December, 2019

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The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales 208
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5 Interesting Learnings from HubSpot as It Approaches $1 Billion in ARR

SaaStr

We kicked off our 5 Interesting Learnings series with “newer” SaaS companies for the most part, and learnings as they IPO’d: 5 Interesting Learnings from PagerDuty, as It IPOs. 5 Interesting Learnings from Slack at $700m in ARR. 5 Interesting Learnings from Zoom. As it IPOs. 5 Interesting Learnings from Bill.com’s IPO. HubSpot is a great one that IPO’d way back in 2014 ??

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Here are the 7 BEST Data-Backed Sales Tips of 2019

Gong.io

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Yeah. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL story. As you know, Gong lives — check that, thrives — on (big) data.

Cold Call 122
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Know the Influencers Who Make More Sales Possible

Engage Selling

Previously, we looked at how important it is to beware of talk traps.

Sales 120
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

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What Is Sales Enablement?

SalesHood

Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes. Align your people, processes and priorities with your go-to-market metrics and revenue outcomes and watch the magic of sales enablement come to life at your company. [ ] The post What Is Sales Enablement?

Sales 117
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The Most Successful Negotiation is The Negotiation That Isn't Needed

Understanding the Sales Force

The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!

Negotiate 115

More Trending

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How To Keep Your Customers For a Decade. Or Longer.

SaaStr

Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years.

Customers 141
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Danger, Danger! The Pitfalls of Premature Proposals

SalesProInsider

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together.

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Sales people need to act like personal trainers, not bartenders

Membrain

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.

Sales 109
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What Makes a Good Sales Pitch? (What We Learned from Analyzing 500 Sales Calls)

Sales Hacker

What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad? To find out, our Training and Development Manager Joseph Grieves, analyzed over 500 sales calls in a 6-month period. What we learned was that ALL the best-converting sales pitches include the exact same elements.

Pitch 106
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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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Tim Riesterer: Decision-Making Psychology and Your Sales Messaging

Gong.io

Why is research on decision-making psychology critical to your sales messaging? How do you make the customer feel like the hero of the story? What’s the difference between prospect and customer messaging? On a recent episode of the Reveal podcast, we connected with Tim Riesterer for answers to these and other questions that are top of mind for revenue leaders.

Sales 106
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Using Old School Sales Tools in New Ways

Anthony Cole Training

In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.

Technique 185
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How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.

SaaStr

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot. Or anywhere in between. Because it costs next to nothing to deliver.

Price 135
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How Consumers Actually Responded to All Those Black Friday Ads [New Research]

Hubspot

Although Cyber Monday is described as the biggest online shopping event of the year, more than $7.4 billion in online purchases were made on Black Friday in 2019. While a majority of Black Friday purchases happened online, a Fiserv study found that brick-and-mortar store purchases rose by 4.2% compared to 2018. The same study found that a quarter of people traveled 25 miles or more to stores with Black Friday discounts.

Promote 101
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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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Goal for a Healthy Sales Culture

Score More Sales

In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.

Sales 101
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Objection Handling vs Negotiation: 10 Tips to Win the Deal

Sales Hacker

Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Let’s get started. Handling objections vs. negotiating.

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50 Words to Describe a Glassdoor Top 10 Best Place to Work

Highspot

Hypergrowth means rapid change. Over the last 12 months, we raised our Series D , launched our EMEA operations, released industry-first SmartPage technology , doubled our revenue growth and customer base, leased a new Seattle headquarters (that we move into next week), and a whole lot more. But through this evolution, one thing has remained constant: our commitment to people — our customers, investors, partners, and each other.

Launch 100
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Is Your Sales Growth Stuck in the Chimney with Kris Kringle?

Anthony Cole Training

In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".

Growth 167
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

SaaStr

(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota.

Intrinsic 135
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How to Create an HTML Form That Sends You an Email

Hubspot

Sometimes, improving UX can cost a lot of money. And oftentimes, some of the problems website visitors have are easy, simple fixes. That begs the question: How can you find out if customers are enjoying their website experience? The answer may be simpler than you think. Having forms on your website is an effective way to get customer feedback about their experience during their visit.

UX 101
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The One Word to Avoid in Your Next Sales Pitch

Gong.io

Sorry! My bad! Forgive me! . These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon.

Pitch 99
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5 Ways to Cut Through the Noise With Buyer Enablement

Sales Hacker

So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales performance globally is in steady decline. We’re so focused on perfecting our sales process , we ignore the buyer.

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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8 x Professional Sales Skills You Need To Master

The 5% Institute

Professional sales skills are a must learn if you want to be reach the top 5% of your chosen industry in selling. By professional sales skills – we mean skills that’ll position you as an authority and separate you from the competition. It’s not always easy; you get so busy doing your day to day tasks such as prospecting , meeting with potential clients and trying to get referrals , that you may forget to up-skill your personal and sales development.

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Why Prospects are Like Fruit and Why You Need to Pick the Right Ones

Anthony Cole Training

In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!

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10 SaaS New Year Resolutions For You. Pick a Few.

SaaStr

So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place. Even better. With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions. Pick a few that work for you: Get That Key VP Hire Done in Q1.

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6 Effective Ways to Use Video in Your Email Marketing

Hubspot

This morning, as usual, I started my day by checking my emails. While this process doesn't usually excite me and is just my method for waking up, I came across a subject line that made my heart race with excitement: Knowing that I would be starting my day with a new music video from one of my favorite bands made me smile. It also made me feel valued as a subscriber to their record label's emails — with just one video, Specialist Subject Records strengthened the consumer relationship I have with

CTR 101
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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6 Ways Poor Leadership Impacts Your Business

criteria for success

Poor leadership can have some devastating effects on your team. That's because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal. This is why leaders are a valuable part of any business, [.]. The post 6 Ways Poor Leadership Impacts Your Business appeared first on Criteria for Success.

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11 Data-Driven Sales Enablement Tips from Brand Leaders at Dreamforce 2019

Sales Hacker

Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose. Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. And as more companies mature from making impulsive decisions based on data in spreadsheets to making data-driven decisions based on statistics collected through automation, more marketers are minimizing risk to play their cards by the numbers.

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How To Penetrate The Market Successfully

The 5% Institute

You probably have a fantastic product or service and now it’s time for people to know about it; how do you penetrate the market successfully? How can you effectively get your product or service in front of people you want to work with, and that would also greatly benefit from the results of what you sell? In this article, we’ll be looking at five important factors to penetrate the market successfully, and to get you through the noise and through the competition.

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The 8th Sales Productivity Tool: Post-Call Debriefing Sessions

Anthony Cole Training

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Product 121
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How to Improve Email Deliverability and Optimize Each Send

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.