Anthony Cole Training
DECEMBER 17, 2020
Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.
ConversionXL
DECEMBER 16, 2020
“Why don’t we rank first for [keyword]”? Every SEO analyst gets this question. And every business investing in SEO uses keyword rankings to judge performance. Despite the flood of “organic rankings are dead” articles in recent years, I have yet to see a single business or agency that has given up on tracking keywords. So are all those articles wrong?
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Membrain
DECEMBER 13, 2020
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
Force Management
DECEMBER 10, 2020
Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.
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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
DECEMBER 18, 2020
I was doing a deal review. We were in the final stages of closing a big deal. The team had worked really hard. It’s the end of the month/quarter/year. They not only wanted the deal, but they needed the deal. Then it happened. The customer says, “We are almost there, but we’ve hit a roadblock…… ” I won’t go into the details, but the customer presented a fascinating discussion.
Understanding the Sales Force
DECEMBER 9, 2020
I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It's a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he's supposed to be taking a consultative approach to support the value he provides.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
DECEMBER 2, 2020
Get a chicken. Cook it until it’s perfectly done. Reduce the jus to a nice pan sauce. Then finish it with some butter until it has the right balance of flavors. Enjoy. This is a useless recipe, but it’s not wrong. It assumes, however, that accurate advice on what you should do is as valuable as advice on how to do it—the “Should-How Fallacy.” But being right doesn’t create value; empowering others to succeed does.
Membrain
DECEMBER 9, 2020
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.
SaaStr
DECEMBER 15, 2020
It took us 2 years just to figure out our ultimate business model. What you think you do on day 1 may look very different by day 365. [link]. — Aaron Levie (@levie) September 11, 2020. It seems like everyone wants to be a SaaS founder these days. I meet with great VPs of Sales and Product in particular who are Ready. It’s time. To go out on their own.
Partners in Excellence
DECEMBER 16, 2020
Every day, three times a day, I go through my inbox—both email and social channels. Every day, particularly in the social channels like LinkedIn, I am inundated with invitations or requests much like the following: I would like to see if there is a possibility for you to join a free demo to show my and incredible service to help B2B marketing departments with data driven marketing campaigns.
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.
G2
DECEMBER 9, 2020
In a world where new businesses are popping up every day, brand visibility is everything.
Anthony Cole Training
DECEMBER 3, 2020
Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.
Heinz Marketing
DECEMBER 9, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. This year has brought a lot of challenges across the globe due to the spreading virus. Many businesses have had to shut down, and a lot more folks have lost their jobs. My heart reaches out to families who are not able to make ends meet due to lockdowns in various places around the world.
Membrain
DECEMBER 20, 2020
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth.
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
DECEMBER 10, 2020
I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. That they can get away without no one in the role, or a just a junior person in marketing, in product, in success, in biz dev, etc. Basically, in SaaS, everyone “gets” that they need a VP of Sales.
Partners in Excellence
DECEMBER 30, 2020
We’ve always been taught to “call high.” We are supposed to reach “The Decision-maker,” perhaps leveraging our influencers. But complex B2B buying has changed profoundly, “The Decision-maker” has become a buying/decision-making group. The number of people, directly and indirectly, involved in the buying process has grown.
RAIN Group
DECEMBER 1, 2020
As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay. In fact, 89% of B2B decision makers say they’re likely to sustain the new sales model beyond the next year, according to McKinsey & Company. If you want to succeed in 2021, you must master this new medium of sales.
Anthony Cole Training
DECEMBER 23, 2020
In this article, we cover the basic principles of control in sales and how the little things are actually the big things when it comes to selling effectively and separating yourself from the competition.
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
DECEMBER 11, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. The inbound methodology is creating and distributing content utilizing marketing channels like organic search, social media, blogging, lead nurturing, and live chat, to name a few. Inbound marketing focuses on providing content to the buying committee responsible for making a purchase decision for your services or product.
Membrain
DECEMBER 23, 2020
If there’s one thing the pandemic has taught us, it’s that almost anything can be done remotely if it has to be. But is complex b2b sales an outlier? Can you really do everything in a virtual selling environment that you can in-person? And can you do it well?
SaaStr
DECEMBER 7, 2020
I know you are probably like me. You go to a web service. What do you do? Free trial. Sign Up Now. The very, very last thing I am going to click is “Contact Me.” The last thing I want, as a web-centric small customer/user, is some sales rep selling me on some product I just want to try for 20 minutes and see if it works for me. You and I are like that.
Partners in Excellence
DECEMBER 20, 2020
A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” (There Bob goes with his “English” spelling.) Both articles are outstanding.
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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.
The 5% Institute
DECEMBER 15, 2020
Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities.
Force Management
DECEMBER 15, 2020
2020 was a year unlike any other. Many of us are still working through unexpected and unique challenges. The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times. Taking a look back, we put together a list of the content that resonated most with our network of revenue leaders.
Heinz Marketing
DECEMBER 29, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. The Case for Interactive B2B Content. As humans, our attention spans are at their shortest ever, thanks to technology. If you don’t believe it, just watch The Social Dilemma on Netflix! Or simply think about how long it takes you to write a decent blog post without removing typical device and app distractions from your environment.
Membrain
DECEMBER 6, 2020
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.
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
SaaStr
DECEMBER 14, 2020
“Churn” is a term we all use in SaaS as a core metric, but its roots, as near as I remember and can tell, come from our B2C colleagues. Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g., semi-commodity storage, semi-commodity hosting, etc. etc.), the dynamics are similar.
Partners in Excellence
DECEMBER 30, 2020
As we come to the end of 2020, I want to reflect a moment. Yes, I know we are all supposed to write about New Year’s Resolutions—99% of which will be abandoned before the end of January. But given this year, I want to focus on something else. When I started this blog, about 13 years ago, I chose to call it “Making A Difference.” My hope has been to make a difference in the lives of people reading these posts.
Sales Hacker
DECEMBER 30, 2020
B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market.
Understanding the Sales Force
DECEMBER 15, 2020
Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker. At the same time each year I repost a seasonal favorite, an article I first wrote in 2010 with 3 great sales lessons from the Nutcracker. Please read my original post because it's one of my best analogy articles ever!
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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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