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.
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.
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?”.
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!
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.
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.
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.
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.
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.
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?
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!
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.
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.
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)
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.
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!
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.
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.
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.).
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.
Advertisement
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.
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.
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.
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.
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
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Heinz Marketing
SEPTEMBER 19, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Critical Elements of Proactive Client Retention. Of all the clients who changed suppliers in 2019, 68% did so because they no longer felt valued by the supplier.
Sales Hacker
SEPTEMBER 28, 2020
Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. Being able to create that tension is what separates the very best salespeople from the ordinary. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.
Partners in Excellence
SEPTEMBER 18, 2020
I spend much of my time in meetings with clients and their customers. Since the pandemic, it seems I have more meetings on my calendar, starting early in the morning running into the afternoon. I know we are supposed to complain about how much time we waste in meetings, frankly that’s not my experience. One, I insist on an agenda, if I’m to participate.
Understanding the Sales Force
SEPTEMBER 18, 2020
A short end-of-the-week post.
Advertisement
Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Expert insights. Personalized for you.
264 
Let's personalize your content