Anthony Cole Training
MARCH 7, 2019
Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution. There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change.
A Sales Guy
MARCH 18, 2019
I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person. the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just ignore) much of what is going on around us at anytime.
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ConversionXL
MARCH 18, 2019
Third-party endorsement is powerful. As marketers, we know that customers are our best salespeople. Their reviews and testimonials build credibility and trust. Congrats if you’re among the 73% of marketers who publish customer case studies to win hearts, minds, and pockets. In a world of fake news and fake reviews—only 37% of B2B buyers trust vendors—genuine customer success stories are precious assets.
Women Sales Pros
MARCH 8, 2019
Today we give a tip of the hat to the top women B2B sales experts of Women Sales Pros. These experts do varying roles within the sales industry – Some are top keynote sales speakers Some are top sales workshop and sales breakout speakers Some are top sales authors Some are top consultants Some are top trainers Some are top coaches Some lead big organizations, some are solopreneurs.
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.
Partners in Excellence
MARCH 7, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B buying, the buyer’s journey can best be described as chaotic. What we have always believed is a linear process–identify a challenge, commit to change, define the problem/needs, evaluate alternatives, select a solution, turns out to be chaotic, as illustrated by the picture below.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Openview
MARCH 15, 2019
Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Brands including HubSpot, Atlassian, Slack, Xero, Zendesk and Klaviyo use a variety of partner programs and other tactics to expand into new markets, scale their sales efforts and take advantage of partners’ existing connections and credibility.
ConversionXL
MARCH 11, 2019
Even if you collect customer feedback, it won’t have much value if your survey analysis falls short. From not preparing data correctly to jumping to conclusions based on statistically insignificant data, a lot can go wrong. Thankfully, there are some easy wins. This post shows you how to improve survey analysis in three steps: Choose the right questions to get useful data; Prepare your data for analysis; Conduct a driver analysis on your data.
Women Sales Pros
MARCH 15, 2019
Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship must be maintained and maximized through continually opening new opportunities and, sometimes, new relationships that will enhance the buyer/seller partnership. Many sellers focus too much of their time and attention to closing sales.
Membrain
MARCH 13, 2019
What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon effect.
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
MARCH 15, 2019
I just picked up a truly badass book by Warren Berger. It is absolutely straight fire. A More Beautiful Question. . If you’ve read Gap Selling , you know the key to executing is rooted in questions. The better you are at questions, the better you can execute the Gap Selling methodology. Since its launch and in almost all of my training sessions, I’ve been asked for more info on how to ask really good questions.
Anthony Cole Training
MARCH 13, 2019
Without revenue, a sale cannot be made. However, making a sale is not all about the money, and it is a salesperson's duty to overcome their prospect's money problem and be prepared for what objections are thrown their way.
Partners in Excellence
MARCH 13, 2019
I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” We all know, at least I hope we do, that focusing on the customer, their issues/opportunities, and how we help them achieve their goals, is much more effective than pitching our products. Yet, why do so many organizations fail to do this?
ConversionXL
MARCH 13, 2019
Many are familiar with the digital darlings that market directly to consumers—Warby Parker, Away, Allbirds, etc. But the B2B ecommerce market is growing exponentially , estimated to reach $1.2 trillion in transactions by 2021. Ecommerce sales are growing for traditional B2B businesses as well as direct-to-consumer brands, which are opening wholesale sides to get a slice of the growing B2B ecommerce pie.
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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.
SalesforLife
MARCH 30, 2019
Turning potential prospects into customers is no longer easy for salespeople. Why? The modern buyer is being transformed. Today’s modern buyer is drastically different than buyers of the past, and the buying cycle has also changed significantly. What can salespeople do to adapt to these changing times?
Membrain
MARCH 20, 2019
The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years [1]. On average, organizations that invest in a dedicated sales enablement function improve sales results by 29%, according to a study by Vantage Point Performance.
A Sales Guy
MARCH 17, 2019
Anything that forces people to have to think is not an easy sell, which highlights the challenge of questioning in our everyday lives. The post A More Beautiful Question appeared first on A Sales Guy.
Gong.io
MARCH 27, 2019
Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good discovery for these to work. If you don’t, you’ll misapply them. If you DO know the basics, these tips will take you to the next level.
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
MARCH 27, 2019
What are the consequences of doing nothing/not changing? The answer to this question is the single most important issue in every sales opportunity. Yet, when I ask this question in deal reviews, fewer than 5% of sales people can respond. If the customer can’t identify, independently or with our help, the consequences of not changing, not taking action, not moving forward, they have no need to buy!
ConversionXL
MARCH 5, 2019
Cold emails are unsolicited emails sent to previously uncontacted recipients. The term has a bad reputation. To many, cold emails are synonymous with spam and a nuisance—one reason why U.S. workers spend 3.2 hours checking their work email each day. Why would anyone want to use cold email? Because, when done well, it can work. Cold email is not a replacement for inbound methods but a supplement—a way to drive near-term growth while inbound campaigns gain traction.
SalesforLife
MARCH 25, 2019
Numbers don't lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. ( Tweet This! ) So traditional sales methods of cold calling and email are gradually becoming less effective.
SaaStr
MARCH 8, 2019
The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? What will emerge to supplement or replace it? Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers.
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!
Membrain
MARCH 31, 2019
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.
Sales Hacker
MARCH 5, 2019
Last year, we started a new Sales Hacker tradition: the Top 50 Awards. We received over 5000 nominations , and this year was even bigger! Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. These awards go to practitioners: people who not only did a fantastic job, but also elevated the sales profession through their actions last year.
Partners in Excellence
MARCH 13, 2019
Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues. It seems the universal, go to, solution for bad pipelines is to find more qualified opportunities. That is, we need to focus at the top.
ConversionXL
MARCH 6, 2019
On YouTube, a keyword-targeted pre-roll ad might show the same video to a CEO and an intern. On Facebook, an ideal customer may log on to see photos of a new nephew, not to check out a 30-second demo of your SaaS product. LinkedIn has the potential to resolve both shortcomings: You know much more about who’s on the other end of an ad. You have a pretty good idea of why they’re on LinkedIn—to improve their career or company.
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
MARCH 4, 2019
Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams. A few don't want to be coached. A few don't think they need to be coached.
SaaStr
MARCH 12, 2019
Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10 a month in hosting charges per user for an app that isn’t server or storage intensive. So why is one app $5 a month and another $150 a month? The answer is value provided, yes (that’s why Salesforce and Workday can charge so much) … and also, comparables.
Membrain
MARCH 24, 2019
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.
Sales Hacker
MARCH 21, 2019
Creating a winning sales pitch has never been more challenging. In a recent report, sales expert Marc Wayshak found that only 24.3% of 400 surveyed sales reps exceeded quotas last year, and that 61% consider selling harder than it was five years ago. Prospects expect sales pitches to be highly personalized, too. But with the rise of automation tools , sales is more of a “numbers game” than ever, so personalizing a pitch can seem like an impossible task.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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