Sat.Apr 30, 2016 - Fri.May 06, 2016

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How to Have a Super Productive Weekend: 12 Helpful Tips

Hubspot

Let me make one thing clear: This is not a post about how you should spend your weekends working yourself to the bone. "Productivity" has a much wider definition than many of us give it credit for. We tend to equate productivity with doing things, rather than with taking time to think, reflect, and rest. But busyness is not the same as productivity.

Product 78
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Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. In both the short-term and […].

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Trending Sources

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Can Free Sales Content Send You Down a Dangerous Path?

Understanding the Sales Force

Did you ever drive down a street and seen a roadside sign advertising free stuff? Maybe it was a free sofa, chair, or table. Maybe it was a free lawnmower or bicycle. It could have even been free kid's stuff. Nearly all of the free stuff you find on the side of the road, available to the first taker, is somebody else's junk. Instead of throwing it out, and rather than taking the time to donate it (if an organization would have it), they are simply giving it away.

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Losing Your Highest Performing Salesperson!

Partners in Excellence

No one wants to lose their highest performing sales people. Ideally, we do everything we can to keep them challenged, excited, motivated, and contributing. Often, if we think they are in danger of being wooed away to a competitor or another job, we’ll look at adjusting compensation, incentives or other things. We do whatever we can to retain these high performers.

Launch 69
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How to Improve Email Deliverability and Optimize Each Send

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.

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You Can Now Set Goals in Google Calendar: Here's How to Set It Up

Hubspot

While setting and working towards personal goals is often hailed as a way to stay motivated and productive, the science behind goal-setting paints a different picture. For starters, a study from the University of Liverpool revealed a connection between depression and setting generalized, abstract goals. It turns out that when we don't have precise criteria for what it means to achieve a goal, it's difficult to ever feel a sense of accomplishment.

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A Sales Development Process Q&A with Chris Pham and Kevin Dorsey

SalesLoft

The sales development process is evolving, and power players like Birst’s Chris Pham and SnackNation’s Kevin Dorsey are helping lead the charge. Salesloft’s Kevin O’Malley spent an action-packed hour webinar with the two pros to hear some of their wisdom around outfitting a killer SDR team. Spring training has officially come and gone, and a new season is upon is to make sure we’ve got the right team, the right playbook, and the right sales development process in place to charge ahead with

Process 52

More Trending

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What’s Your Ask/Tell Ratio?

Partners in Excellence

Whether you are a manager or a sales person, your Ask/Tell ratio is critical to your effectiveness. The Ask/Tell ratio is a simple concept–few people think about it. It’s simply the ratio of questions you ask, compared to the statements you make. Ideally, your Ask/Tell ratio is significantly over 1. That means you spend a lot of time asking questions, learning, exploring, discovering.

Pitch 69
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3 Valuable Lessons From Seth Godin on Failure, Permission Marketing & What It Means to Be Remarkable

Hubspot

Trying to nail down Seth Godin's greatest strength is no easy task. He's a brilliant author, marketer, speaker, and entrepreneur, but above all that, he's truly mastered the art of getting straight to the point. Have you seen his blog ? He carefully boils each post down to a few hundred words. No fluff. No fancy sentences. Just perfectly distilled lessons.

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Personalize Cadences to Fit Your Sales Development Style, A Sales Tips Video

SalesLoft

Sales Development Reps are the appointment creators , the front-end builders of the revenue pipeline. The success of any sales organization lies in the strength and creativity of the SDR. And by using specific strategies to both follow the structure, but also personalize cadences to fit their specific style, the most successful reps will increase their efficiency and remove monotony from the day-to-day grind.

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Most Top Sales Reps Were Not Athletes

Score More Sales

It drives me crazy to see myths perpetuated by people saying the same unsubstantiated thing in one place online, then everyone else repeating it as the verified truth. There is a myth going around that the TOP sales professionals were athletes in school as referenced this week on the Salesforce.com blog – a source sellers and leaders trust for good, accurate information.

Sales 51
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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There Are No Cliff Notes To Success

Partners in Excellence

I’m ashamed to admit it, but at one time, I was addicted to Cliff Notes. Yes, in college, I bought Cliff Notes for some courses—you know the ones. They were the courses that had nothing to do with my major but were courses I had to take to graduate. Most of my knowledge of classic English Literature is not from reading or studying English Literature, but from devouring the Cliff Notes before the exam.

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Your Closing Ratios are Too Low | Sales Tips

Engage Selling

Marketing is producing an overwhelming number of qualified leads…why aren’t closing ratios improving? Get the proven sales strategies that are helping sales teams across the world exceed their sales targets? Get your copy of Nonstop Sales Boom.

Closing 48
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Using Persona-Based Selling to Reach the Right People Right Now

SalesLoft

The movement of the persona-based model has historically been dominated by the content marketing world. Why? Because as hard as it is for this sales development advocate to admit, marketing has been leading charge on through the ever-popular Account Based Marketing (ABM) strategy. Unfortunately, too many sales development teams are under-educated on the best practices that have been enabling sales organizations — since the beginning of time — to achieve their business goals.

Sell 52
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Executive Sales Leader Briefing: Should You Attend a Conference or Meeting?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: […].

Meeting 49
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How to Stay Competitive in the Evolving State of Martech

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

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Wishful Thinking

Partners in Excellence

Over the past weeks, I’ve been participating in a number of quarterly reviews–sales people presenting to their managers, regional vice presidents reporting to the CSO, EVP’s and GM’s presenting to the CEO. A part of each of these reviews is the outlook for this quarter and the rest of the year. Most are OK, maybe not great, but you can see a way for them to get to the goals they are trying to achieve.

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3 Keys to Building Effective Customer Relationships

Engage Selling

Building customer relationships is a lot like dating. It starts by testing each other out, building trust, loyalty and committing to each other’s promises – and over time, it becomes a long-term committed connection!

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Sales Books Kyle Porter Recommends for the Modern Sales Development Leader

SalesLoft

In any profession, continued education is crucial. So why would this be any different for the modern sales development leader ? Aside from actually getting down in the trenches with frontline reps, the best way for a sales leader to stay up to date on the modern trends and strategies in the industry is through the regular consumption of the top sales books on the market.

Sales 52
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Digital Does Not Mean "Just Build a Website"

Hubspot

Many traditional publishers have prematurely thrown in the towel on digital. “I have a website, but no one wants to advertise on it.” “I have an iPad version of my print magazine, but only a tiny fraction of my audience subscribes.” “I have made pdf’s of all my articles but no one is downloading them.”. The problem is not that content creators cannot make money in digital.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Don’t Disadvantage Yourself In Your Deal Strategy

Partners in Excellence

You’ve invested time in qualifying your deal. Now you want to move the customer through their buying process–maximizing your ability to win when they make a decision. At this point, it’s critical to build a strong deal strategy. Without this, you’re lost. But I’m amazed at how bad most people’s deal strategies are.

Pitch 63
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Don’t Coach Your Top Sellers?

Engage Selling

They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.

Sales 48
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6 UX Mistakes You’re Probably Making (and How to Fix Them)

ConversionXL

Have you ever wished for a tap to call button on a mobile site? Or struggled to tap a tiny link? Have you ever wondered what would happen after you clicked a button on a site? Or, worse, wondered what to do next on a site? If you answered yes to any of those questions, you’ve experienced a UX mistake. They’re more common than most people realize.

UX 90
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The ABCs of Compelling Visual Ads [Infographic]

Hubspot

This year, 73% of content creators plan to prioritize creating more engaging content, while 55% plan to prioritize creating visual content, according to a report from Content Marketing Institute. This means more infographics, more social media images, more video content, and more visually appealing advertisements. What constitutes as visually appealing advertisement?

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

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Could Creating a “Streak” Be The Secret To Big Time Success?

A Sales Guy

I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville Tenessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word. We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. A self-admitted caffeine addict, it’s hard to argue with him as it’s hard to know whether it’s the caffeine or him.

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Why Salespeople Need to Negotiate and 10 Other Timely Sales Lessons

Understanding the Sales Force

Regular readers know that I have written more than 1,400 articles to help them better Understand the Sales Force. Some of the articles won awards. A few were stinkers. I intended for all of them to be very helpful and I believe they are. Over the years, some of my favorite articles were completely overlooked, getting relatively few reads compared with the most popular articles that were viewed by tens of thousands of people.

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18 Scarcity Examples That Can Boost Sales

ConversionXL

It’s a cultural trope to “want what you can’t have,” but it’s also a principle based in decades of psychological research. That principle, scarcity, is incredibly powerful in marketing, persuasion and conversion optimization (when done right). The problem is, if you don’t do it right, it’s pretty meaningless (or worse, you trigger a psychological backfiring and hurt sales).

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A Visual History of Internet Firsts [Infographic]

Hubspot

Back in 1995, less than 1% of the world's population used the internet. During that same year, Newsweek published a now-infamous article (originally titled, "The Internet? Bah!"), which surmised that the internet would amount to little more than a fad. Flash forward to today. Around 40% of the world's population is connected to the internet, representing over 3 billion people.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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A Simple Guide to Motivating People at Work [SlideShare]

Hubspot

Motivated employees aren't just a joy to be around at work. They also perform better, are more productive, and contribute to higher morale. Disengaged employees, on the other hand, are costly -- both in terms of pay and team morale. But every leader knows that motivating their team is hard. In fact, 30% of executives say that motivating their employees is actually their toughest job.

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The New Manager's Guide to Effective Leadership

Hubspot

Congratulations! You’ve recently been promoted to a new position as a manager. You now have a team, perhaps the opportunity to hire, and the chance to guide and grow your new direct reports. Are you ready for this? You may be feeling excited, afraid, nervous, or empowered. You may also be experiencing the very common imposture syndrome : the fear of getting caught as a “fraud” due to not being competent or fully prepared to deserve your new position.

Promote 49
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How to Tackle Your Most Ambitious Goals: A 5-Step Process From NBA Legend Bill Walton

Hubspot

For many, goal-setting can feel like a daunting process. You want to be sure that whatever you're working towards is measurable, impactful, and challenging enough to keep you on your toes. Trouble is, the planning process is only half the battle. When it actually comes time to achieve said goal, it's easy for things to fall apart. Think back to those New Year's resolutions you set.

Process 45
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How to Use Video in Each Stage of the Buyer's Journey [Free Interactive Guide]

Hubspot

Video has quickly become one of the most powerful mediums for sharing your message: 78% of people watch videos online every week. What's more, 55% of people watch videos online every day. But like any new marketing tactic, video needs to be done right to have an impact on your business. This means creating the right videos to be used at the right time to reach the right audience.

Trust 43
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.