Anthony Cole Training
JULY 2, 2018
In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.
Women Sales Pros
JULY 5, 2018
There are lots of motivational quote lists but none that we know of which are all quotes from women. Why all women? The women listed below are all great role models for other women (and men) building sales careers. Sellers (and sales leaders) have a challenging role. If you are a seller, you deal with rejection and you help people and companies make changes for the better.
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Jeff Shore
JULY 3, 2018
By Ryan Taft. ?Anyone who knows me would agree that I wasn’t a dog person…until recently. I will spare you the details of how I became a dog person and skip to the point of this blog. As I have been a dog owner for just over a year now, I have noticed how great my dog, Odie, is at sales. With that backdrop, here are seven things I have learned, or been reminded of, about selling from Odie. 1.
Membrain
JULY 22, 2018
Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.
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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.
Gong.io
JULY 6, 2018
Google “sales call tips.”. In.43 seconds, you’ll see that the Internet is polluted with articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? They’re the only ones backed by data , rather than opinion. Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls.
Hubspot
JULY 31, 2018
For now, augmented reality (AR) is still largely a novelty -- AR's newness alone contributes to its ability to surpass print, online, and television advertisements in terms of shock-factor. As The Drum reports , AR can capture people’s attention for over 85 seconds, increase interaction rates by 20 percent, and improve click-through rates to purchase by 33 percent.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
JULY 13, 2018
Those pesky competitors! They seem to show up in every deal and exactly at the wrong time too. Also, the numbers of competitors is multiplying at an alarming rate. You need a strategy to beat them and you need it quickly. Start by analyzing your competitor from your customer’s perspective. In other words, how does your customer or prospect view your competitor’s strengths and weaknesses?
Jeff Shore
JULY 10, 2018
By Jeff Shore. Sometimes we come across customers trapped in their own mental dilemma. They like what you have to offer, but they are hesitant to make a change. What you are dealing with is what psychologists refer to as the “Status Quo Bias.”. In short, people make decisions from a baseline; that baseline is their current situation. As they consider moving away from the baseline, they face the discomfort of the unknown.
ConversionXL
JULY 30, 2018
You are probably ending your A/B tests either too early or too late. The standard best practice in the conversion optimization industry is to wait until two conditions have been met before ending an A/B test. First, that a representative sample is obtained. Second, that the winner of the test can be declared with 95% certainty or greater. You can see the latter standard touted here and here and here.
Membrain
JULY 4, 2018
I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a large number of sales teams, technology is completely irrelevant.
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.
Hubspot
JULY 23, 2018
Peanut butter and jelly. Batman and Robin. Eggs and ham. You’ve probably heard of these famous pairs (or, in some cases, noshed on them), but for inbound marketers, there’s one pair in particular that goes hand-in-hand: content and marketing. Ninety percent of marketing companies use content marketing as part of their strategy. Still, that doesn’t mean all the content they create is top-notch, compelling, valuable content.
Understanding the Sales Force
JULY 23, 2018
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.
A Sales Guy
JULY 30, 2018
Look, I get it. Closing has been a part of the sales lexicon for decades, shoot maybe even centuries. But, just because it’s been around for a while, doesn’t mean it’s accurate or valid. Here’s the deal. Closing isn’t something you do to someone. I argue in this video, that if you’re a closer, you’re a bad salesperson and I offer a rather compelling argument why.
Jeff Shore
JULY 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Bob Burg, author of The Go-Giver Influencer, talks with Jeff about the difference between influence and manipulation. Trust is powerful, and once we have it from our customer, do we as sales professionals use it to help our customers or take the opportunity to advance our own agenda? When we see sales as service, then it becomes easy to be an influencer and not a manipulator.
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
JULY 4, 2018
Discover insider secrets on how to successfully build a high-performing growth team. How can you leverage CXL Institute, Kolbe tests and other online resources to genuinely impact your bottom line? Which skills truly matter for fast growth, and which are the nice-to-haves? In this conference talk (from Elite Camp 2018) by Chris Out from Rockboost will show you a behind-the-curtain look on how they operate at RockBoost, and how you can leverage this knowledge for your agency or in-house.
Women Sales Pros
JULY 27, 2018
Referral leads arguably close easier, race through the pipeline to close faster than other lead source and generate higher loyalty and lifetime value. Referrals work because people trust people, more than they trust any other source of information. A recent study revealed 84% of people completely trust recommendations from people they know. The most important ingredient for a successful referral program is to “be referable”.
Hubspot
JULY 23, 2018
LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.
Outreach
JULY 5, 2018
Hey, this is Andrew, and I want to officially welcome you to the World of Improv and how it relates to sales. About 3 years ago (and right before I joined Outreach.io ), I started taking improv classes. And in no time, this little hobby became intertwined with how I interact with people on the daily. I started using all of the techniques and exercises I learned in improv classes and have become a student of people, emotions, and building storylines.
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!
Engage Selling
JULY 5, 2018
Changing your buyer’s mindset can be very powerful.
RAIN Group
JULY 25, 2018
Becoming more productive is about changing your habits. It's not something you do some of the time; it becomes part of the way you approach your work and get things done.
ConversionXL
JULY 19, 2018
The robots are taking over. They’re going to be better than us, and then steal our jobs, and eventually turn on us and conquer the world. That’s the kind of hyperbolic language you’re probably hearing everywhere today. But some of it is true. Will the skills you’re learning today be obsolete by tomorrow? Is there a point to learning new things if artificial intelligence (AI) is going to do it better?
Jeff Shore
JULY 24, 2018
By Ryan Taft. Two weeks ago, Shore Consulting held our annual Jeff Shore Sales Leadership Summit , where sales leaders from across North America and beyond gathered to learn new techniques, adopt new processes, and acquire new tools. ?It was an honor to be able to teach how great coaches get the best out of their teams. I want to share part of that process with you now.
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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.
Hubspot
JULY 22, 2018
Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Demonstrate potential return on investment. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Craft a compelling solution. Accurately depict the purchasing process. Connect with prospects personally. Differentiate based on value.
Women Sales Pros
JULY 20, 2018
Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles based on research of 6,000 individuals. Challenger. Lone Wolf. Hard Worker. Problem Solver. Relationship Builder. This research indicates that individuals with a Challenger profile will outperform all other profile types.
Engage Selling
JULY 19, 2018
Sure, you’ve probably read numerous articles online dedicated to helping you make more sales. You’ve probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused.
Membrain
JULY 1, 2018
Sometimes, I reflect on the “good old days.” Things were certainly different, I do think at a macro level things are far better than whatever our image of the good old days were.
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
Partners in Excellence
JULY 6, 2018
I wrote, The Number Are, Well, Just Numbers. It stirred up a lot of discussion and one observation from Gordon Hogg, was both amusing and illuminating: “It’s the Cobra Effect! India’s colonial governor put a bounty on cobras to stop snake bites. Dead cobras came in but snake bites persisted. People started breeding cobras to kill for the bounty.” I don’t know it it’s a true story, but it points out the unintended consequences of some of the metrics we put i
Jeff Shore
JULY 19, 2018
By Amy O’Connor. ?Why are we so terrified of buyer objections? We wince, we cringe and do all we can to avoid them. But why? What’s the very worse thing that could happen? They don’t buy! I’ve gotta tell ya, we don’t lose sales by dodging buyer objections. It’s actually the opposite. We lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.
Hubspot
JULY 22, 2018
Are your contacts going with the flow, or are they just sitting dormant in your marketing database? If you don't have any automated email workflows set up, your answer is probably the latter -- which means you're missing out on some major opportunities to nurture and engage your existing contacts. Did you know that B2B marketers who implement marketing automation increase their sales pipeline contribution by an average of 10% according to a report by Forrester ?
Women Sales Pros
JULY 31, 2018
Hello. It’s Shari here. Writing from beautiful Park City, Utah. I have been blown away by the number of requests I’ve received on social media and email asking me to share prior video posts from my LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite whether it’s The #1 Reason Your Deal Didn’t Close , to The Five Commitments You Must Get to Close a Sale , (filmed live at the taco truck) to Blindspotting, with Jill Konrath.
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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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