Anthony Cole Training
MARCH 25, 2021
When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.
Veloxy
MARCH 22, 2021
Salesforce? If there’s one question reps and sales managers always ask themselves, it’s ‘where did all the time go?’ More often than not, it seems that there’s just not enough hours in the day to get everything done no matter how efficient you are. You’re not alone – research shows that even the top performing sales reps spend more than half of their time on non-selling activities.
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Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is my personal favorite sales book… Now, my favorite all-time sales book
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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.
Membrain
MARCH 3, 2021
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
Engage Selling
MARCH 5, 2021
Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
MARCH 8, 2021
As the saying goes, not all leads are created equal. A sales rep going through their regular day will need to prioritize their efforts so they’re utilizing their time and resources efficiently. This is where the BANT framework comes in. It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. Now, what exactly does BANT stand for?
ConversionXL
MARCH 31, 2021
We’re told time and time again, producing high quality content is one of the highest value activities you can do for your business. Yet, the question remains, what does high quality content actually mean and how do you measure it? With content marketing, it can be easy to get lost in the noise and miss what matters. For this article, let’s consider just two metrics—an engagement metric—social shares and an SEO metric—keyword rank.
A Sales Guy
MARCH 9, 2021
We’re almost at 50K books sold. We have less than 1,000 to go as of today March 9th. I’m blown away that I’m writing this. The idea that Gap Selling would have ever reached 50K books would have been inconceivable. In spite of years of social media exposure, an internationally acclaimed, award-winning blog, a large and growing social following every published turned me down.
Membrain
MARCH 24, 2021
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
Engage Selling
MARCH 12, 2021
Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization. And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader.
Partners in Excellence
MARCH 29, 2021
Symptoms are the indicators that something is wrong, something is not functioning/performing as it should. When we have symptoms of a cold, we already have the cold. We can’t do anything to prevent it, perhaps, we can just make things a little easier to manage through it. And, we may miss the opportunity to prevent the cold from recurring. In business and sales, we see similar things.
Veloxy
MARCH 29, 2021
When budgets are tight, online marketing is usually the first expense businesses look to cut. I’ll stop you right there. Traditional advertising methods are hard to measure and incredibly costly. But thing is, small business have never had greater access to cost effective and highly trackable marketing tools. So even with a shoestring budget, the best way to market your business might be a lot more accessible than you think.
ConversionXL
MARCH 24, 2021
Ranking for those competitive keywords and optimizing your landing pages for conversions is undoubtedly an effective way to grow your traffic and increase sales. But what if I told you there’s something other than your site you should be optimizing that so many marketers miss? One of the most powerful ways to create a more effective sales funnel is to analyze and optimize your branded search.
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!
SalesProInsider
MARCH 17, 2021
We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. And in the last 20 of these Sales Strategy Conversations that I’ve had, 13 of them have focused on how to help prospects get the value of what the seller is offering and how to help that prospect make a more confident and quick buying decision. 13 out of 20 – so obviously this is a very important topic!
Membrain
MARCH 14, 2021
I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc.
Force Management
MARCH 3, 2021
We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. Many sales leaders find value in sharing this content with their sales teams.
Partners in Excellence
MARCH 30, 2021
We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. The value our solutions create in solving the customer problem, or enabling them to address new opportunities. Hopefully, this is quantified in terms of ROI or some other financial metrics.
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!
Veloxy
MARCH 1, 2021
As the most important part of any business, it’s vital to have a good relationship with your customers to reduce attrition. This is why plenty of companies focus on Customer Relationship Management. In this segment, we’ll be looking at all the examples of great CRM implementation by big companies all over the world. But first, let’s try to define what CRM is.
ConversionXL
MARCH 10, 2021
There’s this misconception that businesses must get to a certain level before they’re ready for press. As if they need to be some big-shot executive or Fortune 500 company before anyone in press looks their way. Nope! As someone who’s been on both sides of the publishing table for over a decade and has had her fair share of features in Business Insider, Lifehacker , and The New York Times , I can tell you that it’s never too early—or too late to get press.
SaaStr
MARCH 30, 2021
“I don’t want to meet [That VC]. I don’t need money now and it’s distracting.” — most founders, post Seed round. …… There’s a superpower some founders have. When they are ready to raise the next round, be in Seed-2, Series A, B, C or whatever … they just send out a few emails, and in a week or so, have a few offers and even term sheets.
Membrain
MARCH 10, 2021
Cognitive bias leads to poor decision making. On a sales team, it can kill deals by causing salespeople and their managers to make bad assumptions, take the wrong actions, and interact with customers in ineffective ways.
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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.
The 5% Institute
MARCH 30, 2021
One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. A high performing sales team can make the difference between a mediocre business – and one that brings your goals and dreams to reality. In this article, we’ll explore how to build a sales team, how to hire, and the various other ingredients you’ll need to ensure they perform at a high and effective level.
Partners in Excellence
MARCH 11, 2021
Who in the sales organization owns the responsibility for a deal? Who is responsible for leading the development and execution of the deal strategy? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” Sadly, though, in practice it looks very different. To many managers, often well intended, take the deal over, they end up running the deal strategy and execution, sometimes delightfully surrendered by the sales person.
Gong.io
MARCH 3, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Only a small number of sales pros become truly effective negotiators. . That’s because most of us aren’t trained to handle these high-stakes conversations.
ConversionXL
MARCH 17, 2021
From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. So what does it take? I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them.
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
SaaStr
MARCH 31, 2021
UiPath is one of the most amazing not-really-an-overnight success stories in Cloud, SaaS and software. It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. Even ten years on, in 2015, it still had just 10 full-time employees.
Membrain
MARCH 17, 2021
Some of the worst mistakes we make in life we make without realizing their implications at the time. Sometimes, we don’t even know we’re making the mistake, and we may never know we made the mistake - but its effects will impact us regardless.
Engage Selling
MARCH 19, 2021
In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those … Read More » The post Building a Buyer-Verified Pipeline first appeared on The Sales Leader.
Partners in Excellence
MARCH 25, 2021
Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do.
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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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