Anthony Cole Training
MAY 11, 2018
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective in your work will lead to more sales and more profitable sales.
Jeff Shore
MAY 10, 2018
By Jeff Shore. I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. And think about why for a moment. On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there. On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople.
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Women Sales Pros
MAY 11, 2018
Sales managers have many different leadership styles. But most know the difference between telling their staff what to do and actually coaching their team. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
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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.
Anthony Cole Training
MAY 9, 2018
I’m stuck this morning. I’m reading “ Building A Story Brand ” by Don Miller and I'm looking over my own book “ The Best Prospecting Book Ever Written ”. Don points out in chapter 7 that in order to get a prospect to push the ‘buy now’ button they have to trust that everything is going to turn out okay. That means that they have to trust you and everything you’ve said and presented to them.
Jeff Shore
MAY 8, 2018
By Amy O’Connor. Selling your final few of anything is often tricky. From a sales person’s perspective, we are often sick of looking at whatever it is and are ready for our next, fresh batch of widgets to sell. ?From an operational perspective, management just wants them gone to focus on what’s next. But to buyers, the final few are often seen as valuable and desirable if we position the sales strategy correctly.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MAY 6, 2018
Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.
ConversionXL
MAY 9, 2018
What is the most common problem with websites? What should you change? Make better decisions by making sure you are measuring everything on your site. You can use analyze the data you track in tools such as Google Analytics, to understand how your customers are converting. [This post contains video, click to play]. The post Make Better Decisions: Measure Your Site’s Data (& Ask The Right Questions) appeared first on CXL.
SalesforLife
MAY 11, 2018
Social selling has been celebrated as the solution to poor quota attainment among sales representatives. As older sales methodologies have become increasingly ineffective, most sales professionals have looked to social selling to boost slumping quota attainment percentages.
Hubspot
MAY 7, 2018
The Best First Job Is in Sales. Looking for your first job? Your best bet is in sales. You'll learn the skills you need to sell anything -- even yourself for future career moves. You'll also become a master of communication, increase your confidence through closed deals, and build an impressive professional network that will benefit your career now and in the future.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
CloserIQ
MAY 8, 2018
For modern customers, there’s almost always more than one option when it comes to making a purchase. That makes it even harder for sales teams to close deals. But when customers are inundated by countless messages everyday, personalization can help. Buyers don’t want to feel like they are part of the herd. They want to feel special and taken care of.
ConversionXL
MAY 7, 2018
How do you make introductions with influencers, the right way? Be sincere, be specific, and don’t just ask them “to go for a cup of coffee.” Be successful in your following business meetings, start by introducing yourself the right way! [This post contains video, click to play]. The post Business Meetings: Making Introductions (The Right Way) appeared first on CXL.
SalesforLife
MAY 7, 2018
Although many have claimed cold calling is dead, the only thing that’s gone by the wayside in the sales department is the idea of single-channel prospecting. Today’s sales leaders know the importance of moving prospecting to multiple channels.
Hubspot
MAY 7, 2018
Personality tests are a great way to explore different aspects of who you are, and uncover layers you perhaps hadn’t recognized about yourself before. Being truly self-aware is hard -- while they might not be always 100% accurate, personality tests work well as a starting point for self-discovery by providing results you might not have concluded on your own.
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!
Jeff Shore
MAY 9, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ryan Taft and Jeff talk about the importance of empathy. Having EQ is so very important for all sales professionals. When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.
Understanding the Sales Force
MAY 7, 2018
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.
Engage Selling
MAY 11, 2018
?????????????I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?
Hubspot
MAY 10, 2018
Since it’s accessible to anyone with WiFi and a Gmail account, Google Docs is a popular option for editing and collaborating on content. But things can get messy -- when you’ve got a bunch of people making suggestions, changing sentences, or deleting paragraphs, it quickly becomes difficult to discern changes you’ve made to a document. Fortunately, Google introduced a “Track Changes” feature with Google Docs back in 2014 to ensure easier collaboration and less delete-regret.
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!
SalesProInsider
MAY 9, 2018
Just the other day, I ran into someone I haven’t seen in a very long time; we served on a school board together years ago. As we did the typical “what are you up to?” chit chat… she said, “Are you…uh… still in sales?” At first, she impressed me by remembering that I have spent the last 20 years not only “in sales” but as a champion for everyone in sales.
Heinz Marketing
MAY 6, 2018
We have been using Outreach internally for the past several months and love it. One of our consultants uses it as it was intended, with formal lead engagement streams as follow-up with inbound leads. Another consultant is using it for proactive, outbound engagement with Named Accounts. I use it for follow up after events, to fulfill freebies I’ve offered when speaking, to introduce current/past clients to new research we’ve done, etc.
Outreach
MAY 11, 2018
In October 2010, I got the news that no healthy 24 year old wants to hear: I was diagnosed with Stage 4 Hodgkin's Lymphoma Nodular Sclerosis. To put it in simply: I had cancer. The doctor found a tennis ball sized mass in the corner of my chest that left no room for misinterpretation. At the time of my diagnosis, I was just establishing myself as a young professional.
Hubspot
MAY 11, 2018
Does this sound familiar? You’ve put together a business plan, invested all your savings, and have been working your idea as a side hustle for a few months. Finally, you feel like it’s the right time to raise some real capital. That’s a big step. Luckily, the bank isn’t your only option these days. Crowdfunding sites abound on the internet, and I’ve rounded up a few of the best.
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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
Membrain
MAY 9, 2018
What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about performance against goals, while others may refer to revenue or profit. Many say effectiveness has to do with making better use of one’s time.
Openview
MAY 8, 2018
The very idea of sending cold emails may cause you to shy away from even considering it. You may wonder if you’re wasting your time. Does it even work? With the cold email open rate being lower than that of an opt-in email list, and it sounding a little like cold- calling , it’s understandable that some companies aren’t excited about giving it a try.
Jeff Shore
MAY 9, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ryan Taft and Jeff talk about the importance of empathy. Having EQ is so very important for all sales professionals. When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.
Hubspot
MAY 10, 2018
Great marketers care deeply about copy, obsess over visuals, and pour their hearts into content. It’s this dedication to detail that drives leads, grows funnels, and inspires customers to buy. But great marketers also know a hard truth about their work. That ultimately, no matter how much effort goes into building and refining your marketing strategy, something else will always have a bigger impact on buyers.
Speaker: Evelyn Chou
Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.
PandaDoc
MAY 8, 2018
Salespeople make their living by understanding the unique problems and challenges faced by their clients and effectively presenting the features and benefits of their product in a way that promises to solve the pains of the prospect. Most sales professionals wish they could spend more of their time pitching to prospects, but the reality is that outbound sales start with lead generation – the tedious and ongoing process of identifying, qualifying, and booking sales appointments with qualified lea
Heinz Marketing
MAY 11, 2018
When people choose to buy a product or service, that’s not all that they’re choosing. They are—sometimes without realizing it—making a decision based on the intangible benefits they believe a product or service can give them. The consultative sales approach is the best way to communicate those priceless intangibles. Consumer behavior tells us that people are motivated to buy for a variety of reasons.
Sales Hacker
MAY 11, 2018
The post How to Beat Elon Musk & Bill Gates: 3 Steps to Master LinkedIn, Video, and Email for Cold Outreach appeared first on Sales Hacker.
Hubspot
MAY 11, 2018
Self-awareness is a critical tool to help you reach higher levels of job satisfaction, become a better leader, improve relationships with colleagues, and manage your emotions better. It’s also positively correlated with higher levels of overall happiness. And yet, as one study estimates, only 10-15% of people are truly self-aware. Luckily, self-awareness can be practiced and cultivated -- it’s not a fixed trait.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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