A Sales Guy
FEBRUARY 20, 2019
Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility. Sales is the greatest profession in the world in my opinion.
Anthony Cole Training
FEBRUARY 21, 2019
In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.
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Gong.io
FEBRUARY 12, 2019
Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did something different: I asked over 50 sales leaders and professionals which sales blogs THEY rave about.
ConversionXL
FEBRUARY 27, 2019
“Email marketing is dead.” That’s what a digital marketer told me while trying to sell me his messenger bot software. But email isn’t going anywhere. Customers who buy through email spend 138% more than those who don’t sign up for email offers. And email marketing has an ROI of 28.5% compared to 7% for direct mail. If you’re unpersuaded by statistics, also recall that: If you own your email list, you pay nothing to reach subscribers.
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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.
Openview
FEBRUARY 25, 2019
Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
FEBRUARY 13, 2019
In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.
Gong.io
FEBRUARY 1, 2019
If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.
ConversionXL
FEBRUARY 18, 2019
Social media isn’t a perfect source of market research: It’s not a representative sample and, for small businesses, it’s simply too small of a sample. But for large organizations, it’s still a critical one. Why? Because it includes your most passionate fans. It’s also a rare source of candid consumer opinion: 80% of social media posts are about ourselves, and those opinions and beliefs—expressed individually and within a community—are not interrupted or biased by participation in a formal
Women Sales Pros
FEBRUARY 15, 2019
In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply.
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.
SaaStr
FEBRUARY 24, 2019
Recently for the SaaStr Annual, we were “the largest customer” for 3 vendors. All 3 lied to us: One vendor was a friend of a departed contractor. This is a pretty common way deals are done, even today. The champion’s favorite vendor. They misled us in terms of scale and capabilities. One vendor was a well-established software vendor, but misrepresented their experience at scale.
Partners in Excellence
FEBRUARY 1, 2019
This post is another of my learnings on my personal learning journey on micro improvements. There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them. One is hugely simple to implement–it really focuses on my mindset. The other is theoretically easy, but takes a lot of practice to make it real.
Anthony Cole Training
FEBRUARY 27, 2019
Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.
Membrain
FEBRUARY 17, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that….
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!
ConversionXL
FEBRUARY 13, 2019
U.S. companies spend billions on training each year. What about marketing departments? How much do they spend? What are they getting out of it? And what are they struggling to solve? We surveyed 462 marketing leaders—CMOs, VPs of Marketing, Marketing Directors—to find out. Respondents completed a 10-question survey that covered: The perceived skill level of marketing teams.
Women Sales Pros
FEBRUARY 2, 2019
There is an infamous Superbowl commercial for some of us that played in 2015 called #LikeAGirl and in honor of Superbowl weekend I’d like to share a great blog post sales strategist and best-selling sales author Jill Konrath wrote about that commercial. With no further ado, please enjoy, I Sell #LikeAGirl. Lori Richardson is President of Women Sales Pros and is working to see more women in sales and sales leadership in companies where there are male-majority sales teams.
RAIN Group
FEBRUARY 20, 2019
This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.
Partners in Excellence
FEBRUARY 19, 2019
One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting. Getting that first contact or engagement is something nearly everyone struggles with. Given the difficulty we have with these first contacts, one would expect we would be driven to create the very best first impression we possibly could.
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 6, 2019
Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.
Membrain
FEBRUARY 13, 2019
According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.
ConversionXL
FEBRUARY 20, 2019
You invest in your employees—mentoring, conferences, training. Yet over time, unused knowledge fades. Employees take other jobs. How do you protect your investment? Marketing had the highest turnover rate (17%) of any profession in 2018. It isn’t the only cause of knowledge loss. Retirements, promotions, intracompany transfers, and “the forgetting curve” all play a role, too.
Women Sales Pros
FEBRUARY 8, 2019
I never aspired to enter a career in sales, but I had a natural gift for connecting with people, which made sales a natural fit. My non-traditional path to sales started early in my professional career when I lost my first marketing job in NYC. It was during this challenging time that I became fascinated with what motivates people, what keeps some moving forward in times of great stress and what makes others fold under pressure.
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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.
SaaStr
FEBRUARY 28, 2019
I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’d closed Qualcomm in Year 1 for the grand total of $10,000. Not all of Qualcomm, but a nice division. It was a great logo in Year 1, and our champion and buyer did 3 webinars for us, an external case study — and an internal case study at Qualcomm. They were magic, these pieces of content.
Miller Heiman Group
FEBRUARY 28, 2019
Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? If only. Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. According to CSO Insights’ 2018 Buyer Preferences Study , the average salesperson must now navigate six or more buying influences to close a single deal (which can take five months or more).
RAIN Group
FEBRUARY 6, 2019
"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice. Fact: Bad or inexperienced coaches tell their clients what to do and are constantly giving advice.
Understanding the Sales Force
FEBRUARY 6, 2019
Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate. What's the difference you ask? The difference is huge, especially if you have a complex sale, a long sales cycle, or a lot of competition.
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
ConversionXL
FEBRUARY 12, 2019
In my daily work with ecommerce brands, I see two types of companies: The first type focuses on acquisition and conversion. The second relies on retention. The second type is winning. Why? Overall acquisition costs for both B2C and B2B have gone up by 50% in the past five years. Sooner or later, relying on new customers will break you. To offset these costs, you need to earn more repeat purchases from existing customers.
Women Sales Pros
FEBRUARY 22, 2019
Strategies to Increase Retention, Expand Relationships and Drive Referrals This week I moved my business from one of my long-time vendors – hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with in terms of availability and response time. So why did a move? Good question and an important one to know the answer to if you want to know how to succeed in today’s marketplace.
SaaStr
FEBRUARY 14, 2019
Here’s what I look for to try to get a sense if they’ll perform: Do they call out top performance with metrics ? The best reps are often quite precise. E.g., hit 152% of Quota last year, 143% year before, etc. Maybe they are exaggerating, that’s besides the point. The question is, do they love to win and have a history of it? Metrics are a good indicator here.
Membrain
FEBRUARY 10, 2019
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for ages. I’m particularly but not exclusively attracted to "value selling" myself.
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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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