Sales is undergoing a transformation. One could call it the acceleration or automation era. This change is characterized by an explosion of data and technology. Data can be the high-octane fuel that powers your sales machine or it can be the sand that grinds everything to a halt. If you know how to automate, it’s a good time to be in sales. In this 50-minute webinar, CEO of Sales Hacker and author of Hacking Sales, Max Altschuler, and Anand Kulkarni, Chief Scientist at LeadGenius, discuss how technology demands that salespeople act more like data scientists, especially at the top of the funnel.
Written by Melanie Dodaro, Top Dog Social Media. Are you skeptical [...]
David Greenberger is the Director of Merchant Sales at Foursquare. He has experience building and scaling high intensity SMB sales teams in the local, ad-tech space for companies such Yext and Felix. Q: How does the sales process for Mid-Market Sales at Foursquare differ from Local Sales? [David] At Foursquare our Merchant sales team is made up of a Local and Mid-Market team. We define Local sales as 1-50 physical location merchants with the focus on unique “mom+pop” restaurants, bars and retail stores. Our Mid-Market team covers the larger end Merchants, the Applebees, Finish Line, Louis Vuitton’s of the world...
Naming, defining, and redefining business terminology is a favorite pastime of marketers. This practice has its upside: business strategies are complicated. We need a full vocabulary to cover all the nuances of our profession. The trouble is, business terms has a bad habit of not staying put. Terms sound the same, definitions change, and it's easy to get mixed up. Confusion compounds when terminology bleeds across departments. Terms like inbound marketing, content marketing and inbound sales are thrown around all the time, but not everyone is always on the same page about what they mean.
“Salespeople have always been data scientists, but they haven’t always had the data required to understand intent the way they should,” said Kulkarni, co-founder and “Chief Scientist” at LeadGenius. “Great salespeople focus on understanding a customer’s pain, establishing a relationship and connecting with them.
"Lead Generation" is a loaded term. The latest research suggests that while more than 78 percent of companies have lead generation programs in place, only 17 percent are happy with the results. Why? The answer is misaligned expectations.
A high email bounce rate can be a vicious cycle in the sense that domains with a reputation for sending emails with high bounce rates are more likely to be blocked. Return Path reports that 83% of the time an email is not delivered to an inbox, it is due to a poor sender reputation. If your email bounce rate is over 2%, review these tips for email deliverability and adjust accordingly. These guidelines will help keep more of your marketing and sales messages in the inbox, where you need them to be.
Prepared by Brandon Pindulic for the Marketing Operation Blog at proofHQ. As [...]
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