October, 2020

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5 Minute Interview – Hire Salespeople Who Will Sell

Anthony Cole Training

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?

Sell 286
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Google Will Soon Rank “Passages.” Does It Matter?

ConversionXL

On October 15, Google announced that it will integrate more artificial intelligence into its search algorithm, improve visual search, and work on 3D search functionality. When it comes to organic results, the biggest news is Google’s new focus on “passages”: By better understanding the relevancy of specific passages, not just the overall page, we can find that needle-in-a-haystack information you’re looking for.

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Is Prospecting Really The Toughest Thing In Sales?

Partners in Excellence

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?

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The eight prospecting paradoxes that cause selling schizophrenia

Membrain

As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.

Sell 166
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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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Getting Virtual Communication Right

Engage Selling

Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.

Meeting 165
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The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

Sales 163

More Trending

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OpenView Venture Partners raises $450M for sixth fund, its largest to date

Openview

The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.

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The LinkedIn Algorithm

Partners in Excellence

I was talking to Amy. “Dave,” she said, “Your posts aren’t optimized. For the LinkedIn algorithm” “You could get 10 times more likes and comments. If you just write for the algorithm” I appreciated Amy’s idea, she’s a rockstar. But I wondered, Is that the point? Do I write for LinkedIn’s algorithm?

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Is prospecting really the toughest thing in sales?

Membrain

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years.

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Don’t Be A Smelly Sales Person

A Sales Guy

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together. The post Don’t Be A Smelly Sales Person appeared first on A Sales Guy.

Launch 152
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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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The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.

Process 152
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Do You Have a Coaching Bias?

Anthony Cole Training

In every sales training and coaching program we work with individuals to help them write and deliver their phone scripts, value propositions and elevator pitches. These are important components for salespeople to differentiate themselves in a crowded marketplace. And this exchange should begin the relationship on the right foot by getting the audience engaged.

Pitch 159
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Sell Like an Incumbent Even When You’re Not

Engage Selling

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

Sell 152
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Are You Solving For Your Customers’ “Feeling”

Partners in Excellence

“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. In the old days, a lot of this was interpreted as “relationship sales,” and implemented as social interactions like taking them to lunch, the golf course, telling jokes, making sure you sent their kids birthday cards.

Customers 166
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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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Six Solutions Our Buyers Are Finding Additional Value in Right Now

Force Management

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.

Customers 147
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Good to great sales teams

Membrain

Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.

Sales 146
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Online Classes For Sales Success – Yours For Free

The 5% Institute

To help you close easier, become more consistent at selling, and serve more clients – we’ve created online classes for sales success – absolutely free! Our mission at The 5% Institute , is serve Sales Professionals, Business Owners and Entrepreneurs so that they can serve more people, and make a bigger impact. Sales doesn’t need to be hard. What can make it difficult though, is following outdated methods, or scripts that actually repel your potential clients.

Sales 145
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How to Capture the Attention of Your Market

Anthony Cole Training

In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.

Sales 157
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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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My Top 8 Mistakes Investing in SaaS Startups

SaaStr

Q: What are some of the most costly mistakes done by novice investors? My biggest mistakes in SaaS investing actually in the end haven’t been truly costly because, in the end, power laws mean your winners overwhelm your losers if you do it right. A few winners more than make up for the mistakes. The real mistakes are just not getting in more winners.

Negotiate 145
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Obsessing On The Competition

Partners in Excellence

The sales call started nicely. The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked the alternatives we were considering. Then things went south, really quickly. He asked me what I like about the competition. At first, I thought it a clever approach. He might then start to talk about his solution in the context of the things I highlighted.

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How We Approach Virtual Sales Training to Ensure Results

Force Management

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. Read it here. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move fo

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Today’s 3 frontline sales management priorities

Membrain

Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an absolutely pivotal role in the success of every sales organisation.

Sales 146
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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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What Vs How – Does It Make A Difference?

The 5% Institute

Using what vs how during your sales conversations, is a perfect example of how certain words and nuances could make a big difference. In this article, we’ll explore the difference between what vs how; and how the small word difference between the two could impact your closing rate, as well as your mindset. What Vs How – Does It Make A Difference? The Difference Between What Vs How.

Clients 145
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Fill Your Pipeline in 4 Easy Steps

RAIN Group

To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.

Pipeline 143
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What’s Your Moat?

SaaStr

A few years back, we did an extra “Day 0” AMA session at SaaStr Annual with Christoph Janz of Point 9 Capital and several hundred founders came. One asked what were top moats are in SaaS. At the time, I didn’t have a great answer. A lot of SaaS apps don’t really have moats, I thought. But that’s wrong. Let’s take a look at moats in SaaS: Brand.

Contract 145
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Challenging The Status Quo

Partners in Excellence

A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.

Up-sell 162
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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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Sales pipeline – An in-depth guide for sales professionals

Salesmate

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. It is easy to panic about dropping numbers, but very few sales professionals put in efforts to understand and manage the sales pipeline effectively.

Pipeline 143
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Salesreps Choose Power Words

Score More Sales

The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one.

Closing 143
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Sell The Sizzle, Not The Steak – It’s Meaning

The 5% Institute

A common phrase you may have heard in sales and business, is sell the sizzle, not the steak. So, what does sell the sizzle, not the steak mean? In this article, we’ll break down what sell the sizzle, not the steak means, and what you can do to increase your overall sales and win more customers and clients. Sell The Sizzle, Not The Steak – It’s Meaning.

Sell 145
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New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

Understanding the Sales Force

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.

Sales 142
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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.