Iannarino
OCTOBER 4, 2023
Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven sales methodology.
Salesforce
OCTOBER 12, 2023
Everyone wants generative AI applications and their groundbreaking capabilities, such as creating content, summarizing text, answering questions, translating documents, and even reasoning on their own to complete tasks. But where do you start? How do you add large language models (LLMs) to your infrastructure to start powering these applications? Should you train your own LLM?
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Membrain
OCTOBER 4, 2023
“As goes the manager, so goes the team.” This common sales industry expression is actually more true than we realize, according to Carole Mahoney, author of Buyer First and founder of Unbound Growth.
Anthony Cole Training
OCTOBER 6, 2023
Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders. In our coaching platform, we offer several tools to help in this area and one of the most effective, easy to understand and utilize is sales data insight that comes from regular Sales Huddles.
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.
Sales Pop!
OCTOBER 19, 2023
Transforming Sales and Marketing Alignment: The Rise of the CRO In the ever-evolving landscape of business, the harmony between sales and marketing departments has been a long-sought-after goal. In this article, we delve into the transformative role of the Chief Revenue Officer (CRO) and how it is reshaping the traditional boundaries between these two crucial pillars of an organization.
Veloxy
OCTOBER 5, 2023
In the ever-evolving digital landscape, LinkedIn InMail has emerged as a powerful tool for professionals to connect and engage with their target audience. For example, an InMail is 3 times more likely to be accepted than a cold call, and 6 times more likely to be opened than a cold email. But how can you harness the full potential of this feature to boost your networking and business efforts?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 27, 2023
Early in my selling career, I was in a short training class. We were being taught how to “mirror” our customers. The concept of mirroring is it was a means of better connecting with the customer. We learned that if a customer leaned forward in their chair, perhaps indicating interest, we should lean forward. Likewise, if they leaned back we leaned back; if they swore, we swore; if they farted…… OK, I’m getting carried away with this explanation.
Membrain
OCTOBER 11, 2023
Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales , but I’ve noticed that we don’t always agree on what the word “value” actually means.
Anthony Cole Training
OCTOBER 27, 2023
If you are in charge of managing a sales team to reach sales goals, you must ask yourself this critical question; “Am I an effective sales coach?
Sales Pop!
OCTOBER 5, 2023
Repeatedly using the same strategies because they are easy and work for now will never contribute to advancements. The better approach is to ask ourselves, ‘How long will it continue to work – or is something better awaiting our desire? Today, two common themes in articles are that employees prefer hybrid work versus obeying a mandate to be in the office and that self-care plus meditation empowers our mind, body, and spirit to do our best.
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.
Force Management
OCTOBER 19, 2023
Competitive differentiation is at the core of every organization’s sales strategy. It’s why customers choose your solution and why sellers get excited about bringing your product to market. As markets change, though, customer needs change too. It’s possible that your differentiation may need to adapt to fit these changing customer behaviors.
Iannarino
OCTOBER 31, 2023
Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.
Partners in Excellence
OCTOBER 31, 2023
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.” In the spirit of the Holiday, I responded to a few.
Search Engine Land
OCTOBER 31, 2023
Google’s mobile-first indexing initiative that started just about seven years ago is now complete, according to Google. “It’s been a long road, getting from there to here. We’re delighted to announce that the trek to Mobile First Indexing is now complete,” John Mueller from Google wrote on the Google blog. History. As a reminder, Google started mobile-first indexing over 6.5 years ago , and eventually, after publishing deadline after deadline, Google removed the dea
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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.
Anthony Cole Training
OCTOBER 20, 2023
Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.
Sales Pop!
OCTOBER 31, 2023
Are you grappling with the challenge of finding the right prospects for your business? Do you often find yourself overwhelmed by the task of prioritizing and selecting accounts that truly merit pursuit? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies.
Force Management
OCTOBER 24, 2023
It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.
Iannarino
OCTOBER 14, 2023
You cannot enforce accountability among your staff without reviewing the outcomes each member of your team self-reports. Even though you have a CRM that reports each member’s activity and outcomes, you are better off with each person directly reporting how they did in the last week. Your meetings should boost accountability, while also helping salespeople see what is possible and what it takes.
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.
Partners in Excellence
OCTOBER 12, 2023
We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. And most of the strategies seem built around customer retention.
Search Engine Land
OCTOBER 19, 2023
Google has confirmed that the October 2023 Core Update – the third core update this year – has completed rolling out. The update started on October 5, 2023, a day after the October 2023 spam update was released, and completed 14 days later on October 19, 2023. Lots of volatility. This update, like most previous core updates, felt big in terms of the number of sites that saw ranking volatility and the complaints from SEOs I spotted over the rollout.
Anthony Cole Training
OCTOBER 13, 2023
The Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many aspects that make up an effective coach including coaching consistency, asking enough questions, the ability to stay in the moment while coaching, having a passion and supportive beliefs for coaching, not rescuing salespeople and being effective at getting commitments from salespeople.
Sales Pop!
OCTOBER 25, 2023
In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. It can be a perplexing endeavor, leaving you wondering why your efforts aren’t yielding the expected results. In this blog post, we’re going to delve into the art of generating referrals without resorting to traditional tactics and asking for them.
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!
Salesforce
OCTOBER 17, 2023
For Trailhead’s 9th annual Trick or Trailhead celebration, you’re invited to complete the first-ever hands-on mystery module. Attend a mysterious dinner party where you’ll get hands-on with flow and help solve a classic whodunnit. Uncover the culprit, and you’ll earn a spooky limited-edition Trick or Trailhead badge and a whopping 2,500 points. Trick or Trailhead at AI Manor How to participate Join the Trick or Trailhead Quest Trick or Trailhead at AI Manor You are cordially invited to join Astr
Iannarino
OCTOBER 11, 2023
You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will verify that you can create value for them as they pursue a change to improve their results. Most salespeople do a surface-level discovery, as they have been taught to elicit a problem and the client’s pain points.
Partners in Excellence
OCTOBER 26, 2023
The word “Pitch” has dominated selling language. We are constantly subjected to pitches through email, social channels and in the media. We seek, overtly, to pitch our offerings and products to prospects and customers. Recently, my good friend, ChatGPT had a discussion about pitches. I asked her the origin of this concept: The word “pitch” in the context of selling comes from the Old English word “pician,” which means “to throw” or “to thrust
Search Engine Land
OCTOBER 16, 2023
Unassigned traffic in Google Analytics 4 (GA4) is a common headache for digital marketers. It’s like trying to solve a puzzle with missing pieces: your data is incomplete, making it hard to measure the success of your marketing efforts. This article covers the common causes of unassigned traffic in GA4 and tips to ensure your campaigns are accurately tracked and optimized.
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!
Understanding the Sales Force
OCTOBER 30, 2023
Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” While watching game 2 of the 2023 World Series, it occurred to me that while I still remember and can name every
Sales Pop!
OCTOBER 21, 2023
As we carry on with our sales and ethics series, let’s pose this question: What is ethics, really? We can begin by pointing that ethics isn’t found only in the mind, or strictly in the heart, but in both. Real ethics requires a 2-way highway between the mind and the heart. The mind contains the understanding of what is correct, right, or wrong, and the heart, through emotions, usually follows.
SalesProInsider
OCTOBER 18, 2023
“ You get what you’re looking for.” It’s just one of dozens of “Jeanette-isms” I heard from my mom when growing up. And now as an adult, I can see how true this statement is. We do get what we’re looking for in many life circumstances, and in sales efforts. Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations.
Iannarino
OCTOBER 23, 2023
Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several companies have recently bought copies and requested a keynote speech and workshop. Displacement may be back in vogue, as there are too many companies in every industry, something you will see and feel over the next decade, as globalization as we know it ends.
Advertiser: ZoomInfo
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