Closing Bigger
NOVEMBER 12, 2015
Today’s sales funnel and sales process has changed. Sales for many of us is now more about getting buy-in versus pitching our wares. This 15 minute sales and social selling podcast introduces the new sales funnel “The 5 Stages of Consent” and also dives into how content creation is not enough to get noticed – you need to have a thought leadership strategy to truly fill the new sales funnel.
ConversionXL
NOVEMBER 20, 2015
You’ve found your way to this article, but you probably won’t read it start to finish. You’ve read the stats. According to Copyblogger, 80% of people will read a headline , but only 20% read the body. 38% of people who click on a site will leave before engaging with the content at all. People will share copy, effectively vouching for its quality, when they’ve only read 25% of it.
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A Sales Guy
NOVEMBER 9, 2015
I am constantly amazed at the complete lack of creativity in sales people. Sales people are the extreme athletes of the business world, yet for some reason too many of us subscribe to the herd mentality — doing what everyone else does. The problem with doing what everyone else does is ONE, it’s boring and TWO, it lacks creativity. Making it in sales requires creativity.
Partners in Excellence
NOVEMBER 1, 2015
I was reminded in a great conversation with Bruce Lewolt of a problem all managers tend to face in coaching. We tend to coach to our strengths–not to the weaknesses of the sales person. It’s something that’s almost subconscious, but limiting to the individuals we are coaching, as well as overall organizational performance. We see it all the time.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Anthony Cole Training
NOVEMBER 30, 2015
Great closing pitchers get batters out. They always don't get people to strike out. Sometimes runners get on base, but then the next batter hits into a double play and now there are two outs and no one on base. The third batter hits a fly ball to the outfield, the outfielder catches the ball – ballgame. Another save for the closer.
Engage Selling
NOVEMBER 9, 2015
Bah Humbug. I’ve officially jumped off the millennial bandwagon. In truth, I’ve jumped off all the generational stereotyping bandwagons and have decided to treat instead, people as individuals. Why this novel approach? This month I’ve been reading a lot about why people say Millennials are different. Of note they list: They want a culture of purpose They […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
NOVEMBER 4, 2015
Understanding what consumers want, what consumers need and why is a crucial part of conversion rate optimization. Earlier this year, BrandShop released the results of the 2015 Digital Consumer Preferences Survey , which revealed in no uncertain terms that consumers want (and need) buying online directly from brands to be easier. Why do consumers, despite the rise of eCommerce, find buying online difficult?
A Sales Guy
NOVEMBER 16, 2015
The ONE (or 50) Things You need to Know to Get Y our Customers Attention. There are a million things sales people need to do to get the customers attention and make the sale. But there is one that is far more important than any of the others. What is it? It’s knowing, ahead of time, what problems your customers are struggling with. I’m constantly amazed. at how often sales people reach out to a customer with no clear understanding what problems their customers COULD be dealing wit
Partners in Excellence
NOVEMBER 11, 2015
Before I start this post, I have a confession. I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. Perhaps it’s a deficiency in my character or something wrong in my upbringing, though Mom and Dad did the very best they could with the material they had. But I’m obsessed by really bad prospecting.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Understanding the Sales Force
NOVEMBER 16, 2015
This is an article about getting your sales message to resonate - every time. However, before we can discuss that, I need to share a current, real world example. So bear with me. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.
Closing Bigger
NOVEMBER 4, 2015
Hello Guerrillas! It was great to spend 3 days with you at the Guerrilla Global Summit in Orlando Florida! As promised I am including my presentation deck from my seminar on Guerrilla Social Selling. Remember if you want to take apply to take part in the the Social Media Director program you need to apply by clicking here before 11:59 pm on Friday November 6th.
ConversionXL
NOVEMBER 6, 2015
You have an A/B testing tool, a well-researched hypothesis and a winning test with 95% confidence. The next step is to declare the winner and push it live, right? Not so fast. There are factors threatening the validity of your test, without you even realizing it. If they go unrecognized, you risk making decisions based on bad data. [Tweet It!]. What Are Validity Threats?
A Sales Guy
NOVEMBER 5, 2015
“Was this helpful?” “Was this helpful?” I always end every client call, customer meeting AND sales call with that question. People aren’t used to being asked that. There is always a pause of bewilderment before their response. I ask this question because it occurred to me that just because the meeting happened and we have next steps and I thought it was a good meeting doesn’t mean everyone else did.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Partners in Excellence
NOVEMBER 8, 2015
I had a fascinating exchange of emails with a very good sales person. He described a particularly difficult sales situation. It started well, then all of a sudden things fell apart. As he tried to recover or at least understand, there was a series of miscommunications, ending in the customer/prospect saying, “Don’t ever contact me or anyone in my company again.” The sales person had learned a lot in the process.
Anthony Cole Training
NOVEMBER 24, 2015
Song written and recorded by Lee Greendwood.
The Sales Hunter
NOVEMBER 3, 2015
Motivated people achieve more. Pretty simple when you think about it, and yet getting motivated and, more importantly, staying motivated can be a challenge. Here are 10 things you can start doing now to increase your motivation: 1. Each morning have a goal you know you can accomplish early in the day. Live each day […].
Closing Bigger
NOVEMBER 28, 2015
Today’s blog post and podcast is about the 9 C’s of Social Sales Success. Their are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. I have taken them and broken them down under 9 core areas that start with the letter C. Following are the 9 C’s of Social Sales Success: 1) Curiosity.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
ConversionXL
NOVEMBER 3, 2015
Most product copy is awful. Or worse, non-existent. Product copy seems like such a minor thing in the grand scheme of conversion optimization, so many brands brush it off. But for companies doing it right, excellent product copy is a great way to sprinkle brand personality in a place that most people don’t expect it. In fact, some companies do product copy so well that it’s almost a feature of the product itself.
A Sales Guy
NOVEMBER 3, 2015
If you’re selling in any proper fashion, you’re working overtime trying to get to the root problem your prospect or customer is struggling with. You’re asking substantial business and process questions. You’re inquiring about their goals and objectives and the desired outcomes. If you’re killing it, you’re trying to understand their current state and their desired future state.
Partners in Excellence
NOVEMBER 18, 2015
I had a fascinating conversation with my friend Tory Hornsby. We got to talking about the performance of his sales team–they’ve produced great results over the past couple of years. I asked him what his secrets were—we’ll be discussing those in an upcoming podcast, but one struck me as remarkable–and completely counter to what most executives would do.
Understanding the Sales Force
NOVEMBER 2, 2015
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine - which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead.
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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.
The Sales Hunter
NOVEMBER 10, 2015
It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) 1. Failing to gain a relationship with others beyond just […].
Engage Selling
NOVEMBER 5, 2015
Could your sales team be too isolated? Back in July, I was working with an organization and we brought the whole sales team together. One of the first things we did is we asked each individual on the team to begin sharing examples, ideas, thoughts and success stories. We wanted to determine whether those success stories aligned […].
ConversionXL
NOVEMBER 19, 2015
There’s a fine line between online persuasion and manipulation. In university, most classes, at least in the humanities and social sciences, dealt at least in partial with the morality of the lessons we learned. Especially in marketing and communications classes, there was the line between persuasion and propaganda. Online, though, for whatever reasons, ethics aren’t discussed as frequently.
A Sales Guy
NOVEMBER 11, 2015
Carlos Gil asked a great question that really made me think. He asked how I define Hustle. Hustle is a word that’s being tossed around a lot lately, but I think we’re selling the word short. In Take 17 of #heykeenan I share my definition of hustle and what inspires me. I enjoyed this one, it was emotional, because the more I thought about it, the more it became personal and emotional.
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
NOVEMBER 9, 2015
Millions of people hours are spent every day confronting the issue, “How do we get our customers to be interested in us?” Marketing spends millions in content strategies, overlaid with all sorts of promotion programs. Sales looks for insights or provocation. Together, marketing and sales looks for provocative prospecting messages and approaches.
Understanding the Sales Force
NOVEMBER 5, 2015
Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.
The Sales Hunter
NOVEMBER 17, 2015
I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […].
Engage Selling
NOVEMBER 12, 2015
Are your sellers falling short in their negotiations? “The more you sweat in peace, the less you bleed in war.” This great saying is a wonderful reminder for all salespeople, especially when it comes to negotiating. The truth is, most mediocre salespeople are playing more than they’re practicing. That is, they’re neglecting the preparation stage before their […].
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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