STAR Results
FEBRUARY 11, 2020
Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to effectively coach their team so the reps just try to ‘wing it’ as best they can. Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.
Anthony Cole Training
FEBRUARY 14, 2020
It's a new year and we have some new content to share with you here at Anthony Cole Training Group. If you're looking to increase sales this year and beyond, then you're in the right place!
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Salesmate
FEBRUARY 11, 2020
It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In our past articles, we have talked about some of the best sales methodologies in depth. This would be the last article in that series, and we’re talking about Sandler Sales Methodology. But first, if you haven’t checked our detailed article on sales methodology, please check that out from here.
Membrain
FEBRUARY 9, 2020
Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?
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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.
Understanding the Sales Force
FEBRUARY 11, 2020
Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof? Would you back your car out of the garage before opening the garage door? (I've actually done that by accident - twice!).
Anthony Cole Training
FEBRUARY 12, 2020
The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
FEBRUARY 13, 2020
Thousands of blogs, books, articles, video’s, and podcasts talk about “best practices.” They cover every topic imaginable. Every nuance of marketing, sales, customer experience, business, dating (oops) talk about best practices. As consumers of information about how to improve, we devour best practices. The thought is, “If I know what’s best practice, and apply it in my organization, we will be doing the very best things we can be doing and should see huge performan
SalesProInsider
FEBRUARY 12, 2020
Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of the five of us hightailed it and ran.
Sales Hacker
FEBRUARY 10, 2020
A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are engaged with thought-provoking questions that help them identify their own pain points.
Engage Selling
FEBRUARY 14, 2020
I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.
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.
Membrain
FEBRUARY 12, 2020
In the retail world, talk of “purpose-driven organizations” is all the rage. Millennials and Gen-Z’ers, they say, care more about purpose than previous generations.
Women Sales Pros
FEBRUARY 11, 2020
What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? The short answer is ‘No!’ A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers. A reference guide mapping out the best practices associated with all the aspects of their challenging jobs. Sales Playbook vs. Sales Leader Playbook: At a high level, your Sales Leader Playbook might include: Sales Leadership and associated plays Sales Methodology (the management
Sales Hacker
FEBRUARY 14, 2020
With over 660 million members , LinkedIn is undoubtedly one of the most relevant social platforms for sales professionals. We’re able to connect with buyers in just a few clicks, but the question is, are we taking full advantage of this platform to engage our audience and build relationships? Traditional social selling is too focused on selling. Our inboxes are filled with unsolicited LinkedIn messages from sellers trying to push their products and services.
Engage Selling
FEBRUARY 13, 2020
Be honest, is your sales team, or are you lacking consistency? One of the most underrated concepts when it comes to growing sales is this idea of consistency.
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!
Partners in Excellence
FEBRUARY 11, 2020
Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience. One was talking about how to drive decision-making on deals. He was taking a position, “This is the way everything gets done.
Heinz Marketing
FEBRUARY 11, 2020
By Matt Heinz , President & Founder of Heinz Marketing. It was a little over four years ago that Jim Obermeyer finally convinced me to start a podcast. We call it radio, because technically it’s a live show every Thursday as part of a bank of content broadcast as an Internet radio package. We get far more people listening via the podcast subscription and RSS feed than listening live , but it’s still fun to call it Sales Pipeline Radio.
Hubspot
FEBRUARY 14, 2020
In 2007, Apple introduced the iPhone. The cell phone boasted a full touch screen, a slew of personalization options, and internet capabilities. These features were rare in the phone market before the iPhone, and having them all on one device was especially enticing. Because of these innovative features, Apple built a reputation and loyal fan base in the first year of the iPhone's release, earning the company a 3% market share.
Engage Selling
FEBRUARY 12, 2020
Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities.
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!
Partners in Excellence
FEBRUARY 14, 2020
It takes great courage, self confidence, and conviction to be a great sales leader. Think of the job for a moment. It’s a job where there are no “right answers.” There are a variety of methods, strategies, and approaches to achieving the organization’s goals. Each has it’s pros/cons, none is guaranteed to work. But you have to do something.
SaaStr
FEBRUARY 11, 2020
Q: How much money do you need to be an angel investor? You can dabble, but to do it right , you’d want to have at least $5m+ total to invest in all assets. So that you can do $500k-$1m in your angel investments. Why? Angel investing is risky, and. To do it right, you probably need to do 30–50 deals. Fewer, your odds of hitting the 1 big deal, the 1 unicorn, to make up for the losses goes way, way down.
Hubspot
FEBRUARY 12, 2020
By 2022, an estimated 330 billion emails will be sent and received each day — making it one of the largest digital communication channels. Emails can include everything from details about pressing, work-related crises to e-cards from your aunt on random holidays like Arbor Day. But email’s practical use extends beyond the personal — it can also be one of the most effective ways for businesses to convert leads into buyers.
SalesLoft
FEBRUARY 12, 2020
4 tracks. 50+ sessions. 100+ speakers. 2000 attendees. REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. With so much great content planned this year, we want to dive into each of the educational tracks and highlight some not-to-be-missed gems from the lineup. The SalesLoft on SalesLoft track focuses on the platform roadmap, new capabilities, and best practices gleaned from SalesLoft’s own team members using the SalesLoft
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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
Partners in Excellence
FEBRUARY 10, 2020
As sales people, we learn that we are to call high. We should be reaching the top executives in the corporation. We believe if only we could reach these individuals, we can wear them down or convince them to buy what we are selling. Often, we are so focused on reaching that exalted level, we neglect important people at lower levels. We, sometimes, believe that regardless of the decision a buying group might make, we can influence the C-Level to reverse unfavorable decisions.
The 5% Institute
FEBRUARY 13, 2020
People, Process, Product – these words made popular by Marcus Lemonis and CNBC’s The Profit , have become synonymous with business success. But what does the People, Process, Product statement mean? And more importantly, how can you use the People, Process, Product methodology to build a business to consistently serve you? In this article, we’ll cover where the People, Process, Product methodology comes from, as well as how you can use it to serve both you and your business.
Hubspot
FEBRUARY 11, 2020
According to Gartner, 80% of technology will be built on an AI foundation by 2021. As AI becomes more prominent across industries, it's also impacting marketers in subtle ways that might not be obvious to them yet. While this technology was once described as "over-hyped," marketers now use a handful of AI-powered tools in their day-to-day tasks. For example, AI tools help content strategists define SEO and keyword strategies , perform SEO-related tasks like fixing duplicate content , and self-op
criteria for success
FEBRUARY 10, 2020
Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Michael Wigge. Michael Wigge, travel writer, Tonight Show guest and keynote speaker, offers his motivational work in Germany, as a stress management trainer and resilience coach. He also authored several travel-related books, including How to Travel the World for Free. Be sure to check out his wonderful TEDx talk on overcoming fear.
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.
Heinz Marketing
FEBRUARY 14, 2020
By Matt Heinz , President & Founder of Heinz Marketing. This past week we kicked off a new series of CMO breakfasts across North America starting with Seattle and San Francisco. These “no slides, no pitches” breakfasts feature networking and vibrant discussions on highly relevant topics for B2B marketing leaders. Special thanks to 6sense and Hushly for joining us and making this series possible.
The 5% Institute
FEBRUARY 12, 2020
Sales consulting can be a very lucrative career and business choice and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. But what is sales consulting? And could sales consulting possibly be the right career choice for you? In this article, you’ll learn: What is sales consulting.
Hubspot
FEBRUARY 13, 2020
Let's get right down to it: The key to successful SEO is concentrating on long-tail keywords. Although these keywords get less traffic than more generic terms, they're associated with more qualified traffic and users that are typically further down their path of intent. The good news is that choosing the right long-tail keywords for your website pages is actually a fairly simple process -- one that's made all the more simple and quick when you use the right tools to perform your keyword research
Sales Hacker
FEBRUARY 12, 2020
Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role. Whether you’re paying off college debt, saving to pay for your child’s tuition, or simply trying to hit your own financial goals, here’s what you need to know to have a competitive edge when selling by phone.
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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