Anthony Cole Training
JUNE 26, 2017
As the owner of Hire Better Salespeople, one thing I hear consistently from my clients in regards to hiring is “I’m tired of looking through the same set of resumes over and over again.” If you have had the same thought, trust me, you’re not alone. Resume sites are flooded daily with recycled candidates. So, how do you go about finding the new, fresh candidates out in the market place?
A Sales Guy
JUNE 24, 2017
Ego is a silent killer of sales and marketing teams. Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. No one gives a s**t about you or your company. Prospects and customers only care about their business and what you can do for them.
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ConversionXL
JUNE 13, 2017
Agile marketing may not be a phrase you hear often, but it’s becoming increasingly popular and important. Traditionally associated with development and product management, agile is a lightweight and, well, agile framework for software development and bringing features and products to market. It stands in opposition to “waterfall” production methods that treat analysis, design, coding, and testing as discrete phases – where in agile they are treated as continuous.
Understanding the Sales Force
JUNE 19, 2017
Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them.
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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.
Engage Selling
JUNE 5, 2017
Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.
Closing Bigger
JUNE 12, 2017
The Art of Asking Questions that Close Sales. Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sal
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
JUNE 6, 2017
The next installment of The Real Deal of Sales is out and again it’s fire. In this one, I ask sales leaders about their proudest moments. Sales leaders have an amazing impact, and if they are good can change people’s lives. So, I wanted to know, what their most proud moment was. The stories are fantastic. There are some good sales leaders out there.
ConversionXL
JUNE 8, 2017
Did you know that Netflix has only 90 seconds to find a show that suits a user before she gets frustrated and quits? According to a recent academic study, “a typical Netflix member loses interest after perhaps 60 to 90 seconds of choosing, having reviewed 10 to 20 titles (perhaps 3 in detail) on one or two screens.” How does Netflix manage to find the right show for the right user so quickly?
Hubspot
JUNE 16, 2017
You might know that video is important, that your audience wants to see it, and you might even want to make it a part of your strategy. But you're still asking the big question: "How?". If you aren't producing video content because you don't think you have the ability, time, or resources to do it, we have some good news: Your answer to the video content question could be sitting in your pants pocket.
Understanding the Sales Force
JUNE 15, 2017
Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Partners in Excellence
JUNE 25, 2017
Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice President, Alliances and Strategic Partnerships for CenturyLink. We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers. I thought I’d share some of our discussion. Dave Brock (DB): Bill, before we get into it, can you share a little of your background?
Anthony Cole Training
JUNE 28, 2017
A guest post by Mark Trinkle, President, Anthony Cole Training Group.
A Sales Guy
JUNE 12, 2017
I love my job. I was recently reminded of how much I love what I do a few weeks ago in Toronto where I was speaking for Uberflip, a fantastic content experience platform. Loving what you do is at the core of a badass life. We spend more time at our jobs than anything else. We might as well love it. And when we love something we’re good at it and when we’re good at it, we love it.
ConversionXL
JUNE 20, 2017
Technology and consumer preferences are quickly evolving (seemingly by the hour), but in this turbulent world of fast-paced change we often forget that some core tenets of sensory perception and human psychology remain the same. One of those functions is how we view and process visual information, and in particular, visual hierarchy. Humans are visual creatures.
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!
Hubspot
JUNE 14, 2017
Doesn't it seem like we don't go a day without hearing about employee burnout -- mostly what a problem it is? In a survey conducted last year by Morar Consulting, 95% of human resources professionals blamed the loss of good employees on job burnout. Headlines call it a “ crisis. ” Type the words “employee burnout” into the Google search bar, and one of the autocomplete phrases likely ends with, “is becoming a huge problem.
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b
The Sales Hunter
JUNE 23, 2017
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].
Partners in Excellence
JUNE 15, 2017
Virtually every organization I know is struggling with making their numbers. Every sales person, manager, executive inevitably says: “We need to make our numbers, we need more wins, we need more in our pipelines!” Inevitably programs du jour are launched. Sales people are told, “Get more into your pipeline.” They’re told to prospect, we start counting prospecting conversations, and counting pipeline deals.
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!
A Sales Guy
JUNE 20, 2017
I spent the last week at Momentum Ski Camp. It was their “adult” week. Momentum is a mogul and terrain park ski camp that leverages some of the best skiers in the world as coaches to help clowns like me get better. When I say some of the best skiers in the world, I mean it. Look at this list: Mikael Kingsbury – Silver Medalist Sochi Olympics Moguls, 2 Time World Champion and 6 Time World Cup Champion.
ConversionXL
JUNE 15, 2017
If you’re not following form design best practices, you might be leaving a significant amount of money on the table. While forms aren’t the sexiest part of conversion optimization , they tend to be the closest to the money, the macro-conversions. Spending a little time optimizing forms can be some of the most important optimization work you can do. Of course, best practices don’t work the same on all sites.
Hubspot
JUNE 8, 2017
Be honest. Do you know what your non-marketing colleagues do all day? Sure, you might have a general idea of what your co-workers in sales, finance, and HR do, at least categorically. But it seems that many of us -- myself included -- have those days, weeks, and months when we’re so bogged down in our own daily hustle, that we become a bit oblivious to what everyone else around us is working on.
SalesProInsider
JUNE 6, 2017
It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll want to keep reading for this very important “What Not to Do When You Hear a Sales Objection.” Although the “but” can come anytime, it seems toughest after you’ve completed a productive review of the buyer’s prob
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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
JUNE 28, 2017
It’s here — the 2nd half of the year is starting in just a few hours! Hey, I want you to keep pushing to grab all you can this half, but let me push you to look at a few things to adjust to increase your 2nd half results. Take a few minutes and take […].
Partners in Excellence
JUNE 14, 2017
Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is completely filled, often with overlaps in meetings, some with multiple things scheduled at the same time. The demands on your time exceed what you can schedule—and you do a lit of shifting/juggling. Your to-do list isn’t getting shorter, in fact it’s getting longer–and you seem to be completing fewer things each week.
A Sales Guy
JUNE 19, 2017
Being a sales manager has some interesting side challenges. One of them is the unpredictability of people. People do the craziest things when they aren’t happy or when things aren’t going their way. In this episode of The Real Deal of Sales, I asked sales managers to share the craziest moments they’ve experienced. You will NOT believe some of these stories.
ConversionXL
JUNE 26, 2017
Elite Camp is a traffic and (mainly) conversion event held in Estonia every summer. It’s among the very best CRO events in the world, and of course in Europe. Elite Camp 2017 had an enviable line-up of heavy hitters and rock stars. Here are top insights from every speaker of this year’s event. Thanks to the inimitable Karl Gilis for all the photos below.
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
Engage Selling
JUNE 30, 2017
Turnover, specifically sales turnover hurts your business. How do I know this? Recently, I’ve been working with some clients who have suffered some devastatingly bad losses because of sales rep turnover.
SalesProInsider
JUNE 8, 2017
I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible. This is why I like the Objective Management Group’s tools so much. Dave Kurlan and his team approach sales with science. Their specific focus on being able to predict who (candidate or tenured sales rep on your team) will be a top performer allows my clients to hire less often because th
Pointclear
JUNE 9, 2017
PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead.
Partners in Excellence
JUNE 1, 2017
There a number of people with views that sales can learn a lot from manufacturing and applying lean and agile manufacturing methods to the sales function. I tend to agree, a lot of the underpinnings of great manufacturing have great applicability to selling. At the same time, there are some real limitations, which we can’t be naive about in applying manufacturing techniques where they don’t fit (Read my “Customers Are Not Widgets,” and related posts.
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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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