STAR Results
FEBRUARY 11, 2020
Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to effectively coach their team so the reps just try to ‘wing it’ as best they can. Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.
Anthony Cole Training
FEBRUARY 24, 2020
Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.
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Membrain
FEBRUARY 23, 2020
The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.
SaaStr
FEBRUARY 17, 2020
We’ve added a series of additional Health & Safety rules to the 2020 SaaStr Annual. You can review them in more detail here. Note they are more substantially restrictive than other events , perhaps in some cases too restrictive. So please review them. And if you are sick, have been sick, or have been to China in the past 60 days, do not come to SaaStr Annual 2020.
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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.
SalesProInsider
FEBRUARY 26, 2020
“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and they care about what they’re doing.
Salesmate
FEBRUARY 11, 2020
It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In our past articles, we have talked about some of the best sales methodologies in depth. This would be the last article in that series, and we’re talking about Sandler Sales Methodology. But first, if you haven’t checked our detailed article on sales methodology, please check that out from here.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
FEBRUARY 14, 2020
It's a new year and we have some new content to share with you here at Anthony Cole Training Group. If you're looking to increase sales this year and beyond, then you're in the right place!
Membrain
FEBRUARY 5, 2020
Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
SaaStr
FEBRUARY 15, 2020
We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful. So let me tell you what I’ve done and learned both myself and across 25+ high growth startups I’ve invested in or advised.
Understanding the Sales Force
FEBRUARY 11, 2020
Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof? Would you back your car out of the garage before opening the garage door? (I've actually done that by accident - twice!).
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.
Salesmate
FEBRUARY 25, 2020
If you have ever thought like “Wow, this app is amazing” or “It is so easy to make a purchase from this website”, there’s probably a huge contribution of a digital agency. Agencies are the best, period. They help their customers make, build, optimize, and market products. Agencies are at the spot where they have to make their customers happy, as well as end-users i.e.
Partners in Excellence
FEBRUARY 13, 2020
Thousands of blogs, books, articles, video’s, and podcasts talk about “best practices.” They cover every topic imaginable. Every nuance of marketing, sales, customer experience, business, dating (oops) talk about best practices. As consumers of information about how to improve, we devour best practices. The thought is, “If I know what’s best practice, and apply it in my organization, we will be doing the very best things we can be doing and should see huge performan
Anthony Cole Training
FEBRUARY 12, 2020
The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.
Membrain
FEBRUARY 9, 2020
Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?
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!
G2
FEBRUARY 21, 2020
Nonprofit web design isn’t something your organization should overlook.
SalesProInsider
FEBRUARY 12, 2020
Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of the five of us hightailed it and ran.
Salesmate
FEBRUARY 13, 2020
In this article, you will learn about creating your own sets of automated text messages with text (SMS) sequences and merge them with your email drip campaigns for successful follow ups. We already have shown how sequences can be used as drip campaigns for putting your email follow-ups on autopilot. We know email campaigns have to be well-planned. Their lengthy and repetitive loop makes it difficult for users to keep a manual track on the execution and deliverance.
Partners in Excellence
FEBRUARY 26, 2020
I read an article from a very large consulting company entitled, “Have you made it safe to fail?” Frankly, it’s social psycho-babble. It’s the equivalent of saying, “everyone gets a trophy, regardless of whether they win or lose.” The article will draw eyeballs, but I think they miss the point, consequently much of the value around failure.
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!
Anthony Cole Training
FEBRUARY 18, 2020
In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.
Membrain
FEBRUARY 26, 2020
The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.
Sales Hacker
FEBRUARY 10, 2020
A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are engaged with thought-provoking questions that help them identify their own pain points.
Engage Selling
FEBRUARY 14, 2020
I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.
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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.
Predictable Revenue
FEBRUARY 25, 2020
In sales, the common misconception is that by saying the right thing you’ll win the deal. But what we started to realize after introducing Question-Based Selling (QBS) to our sales organization is that it’s impossible to know what to say without understanding the person and/or organization we were selling to. The post How Question-Selling Can Triple the Value of Your Service appeared first on Predictable Revenue.
SaaStr
FEBRUARY 19, 2020
By Karen Rubin, Owl Labs Chief Revenue Officer. 5G, the Internet of Things, AI and Machine Learning, Wearables, Virtual Reality…these buzzwords are dominating the world of tech as the technologies they represent drive global cultural and business trends. One of those trends is the movement towards remote work and distributed teams, which is significantly changing how we communicate and collaborate in the modern workplace. .
Anthony Cole Training
FEBRUARY 4, 2020
In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.
Membrain
FEBRUARY 19, 2020
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
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
Sales Hacker
FEBRUARY 14, 2020
With over 660 million members , LinkedIn is undoubtedly one of the most relevant social platforms for sales professionals. We’re able to connect with buyers in just a few clicks, but the question is, are we taking full advantage of this platform to engage our audience and build relationships? Traditional social selling is too focused on selling. Our inboxes are filled with unsolicited LinkedIn messages from sellers trying to push their products and services.
Outreach
FEBRUARY 24, 2020
First impressions are key. Would you show up to a black tie event in your favorite Netflix binge-watching sweats? Of course not. Your sales email subject lines are the first impressions you project to your prospects with every email you send. Are you putting on your best suit every time you hit send? We've learned a lot about what works by analyzing the data from tens of thousands of our own emails.
Salesmate
FEBRUARY 6, 2020
I know your time is precious, and so I wouldn’t like to waste it. But before we get to the popular “MEDDIC sales methodology” lets mull over a hypothetical situation (Don’t worry, I am not going off track). You enter a store, and a lovely pair of shoes captures your attention. But unfortunately, your size isn’t available. So, you decide to go for a size smaller thinking that you’ll manage.However, after a few days, the blisters and discomfort remind you of the mistake you’ve made by investing in
Partners in Excellence
FEBRUARY 6, 2020
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on commission. He later extended the argument to include being accountable for achieving a quota compromised the ability of the sales person to be trusted. To be fair, there are people and organizations that are driven purely by self interest.
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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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