUARY 23, 2017
As important as creativity is to an agency's success, no great work can be produced without a great process. Next time you admire a stunning design project, think for a moment: This work looks great, but did it go out on time? Did the project exceed budget? Was the client actually happy with the end result? Did the team run into any major project management roadblocks?
Hubspot
FEBRUARY 23, 2017
The media needs content to report, and marketers need exposure for their content. Together, it seems like these two would have a pretty simple, mutually beneficial relationship, right? Unfortunately, like most modern-day relationships, it’s never really that simple. Marketers and PR professionals have long been denounced by the media as spin doctors thanks to poor outreach practices and failing to create valuable content that goes beyond selling a product or service.
Hubspot
FEBRUARY 20, 2017
Video is crushing it on social media. Videos on Facebook are shared 7X more frequently than links, Snapchat users watch 10 billion videos each day, and video ads on Twitter are twice as memorable as other ads on the platform. So, how can brands take advantage of high levels of video engagement on Twitter? Adweek analyzed Twitter's Online Video Playbook and distilled meaningful statistics and suggestions for brand and content marketers to leverage the power of video ads.
Hubspot
FEBRUARY 23, 2017
Video content is no longer an option: It's a necessary component of any successful marketing strategy. The good news? Your audience wants to see more videos from you, and they engage with them at higher rates than other types of content. Email open and clickthrough rates improve when the word "video" is used in subject lines , and 4X as many people would prefer to watch a video about a product than read about it.
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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