Anthony Cole Training

OCTOBER 1, 2019

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

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Product Sales Consult Sell 136

Neuromarketing

OCTOBER 29, 2019

It appears that United Airlines has stopped using a classic decoy pricing approach for in-flight wifi options. The post Decoy Pricing: Did United Airlines Fire Their Behavioral Economist? appeared first on Neuromarketing.

Price 130

Price 130

Membrain

OCTOBER 2, 2019

You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?

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Sell 122

SalesProInsider

OCTOBER 2, 2019

When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Our mind is powerful.

Clients 114

Clients Prospecting Follow-up Price 114

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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.

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InsightSquared

OCTOBER 3, 2019

Combination of leading revenue intelligence solution with activity data capture and next best action sales engine offers industry’s most complete platform to drive predictable growth. BOSTON — Oct. 3, 2019 – InsightSquared , the leading provider of revenue intelligence solutions, has acquired Olono, a leader in sales activity management. The acquisition solidifies InsightSquared’s position as the vendor of choice for revenue operations professionals who want to equip go-to-market teams with a su

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Pipeline Growth B2B Trust 22

ConversionXL

OCTOBER 9, 2019

Video marketing is booming. It’s no longer news. Cisco predicts that, globally, video traffic will be more than 80% of all web traffic by 2022 (up from a prediction of 75% made in 2017). Other recent reports claim a 17% leap in video content usage in 2018, with the average person watching more than 90 minutes of online video every day. In the same report, 85% of surveyed consumers said they would like to see more videos from brands.

Lead generation 110

Lead generation B2B Promote Strategic planning 110

Partners in Excellence

OCTOBER 7, 2019

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation! Sales people are coin operated, if they have the opportunity to make more money some place else, they will go after that opportunity.” But the data shows a completely different picture.

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Sales Sell Product 107

G2

OCTOBER 11, 2019

Much like shows about hospitals and law-practices, popular media tends to paint the wrong picture of human resource management.

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Hospitality 107

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. It finally starts to make sense, this SaaS stuff. As you cross $2.5m, $3m in ARR, you can start to see a path to real cash flow and financial independence, even though you aren’t there quite yet.

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Non-Profits Growth Appointment Sales 107

Jill Konrath

OCTOBER 30, 2019

After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together.

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Meeting Sales Prospecting 105

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

ConversionXL

OCTOBER 1, 2019

Confidence intervals are a standard output of many free and paid A/B testing tools. Most A/B test reports contain one or more interval estimates. Even if you’re simply a consumer of such reports, understanding confidence intervals is helpful. If you’re in charge of preparing and presenting those reports, it’s essential. In this article, we’ll look at confidence intervals—what they are, how to interpret them, some caveats, and oft-encountered issues.

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A/B testing Construction UX Presentation 110

Anthony Cole Training

OCTOBER 25, 2019

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

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Sales Consult Product Sell 133

Membrain

OCTOBER 23, 2019

What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities.

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Sales Process 103

G2

OCTOBER 30, 2019

The New York Times. The Wall Street Journal. Forbes. Across every industry the hot topic for the future of business seems to be remote work.

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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

SaaStr

OCTOBER 8, 2019

We’re back to Miami for our second ever SaaStr meet-up there, this time bigger and better than ever during Art Basel!! Come join us on December 5 hosted at 500 Startups Miami for an evening of SaaStr talk, mentorship, unicorns, VCs and more. We’ll have cocktails (or something similar) and some great discussions, including several great pieces of content, including a fun discussion between me and the co-founders of Cloud Unicorn Digital Ocean.

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Meeting 103

Hubspot

OCTOBER 17, 2019

How many times have you seen a killer marketing campaign and thought to yourself, "Wow, I wish I would've thought of that!". (Glossier, I'm looking at you.). We've all been there. The truth is, when you're just starting out, it can be tough to know whether your strategy is as comprehensive and powerful as it could be. To help ease some of that uncertainty, we've created this guide that'll show you step-by-step how to create a marketing strategy that leaves no stone unturned.

Promote 101

Promote Campaign Niche Launch 101

ConversionXL

OCTOBER 16, 2019

Five years ago, I was trying to build links—and failing. In fact, I was failing so hard that I had to work without getting paid while building only a couple of links a month. . My team and I followed the “best practices” for link building, starting with our content. We put together some excellent research that showed you didn’t need an Ivy League degree to become a successful entrepreneur.

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Pitch Follow-up Negotiate Campaign 109

Anthony Cole Training

OCTOBER 11, 2019

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

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Sales Consult Product Sell 132

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

Membrain

OCTOBER 30, 2019

“There are five questions that determine whether a person will do something or not. These five questions have been heavily investigated at the individual psychological level, the psychobiological level, all the way down to cells and molecules. If you know the answers to these questions, you know whether the person will do something or not.”.

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Sales 103

RAIN Group

OCTOBER 9, 2019

LinkedIn is a powerful prospecting and sales tool. It’s a great way to connect with new buyers, stay top of mind, and engage with your network.

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Sell Networking Prospecting Sales 100

Engage Selling

OCTOBER 18, 2019

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.

Sales 100

Sales Promote 100

Hubspot

OCTOBER 9, 2019

If you're anything like me, you probably mainly consider Wikipedia a good source for a behind-the-scenes look at the production of Game of Thrones , or a collection of random facts on Zebras. In short, you likely haven't given it much thought as a channel for brand awareness. But, if you think about it, Wikipedia is one of the best third-party sources for ranking on page one of Google.

Follow-up 101

Follow-up Gaming Start-ups Promote 101

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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.

Follow-up

ConversionXL

OCTOBER 30, 2019

Think back to the last experiment you ran for your SaaS company. What were you trying to learn or improve? Maybe you wanted to increase email captures or free-trial leads. . Now try to think of the last time you experimented with something other than your acquisition strategy. If you’re struggling, you’re not alone. . Article after article, course after course, conference talk after conference talk addresses acquisition experimentation—getting more conversions at the top of the funnel.

Referrals 101

Referrals Objectives and Key Results Non-Profits Trust 101

Anthony Cole Training

OCTOBER 22, 2019

In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.

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Product Sales Clients Management Consulting 123

The 5% Institute

OCTOBER 22, 2019

Best sales books; with so many articles, which one’s should you focus on reading? Personal development, such as listening to informative podcasts, business and sales related audio books, and sales training should be a part of your daily activities if you want to succeed and win more sales. Another important, yet sometimes forgotten activity (due to our busy lifestyles and schedules), is reading books.

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Pitch Drivers/motivators Gaming Sales 98

Membrain

OCTOBER 13, 2019

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.

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Sales B2B Customers 98

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

Retail

Partners in Excellence

OCTOBER 15, 2019

Recently I wrote, “ What If We Kept The Target Close Date Sacred ?” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of the time and too much of our training focus on the things we must do to sell our solutions to the customer.

Customers 98

Customers Cross-sell Pipeline Closing 98

Hubspot

OCTOBER 4, 2019

The life of a business leader is all about juggling your priorities -- and a big part of keeping everything moving is making sure that existing initiatives are on-track, while creating space for smart new strategies. Fortunately, there's a tool to help you succeed: KPI dashboards. KPI dashboards can help you check-in with various aspects of your business and make sure everything's running smoothly.

Start-ups 101

Start-ups Follow-up Price Conversion 101

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. That’s not really honest, is it? What about the amazing sales leaders who aren’t well-known already? And why let LinkedIn’s algorithm decide who is the best?

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Sales Up-sell Start-ups Cross-sell 97

Anthony Cole Training

OCTOBER 17, 2019

Throwback Thursday Post:

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Sales Consult Sell 123

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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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