Anthony Cole Training
AUGUST 15, 2018
In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must. Equally important is the regular distribution of sales training content that is memorable.
Women Sales Pros
AUGUST 17, 2018
As a woman it’s something many of us say so much as if it is a filler word, like “um” – apologizing for bumping into someone, for not holding the door wide enough, for seemingly no reason at all when we call, text, or email someone. I had a bad habit of saying the phrase, “I am sorry”. Here’s how I stopped saying it nearly 95% of the time. Most of the time I said I am sorry when I could say something else.
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ConversionXL
AUGUST 30, 2018
In many organizations, user research creates friction. It directly challenges the intuition of others, often at the highest levels. It slows product development. It costs money. It has no clear ROI. But it’s also essential— 89 percent of customers stop doing business with a company after a bad experience. User research delivers the quantitative and qualitative insights to improve those experiences.
Gong.io
AUGUST 16, 2018
Dominating your competition today is not a “nice-to-have,” it’s a necessity. The battleground for competitive differentiation has shifted. The name of the game used to be having a unique product. Now, that’s nothing more than a ticket to play the game. It’s hardly a winning strategy by itself ( read more about why that is here ). Instead, sales conversations — what salespeople say, do, and write during the sales process — are where the perception of difference is c
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Engage Selling
AUGUST 30, 2018
I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I’ll do is look at their pipeline. Why? The number one reason that sales stay stagnant is due to anemic pipelines.
Sales Hacker
AUGUST 8, 2018
A sales CRM is a foundational tool for modern sales organizations. Here’s a closer a look at the evolution of customer relationship management and where it’s headed. Let’s face it—most B2B tech brands are unsexy. It’s not a bad thing, but you won’t see hundreds of customers lining up outside at 4:00 am to wait for the next big product release from some IT cloud storage company.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
AUGUST 3, 2018
Most sales people agree that planning ahead of time for important sales calls is a precursor for successful call outcomes. However, based on my observation in working with hundreds of sales people over the years, many continue to ‘wing it’. Sales call after sales call, they leave the entire outcome to chance. Pre-Call Planning Overview. The goal of pre-call planning, used in all stages of the sales process, is to think through all the important aspects of a sales call in advance of the meeting
ConversionXL
AUGUST 8, 2018
Does investing in employees marketing skills pay off? Or is it just a waste? Businesses spent nearly $94 billion on corporate training in 2017—a 33% increase over 2016. Per employee, expenditures ranged from $399 at large companies to $1,886 at smaller organizations, according to the same report from Training magazine. Within marketing departments, an estimated 4.2% of the total marketing budget now goes to training programs, up from 2.7% in 2014.
Hubspot
AUGUST 31, 2018
Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.
Membrain
AUGUST 19, 2018
Sales Enablement is a hot buzzword bingo term these days. The problem is, were you to ask 10 companies what Sales Enablement is, you’d probably get 13 different answers.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Accent Technologies
AUGUST 13, 2018
Accent Technologies and SiriusDecisions are partnering to bring a sales enablement webinar series covering some of the most common challenges SE leaders face today. Sales Enablement (SE) is one of the fastest-growing functions in companies today. However, the term means something different to almost every organization. (more…).
Understanding the Sales Force
AUGUST 27, 2018
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best sal
Women Sales Pros
AUGUST 24, 2018
I’ve always looked at sales as a mind game because there is so much planning and strategy involved. One could even say sales is a lot like golf. You’d never hit the ball until you analyze and reflect on the lie, wind speed, distance and direction and a hundred other variables on each hole; and plan how you’re going to reach your ultimate goal.Even the best planned strategy must constantly flex to overcome the next unexpected challenge or opportunity.
Engage Selling
AUGUST 23, 2018
Let’s face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.
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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.
Hubspot
AUGUST 30, 2018
When you're trying to grow a following on Instagram, you depend on hashtags and engagement to expand your audience and reach. So it can feel more than a little disheartening when it suddenly seems like your content isn't showing up anywhere. If you feel like your posts are receiving fewer likes and comments, or aren't appearing for certain hashtags, you might be shadowbanned.
Gong.io
AUGUST 22, 2018
“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My job is to upskill the sales team ,” he said. “But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit. If you’re on the hook for delivering impactful sales training, but you’re short on time, this post is for you.
Sales Hacker
AUGUST 6, 2018
Finding the best live chat software in a crowded marketplace can be tricky. Fortunately, this just means there’s bound to be an option that fits perfectly with your business model. If you owned a store, you could directly interact with the customers who come in each day. The same principle doesn’t traditionally work with websites. Sure, you can see the visitors who pop in, thanks to tools that gather data on where they’re coming from.
Jeff Shore
AUGUST 7, 2018
By Jeff Shore. All too often, the sale is lost before it ever really gets started. Too many sales professionals practice bad habits right out of the gate, seriously jeopardizing their chances of success. Here are three common sales mistakes that get made in the first half-minute of far too many sales conversations. 1. Lack of a Clear Outcome. This isn’t so much a technique problem as it is a mindset problem.
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.
Women Sales Pros
AUGUST 22, 2018
If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. But then management tells you that you also need to be a sales leader.
Adaptive Business Services
AUGUST 8, 2018
Powerful Sales Results. Every Lead. Every Time”. Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello” ? The author of this book, Weldon Long, had me at his dedication page …. “This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession.
Hubspot
AUGUST 28, 2018
One of the worst feelings in the world is forgetting a great idea. All you had to do was write it down, but you were confident that you’d never be able to forget such a compelling idea. When the idea slid out of your mind, though, the easy loss of such an insightful thought nearly crushed your soul. Taking the time to jot down your ideas right when they pop into in your head is one of the best ways to remember them and, ultimately, bring them to life.
Score More Sales
AUGUST 24, 2018
If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?
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 Hacker
AUGUST 16, 2018
When a high-stress job meets low emotional intelligence (EI), doomsday happens. That’s what research, experience, and common sense will tell you. And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study.
Heinz Marketing
AUGUST 10, 2018
Guest post By: Mike Schultz, President, RAIN Group. With the nonstop interruptions and distractions, too many people have lost complete control of their work days. They get sucked into other people’s meetings and priorities, they take on the work of their staff, or they’re at the mercy of what their boss tells them to do and when. If you want to be as productive as possible at work, you need to take back control of your time.
Women Sales Pros
AUGUST 29, 2018
We hear from salespeople all the time who think price is the most important factor to buyers, and loyalty from working with preferred vendors and partners no longer exists. But is this true? We brought together a panel of buyers for a webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations where sales professionals discover what it takes to earn their business, build strategies and, ultimately, earn their respect and trust.
Outreach
AUGUST 2, 2018
At Outreach, we believe sales is the lifeblood of innovation, and salespeople are the backbone of any business. Our economy was built on the back of sales; the world’s products and services rely on sales teams to be brought to market — sellers who are committed to solving prospects’ pain points and problems. That’s why we’ve made it our mission to support, and amplify the efforts of, every member of the revenue team — from quota-carrying prospector to AE to visionary CEO.
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!
Hubspot
AUGUST 27, 2018
Nowadays, Instagram is often someone's initial contact with a brand, and at least 30% of Instagram users have purchased a product they first discovered on the platform. If it's the entryway for one third of your potential sales, don't you want it to look clean and inviting? Taking the time to create an engaging Instagram feed aesthetic is one of the most effective ways to persuade someone to follow your business's Instagram account, or peruse your posts.
Topline Leadership
AUGUST 20, 2018
Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople. Ask for a “Memo of Understanding” from the [ ] The post Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions appeared first on TopLine Leadership.
Sales Hacker
AUGUST 28, 2018
This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Make no mistake: we live in a digital world. For many of us, that’s also the primary channel through which we make an increasing number of purchases. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life.
Membrain
AUGUST 22, 2018
Perhaps more than anyone else in the world, Tamara Schenk knows sales enablement. She has been conducting research and publishing studies and research-based blog posts on the topic with CSO Insights for many years and is the top expert to consult when you want hard data and deep insights.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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