STAR Results
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.
Anthony Cole Training
JUNE 24, 2019
Putting forth the effort to coach and motivate people, as well as hold them accountable to performance, requires no skill. T herein lies part of the problem with growing your sales team. Any sales manager can attempt to do this with their salespeople, but what systems and measured techniques do they have in place to ensure that it is working?
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ConversionXL
JUNE 23, 2019
If you’re Amazon or Apple—congratulations! You don’t have any credibility issues. Most of us aren’t so lucky. Almost all but the biggest of companies have an uphill credibility battle every time a new visitor lands on their site. What’s website credibility? And why is it important? BJ Fogg , the world’s leading researcher on web credibility, has said that website credibility is about designing your website to make it appear trustworthy and knowledgeable.
Partners in Excellence
JUNE 23, 2019
Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with. They are led by a great manager who has built a talented team.
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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.
SalesProInsider
JUNE 19, 2019
For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue. Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JUNE 10, 2019
In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.
ConversionXL
JUNE 20, 2019
Google “video hosting platforms,” and you’ll get about 50 million results, along with several paid ads. How do you choose the platform that suits your needs? There’s no single answer. The best video hosting platform varies business by business, depending on factors like: How often you’re uploading; How you plan to use the video; The viewing experience you want to give your audience; The analytics you need; The cash you have to spend.
Partners in Excellence
JUNE 16, 2019
I’ve been obsessed with failure recently. More specifically, I’ve been pestering close friends and mentors with the question: “If we know what we should be doing, if we know how to do it, if we know how important it is to our results, why do we consistently fail to do those things?” Unless you are brand new to sales, your name is Rip van Winkle, or you are absolutely clueless, all of us know what we should be doing.
G2
JUNE 6, 2019
The business of real estate is always changing.
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.
Membrain
JUNE 19, 2019
I admit, I’m not a dog person. But those little lap dogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.
Women Sales Pros
JUNE 21, 2019
Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales. In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects and taking market awareness to a whole new level. While sales feels like marketing just gets in the way of the important work – the actual sale.
Anthony Cole Training
JUNE 17, 2019
Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them.
ConversionXL
JUNE 30, 2019
“Never interrupt your enemy when he is making a mistake.” —Napoleon Bonaparte. When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all
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!
Partners in Excellence
JUNE 5, 2019
Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.
Miller Heiman Group
JUNE 13, 2019
Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.
Membrain
JUNE 30, 2019
I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.
Women Sales Pros
JUNE 4, 2019
Lauren Bailey, President of Girls Club , asked me to deliver the closing keynote at their first annual conference. This presented a challenge for me. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got me where I am today. I had to be vulnerable and reflect rather than share my competence.
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
JUNE 21, 2019
As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.
ConversionXL
JUNE 4, 2019
You don’t purchase products. You buy success, status, a lifestyle. Your purchases furthermore, are driven by subconscious perceptions and emotions. Semiotics, the interpretation of signs and symbols, helps decipher those subconscious elements. While it has plenty of lofty, academic associations, it has practical implications for marketers, too.
Partners in Excellence
JUNE 20, 2019
We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of what it means to be “customer responsive.” Recently, I was watching a sales team work.
SaaStr
JUNE 26, 2019
Ok this isn’t the most profound SaaS post of all time, but now that there are 100+ public SaaS companies and unicorns, we can finally answer a question — is it better to start a company that remakes an existing category, or that creates a new one? Well, actually maybe we can’t answer that question. What we can say is that about 70% of public SaaS companies are applications that are new versions, new entrants, in well established categories: You can quibble with the New Category
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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.
Membrain
JUNE 2, 2019
It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.
Gong.io
JUNE 20, 2019
The position of CRO is relatively new to most organizations and most are still hashing out the role’s nuances. That said, a few outstanding CROs have demonstrated an ability to drive revenue growth while aligning the sales, marketing, and customer success functions. Ever wondered how those folks succeed? We did too. We teamed up with Drift and OpenView to ask some of the top SaaS CROs to share their secrets.
Anthony Cole Training
JUNE 13, 2019
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.
ConversionXL
JUNE 26, 2019
Many SaaS companies launch a product-led growth model —but never update it. When the executive team calls me and asks why they aren’t converting users into customers, I tell them to buy a plant. Seriously. If they don’t water the plant, it’s going to wither and die. If they water it and give it sunlight, it’ll grow. Everyone knows how the system works.
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
JUNE 18, 2019
A client asked me to interview a candidate for a key sales role. The sales person had several jobs over the past 5 years, none lasting longer than 18 months. He had been in his current job for 9 months. In each role, he outlined his stellar accomplishments, his great wins, his quota over-attainment. I was suitably wowed! I dug in a little, what’s the onboarding time for each of these roles?
Engage Selling
JUNE 6, 2019
You no longer have an ideal buyer. You have to throw out the notion that there’s a singular contact inside an organization who makes the buying decision.
Membrain
JUNE 26, 2019
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in the midst of the Galapagos, a rim of volcanic rock rises from the sea to surround an ancient crater, together forming a hot and treeless island called Daphne Major.
Gong.io
JUNE 25, 2019
These 7 sales mistakes are just that: Horrifying. How many of them do YOU make? If you stop doing these, you’ll improve your calls. Big time. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating.
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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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