STAR Results
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
Anthony Cole Training
DECEMBER 20, 2018
One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).
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A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so
ConversionXL
DECEMBER 13, 2018
For many, Google Analytics 360 is a black box. Marketing and sales collateral from Google is spartan, and common refrains about key features—like unsampled data—seem unworthy of a six-figure bill for most sites. That disconnect exists because many, myself included, have understood Google Analytics 360 primarily as an expansion of the data caps we encounter with the free version.
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.
Women Sales Pros
DECEMBER 28, 2018
WOMEN Sales Pros is on the lookout for more great videos like the one I’m sharing below which makes the case for more women in sales and sales leadership at companies around North America. This one is from Carbon Black, a Boston-area cybersecurity solutions company. In this video, Senior Sales Director Susan An talks about her seven years at Carbon Black and addresses things like having a culture in the company around discussions around maternity leave and support for work-life balance – without
Sales Hacker
DECEMBER 20, 2018
The path to sales enlightenment requires continuous self-learning, but there’s a real problem. Salespeople are BUSY. With the insane rise of text based content, we understand that not all salespeople have time to sit and read articles. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
DECEMBER 18, 2018
When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.
Understanding the Sales Force
DECEMBER 13, 2018
Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog. The first is to repost my Nutcracker article - one of my most popular articles and by far, the most read article each December.
ConversionXL
DECEMBER 6, 2018
Done right, optimized mobile forms can deliver more than an increased conversion rate: They can become a competitive advantage—a reason users choose to fill out a form on your site. It’s not hyperbole. Consider the number of interactions it takes to book a room on Hotel Tonight compared to its competitors, something Luke Wroblewski highlighted in his talk on mobile design : “Booking a hotel happens in 3 taps and a swipe.
Jeff Shore
DECEMBER 6, 2018
By Amy O’Connor. ?Proper influence and persuasion is about making it easy for people to do what is in their best interest to do. Our job in sales is to help people achieve whatever mission they are on. The best helpers are the most successful sale people. How do you become more helpful? Focus on these three character traits. Character Trait #1: Awareness of Self.
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.
Sales Hacker
DECEMBER 20, 2018
Art or Science? Sales requires mastery of “soft skills,” so it can often seem like more art than science. Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. To consistently perform, sales leaders need to master the science of sales productivity.
Engage Selling
DECEMBER 13, 2018
When all signs are pointing to your market slowing down, it’s important that you don’t give in to a “slow down” mindset! Here’s the thing, most sales professionals will complain about the market, perhaps even your colleagues.
Anthony Cole Training
DECEMBER 13, 2018
Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.
Partners in Excellence
DECEMBER 27, 2018
Someone called seeking coaching on a specific deal. He had fallen into traps which blinded him in moving forward with a winning strategy. He started the conversation with, “The key decisionmaker is really a jerk! He’s power hungry, his people want to do something with us, they’ve presented compelling arguments, but he doesn’t want to go forward…… They are losing so much opportunity, if they only they would implement our system……” A few moment
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ConversionXL
DECEMBER 17, 2018
As we wrap up 2018, we went back through everything we’ve published this year to find the 10 most-read articles. Here’s the list: 10. How to Get Started with Machine Learning and AI for Marketing. Artificial Intelligence is powerful and will open doors we don’t even know exist. But there are some steps you can take today to ensure that you’re making the most of this new capability and won’t be left behind. 9.
Jeff Shore
DECEMBER 27, 2018
By Jeff Shore. ?Mark Twain once said, “Those who do not read are no better off than those who cannot read.”. Have you been thinking that reading is a habit you should develop? Here are ten books to help you on that journey. ?1. Eat Their Lunch! by Anthony Iannarino. The smartest sales thinker around today with his third book in three years, and arguably his best.
Sales Hacker
DECEMBER 28, 2018
Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. As usual, we were lucky enough to play host to many brilliant people contributing amazing content. Thanks to ALL our contributors and readers (now over 106k!
Women Sales Pros
DECEMBER 12, 2018
If you are a woman and have been told by a manager or leader in your company to consider a sales (or sales leadership) role but feel that you are not 100% qualified, I’m suggesting you APPLY ANYWAY. If you are looking at roles at another company in sales or sales leadership and you don’t match 100%, apply anyway. Yes, apply anyway. For three reasons.
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.
Anthony Cole Training
DECEMBER 7, 2018
Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”.
Hubspot
DECEMBER 27, 2018
Despite the spattering of headlines that have popped up over the past several years proclaiming "infographics are dead," infographics are, in fact, alive and well. Infographics aren't just alive and well -- they remain a staple in many business's content strategies. And while there are a lot of them, marketers who spend the time aligning the topic, content, and style of their infographics with the needs and preferences of their target audiences are still finding success among their audience.
Understanding the Sales Force
DECEMBER 10, 2018
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the pe
Jeff Shore
DECEMBER 4, 2018
By Ryan Taft. Imagine you’re single and that we’re friends. We’re having a cup of coffee together when I say: “So, I hope this is okay…I met someone who kinda made me think of you. I mean I know you’re sort of looking for a relationship and I’m thinking this might possibly work. Again, I hope you aren’t mad at me, but I set up a date for you with this guy/girl on Friday night at Buffalo Wild Wings.
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
DECEMBER 17, 2018
This week on the Sales Hacker podcast , we talk to Munya Hoto , Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. . Munya is an accidental marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.
Membrain
DECEMBER 2, 2018
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been working with – knows how to buy.
Anthony Cole Training
DECEMBER 11, 2018
Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson.
Hubspot
DECEMBER 25, 2018
"We have a 9 a.m. meeting? Hold on -- let me just click around the internet like a maniac to find something for the morning tweet.". Sound familiar? Scrambling for social content is nothing new. We have meetings. We run late. Things come up. And it's really hard to get any meaningful amount of work done when you have the next social media update looming over your head every 30, 60, or 90 minutes.
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!
Openview
DECEMBER 12, 2018
The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year.
ConversionXL
DECEMBER 6, 2018
Digital Marketers wanting to land B2B deals are often optimizing for the wrong metrics, focused solely on conversion rate and getting low-quality leads. You’re doing it wrong! That’s why I interviewed my friend and seasoned B2B expert, Bill Leake, to discuss the most common mistakes in b2b marketing and how to optimize your website to land b2b deals the right way.
Sales Hacker
DECEMBER 12, 2018
If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs.
Women Sales Pros
DECEMBER 18, 2018
Companies are operating in a new sales economy – this chaotic swirl of business dynamics, technology trends, and cultural change. These elements are influencing and shifting what they need to be successful with their customers. This new sales economy is also changing their expectations you. In my research for The Modern Seller, I uncovered some top trends that are influencing your buyers and their expectations of you.
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