Anthony Cole Training

MARCH 16, 2020

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

Sales 226

Sales Consult Prospecting Growth 226

Partners in Excellence

MARCH 21, 2020

The COVID 19 and related issues have brought about a plethora of “Should We Be Selling” articles. I’ve made my position clear in previous posts. But I saw a headline that caught my attention. Should we be selling? The answer is simply, “no” We should be humanizing. I was struck by this, not for what it said, but by the clear implication that selling is not about “humanizing,” and we should, in this crisis, shift our focus.

Sell 170

Sell Technology Technology Customers 170

Gong.io

MARCH 19, 2020

Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. . And keep knocking your number out of the park. #1 Master the Online Demo. It’s the ultimate test to becoming a world-class inside sales rep. .

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Inside sales Quota Sales Meeting 153

G2

MARCH 18, 2020

When it comes to digital marketing for businesses, as the saying goes: content is king.

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Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

SaaStr

MARCH 19, 2020

Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. The vast majority aren’t going anywhere, and may even upgrade to more seats.

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Meeting Closing Up-sell Product 145

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game.

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Sales Technique Objectives and Key Results Non-Profits 143

Partners in Excellence

MARCH 4, 2020

We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe To Fail, Hogwash!” There’s a lot of social pscho-babble on failure, the thinking parallels the thinking that, “everyone gets a trophy, win, lose, just show up… , it’s the effort that counts!

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Quota Account management Price Prospecting 158

Gong.io

MARCH 12, 2020

60-something years ago, sales was a very different game. . Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm.

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Sales Gaming Trust Up-sell 153

Understanding the Sales Force

MARCH 3, 2020

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.

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Teamwork Sales 142

SaaStr

MARCH 23, 2020

It can really tough to think through the short-term pressures of churn. SMBs are hurting the most, and the churn will be highest there. Enterprises are churning less, but slowing new purchases way down. Just remember one thing as your North Star here: No Customer Wants to Leave a Vendor They Count On. You may have 1000s or more customers. But often, your key stakeholders only manage a few key, core applications they need.

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Trust CRM Gaming Customers 141

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Sales Hacker

MARCH 18, 2020

In sales, it’s normal to deal with slow seasons, bad seasons, and horrible seasons. But none of those compare to the current situation. The COVID-19 outbreak has been hitting the world where it hurts since February, ultimately affecting our lifestyles, our plans, and, naturally, our businesses. This is a lot to take in and adjust to. What to expect?

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B2B Healthcare Hospitality Sales 140

Anthony Cole Training

MARCH 5, 2020

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

Sales 176

Sales Consult Prospecting Growth 176

Partners in Excellence

MARCH 7, 2020

Knowledge is power. We try to accumulate as much knowledge as we can. It gives us deeper understanding, it gives us insight, it helps us learn things or become aware of things we may have missed. The more knowledge we have, the better prepared we might be in addressing challenges, recognizing new opportunities, and managing risk. Knowledge is power.

Trust 154

Trust Conversion Customers Product 154

Gong.io

MARCH 16, 2020

The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 Make Pipeline Reviews Strategic.

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Pipeline Quota Sales Strategize 145

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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.

Sales

Understanding the Sales Force

MARCH 16, 2020

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean? One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret th

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Price Sell Presentation Sales 140

SaaStr

MARCH 10, 2020

We’re obviously in a very unique situation today. The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. Even just in the past 2 weeks, SaaStrAnnual.com has gone from what we thought was one of the safest events out there to … rescheduled for September. Today is different from other times. But I suspect in SaaS, it will be like ’08-’09 downturn — just faster.

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Retail Growth Price Closing 139

A Sales Guy

MARCH 31, 2020

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale.

Sell 136

Sell Commission Drivers/motivators Quota 136

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

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Sales Consult Conversion Growth 29

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.

Product

Sales Hacker

MARCH 13, 2020

As the coronavirus sweeps across the country, more and more people are finding themselves working from home. How do you stay motivated, connected, and successful? What does it take to thrive with remote work? After working from home for more than a decade, I’ve developed some routines that keep me productive and happy. But I wanted to hear from others as well.

Objectives and Key Results 136

Objectives and Key Results Meeting Start-ups Cross-sell 136

G2

MARCH 19, 2020

Do you want your visuals to set your brand apart from the competition?

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Understanding the Sales Force

MARCH 12, 2020

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.

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Consult Process Sell Sales 137

SaaStr

MARCH 29, 2020

What has a higher chance of making you money, being a venture capitalist or a startup founder? VCs have a much higher chance of making good money. There own investors (“LPs” or Limited Partners) pay them for a decade more than fairly to manage their investments, no matter how well or poorly they perform. But — truly great founders make the most by far.

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Meeting Closing 136

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!

Sales

Outreach

MARCH 25, 2020

A month ago we were cranking out calls, traveling to meet clients, and shaking hands with colleagues. Now, we are facing dramatic change that we have never experienced before. I used to travel around the country to meet with Outreach’s largest customers to partner on strategic engagements with their teams. Now I am hiding from my toddler who is supposed to be watching Frozen 2 again (thanks, Disney+!).

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Sell Pitch Strategize Meeting 134

Partners in Excellence

MARCH 16, 2020

It’s a unique time in history. We are all struggling with fear, uncertainty, risk. Physical separation and isolation is becoming increasingly important, both for our own safety, but also for the safety of others. Unfortunately, this separation and isolation creates social isolation–which is very unhealthy. Human beings are social creatures, we are used to and thrive on day to day interaction with our colleagues, suppliers, customers.

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Customers Pitch Meeting Conversion 131

Sales Hacker

MARCH 8, 2020

Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results. They’re driving themselves crazy, stressing out over finding the best outbound sales cadence, especially when the sales numbers aren’t meeting expectations.

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Inside sales Cold Call Sales Prospecting 133

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. You’re home now, not in the office. Remote work is here for the foreseeable future. You’re used to having people right next to you to get advice. Or you’re used to coaching your team on the sales floor. Now you need to engage everyone from afar.

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Quota Territory Trust Up-sell 131

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!

Customers

Engage Selling

MARCH 5, 2020

Do your customers like talking to you and members of your sales team? When we talk about effective sales professionals, we often only think about, well, their sales!

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Customers Sales 130

Cerebral Selling

MARCH 30, 2020

What if I told you I had a vaccine for a potentially deadly virus. Would you take it? Before you respond, what if I told you the vaccine carried a risk that 0.001% of people who took it will suffer a permanent disability. . How would you feel about getting vaccinated? Setting those feelings aside for a moment, suppose I told you that one out of every 100,000 people like you who get the vaccine will suffer a permanent disability.

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Represent Pitch Presentation Sell 130

Neuromarketing

MARCH 23, 2020

Reminding people of imaginary cooties can keep them from catching the real, life-threatening ones. The post How the Cootie Effect Can Reduce Virus Transmission appeared first on Neuromarketing.

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Partners in Excellence

MARCH 17, 2020

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. The need hasn’t disappeared, the customer, for various good/bad reasons just fail to make a buying decision. We are learning, as sales people, what we need to do is help the customer organize to buy and navigate their buying process.

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Up-sell Start-ups Sell Customers 126

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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.

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