ConversionXL
SEPTEMBER 10, 2019
I love running growth teams. It’s everything I could want from a job. It directly impacts the company, is fairly autonomous, works great with a few high-caliber folks, and involves a ton of A/B tests. I’ve spent years running these teams—but I don’t know if I’ll ever build one again. I doubt that I’ll even have a growth team at any company I’m managing in the future.
Anthony Cole Training
SEPTEMBER 10, 2019
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.
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SalesforLife
SEPTEMBER 20, 2019
For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things: 1.
Membrain
SEPTEMBER 29, 2019
There are no perfect salespeople born into this world. At least I haven’t met any.
Advertiser: ZoomInfo
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Partners in Excellence
SEPTEMBER 20, 2019
Innovation is important. We all know there is a limit to doing the same old things, over and over. Even though we may do them in greater volume or greater velocity, over time they become…… well old… and not very effective. So we struggle to innovate. We think of the great new revolutionary or disruptive idea. We reflect on people like Thomas Edison and his inventions (like the light bulb), or the invention of the internal combustion engine, or Al Gore inventing the internet (so
SaaStr
SEPTEMBER 26, 2019
So, despite SaaS multiple and the public markets being at near record highs, we’ve seen things start to … wobble a bit overall in tech: The WeWork IPO simply failed , and the Peloton and Direct Smile IPOs were broken. No one really expected this. Having a high profile IPO like this fail is a bit scary. The Fed’s Repo market had to essentially be bailed out by the government.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
SEPTEMBER 20, 2019
I started this series of articles by relating my experience coaching football to selling. It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.
Sales Hacker
SEPTEMBER 11, 2019
Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.
Membrain
SEPTEMBER 11, 2019
For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.
Partners in Excellence
SEPTEMBER 22, 2019
We and our customers live in worlds of paradox, uncertainty, confusion, complexity, overwhelm, overload, and constant change. Organizationally and individually, we are afraid of missing something—FOMO. We constantly move from one thing to another and then to the next. We see the latest technique, strategy du jour, technology, competitor and want to do the same thing.
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.
A Sales Guy
SEPTEMBER 23, 2019
Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Upcoming: Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time.
ConversionXL
SEPTEMBER 30, 2019
As Peter Drucker famously wrote, “The aim of marketing is to know the customer so well the product or service fits them, and sells itself.” In conversion optimization , we talk about the importance of knowing our customers a lot. But we rarely talk about the process of strategically segmenting our audience so that our products and services can sell themselves. ??????
Anthony Cole Training
SEPTEMBER 16, 2019
We often find there is a direct connection between sales and competitive sports. Due to his time on the football field as both a player and coach, Tony Cole has identified 9 Sales Productivity Tools that will help your producers build better plays, hit harder in the field, and come home with more wins.
Sales Hacker
SEPTEMBER 4, 2019
It’s a healthy question and one that has strong opinions on both sides… . Does swag work? Promotional products (AKA swag, tchotchkes, freebies, branded merchandise, you name it) have been around for some time. In fact, they date all the way back to George Washington’s campaign in 1789. . More recently, companies have started to integrate swag into their sales sequences, driving healthy growth for the entire industry.
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Membrain
SEPTEMBER 18, 2019
Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales world’s overly complex landscape of technologies, and I wanted to talk about point solutions, but what I said was, “point pollutions.”.
Sandler Training
SEPTEMBER 25, 2019
One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well does your company act and react at all those points along the way? Read Time: 6 Minutes.
SalesforLife
SEPTEMBER 18, 2019
I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think. They asked me what makes us at Sales For Life bold and different? It was a unique question that quite frankly, I wasn’t used to answering. Here at Sales For Life, we rarely encounter alternatives to modern, digital selling because our competition has always been the status quo, or alternative training programs.
ConversionXL
SEPTEMBER 3, 2019
Humans are value-rating machines. Every day, all day long, we size up different decisions by appraising the value proposition of that action. Should I buy this product? Sure, that’s the obvious one. But also: Should I go to lunch with this person? Should I open this email? Should I even spend the time to ponder this decision? When most marketers think about a value proposition, they’re thinking of the 10,000-foot-view—an overall company value proposition.
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.
Anthony Cole Training
SEPTEMBER 25, 2019
There is an age-old debate about which came first, the chicken or the egg?
SaaStr
SEPTEMBER 15, 2019
As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Folks that use SMB or other editions that should be on your more expensive enterprise plans.
Membrain
SEPTEMBER 25, 2019
In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.
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!
Hubspot
SEPTEMBER 26, 2019
It was a Saturday night, around 11 PM, and I was innocently scrolling on Amazon to look for a gift for my best friend’s birthday. But then, it happened. I had an impulse to purchase everything. The female empowerment mug? The wine tumbler? The pillow that said "Nap Queen"? I wanted it all. I added everything I liked to my cart. $200. Let’s be honest, $200 was going to be hard to pull off.
ConversionXL
SEPTEMBER 25, 2019
Like many marketers, you may fantasize about the amazing things you could do if you learned to code. But before you get there, you need to decide which language to learn. Several languages come up : Python, SQL, Bash, JavaScript. But only two are full-fledged programming languages—JavaScript and Python. If you’re interested in programming, these are the two languages that you should compare.
Gong.io
SEPTEMBER 11, 2019
It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. . Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals. Everyone rattles off the same thing: a list of their deals, next steps, and forecasts for the month. .
Sales Hacker
SEPTEMBER 27, 2019
How do your peers tackle their roles? Structure their days? Overcome their challenges? Do they even struggle with the same challenges? These are the questions we set out to answer in this series. Here, you’ll get a glimpse of the behind-the-scenes of top salespeople’s typical day and week. Today, we’re looking at the VP of Strategic Accounts role, and for that, we talked to Ryan Staley.
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!
SaaStr
SEPTEMBER 6, 2019
We’re proud to have > 60% women and multicultural speakers at the 2019 and 2018 SaaStr Annuals, and we are on track to meet or exceed that again in 2020. But our bigger goal is to drive our attendees to similar levels of inclusion and diversity. Our 2019 and 2018 attendee Diversity and Inclusion programs were fully subscribed and worked well, so we want to go even bigger this year on a number of levels.
The 5% Institute
SEPTEMBER 27, 2019
Insert Video. Tie down sales techniques are one of the commonly proposed sales techniques that came out of the 70’s and 80’s. Made famous by Speakers from that era such as Tom Hopkins, they served as a key ingredient and a part of your everyday sales conversation toolkit. Do tie down sales techniques still work though? In this article we’ll look at: What tie down sales techniques are.
Hubspot
SEPTEMBER 18, 2019
Remember the “ Tide Pod Challenge ?” That horrendous time at the beginning of 2018 when adolescents filmed themselves ingesting laundry detergent? While it was a funny (albeit dangerous) start to the new year, this small boost of infamy was a PR mess for the detergent brand in question, Tide , whose crisis communication team had to figure out how to respond to America’s teens swallowing their toxic product.
ConversionXL
SEPTEMBER 5, 2019
Customer personas are often talked about in marketing and product design, but they’re almost never done well. [This post contains video, click to play]. There are certainly companies doing them well, but not a lot of detail goes into instruction, and the blog posts out there on how to build personas are generally pretty bad. I recently created robust user personas for CXL Institute (on inspiration from a course in our CRO certification program taught by Stefania Mereu and Eric Taylor ), an
Advertiser: ZoomInfo
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