Anthony Cole Training
JANUARY 16, 2019
Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.
ConversionXL
JANUARY 16, 2019
I don’t have to convince you that email is important: Email is a cost-effective way to get sales. Converting customers from your mailing list costs less than converting the same number via advertising. Email includes your most-interested customers. The majority of your list is composed of people who’ve already placed an order, so you know that they’re willing to buy (though it still takes effort to win back customers.
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Understanding the Sales Force
JANUARY 14, 2019
If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. For those of you who are my age or older, do you remember the first time you saw color TV?
Partners in Excellence
JANUARY 17, 2019
Saturday morning, I was waiting for my appointment to get my haircut. Regina (my hairdresser) had just finished with a lady. As she was paying, the lady asked for a bottle of shampoo. As Regina got the bottle, she also pulled a bottle of something else. She told the customer, “You may want to also consider this… ” I don’t really know what it was, but the lady asked some questions.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales Hacker
JANUARY 18, 2019
Trade shows provide great ways to gain new customers and strengthen relationships with existing clients. On the other hand, if not executed well, trade shows can be a cost center and a huge flop. So, how do you get the most ROI from participating at a trade show ? Based on my experience as a Director who has executed over 20+ shows with budgets ranging from $5,000 to $65,000 over the course of my career, this can be a daunting task.
ConversionXL
JANUARY 16, 2019
Inbound marketing. Conversational marketing. The subscription economy. Growth hacking. Each term, now ubiquitous, had humble origins but a profound—and profitable—impact. The phrases have defined brands. Those brands, in turn, have nurtured and sustained the intellectual capital of the phrase. So how do you create one? Reverse engineering the origins of brand-owned terms is not a breakdown of the step-by-step planning that led from term identification to widespread acceptance.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JANUARY 16, 2019
Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with Google, Microsoft, Siemens, General Motors……” These are supposed to demonstrate our customer base, implying we’ve done great things with them, and perhaps, to generate credibility as we speak with customers (if they are relevant ref
Selling Power
JANUARY 16, 2019
Seventy-one percent of companies don’t believe their remote sellers manage their time and days effectively. Here’s how to increase their productivity.
Women Sales Pros
JANUARY 18, 2019
Sales is a transfer of confidence from seller to buyer. Prospects want to feel like they are making the best possible decision and placing their business and trust with a credible partner. When you lack confidence, it calls that trust into question and gives the prospects a reason to choose another vendor, especially when all things are equal. Surprisingly, I learned more about confidence from my training as an actor than from any sales training I’d received.
Hubspot
JANUARY 15, 2019
Consider one of American Express's company values -- "Customer Commitment". Ideally, if you've had a positive experience with one of American Express's customer service reps, you've seen this value displayed first-hand. Alternatively, take a look at one of Google's values -- "Focus on the user and all else will follow.". Any Google search will show you they stand by their purpose to serve the user.
Advertiser: ZoomInfo
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.
Jeff Shore
JANUARY 17, 2019
By Ryan Taft. ?There is nothing worse than walking into a sales encounter and experiencing a one-sided “conversation.”. These dreadful experiences are better known as monologues. Here are four simple sales techniques to personalize your conversation and help your customer feel the love. 1. Remember – and Use – Your Customer’s Name. I know – duh! And I know you already know that.
Understanding the Sales Force
JANUARY 17, 2019
In my last article I shared the t op 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager? I'll share those in a moment but first, since they were so popular, a few more "do you remember the first time" questions: Do you remember your first cell phone that didn't need to be plugged into a roof
Women Sales Pros
JANUARY 14, 2019
When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. If you’re in B2B sales, you’re probably using it also. When done right, these tools are very effective for background research and opening doors for that next step in the conversation. When done wrong, it can very quickly shut down a conversation and a potential relationship.
Hubspot
JANUARY 14, 2019
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. So when are elevator pitches effective?
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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
JANUARY 13, 2019
Every profession has it’s own language. It’s a shorthand that enables people in the profession to more effectively and efficiently communicate with each other and to get things done. For example, finance types talk about debits, credits, accruals, depreciation, assets, liabilities, and so forth. They have their own acronyms like A/R, A/P ROCA, EBITDA and so forth.
Membrain
JANUARY 16, 2019
Are you headed out to Las Vegas in January for a giant sales kickoff (SKO) event with your team? Flying folks in from all over the world for a few days of inspiration, motivation, and team-building, mixed heavily with fancy buffets, alcohol, and schmooze?
CloserIQ
JANUARY 16, 2019
For job seekers, it’s worth paying attention to companies with women CEOs. There are many advantages to working at a company headed up by a woman. According to one study of 45,000 business leaders , women receive higher marks on average for leadership effectiveness. Researchers believe that this is in large part because women are more likely to ask for feedback from others and use that feedback to improve.
Hubspot
JANUARY 18, 2019
As a real estate professional, the amount you're paid for each sale is often dependent on commission. And the average commission for the sale of a property is 6% of the purchase price. But, how do you know you'll be paid fairly for the work you've done? This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals.
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.
Sales Hacker
JANUARY 14, 2019
The hard sell vs. soft sell debate is an old one, full of subjective opinions, anecdotes… and not a whole lot of data. So it’s no surprise there are still two, widely divided camps – each thinking their own approach to sales is the best. (Actually, there are three camps. Some folks argue that neither a “soft sell” nor a “hard sell” are the right way to think of selling.
PandaDoc
JANUARY 14, 2019
2019 is officially upon us. The Christmas and holiday commercials are over and predictions about the new year have commenced. With the flood of this new info, it’s easy to feel overwhelmed while browsing your LinkedIn newsfeed. It’s a never-ending list of updates, upgrades, evolutions of tools and technology, and digital marketing trends. So my goal with this post is to give you the TL;DR version of all of those predictions.
Openview
JANUARY 14, 2019
Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch.
Hubspot
JANUARY 17, 2019
For small business startups, enlisting the help of a silent business partner may feel like a win-win proposition. The notion of a partner who will contribute money without demanding control likely feels too good to be true. Better yet, when you consider that 82% of startups fail due to cash flow problems , finding a silent partner could be a vital step in your company's survival.
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.
Jeff Shore
JANUARY 15, 2019
By Amy O’Connor. There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey. Unfortunately, a buyer regretting their purchase decision catches too many salespeople off guard, and therefore they do not handle the situation properly. Sometimes a sale is proceeding well when seemingly out of the blue the customer calls and says, “We’re having second thoughts.
Membrain
JANUARY 13, 2019
I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.
Partners in Excellence
JANUARY 15, 2019
I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform. We all have mental models, our organizations have shared models, enabling us to align, communicate in shorthand, and make sure we are all doing the things important to achieving our goals.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Score More Sales
JANUARY 18, 2019
We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – share your ideas with us on LinkedIn or Twitter.
Heinz Marketing
JANUARY 15, 2019
Reporting gives B2B marketers headaches and heartburn more than almost any other task. Honestly, it’s frequently frustrating for non-marketing execs like CEOs, CFOs, Sales VP’s, board members, and investors because the marketing data just doesn’t mean anything. But if B2B marketers provide high-value reporting and analytics, it’s a great way to become a leading star within your organization.
Partners in Excellence
JANUARY 15, 2019
This is one of those topics I never thought I would have to write about. It’s a subject I assumed was such common sense and common practice that there was no value I could add by writing about it. Turns out, I’m probably a little naive. Right now, I’m involved in at least halve a dozen situations where very capable people are failing because they haven’t understood the importance of building and maintaining a support network.
Engage Selling
JANUARY 12, 2019
If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them.
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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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