A Sales Guy
SEPTEMBER 18, 2017
Why? Kids are great at asking why? They accept the fact they don’t know very much, so they just move through life, like an information sponge asking why about everything. It’s kinda liberating if you think about it, if you accept that you don’t know anything. If you’re OK with the fact that you don’t know, then asking why is the natural thing to do.
Anthony Cole Training
SEPTEMBER 22, 2017
Despite how good a high powered team looks on paper, there are always “skeletons in the closet”.
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Openview
SEPTEMBER 21, 2017
Anytime someone moves into a new role, there is an adjustment period to figure out how to be effective. When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.
Membrain
SEPTEMBER 17, 2017
"That wasn't what I expected!" You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.
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Jill Konrath
SEPTEMBER 21, 2017
Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals.
A Sales Guy
SEPTEMBER 21, 2017
I have nothing but love and respect for salespeople. You guys are the extreme athletes of the business world. Salespeople risk 50%, 60%, 70% and sometimes 100% of their salary in their job. You don’t get paid until you sell something. No one else takes that kind of risk in corporate America. I created this video to show you how much I love you and to celebrate the greatness that is salespeople.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
SEPTEMBER 20, 2017
I’m proud to announce our 4th annual CXL Live conference! CXL Live 2018 takes place March 28-30 in Austin, TX (the conversion capital of the world)! We have an amazing line-up this year! Almost all the speakers are in-house practitioners with deep expertise in their field. Every year we’ve also worked hard to get as many female speakers as possible, and this year we have achieved a 50:50 female/male speaker ratio (more speakers to be announced).
Engage Selling
SEPTEMBER 21, 2017
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing.
Hubspot
SEPTEMBER 22, 2017
Email is still the workhorse of digital marketing. In fact, the number of emails sent and received per day total over 205 billion, according to The Radicati Group Email Statistics Report. There are no other marketing channels as effective and efficient as email -- but there still might be a use for email your team is overlooking: employee email. Your employees interact with prospective customers, current customers, job candidates, partners, vendors, and industry influencers daily on a personal,
Membrain
SEPTEMBER 20, 2017
Before I began the work that would eventually become Membrain, I was a part of, and built, sales organizations. I became intimately familiar with the unwieldy nature of most CRM implementations, including the industry-leading Salesforce CRM. I experienced firsthand the results of poor user adoption rates and low technology ROI–resulting in graveyards of information, instead of guidance for salespeople.
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
SEPTEMBER 20, 2017
One of my biggest weaknesses is my impatience. I do all sorts of things to control it, or at least mask it. I sit on my hands, bite my tongue, count to 1000 then start over again. Sometimes it’s a losing battle with myself. Recently, I was sitting with a group of sales people. It was a pretty large group of all different ages. One person started talking about how difficult it is to sell.
Engage Selling
SEPTEMBER 22, 2017
Last week, we talked about being nice, staying focused and getting to work and I mentioned that being nice was so important because people do business with people that are motivated, successful and happy.
Hubspot
SEPTEMBER 18, 2017
I never used to understand what people mean when they say that they "interview well.". How was that possible? If you're too prepared, your answers sound robotic, and if you're too un prepared, you start most answers with a long sip of water to gather your thoughts. Now, I understand (or at least, I think I do) what it means to interview well: Interviewing well is possible when you speak with confidence and competence about your experiences and your capabilities.
SalesLoft
SEPTEMBER 22, 2017
While you’re reaching out to the accounts in your pipeline, the last thing you want to worry about is whether or not your emails land in your prospect’s inbox. But some sales reps are still plagued by emails that don’t make it to their intended destination. Since spam accounts for half of the messages sent worldwide , your recipient’s email servers are on high alert to protect their user from spam.
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
SEPTEMBER 19, 2017
I’m ashamed to admit it, every once in a while I get sucked into mind numbing discussions on LinkedIn. This one was posed by an individual pretending to want to become a “trusted advisor” to his customers. He posed a scenario, “I can propose A to my customer and this is my commission. If I propose B to my customer, my commission is more.
The Sales Hunter
SEPTEMBER 19, 2017
The greatest satisfaction I’ve ever had in my sales career is when I’ve been selling solely due to the “why” I sell. At the same time, the most difficult time I’ve had is when I’ve been focused on my own personal objectives at the expense of the customers to whom I was selling. Early in […].
Hubspot
SEPTEMBER 22, 2017
Last week, while I was using a website's chat feature to get some much-needed customer service, I realized something shocking: I couldn't tell if I was chatting with a human or a bot. Before 2017, my notion of bots -- and chatbots, specifically -- was that they could only provide canned, basic responses before escalating to a human being. In short, I thought chatbots seemed, well, robotic, and they couldn't get me the help I needed with a human touch.
SalesLoft
SEPTEMBER 20, 2017
Building personal relationships is crucial to sales success. But since every person you interact with is unique, the thought of catering your process to each potential buyer’s personality may seem overwhelming. Fortunately, people tend to fall into a limited number of personas based on common traits. Personas make it easier to understand your future customers, how they like to communicate, how they like to be sold to, and even the types of emails they respond to most.
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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
SEPTEMBER 21, 2017
Surprisingly, one of the characteristics I see too many managers lacking is empathy. One would think otherwise, after all, most sales managers have been sales people at some point in their career. We would think these managers would have deep understanding of the challenges sales people face every day. Perhaps there’s a switch, of some sort, that causes individuals to forget what it means to sell in today’s environment.
Adaptive Business Services
SEPTEMBER 20, 2017
It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? Before you read on, in full disclosure, you should know that I am on the wrong side of 60 and have been in B2B sales and management since 1977. Now, I like the company that featured this post and I like their people.
Hubspot
SEPTEMBER 19, 2017
Like the magnificent architectural wonders that hold up The Pantheon in Rome, pillars will help you hold up your blog's architecture, too. You have to build them yourself -- but we promise it takes less time and effort than building them from marble or concrete. In this blog post, we'll dive into everything you need to know about pillar pages -- how they fit into the new topic cluster strategy we're advocating, what they can achieve for your blog's results, and how to actually create one.
SalesLoft
SEPTEMBER 18, 2017
Salesloft customers amaze us every day with the innovation and sincerity they employ to drive modern sales success. We’re humbled to serve such an awesome group and to contribute to building a community of genuine, like-minded sales professionals. In September 2017, the Salesloft community came together in cities across the country to swap stories at the Salesloft User Meetups in New York, San Francisco, and Atlanta.
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The Sales Hunter
SEPTEMBER 22, 2017
Leaders and salespeople think they are good at how they can handle anything that gets thrown their way, but too many times I see just the opposite. When a change occurs, are you one who expects others to change so you don’t have to? With customers, are you forcing them into your world or are […].
Sell Or Die
SEPTEMBER 19, 2017
Our guest this week is Shawn Doyle, contributing writer for The Huffington Post, Entrepreneur, Inc, The Good Men Project and Addicted2Success and author of Jumpstart Your Motivation and The Sun Still Rises. His mission as a trainer and certified speaker is to make a monumental difference in people’s lives at work and at home, as they go through this thing called life.
Hubspot
SEPTEMBER 21, 2017
Late last night -- at least, here on the East Coast -- a formal announcement was made that, if you're as obsessed with the business of mobile as we are, didn't exactly come as a surprise. The word: Google had acquired a team from mobile electronics company HTC in a $1.1 billion deal. When the Taiwan Stock Exchange opened at 9:00 AM local time, where HTC is headquartered, many suspected the announcement was coming.
Sales Gravy
SEPTEMBER 22, 2017
There is no beginning, middle, or end in sales! Every day is a new day and it's about what can I do today to meet my daily and monthly quotas.
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
SEPTEMBER 17, 2017
Who has fallen off your bandwagon? Do you have prospects who possibly got in touch with you at one time or who you simply haven’t connected with in quite awhile? Now is the time to boost your sales motivation and call the prospects who have possibly fallen off your radar. Check out the video to […].
The Bridge Group
SEPTEMBER 19, 2017
A few weeks ago, I shared my research on the failure rate of SDR-to-AE promotions. ( Executive Summar y : 26% of SDRs who take on an AE role fail. The shorter the SDR tenure, the higher the failure rate. The post-promotion failure rate for SDRs with 11 or fewer months experience was 55%. The failure rate for SDRs with 16+ months experience was just 6%.).
Hubspot
SEPTEMBER 21, 2017
If you're a human with internet access in 2017, you've probably talked to a bot recently -- even if you weren't fully aware of it. With over five billion monthly active users on messaging platforms like Facebook Messenger and WhatsApp, the current tech landscape is set for a veritable explosion of chatbots and AI-based assistants over the next few years.
Sales Gravy
SEPTEMBER 20, 2017
The good news is this: those who accept responsibility for their failures often succeed and outperform those who dont.
Advertiser: ZoomInfo
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