Anthony Cole Training
SEPTEMBER 23, 2020
Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live. Technology is consistently providing us with more and better ways to connect.
Membrain
SEPTEMBER 30, 2020
Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Partners in Excellence
SEPTEMBER 14, 2020
So much of our training and our engagement strategies involve our talking. We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often get into “tell” mode. Even when we ask questions, they are carefully constructed to elicit the answers we want. Alternatively, we listen for triggers to talk more.
Engage Selling
SEPTEMBER 11, 2020
Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.
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.
Miller Heiman Group
SEPTEMBER 3, 2020
Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.
Gong.io
SEPTEMBER 1, 2020
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. Two months ago, I bought some software. I needed a solution to help my team move faster towards a strategic goal.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
SEPTEMBER 13, 2020
Recently, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?”.
Understanding the Sales Force
SEPTEMBER 27, 2020
Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. Yawn. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis. The software for my Apple watch was updated twice in the past month.
Engage Selling
SEPTEMBER 18, 2020
Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.
SaaStr
SEPTEMBER 13, 2020
90% of my evaluation of any leader that works for me is the quality of people they can get to work for them. This could be wrong… Maybe it should be 95%. — Todd McKinnon (@toddmckinnon) September 13, 2020. Recruiting is tough. I certainly don’t do it well enough. But to be a great CEO, you need to find a way to force yourself to be a great recruiter.
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.
Gong.io
SEPTEMBER 3, 2020
No one said sales was fair. Actually, it’s pretty darn unfair. . AND: it just got worse. Why? Because the questions sales leaders had all-but-written-off as impossible to answer. Well, they just became answer-able. And some sales leaders (1000 of them, give or take) are already getting ahead. Questions like: Which competitors are really coming up in my deals?
Anthony Cole Training
SEPTEMBER 3, 2020
Being successful in sales requires continuous growth and learning from day-to-day experiences. Identifying those buyer's you can actually help by doing great research and keeping detailed prospect notes, it part of that success.
Membrain
SEPTEMBER 23, 2020
Account planning is a critical element of complex b2b sales. Traditionally, this process begins with an assessment of where the sales team might win “more wallet share” or how many additional products they might be able to sell into each account.
Understanding the Sales Force
SEPTEMBER 17, 2020
Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.
Advertisement
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.
Engage Selling
SEPTEMBER 11, 2020
It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.
RAIN Group
SEPTEMBER 2, 2020
Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)
SaaStr
SEPTEMBER 17, 2020
One of our top sessions from our recent Annual at Home event was from GitHub’s COO, Erica Brescia. For those unfamiliar with her background, Brescia started off as the founder and COO of Bitnami, a 75 person startup. Just over a year ago, she sold to VMware and the company has since doubled in size. In her session, Erica shares her hard-earned leadership lessons– from selling her company to what she’s learned at Github, we’ll share her most essential leadership principle
Partners in Excellence
SEPTEMBER 8, 2020
Today, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?” This is one area of coaching where I tend to be pretty hard-nosed, but I believe the following: If a person is uncoachable, it is not a question of IF that individual is terminated, only When!
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.
Membrain
SEPTEMBER 16, 2020
There are certain sales and marketing technology companies that have become practically household names over the past several years, and Hubspot is certainly one of those. With the release of a “free” CRM, integrating marketing and sales data has been promised to do wonders.
The 5% Institute
SEPTEMBER 27, 2020
Smart selling; or selling smart, can have different meanings depending on who you speak to. In this article, we’ll explain what smart selling means to us, as well as the eight step process we recommend using so that you can consistently close more potential clients. Smart Selling – Your Ultimate Guide. What Is Smart Selling? Smart selling is the process in which you can help your potential clients sell themselves , rather than you do all the hard work and all the selling.
Heinz Marketing
SEPTEMBER 30, 2020
By Win Salyards , Marketing Coordinator at Heinz Marketing. Within the Predictable Pipeline framework, we think about Messaging and Content in the Buyer’s Journey with respect to w hat Key Target Personas need, w hat they are challenged by, a nd how they make decisions. Y ou’ve built a comprehensive buying committee profile, buyer personas and their pain points, and you understand your buyer’s journey.
Salesmate
SEPTEMBER 11, 2020
80% of all sales are made by 20% of salespeople. The winners sell to prospects that losers gave up on. . You surely would want to prove your sales manager or seniors in the new company that you are amongst the 20% who have the potential to win. Entering a new workplace is like free-falling out of an airplane. The experience can be deadly if you do not know what you are doing.
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!
SaaStr
SEPTEMBER 11, 2020
My Top 10 take-aways from talk with @benchestnut this morning: 1/ Yes, bootstrapping can take 3-4 years longer. 2/ You may not need a moat. Maybe let them go if they aren't happy. Happiness is a moat. 3/ Phase 2 might take 12 years to get to. It's OK. Talk to more customers. — Jason ?BeKind? Lemkin ?? (@jasonlk) September 2, 2020. So the recent SaaStr Annual 2020 at Home was a smashing success. 3 days, 100s of roundtables and sessions, and 1000s of 1-on-1s.
Partners in Excellence
SEPTEMBER 17, 2020
Recently, the NY Times had a fascinating article: “Faces Of Power, 80% Are White As The Country Gets More Diverse.” There were a couple of interesting data points, of the 25 highest value publicly traded companies in the US, only 6 were people of color, none were women. In the Fortune 500, there are only 4 black CEOs. We have long known that we have a diversity/inclusion problem in our country.
Membrain
SEPTEMBER 6, 2020
Not so long ago, before the Internet became a force of nature in the beginning of the 21st century, sales and marketing departments dictated the flow of information.
Sales Hacker
SEPTEMBER 18, 2020
Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability. All while delighting customers along the way. Newly minted Chief Revenue Officers are what I like to call revenue architects.
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!
Heinz Marketing
SEPTEMBER 29, 2020
By Josh Baez , Client Engagement Manager at Heinz Marketing. As we continue delving into the foundations of a modern B2B demand generation engine, the next thing we need to think about is the B2B buyer’s journey. (And if you missed the other blogs in this series, be sure to read those too: one on the ideal customer profile and another on addressing the buying committee.).
Understanding the Sales Force
SEPTEMBER 21, 2020
Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization. It becomes easier for salespeople to renew accounts, cross-sell, up-sell and succeed. When a company's customer service sucks, it has the opposite effect, creating objections, resistance, disdain and animosity.
SaaStr
SEPTEMBER 30, 2020
A bit of Mary Poppins, when her work is done the wind will shift and she'll be off to the next place that needs her ??. Appreciate the moments you have with folks; especially if they or the combination of them together are truly special. It's never forever. [link]. — stacie frederick (@staciefrederick) September 29, 2020. Especially now that dozens of next-generation SaaS companies have IPO’d, you can start to see the turnover more viscerally than you can observe at quieter,
ConversionXL
SEPTEMBER 1, 2020
What do Amazon’s Jeff Bezos and Costco’s Jim Sinegal from Costco have in common? They both have a history of focusing on the lifetime value of a customer rather than chasing short-term profits. And their success speaks for itself. If you want to be a leader in customer loyalty and grow your business for the long term, Customer Value Optimization is key.
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!
Expert insights. Personalized for you.
281 
Let's personalize your content