Understanding the Sales Force
APRIL 4, 2017
Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.
ConversionXL
APRIL 4, 2017
How you decide to invest in marketing channels can make or break your business. That sounds like an obvious statement, but not a lot of people think about it critically. Rather, marketers get trapped in the fervent anxiety of needing to be everywhere at once. This is both ineffective and stressful. It doesn’t help that there’s a new blog post out every day about how you’re missing out on [X] and this company is killing it by doing [Y].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Hubspot
APRIL 6, 2017
Today, most marketing teams are structured to drive traffic towards websites, which then converts into leads for the sales team to close. Once this process starts to deliver results, marketers then seek to generate even more traffic, and hopefully even more success. An oversimplification, but that’s the standard marketing playbook. Few marketing teams focus on getting more from existing traffic.
Score More Sales
APRIL 7, 2017
Sometimes you, or your sales team members, get in a slump. Monotony. The same old, same old each day. It is easy to get stuck in a rut.
Advertisement
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.
A Sales Guy
APRIL 5, 2017
It’s the first week of April and the first week of Q2. Most of us have put Q1 behind us, good or bad and we’re squarely focused on making our number for Q2. We’re building our plans; we’re making our calls, we’re busy little beavers, determined and destined to make up for lost ground, or get closer to President’s Club or maintain our good steady pace.
Pointclear
APRIL 6, 2017
Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault. Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
APRIL 6, 2017
We are now in the second quarter of the year! Didn’t we just ring in the new year?
Partners in Excellence
APRIL 6, 2017
I find myself in an unusual position. I’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I believe in sharp, rigorous execution of those processes in driving sales effectiveness and performance.
SalesLoft
APRIL 5, 2017
Account-based strategies have exploded in popularity in the past year, and for good reason. Effective selling is all about being hyper-personalized and providing real value, and an account-based approach has both of those facets in spades. But breaking into an account can take time and patience. No matter how targeted and qualified an account is, you’ll almost never connect with a decision maker on the first try.
Hubspot
APRIL 3, 2017
If you want a creative job in a competitive industry, sometimes the traditional resume and cover letter combo just doesn't cut it. To get the attention of a hiring manager at a top agency, you'll need something that highlights your assets, proves your intense interest in the agency, and differentiates you from a crowd of people trying to do the exact same thing -- all without seeming too over-the-top, gimmicky, or creepy.
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
Understanding the Sales Force
APRIL 3, 2017
Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located. Cool! On a recent vacation I managed to read 5 books and 3 of them were from an Atlantis-themed trilogy. This particular series was pure science fiction but there is no fiction whatsoever when we explore the connection between book and movie series and eff
Engage Selling
APRIL 3, 2017
Chris and I are working on an interesting project helping a client provide transformation technology to the hospitality industry. We recently spent a week in Japan, a country known for their hospitality.
SalesLoft
APRIL 3, 2017
Like anyone with a company email address and a LinkedIn profile, I get a fair amount of cold emails. In my position, it’s actually pretty useful. Every cold email is an opportunity to do some user research on how sales reps are using email to start conversations, something I write about on a weekly basis. While technology has had a dramatic impact on the personalization and accuracy of cold emails, 80% of email still lands on the content and tone, both of which come from the sales reps themselve
Hubspot
APRIL 5, 2017
There's been a lot of chatter lately about the power of emotional intelligence. And it's not undeserved -- multiple studies have shown there's a significant correlation between emotional intelligence and workplace success. People with high emotional intelligence levels are even more likely to succeed than those with higher IQs or more work experience.
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
APRIL 4, 2017
I get so weary about the endless drivel about the “Death Of Sales.” Ironically, I never see a post from customers/buyers—even procurement—about the death of sales, though I’m sure many would appreciate it (a variant of “What do you call 600 lawyers at the bottom of the ocean” joke —If you don’t know the answer, it’s “A good start!
The Sales Hunter
APRIL 4, 2017
The number of bad emails I get each week is on the rise again. A year ago I thought salespeople were getting smarter. Clearly I was wrong. The last few weeks, I’ve received some of the worst ones ever. You’ve probably received the same, but remember that for every bad email you receive, it might […].
Engage Selling
APRIL 7, 2017
Recently, I was pulled aside at a sales meeting by a couple of sales reps who said, “This is all great, Colleen, but my manager won’t coach us. He won’t take the time to help us develop our skills.
Hubspot
APRIL 4, 2017
We all want to do good in the world. Agencies have a strong tradition of taking on pro bono work for nonprofits -- this sometimes means designing a logo or creating a brochure; other times it's sponsoring an event, or even just simply offering advice. Those things serve an immediate need, but they don't necessarily make a lasting impact. If you want to make a substantial difference , dive deeper: Adopt a nonprofit for one year, and treat it like a paying client.
Advertisement
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
APRIL 5, 2017
Sales people spend a majority of their time doing deals–finding them, qualifying them, helping their customers navigate the buying process until they make a decision, then ultimately getting the order. Since this is where most of our people live their lives, it’s where sales managers should be spending a lot of time. Unfortunately, too many sales managers don’t leverage deal review for their full value.
The Sales Hunter
APRIL 7, 2017
I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some people who might have seen it as […].
Sales Gravy
APRIL 5, 2017
Do you want to know how ultra high performing sales reps do it? This is the episode for you.Barb Giamanco sat down with Jeb Blount to talk about his latest book, Sales EQ.
Hubspot
APRIL 6, 2017
According to the latest Top Agency Trends Report from Agency Spotter, marketers and brands search for different services depending on the time of the year. Knowing which services to offer and emphasize at different times of the year could help your agency stand above your competition. These search trends, based on seasonality, come down to a couple of different factors based on what companies are looking to accomplish at different times of the year.
Advertisement
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
Partners in Excellence
APRIL 7, 2017
Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. But after that, a lot of the discussion starts going a little haywire—at least to me. Usually, the discussion are around providing more to our sales team. They usually revolve around themes like: More and better training… More and better content… More and better tools… More and better informa
The Sales Hunter
APRIL 2, 2017
Are you learning as much as you can? It’s easier than you think when we take advantage of learning from others we meet. I talk a lot about how sales is leadership and leadership is sales, and the way we live that out is by always learning and always sharing. We can spend our […].
Sales Gravy
APRIL 7, 2017
First impressions matter. You must look and present yourself professionally, even on casual days. Your image reflects on your company and on the product youre selling.
Hubspot
APRIL 5, 2017
When it comes to marketing, small businesses need a lot of bang for their buck. Basedon on a recent Gartner CMO Spend Survey , marketing budgets now account for 12% of company revenue, a steady increase from 2010. For small businesses, this money is a precious chunk of change. If it's spent without a commensurate increase in new customers, then it could lead to ruin.
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.
Partners in Excellence
APRIL 4, 2017
It’s not often I disagree with Anthony Iannarino’s take on things. He recently wrote an article, 10 Half Truths About Sales. I really don’t disagree with his views (perhaps this is a “Yes, and……” post). But what if we considered these to be 100% true, what does it mean for sales? The post is really reaching out to counter the dozens of ill informed posts about the “Death of Sales.” I’m always amused by these posts.
Hubspot
APRIL 3, 2017
I’ll be honest. For someone who writes about artificial intelligence as much as I do, I’m a bit behind on my knowledge of science fiction. As much as my father implored, I could never quite build an enthusiasm for Star Trek. And to the lament of many ex-boyfriends, I was never exactly a Star Wars enthusiast, either. But lately, that's been changing.
Hubspot
APRIL 5, 2017
The perennial complaint made by agency leaders when talking about their own new business and marketing efforts, is that they suffer from cobbler’s children syndrome – all the great minds are busy on client work and the agency brand has to come second (but good work begets good clients – or it used to). What Kristian Gough, Managing Partner of Incite New Business , a sales and marketing consultancy for marketing agencies, brought to light in his talk was that this situation needs to change, and c
Hubspot
APRIL 4, 2017
皆さんの会社はニッチ戦略を採っていますか？もしそうなら、インバウンドマーケティングは必ず重視する必要があると思います。. その理由とは実に明確です。. テレビコマーシャルや広告掲示板、新聞などを利用して大規模なアウトバウンドマーケティングを展開したとしても、ニッチな業界の場合リーチできるオーディエンスのうち99％はそのニッチな製品やサービスにまったく関心のない人たちです。. そのため、インバウンドマーケティングを利用すれば（むしろ利用しないと）、ニッチビジネスが質の高い潜在見込み客を獲得することは難しくなります。. 逆に言えば、ネットで検索をされた時に見つけてもらうことによって、どのような場所からでも潜在見込み客を企業の方へ惹きつけることが可能になります。.
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.
Expert insights. Personalized for you.
124 
Let's personalize your content