Hubspot

JANUARY 11, 2018

"Ladder -- a growth hacking company" had a nice ring to it when I started my company a few years ago. As one of the few agencies in the industry using data-driven methods to launch and scale companies, I thought associating our brand with "growth hacking" would make us seem like a valuable, forward-thinking group. Without an established brand, I needed something relatable, accurate, and marketable that our audience could use to identify the type of service we provided.

UX 152

UX Growth Clients Prospecting 152

ConversionXL

JANUARY 8, 2018

Search Engine Optimization (SEO) is one of the biggest levers that a business can use within their acquisition strategy as part of their Growth goals. You’re likely familiar with the different Growth frameworks like AARRR (Acquisition, Activation, Retention, Referral, Revenue). It all start with Acquisition. Getting users familiar with your product by visiting them on your site or in app.

Growth 134

Growth Niche Engineering Referrals 134

A Sales Guy

JANUARY 9, 2018

The title of this post says it all, people. That is the basis of selling. I’m at a Sales Kick Off event and about to go on, when the vendor of this company talks about why she/they bought from this company and what they look for in salespeople. Her money quote was simply, “Understand my problem and show me how to fix it.” She’s right.

Pitch 88

Pitch Sell Product Sales 88

Sales Hacker

JANUARY 11, 2018

At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner.

Cold Call 97

Cold Call Objection handling Technique Finance 97

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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.

Follow-up

Hubspot

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team.

Referrals 101

Referrals Commission Price Quota 101

Score More Sales

JANUARY 10, 2018

It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.

Sell 93

Sell Pipeline Sales Clients 93

Understanding the Sales Force

JANUARY 6, 2018

But, much to my delight and surprise, the #MeToo movement didn’t quite fall into obscurity. Instead, it took on a sort of life of its own; over and over, we started to.

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Hubspot

JANUARY 12, 2018

What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.

Appointment 93

Appointment B2C Campaign Manufacturing 93

A Sales Guy

JANUARY 10, 2018

Supply and demand, you get it. The lesser the supply, the greater the demand. So why are you playing in the high supply side? Why do you look like everyone else, every other salesperson, every other marketing manager, every other sales VP, every other accountant, dog walker or software developer? Why? Why do you insist on looking like, acting like, working like and doing your job like everyone else, yet get frustrated that you’re not considered for promotion more often, that it takes you m

Promote 78

Promote Prospecting Service Product 78

SalesforLife

JANUARY 11, 2018

As the world welcomes another new year, it's suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 8 quarters away. Every company needs to start implementing changes now if they want to be running at peak performance by then. It's not hard for sales leaders to understand that competition is likely to be much more intense at that time, as developing technology continues to smash down the barriers to entry in every industry.

Technology 78

Technology Technology Sales 78

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

Retail

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.

Transportation 75

Transportation X-functional Sales Contract 75

Hubspot

JANUARY 11, 2018

What does BANT stand for? The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Timing: Is there urgency? What is BANT? BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.

Prospecting 91

Prospecting Real Estate Lead generation Finance 91

Sales Hacker

JANUARY 9, 2018

Is it your fault if you’re a bad salesperson? Well, it depends. If you’re knowingly in a sales role just for the cash but you don’t really care about solving customer problems, then you’re in the wrong biz. If you’re trying to do right by the customer but you lack the skills and know how, then it’s likely a management problem.

Cross-sell 78

Cross-sell Clients Up-sell Technology 78

Membrain

JANUARY 7, 2018

The article I wrote, Moving From Selling As An Art To Selling As A Science , has stirred up a lot of reaction in the various venues in which it’s appeared. There have been various comments, mostly supportive.

Up-sell 72

Up-sell Sales Sell 72

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

Promote

Engage Selling

JANUARY 12, 2018

?I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.

Sell 69

Sell Clients Sales Process 69

Hubspot

JANUARY 11, 2018

How to Get a Real Estate License. Understand state licensing and education requirements. Take a pre-licensing course. Pass your state licensing exam. File a real estate license application. Find a real estate brokerage. Join the National Association of Realtors. Renew your license. So, you’ve decided to become a real estate agent? Congratulations! It’s time to get to work.

Real Estate 79

Real Estate Commission Legal Education 79

Pointclear

JANUARY 10, 2018

A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads.

B2B 69

B2B Follow-up Price Service 69

SalesforLife

JANUARY 10, 2018

With endless website options that can enhance the user experience and create more value for visitors, how should you evaluate and prioritize opportunities? Which enhancements among dozens of choices will keep your brand competitive, while impacting the bottom line and supporting sales?

User Experience 64

User Experience Sales 64

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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.

Pipeline

Partners in Excellence

JANUARY 12, 2018

For some reason, articles on “Leaders must show vulnerability,” have been flooding my in-box recently. I get it, leaders must show vulnerability, but what does that mean? As I think of these articles and dozens of others on other leadership qualities, I wonder if we make this far more complicated than it need be. The authors of these articles are just describing behaviors they see in leaders, attaching multisyllabic words to them (because that’s what writers and consultants do

Trust 60

Trust Consult Sales 60

Hubspot

JANUARY 12, 2018

Facebook announced yesterday that it will be overhauling its News Feed that will once again shift the type of content users see first, and most often. According to the official statement , Facebook will " be making updates to [its News Feed] ranking so people have more opportunities to interact with the people they care about" -- as in, their friends and family, instead of Pages.

Networking 78

Networking Promote Referrals User Experience 78

The Sales Hunter

JANUARY 9, 2018

Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” Yes, the preceding paragraphs are a spoof, but at […].

Prospecting 62

Prospecting Drivers/motivators Sell Sales 62

SalesforLife

JANUARY 12, 2018

Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative information and basic levels of trust through the insights in the boardroom. But, I as the subject matter expert command a completely different relationship with the buyer. I have a teacher-student relationship, and command the same respect you would have had with your professors in university.

Consult 58

Consult Engineering Trust Sales 58

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Campaign

Partners in Excellence

JANUARY 11, 2018

Recently, I was talking to a group about prospecting. I wanted to create a way they could visualize the importance of ALWAYS prospecting. They had reasonably good pipelines, most were consumed on working those deals. As you might guess, most were doing everything they could to avoid prospecting. They were using their pipelines and the work they were doing to close those deals as excuses not to prospect.

Pipeline 59

Pipeline Prospecting Gaming Presentation 59

Hubspot

JANUARY 7, 2018

The first Media Day of CES 2018 kicked off in Las Vegas today, rich with presentations from exhibitors on what's to come in tech in the foreseeable -- and at times, somewhat distant -- future. But on a higher level, core industry trends and patterns were presented today at the 2018 Tech Trends to Watch session, given by the Consumer Technology Association's (CTA) senior manager of market research Lesley Rohrbaugh, as well as senior director of market research Steve Koenig.

Objectives and Key Results 0

Objectives and Key Results Technology Technology B2C 0

Heinz Marketing

JANUARY 12, 2018

i love the holiday season and am always a bit sad when it’s over. And although Halloween through Christmas and New Years is a really big deal for me and our family, there are events and traditions throughout the year I equally look forward to. Last year at this time I started a running list of the annual simple pleasures I always look forward to, throughout the year.

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Outreach

JANUARY 9, 2018

Welcome to Talking Shop Tuesday , where we sit down with sales and marketing leaders to learn their tips for achieving #peakexcellence. Today, we're chatting with Kevin Bobowski, former CMO of ActOn Software and former VP of Exact Target, about how mid-funnel account-based sales and marketing is taking over the world.

Sales 58

Sales 58

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.

Gaming

InsightSquared

JANUARY 12, 2018

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.

Transportation 54

Transportation X-functional Sales Contract 54

Hubspot

JANUARY 11, 2018

Remember that exciting self-driving car news we broke yesterday? AAA Northern California, Nevada & Utah -- largely known for its roadside assistance services -- has partnered with Torc Robotics to develop safety criteria for self-driving cars. It all started when AAA launched its autonomous vehicle shuttle in Las Vegas back in November -- which reportedly got into an accident on its first day of operation.

Transportation 74

Transportation Drivers/motivators Technology Technology 74

Heinz Marketing

JANUARY 9, 2018

By Joshua Baez , Marketing Consultant at Heinz Marketing. To say that the B2B landscape has changed dramatically over the last decade would be an understatement. In recent years alone, it has shifted, morphed, and evolved into an entirely different beast, accompanied by new codes of conduct and new terms of engagement. While the principles of content marketing, lead generation, and pipeline acceleration may not have changed, the ways in which we do business in today’s modern, digital wor

B2B 58

B2B Objectives and Key Results B2C Promote 58

SalesLoft

JANUARY 10, 2018

Automation and personalization are both key factors of a successful sales experience for your new customers. That said, it can be difficult to identify the best times to use automation. You’d hate to lose any of the precious hyper-personal touches that set you apart. But you’d also hate to sacrifice volume for the sake a just a few personalized conversations.

Gaming 52

Gaming Sales Prospecting Up-sell 52

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.

Service