Anthony Cole Training
JUNE 4, 2018
In my previous blog article, I discussed the importance of looking at your sales production in terms of the 80/20 rule and flipping it so you can see the impact your bottom performers are having on your overall sales growth goal. If you have not already done so, click here to read the article.
ConversionXL
JUNE 11, 2018
One of the worst things about marketing — aside from the endless supply of ill-fitting t-shirts at conferences — is the pressure to keep up with new trends, even if you don’t understand how they benefit your business or its customers. Case in point: Forrester’s first marketing automation forecast predicts that spend on automation technology will grow from $11.4 billion USD to $25.1 billion USD by the year 2023, saying marketers are still “in the early innings” of adopting the practic
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Jeff Shore
JUNE 7, 2018
By Ryan Taft. Every one of us, at some point in time, has been a part of that awkward moment called, “The first kiss.”. You know what I am talking about. At the end of a first date, you found yourself at the front door saying goodnight wondering if that magical first kiss will happen. It is certainly an awkward moment, right? Women across the country have shared with me in seminars that if a guy waits too long during that awkward moment, the kiss doesn’t happen and the man is banished into the c
A Sales Guy
JUNE 5, 2018
There is a myth in sales that says salespeople need to be extroverts, to be gregarious and outgoing to be successful. Well, I call b t. Your personality has little to do with how well you sell. In this LinkedIn video, I break down why that’s the case and what really matters. Selling has nothing to do with being an extrovert and everything to do with being able to solve problems.
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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.
Partners in Excellence
JUNE 14, 2018
Sales enablement is a “hot” issue in driving sales effectiveness/performance. Hundreds of millions are being invested in “enabling sales people.” Whether it’s new software tools, programs, content, training, processes, dedicated sales enablement professionals and executives are creating and delivering an endless array of things to “help” sales people.
Gong.io
JUNE 19, 2018
The Internet is littered with articles about the sales process. So what makes this the best one you’ll ever read? It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JUNE 28, 2018
This article was written just for you. From the moment you log in to Facebook, to the shows recommended to you on Netflix, to the questions you have for Google, the content you most enjoy online was customized and served up to you for a reason. We've seen this behavior on Amazon for a long time, where we get products we personally love shown directly to us.
Jeff Shore
JUNE 28, 2018
By Jeff Shore. Let’s be honest. If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success; start a gratitude journal. That’s all good advice and could be helpful in working your way out of your slump. But I don’t want to talk about slowly inching your way out of a funk. I want to talk about vaulting out of that Godforsaken state and into top performance mode right now.
Membrain
JUNE 27, 2018
It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a big, fat promotion. But within six months of the promotion, your high-flying performer is miserable, your sales team is doing worse than before, and you’re at risk of losing some of your best people.
Partners in Excellence
JUNE 28, 2018
Imagine you have an appointment with your ideal customer. The only constraint is that you can’t talk about your product. Could you make the call? What would it look like? I suppose you could talk about the weather, exchange chit chat about the World Cup, perhaps the latest baseball games or cricket matches. But that wouldn’t be very satisfying to you or the customer.
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.
Women Sales Pros
JUNE 28, 2018
I am about to attend my third WISA NA Awards Gala. It is exciting NOT because I like to get dressed up (I don’t) but because of what I have learned as a judge, a mentor, and a media sponsor. Initially when I heard about an evening in gowns and black tie to celebrate women in sales and sales leadership, I was hesitant. We are professionals – business women – we don’t need a gala to attend to prove how effective we are at growing revenues and leading sellers.
Understanding the Sales Force
JUNE 4, 2018
In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the first major weakness causes the salesperson to become emotional, at which time their listening skills become compromised.
Hubspot
JUNE 28, 2018
Creating a resume from scratch can be a pain, particularly when you have limited design experience and your resume doesn’t extend beyond Times New Roman 1-inch margins in terms of flair. You want your resume to appear professional, but you also don’t need it to look exactly the same as every other resume in the stack. Fortunately, you don’t need to attempt any tricks you learned in a Photoshop 101 class to create a sleek and attention-grabbing resume.
Jeff Shore
JUNE 26, 2018
By Amy O’Connor. Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt? It’s cute to watch if you find yourself with nothing better to do on a Friday night, but I digress.
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
JUNE 13, 2018
When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer is the name of a woman.
Engage Selling
JUNE 28, 2018
Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects.
criteria for success
JUNE 26, 2018
What are the secrets of writing a LinkedIn profile that will help you stand out? What should you mention in it? And, how can you use your LinkedIn profile to nail the job of your dreams? LinkedIn has been one of the most popular channels for job search for a long time now. Expanded Ramblings [ ] The post Five Tips on Writing a LinkedIn Profile for Career Success appeared first on Criteria for Success.
Partners in Excellence
JUNE 7, 2018
As sales people, we are driven by our need to sell. Whether it’s the drive to win, attainment, commissions/earnings, or pressure from our managers, we have a high need to sell. Unfortunately, our need to sell is absolutely meaningless to customers. In fact, the more strongly we execute on that need, the more we alienate our customers. Regular readers know I’m prone to analogies.
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!
Hubspot
JUNE 27, 2018
This is a guest post written by Jamie Turner, founder of the 60 Second Marketer. He is an in-demand marketing speaker and author of the book entitled Go Mobile with Jeanne Hopkins, former VP of marketing at HubSpot. While email marketing may not get the attention some newer marketing channels get, it's still a terrific way for you to generate leads and convert more prospects for your business.
Jeff Shore
JUNE 21, 2018
By Ryan Taft. I had a lengthy discussion with my good friend and business coach Mike Calderwood about barriers to effective sales execution. Specifically, what holds people back from crushing it on sales execution? Mike said something that caught my attention. He said that most people have “A.D.D.”. Now, he wasn’t referring to the A.D.D. that you and I usually think of.
Membrain
JUNE 20, 2018
Everybody knows you need a good value proposition in order to sell effectively. But does anyone know exactly what a value proposition is? If you ask 100 sales professionals, you’ll likely get 100 different definitions, some more useful than others.
Understanding the Sales Force
JUNE 6, 2018
I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste. Perhaps you have an irrigation system with a rain sensor that tells the controller that your lawn and flower beds don't need to be watered today because it is pouring outside.
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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.
ConversionXL
JUNE 7, 2018
How do you become an expert? Well, it starts by first deciding you want to be an expert then putting in the time to gain expert knowledge. In this video, I break down a key way you can not only become an expert but also prove it.n}}. [This post contains video, click to play]. Subscribe to our YouTube Channel. Transcript: How to convince people that you are really the true expert at whatever.
Sales Hacker
JUNE 20, 2018
Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! What You’ll Learn. Building your career in startups and managing different career transitions. Working at Andreessen Horowitz and how large VCs support their portfolios.
Hubspot
JUNE 27, 2018
Did you know that without a lead-capture form , your digital content can't generate leads? The lead-capture form is the main focus of a lead-capture page -- better known as a landing page. The ultimate goal of this page is to get your visitors to fill it out with contact information in exchange for a piece of content, such as an ebook. Because the formatting and design of your lead-capture form has a direct impact on your conversion rates, it's absolutely critical that you approach them wisely.
Jeff Shore
JUNE 13, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff C West, author of The Unexpected Tour Guide, talks with Jeff about the importance of persistence. When a sales professional first starts in this business of sales, there are lots of things you don’t know. Learning how to connect with your customer’s emotions is one of the more important lessons.
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
Membrain
JUNE 6, 2018
U.S. companies spent $90.6 billion on training in 2017 *. Of that, about $20 billion was spent on sales-specific training, representing an average expenditure of about $5000 per representative per year *.
RAIN Group
JUNE 13, 2018
With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity. They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount.
ConversionXL
JUNE 5, 2018
You can improve your private and business life just by being proactive and incorporating good habits into your routine NOW. In this video, I break down the things in my personal and professional life that I should have started earlier and why it’s important to focus on longevity. [This post contains video, click to play]. Subscribe to our YouTube Channel.
Partners in Excellence
JUNE 26, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in marketing and sales. At a high level, it’s supposed to be a compelling statement about who we are, what makes our solution different. Ideally, it is so compelling the customer immediately sees the light and issues a PO. All we have to do is position our USP in our web sites, our marketing materials, and our prospecting pitches, and we immediately capture the customers’ attentions.
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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
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