<ol><li> every form of communication and every type of interaction — text, email, in-person, phone, video call, and so on — is a reflection of who you are as a company.</li><li>sales emails are necessary and vital for every stage of the sales cycle: prospecting, <a href="https://www.gong.io/blog/sales-email-follow-up/">follow-ups</a>, multi-threading, negotiating, closing … all of it!</li><li>More emails = more deals. Email is the one that builds momentum in your deals, specifically email velocity … the number of emails exchanged between buyers and sellers.</li></ol>PS: It is not the number of emails YOU send, but the number of emails exchanged between YOU and the BUYER.

Why Writing Great Sales Emails Is Super Important?

ROI is one of those “bragging” stats. “Look how we helped Company ABC. We did it for them … and we can do it for YOU too!” ROI language included words or phrases in the salesperson’s email — literally “ROI” or any stats that are tied to ROI like multipliers (2x, 10x, and so on.) and percentages (7%, 42%, etc.) And the data say … using ROI language in cold emails decreases success rates by 15%.

Avoid ROI Language In Cold Emails.

Longer emails are significantly (15x) more effective in booking a meeting during cold call outreach.Remember: short and concise are not necessarily the same.Short is generally 30 words or less. Concise usually means short, but it also implies meaning and context. Longer sales emails (4+ sentences) are effective if concise and offer value to the recipient.Be sure your (longer) emails — every single world — are intentional and have specific information that connects your reader to your company or service.

Write Longer Cold Emails.

You are 2x+ more likely to book a meeting during a cold email when asking your prospect for their interest versus asking for time (a specific or open-ended CTA).An interest CTA sells the conversation, not the meeting.And that matters because time is finite — 24/7/365, you know. So why would a buyer give YOU, a seller who they know little about, some of that super-valuable time?Contrast that with interest — a “non-finite resource,” and you are more likely to move your deal forward.

Ask For Interest (Not Time)

As you move a buyer down the funnel — towards a deal — it’s time to leverage the specific CTA. Why? Well, asking for a specific day and time during a deal email more than doubles meetings booked, from 15% in the cold email stage to 37% in the deal stage.

For Deal Emails, Use Specific Ctas.

Sharing pricing early in the sales cycle is best. If pricing is way off, it can be a colossal waste of time for both the buyer and YOU, the seller.In sales (and life), time = money.

Share Price By Email

The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don’t try to force your opponent to admit that you are right. Instead, ask questions that begin with ‘How?’ or ‘What?’ so your opponent uses mental energy to figure out the answer.

Do Not Negotiate Price Via Email

Email stats and best practices for all stages of the sales cycle.

Learn how top sales pros write better emails and jack up open rates, get insane reply rates, and close more deals from their email inbox.

marketingandsales

Marketing & Sales

business

Business

How To Write A Sales Email: What The Data REALLY Says

You’ve probably heard that having a solid presence on LinkedIn can help advance your career by expanding your network and attracting new opportunities. Then again, writing and updating your profile might also cause you to second-guess yourself as you try to fill out each section perfectly in the hope of impressing the right prospective employer. Understandably, many of us dread this process.

The Social Media Giant For Professionals

Your LinkedIn headline appears next to your name and picture at the top, and unless you rewrite it, it defaults to your job title.The terms you use can help you show up in their searches. Choose each word with care—you want to fish with the right bait. If a particular employer exemplifies your dream job, check the company’s career page and make sure whatever title you use for yourself is similar to their positions.Think of your headline like you would think about dressing for the job you want.

LinkedIn Headline

The About section is a great place to add details that your job description can’t really provide but that you think are important.<ul><li>Sum up what motivates you and key qualities that make you stand out</li><li>One or two paragraphs or a handful of bullet points might suffice</li><li>If you're feeling ambitious, give some backstory.</li><li>What makes your work meaningful and compelling? Why do you feel called to it? What do you have that other candidates don't?</li></ul>

LinkedIn About Section

<ul><li>This is where you detail the various jobs you've had over the years.</li><li>You can tweak the way you describe your experiences to emphasize what's most relevant to your current interests.</li><li>Use the present tense for anything you're still doing and switch to the past tense for everything else.</li></ul>

The Experience Section

<ul><li>Listing your degree(s) matters, as does where you got them.</li><li>If your degree is still in the works, include when you expect to finish it.</li><li>Apprenticeships and trade certifications are worth highlighting.</li><li>Be more detailed about the skills you've gained from the work you've been doing.</li></ul>

The Education Section

This section tends to be a keyword catcher.If there are things you're good at and want to do more of, this means you'll pop up more often when people search for you on the site. However, be careful not to pigeonhole yourself.

LinkedIn Skills Section

Learn how to build a strong LinkedIn profile to maximize your networking, make a good impression, and find job opportunities.

career

Career

How to Create a Strong LinkedIn Profile

Coaches are responsible for helping their teams “fine-tune” their messages to clients. Many sales coaches are untrained in how to give crisp, productive, forward-looking performance feedback to those on their teams. So as a first step schedule coaching conversations into every interaction. You need to adjust your mindset to think of feedback as a practice. It’s something that you do over and over again as part of daily business. Giving performance feedback can be difficult.  But the widespread adoption of virtual calls has lowered this barrier.

Set Up a Feedback System

You can’t be in eight places at once, but I bet as a leader you have eight more opportunities a week to give your team feedback because you can Zoom in and Zoom out

Before launching into concrete feedback, it is important to check in as human beings. A simple check-in like "Hey, how are you?" opens the conversation to the possibility of real feedback. Opening with empathy also means acknowledging the uncertainty and stress that your team may be experiencing. If your team members are worried about job security, it is important to both address their fears and clarify the focus of your feedback. It is also important to make clear that the feedback you are giving is specific to their performance.

Open with Empathy

‘Did Well’ and ‘Do Differently' You can’t build competence without confidence, so begin by asking their input on what they did well. Add your own observations, addressing specific knowledge, skills, or disciplines. Then, shift the conversation to ask what they think they should do differently, before adding your recommendations on what they can do differently. Coach on the granular skills and disciplines required to show up and stand out online. For instance, a salesperson who is used to sitting at a desk may now need to stand on video calls to project more positive energy in those calls

Focus on Two Questions

Everyone is still learning what optimal business performance looks like during a pandemic The key for sales coaches is to collaborate with their salespeople to get the most out of what they have, taking into account changes in people’s situations and shifts in the business landscape. If a parent of young children confides that he’s struggling to give only 40 percent effort this week, then his sales leader needs to mine that 40 percent for gold, You’ll have to define what ‘great’ looks like now and revisit it again next week.

Collaborate on Redefining Excellence

The founder of the Kellogg Sales Institute offers tips for adapting to this high-stakes moment.

personaldevelopment

Personal Development

health

Health

communication

Communication

How to Coach Your Sales Team through the Pandemic (and Beyond)

An investigative mindset helps ultra-high performing salespeople uncover clues that lead to more business. Ultra-high performers know that opportunities do not usually come to them— they must leave no stone unturned to hit their number. Think like an ultra-high performer and do some detective work to make your next sale. Here’s how doing a little “detective work” can help you hit your number.

Sales Investigation

You can capitalize on trigger events or moments of opportunity that otherwise you may not realize. In the case above, there would have been no way for me to find out that someone was in need of our services unless they reached out to me first. By investigating the social chain of connections and getting in contact with them first, I got ahead of the curve— knocking out the competition before they even knew it.

Take Advantage of Trigger Events

People often make decisions based on the information that is already in front of them. This is called the Availability Bias. Following this logic, if you present information to someone, they will make decisions based upon what you show them. Having an investigative mindset allows you to get there first and be first in line when it comes to the decision making process.

Leverage the Availability Bias

The Law of Familiarity will come into play—big time. Your detective work may not always find opportunities, but the process you adhere to will always build familiarity with the contacts and connections in your network. That greater familiarity will breed likability over time. It always does.

Build Familiarity to Establish Connections

<ul><li>Ultra-high performers with this mentality are not trying to “sell people” on a product or service.</li><li>They are focused on awareness and value and looking for moments in time to articulate this.</li><li>Selling will be organic and will naturally occur—and in the end drive stronger customer relationships.</li><li>Be the Sherlock Holmes of sales. Be more curious and investigative in your approaches.</li></ul>

Relationships With A Focus On Value

Ultra-high performers know that opportunities do not usually come to them— they must leave no stone unturned to hit their number. Think like an ultra-high performer and do some detective work to make your next sale.

Ultra-high performers leave no stone unturned. Think like an ultra-high performer and do some detective work to make your next sale.

Discover the world of business and economics.

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Economics

How Detective Work Helps Ultra-High Performers Hit Their Number |

Sellers must first build their pipeline, then ensure as much accuracy as possible in the numbers they offer. Then the sales manager is responsible for communicating the combined pipelines of their team to upper management.
It’s common for sales managers to trust some of their folks’ numbers but may find others not so reliable. In other words, the problem is with those salespeople who are too optimistic, then over-promise and under-deliver.

Don’t Over-Promise And Under-Deliver

A key component of a manager’s role is to work with their salespeople to manage and report their pipeline. Trust in your people is paramount and that happens over time. But there is a fine line between asking questions to ensure accuracy of the pipeline and turning it into an interrogation. Tough questions may be necessary with those that have a weak pipeline and are trying to hide behind poor activity.

Asking The Tough Questions Versus Having An Interrogation

There are four expectations you can set with your salespeople to ensure pipeline accuracy and predictability:<ul><li>How Long Has The Deal Been In The Pipeline?</li><li>Is Procurement Involved?</li><li>Do We Know All Of The Decision Makers?</li><li>What Was The Latest Communication With The Customer?</li></ul>

Four Expectations You Can Set To Ensure Pipeline Accuracy

To be confident, ensure strong communication, knowledge of all the decision makers, and whether procurement is involved. Then look at how long the opportunity has been around, and how many sales calls are being made. Together the answers to these questions will lead to greater sales pipeline accuracy and better forecasting.

Accurate Forecasting

When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not? When will they close? Here are 4 questions that sales managers can ask to test for sales pipeline accuracy.

When the end of the quarter is approaching, sales managers want easy answers. Here are 4 questions that sales managers can ask to test for sales pipeline accuracy.

4 Questions For Testing Sales Pipeline Accuracy | Sales Gravy

<ul><li class="ql-align-justify">SDR - Sales development representatives / sales team members</li><li class="ql-align-justify">BDR - Business development representative</li><li class="ql-align-justify">CS - Customer Service</li><li class="ql-align-justify">CSM - Customer Success Manager</li><li class="ql-align-justify">PS - Professional Services</li><li class="ql-align-justify">RevOps - Revenue Operations</li><li class="ql-align-justify">PM - Project Manager</li></ul>

Terminologies

Many people who are promoted out of an SDR or BDR role often choose to continue their career in the traditional sales positions which is perfectly logical but it's also important to keep in mind that that isn't the only way to go.Today, we explore 4 different career paths you can take coming from SDR and BDR roles.

Less Obvious Career Outcomes for Sales Professionals

The skills that you have developed as an SDR will translate seamlessly over CSM roles. CSMs are usually the first line of people who clients talk to once after the deal has been closed. 
With the skills you've hones as an SDR, you'll be able to display your sales skills here through renewals, upsells, and other expansion opportunities. 
Remember, before entering this field you must be resolved in being a passionate listener, a problem solver, and a proactive individual.

SDRs for Customer Success Representatives

SDRs have the advantage when it comes to professional service roles (CS and PS roles). Having interacted with customers even becoming qualified leads, SDRs thoroughly understand their company, industry, the pains and solutions. 
SDRs perform a ton of research and this invaluable information for professional service teams can be useful in aiding clients in making sure that they are able to use the product to their fullest advantage.

SDRs for Professional Services Roles

How are SDRs capable of being in the marketing or advertising industry? Simply because of the following reasons:
<ol>
<li>An SDR is armed with the two values that are at the heart of marketing's asset creation: empathy and a customer-centric approach.</li>
<li>Most SDRs are already equipped with the knowledge of handling collaterals developed by marketing such as: case studies, white papers, and webinars. </li>
</ol>
Having a certain familiarity with the industry places SDRs in a position where they can contribute much to the creation of marketing collateral.

SDRs for Marketing/Advertising

RevOps managers are tasked with integrating the efforts of the sales, marketing, and service departments to allow better end-trend view of a company's revenue-producing cycles.
The SDR fits as a shoo-in for this position mainly because while RevOps look at the end-result of having the clients, SDRs come with the experience of creating the potential for the qualified lead to turn into a client. 
Moreover, SDRs sit at the pinnacle of researching the customer's backgrounds, organizational structures, and industry positioning.

SDRs for RevOps Roles

Many salespeople aren’t salespeople forever. After a few years as an SDR or BDR, they want to move on to bigger and better things. Here are 4 ways you can consider making the switch from sales to so much more.

Creative Ways to Navigate a Career That Starts in Sales - Sales Hacker

<ul><li>You don't need to use indicators to trade successfully but they are helpful and supplement your analysis.</li><li>Less is more. The more successful traders have mastered only a couple of indicators and use them fully.</li><li>Indicators should not be used a crutch.</li></ul>

Tips on indcators

Ichimoku Cloud is a complete indicator. It uses moving average data to show&nbsp;<ul><li>the trend of an instrument,&nbsp;</li><li>the strength of that trend,</li><li>dynamic areas of present and future support,&nbsp;</li><li>etc.</li></ul> Ichimoku Cloud is a more complete version of Moving Averages (MAs) or Exponential Moving Averages (EMAs).It can be used in two ways:<ul><li>To see the direction of the macro trend.</li><li>To find confluence with areas of support and resistance on your chart.</li></ul>

Ichimoku Cloud

RSI is a momentum oscillator mainly used by traders to figure out if an instrument is overbought or oversold. It is very straightforward but can pass on a lot of information when used to its full potential.RSI can be used in two ways:<ul><li>To identify market top/bottoms and trend reversals.</li><li>To narrow entries and exits.</li></ul>

Relative Strength Index (RSI)

Volume is an indicator that shows the amount that an instrument was traded over a period. Volume is a strong tool to confirm traders' interpretation of price action.Volume can be used in two ways:<ul><li>To confirm the validity of a chart pattern.</li><li>To ascertain if the violation of a major support/resistance area is likely to stay.</li></ul>

Volume

This is not financial advice and I am not a financial advisor. I’m sure there’re plenty of licenced professionals in your jurisdiction. Speak to them, not strangers on the internet with Hyman Minsky…

crypto

Cryptocurrency

technologyandthefuture

Technology & The Future

My Top 3 Favourite Indicators for Technical Analysis of Cryptocurrencies

<a href="https://itunes.apple.com/us/app/hq-live-trivia-game-show/id1232278996?mt=8" target="_self">HQ Trivia </a>, one of the hottest apps of 2017, is reinventing what game shows look like in the 21st century. On HQ, you can tune in live every day to answer trivia questions for the chance to win thousands of dollars.&nbsp;

HQ Trivia: Who Wants To Be A Millionaire Lite

as HQ Trivia increases in popularity, it exposes itself to a significant risk. Hackers, hoping to make some extra cash, can programmatically Google the answers to the questions. If these hackers and their scripts are successful, it could ruin the fun of HQ for honest players.To explore the feasibility of hacking HQ, I wrote a script that wins the majority of HQ games. In this post, I explain how the script works, and how HQ can defend itself against these attacks.&nbsp;

Hacker Risk

<ol><li>Mirror phone screen to computer screen.</li><li>Translate the image of the phone screen to computer-readable text.</li><li>Using Google, run three separate approaches for finding the answer.</li></ol>

Three-Step Process To Hack HQ Trivia

HQ Trivia is a promising new mobile game that could really shift the entire game show paradigm. Trivia bots and clever hackers will be no issue for the platform’s rapid growth, as long as HQ makes a few critical adjustments.

Advice To Company

To explore the feasibility of hacking HQ, I wrote a script that wins the majority of HQ games. In this post, I explain how the script works, and how HQ can defend itself against these attacks.

I Hacked HQ Trivia But Here’s How They Can Stop Me

In 15 months, I've 5X my income in an economically dying city — top 3 in the nation — from 50K to 250K — because of you. In 2015, I saw the Monday morning Rant and accepted my identity as a corporate Heretic. I will pay off 125K of student debt in 1 year.

Rags To Riches

My kids &amp; wife have a massive advantage in life — because you’ve gave me permission to be who I am.There are no words man, there’s just a ton of gratitude and appreciation. My life is more fulfilled than I could have ever imagined.No idea how to close this out. I hope this finds you well at the right time brother.

Permission To Be You

From: Nicholas 
Date: Sun, Mar 12, 2017 at 3:31 AM
Subject: Re: [3 min read] Gary, A Humble Thank You: 15 Months Ago, You Changed My Life
To: Gary Vaynerchuk My family has been entrepreneurs in our…

My Inbox to Yours 001 | Permission To Be Who I Am

It would be nice that companies can at least have the option to communicate with each other. This is where the SmartBridge system in Ark kicks in: the system takes the apps produced on the blockchain and allows them to be utilized outside the bounds of their own blockchain.Imagine executing an Ethereum smart contract through another blockchain, ark is always listening for code execution via the SmartBridge system, the power is in our hands to execute any instruction to any blockchain provided it is connected to the system.

SmartBridges

With ACES, the power of Ethereum contracts will be in the hands of the SmartBridge, this means deploying a smart contract to the Ethereum network can be done via Arks wallet which has the benefit of reducing bloat on the Ark system whilst connecting Ethereum and Ark together.

ACES

DPOS is a system in Ark that stands for Delegated Proof of Stake, it’s a model that improves on the usual POS system by having delegates forge the blocks instead of the entire network.Most delegates pay out on a daily or weekly basis and therefore it’s a great way to make a bit of extra ark from your holdings.&nbsp;

DPOS

Possibly the most important part of investing is the economics behind the coin.At the present time Ark has 97.5 million coins in circulation, with a maximum potential circulation of 128.7 million

Market Economics

I’ve been investing in the Cryptocurrency sphere for the good part of a year and during my time here I’ve been a part of many fantastic communities each of which presented opportunities to get behind…

How To Write A Sales Email: What The Data REALLY Says

How to Create a Strong LinkedIn Profile

How to Coach Your Sales Team through the Pandemic (and Beyond)

How Detective Work Helps Ultra-High Performers Hit Their Number |

4 Questions For Testing Sales Pipeline Accuracy | Sales Gravy

Shelley Johnson