Anthony Cole Training
OCTOBER 30, 2018
Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. As a sales coach, there are five critical steps that you must know and execute in order to get the best effort and results out of your salespeople.
Membrain
OCTOBER 28, 2018
Technology can be a double-edged sword for sales departments. The promise of greater efficiency and effectiveness is hard to resist, yet many technologies actually make things worse rather than better.
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Openview
OCTOBER 31, 2018
I got on a call with an SDR recently who was nothing short of lovely. He asked great questions, talked about my goals, what I was looking for, what I wanted to see in their technology, etc. He listened well, was authentic, and was helpful from start to finish. Then I asked to see the technology. Which is when he told me it wasn’t his job and that he’d have to get me scheduled with an Account Executive because he wasn’t allowed to show me.
SalesProInsider
OCTOBER 30, 2018
Most people know who first responders are…those heroes that charge into danger to save the day! In selling efforts, though, we are more likely to run into non-responders. Those prospects who seem to run away from you after a conversation. The non-response reaction starts harmlessly enough. You have a meeting with a prospect that seems to go well.
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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.
Jeff Shore
NOVEMBER 1, 2018
By Jeff Shore. ?Question: What does success look like? What do successful people do? Answer: For one thing, successful people are confident! I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer.
ConversionXL
OCTOBER 31, 2018
It’s the early 1980s. You’re in charge of a fledgling ESPN, and you have two choices: Add more college basketball—you’re highest-rated programming—to the schedule. Stick with the skiing and billiards you’ve aired for years (because you couldn’t afford anything else). Which creates the more profitable programming bundle? ESPN stuck with the esoteric sports.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
OCTOBER 31, 2018
“Send us an invite for 3 PM next Tuesday,” said the VP of Sales. “I’ll get my CFO to join. But send your ROI study beforehand. He won’t join unless he knows how you’re thinking about ROI.”. I had just wrapped up a demo with a key account and could feel the momentum. I quickly sent the calendar invite for Tuesday. But while I juggled 30 other deals in my pipeline, I completely forget to send the ROI study.
RAIN Group
OCTOBER 31, 2018
There are only 24 hours in each day. Some people are able to achieve incredible amounts in that time seemingly effortlessly. Others put in massive amounts of effort, but don't seem to get where they want to be. What are those in the more productive group doing differently? How are they able to achieve so much more?
Understanding the Sales Force
OCTOBER 30, 2018
Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me. I was emphasizing how important it is to role-play as part of every coaching conversation and that's when I realized that what I was sharing was a bunch of crap.
Hubspot
NOVEMBER 2, 2018
Writing a LinkedIn summary is incredibly difficult -- for everyone, but especially for salespeople. You're not targeting recruiters and hiring managers; you're appealing to buyers. That means on top of finding an interesting and genuine way to describe your professional background, you must also come across as a subject matter expert. In this blog post, we'll dig into what to include in your LinkedIn summary to make it stand out, as well as some examples to give you inspiration.
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
OCTOBER 30, 2018
If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer. A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services.
Partners in Excellence
OCTOBER 29, 2018
There’s a disturbing trend in developing the capabilities of sales people. It’s the focus on providing answers, rather than developing skills. We see this manifested in all sorts of ways: Increasing focus on scripting–whether it’s written or spoken communications. This is often cloaked in interesting ways, “Tell me the questions I should ask… ,” but sales people don’t know what to do with the answers.
Membrain
OCTOBER 31, 2018
Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom lines. And in transactional sales, it might even eliminate the need for human salespeople altogether.
Hubspot
NOVEMBER 2, 2018
The thought of creating your own website may seem overwhelming. You might even think this task would be impossible for anyone but a developer or a person with a background in web design. Well, I have good news for you — there’s a software out there that’s so easy to use, virtually anyone can successfully create a unique and professional-looking website for their business, blog, portfolio, and more.
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
OCTOBER 31, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Molly Jacobs discusses with Jeff the challenges of selling something that is easily commoditized. What makes the difference when you’re selling an item that cannot be distinguished? This is where the sales professional steps up and makes the difference. Learn how you are the sales difference maker from Molly Jacobs on this episode of The Buyer’s Mind.
Partners in Excellence
NOVEMBER 2, 2018
The “Net Promoter Score,” has been around for a long time. In 2003, Fred Reichheld introduced it in his HBR article: “ One Number You Need To Grow ” The concept of the NPS is simple, you ask a customer: How likely is it that you would recommend our company/product/service to a friend or colleague? The answer is usually rated on a 0-10 scale.
Engage Selling
NOVEMBER 1, 2018
Ready to hire a new salesperson or salespeople for your team? I know, there can be a certain air of excitement surrounding hiring.
Hubspot
OCTOBER 30, 2018
As a marketer, data is your lifeblood. To gain support for your new idea or prove the value of your most recent campaign, you need data backing it up. But, for many people working in a primarily creative role, pulling and analyzing data can be a challenging task. Not only do you have to export your data, which really means opening up a jumbled spreadsheet bursting with an endless amount of metrics, but you also have to configure the data to report it correctly.
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!
Jeff Shore
OCTOBER 30, 2018
By Ryan Taft. ?“Yeah… John got more sales than anyone else! Let’s all give him a hand.”. Cue the lackluster applause from the other sales people. “Now that we have finished that part, let’s have another department come in to the meeting and tell you what you are all doing wrong…except for John…of course.”. Have you ever been in that meeting before?
Partners in Excellence
OCTOBER 30, 2018
Over the last several weeks, I’ve seen a similar issue with 4 different companies. On the surface, each seemed to have a very disciplined approach to developing their teams and driving performance. Each spoke about the structured review process. They had pipeline reviews, deal reviews, 1 on 1’s, and others. I’d been asked to sit in on some of the reviews, helping the management team improve the results from these, as well as to help improve their coaching abilities.
Score More Sales
OCTOBER 29, 2018
Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling.
Hubspot
OCTOBER 29, 2018
In 2017, 92% of marketers who used influencer marketing found it to be effective. Influencer marketing has grown steadily in popularity over the past few years, and for good reason -- oftentimes, customers trust influencers over celebrities when choosing which products to buy, or which brands to endorse. In fact, marketers have seen such success from influencer marketing that almost 40% of them plan to increase their influencer budget in 2018 and beyond.
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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
SalesforLife
NOVEMBER 2, 2018
Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending thousands to make thousands from many of our customers – it’s counter-productive”.
Partners in Excellence
OCTOBER 31, 2018
A sales manager was whining to me, “My sales people don’t do what I tell them to do! How do I get them to do the things I want them to do?” He went on a rampage describing how they weren’t meeting their commitments, how they weren’t doing the things that drove the best results, how they were not meeting the organization’s priorities.
Sales Hacker
NOVEMBER 1, 2018
Sales is an extraordinarily difficult job. It requires a level of mental toughness that many cannot even fathom. Because it such a challenging role, salespeople deserve the best sales resources and tools to help them succeed. Yet, they don’t get them. In fact, today’s sales resources are sorely lacking. Consider the centerpiece of any sales resource kit: the sales playbook.
Hubspot
NOVEMBER 1, 2018
Picture this: You're preparing to launch your new product. You've likely spent countless hours, days, weeks, months, even years determining what sets the product apart from the competition and developing your brand identity. But how can you ensure your marketing efforts are aligned with the brand? Branding plays an essential role in a business' development and consistent brand presentation increases revenue up to 23%.
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.
Outreach
OCTOBER 30, 2018
A few years ago, I was asked this question in an interview: "How would you describe what we do to your grandma?" . Since my grandmother would have mistaken her cell phone for a TV remote, I gave the most basic and simplified answer I could come up with. Then I backed up for a second and thought, this is seriously genius. How many times have you looked at a company website, clicked through every one of their pages, and still had no idea what they really did?
Partners in Excellence
NOVEMBER 2, 2018
I”m on another 11 hour plane flight, encamped in my “pod,” I have my noise cancelling headphones on to help isolate me from the activities around me. At these moments, with relatively few distractions, I take some time to reflect and be a little more philosophical. I started thinking about the “expectation of reciprocity.” Stated differently, “You scratch my back, I’ll scratch yours.” How did I get to pondering this issue?
Sales Hacker
OCTOBER 31, 2018
Summary: You may have heard of persona-based emails , but are you using the technique for all it’s worth? Make sure you know your audience members and send them the type of content that will keep them coming back. At least 69 percent of businesses invest significant time and money into email marketing, according to a recent survey by business news website The Manifest.
Hubspot
NOVEMBER 1, 2018
In 2018, almost 75% of employers struggled to fill positions with the right candidates. Unfortunately, this talent shortage is only worsening -- research by Korn Ferry predicts by 2020, the technology, media, and telecommunications industries alone could be short over one million skilled workers globally. To succeed long-term, it's critical your business is able to hire and retain the best, most talented employees.
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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