Anthony Cole Training
FEBRUARY 21, 2019
In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.
A Sales Guy
FEBRUARY 20, 2019
Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility. Sales is the greatest profession in the world in my opinion.
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ConversionXL
FEBRUARY 18, 2019
Social media isn’t a perfect source of market research: It’s not a representative sample and, for small businesses, it’s simply too small of a sample. But for large organizations, it’s still a critical one. Why? Because it includes your most passionate fans. It’s also a rare source of candid consumer opinion: 80% of social media posts are about ourselves, and those opinions and beliefs—expressed individually and within a community—are not interrupted or biased by participation in a formal
Membrain
FEBRUARY 17, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that….
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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.
Women Sales Pros
FEBRUARY 22, 2019
Strategies to Increase Retention, Expand Relationships and Drive Referrals This week I moved my business from one of my long-time vendors – hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with in terms of availability and response time. So why did a move? Good question and an important one to know the answer to if you want to know how to succeed in today’s marketplace.
RAIN Group
FEBRUARY 20, 2019
This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
InsightSquared
FEBRUARY 19, 2019
Here in Boston, we love rowing. Every year thousands of us crowd around the Charles River to watch boats gracefully glide along the river as they race at the Head of the Charles Regatta. What most casual spectators don’t realize is all the components that go into making one of those rowing shells move as quickly down the river as possible (and it’s not nearly as graceful as it may look).
Hubspot
FEBRUARY 21, 2019
When a job seeker begins her search, one of the first things she's going to Google is this -- "Top companies to work for in 2019" or, alternatively, "Top companies in X industry.". It makes sense -- nowadays, a company's reputation matters more than ever. In fact, 86% of workers would not apply for, or continue to work for, a company that has a bad reputation with former employees, or the general public.
CloserIQ
FEBRUARY 21, 2019
New Account Executives are coming to your company with more sales experience than SDRs. So it’s tempting to think that the onboarding process just isn’t that important. In fact, it is still critical for AEs’ long-term success. According to a study conducted by Click Boarding , new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more.
Heinz Marketing
FEBRUARY 22, 2019
Editor’s Note: What started as an email string complaining about bad sales emails became… this. It’s a stark comparison to say the least, but a handful of B2B buyers we showed a draft of this to agreed wholeheartedly. Special thanks to Marilyn Cox , a B2B marketing veteran and recipient of a constant barrage of sales pitches, for writing this for us.
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.
The Sales Hunter
FEBRUARY 20, 2019
Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science. People are quick to point out the number of new sales tools created by advances in technology; however, all of this is just noise.
Hubspot
FEBRUARY 20, 2019
In order to sell someone, you first have to get them to book a meeting with you. And as salespeople know, this is far easier said than done. Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Finally, someone does -- and what do they say? "I'm too busy for this.". "Can you just send some information?".
Partners in Excellence
FEBRUARY 19, 2019
One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting. Getting that first contact or engagement is something nearly everyone struggles with. Given the difficulty we have with these first contacts, one would expect we would be driven to create the very best first impression we possibly could.
CloserIQ
FEBRUARY 19, 2019
No pipeline, no quota attainment. Prospecting is a vital aspect of sales success. Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. It’s turned into a full-on, anti-cold calling trend, which is not the right move in our books. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting.
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!
SalesforLife
FEBRUARY 21, 2019
You can argue that all investment funds are difficult to acquire from the CFO – but purchasing services like sales training to improve performance and consulting companies is a tough sell internally. I get it. Remember the CFO is also not a seller, and doesn’t always understand that sales skills are sharpened like a knife, not turned on/off like a blender.
Sales Hacker
FEBRUARY 21, 2019
There’s something so positive and energizing about kicking off a meeting. It’s the open door every salesperson craves. But that thrill is easily toppled. With one wrong move, you can get off on the wrong foot and put your entire sales process in jeopardy. A derailed meeting is a derailed process. How do you kick off a meeting well? Chatter away and smile until your cheeks hurt?
Partners in Excellence
FEBRUARY 18, 2019
The world, both our customers and our own, is best characterized by turbulence. By this, I mean each of us, at least if we are paying attention, is pummeled by information overload/overwhelm, massive disruption, escalating change, increasingly confusing choices, increasing complexity, transformation, time compression, risk, uncertainty, and distraction.
SaaStr
FEBRUARY 16, 2019
Cash collections is a topic we haven’t discussed much on SaaStr, but boy it can be important all the way until you have a CFO. And often after. What’s the issue? The issue is that most SaaS start-ups are terrible at collecting cash that doesn’t come from a payment gateway. Just terrible. – terrible at collections. start-ups without an A/R function often have $250k-$500k in uncollectible receivables. – metrics that break and don't make sense. starts to harm yo
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
FEBRUARY 21, 2019
No Matter What You Think…Any Client Is Not Better Than No Client. This week I’ve spoken with three different financial advisors about a very important factor when adding new clients: Not EVERYONE is going to be a good client/customer fit for you. The difference in whether the client will be a good fit or an ill-fit is found in the criteria you have to qualify them as good clients…or ill-fit clients.
Engage Selling
FEBRUARY 21, 2019
Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle.
Partners in Excellence
FEBRUARY 21, 2019
One of the key questions I ask when I meet with sales executives and sales people is, “What causes you to win, what causes you to lose?” Often, I ask to see any data and analysis they have on wins and losses. A couple of things happen: Surprisingly, people don’t know the answers. Yes there are anecdotes, “We were involved in this situation… ” They are either the single greatest success or the single greatest loss.
KO Advantage Group
FEBRUARY 22, 2019
This is an excerpt from Kim Orlesky's new book - Sell More. Faster. There’s no exact figure, but it is estimated that 250 babies are delivered every minute. You can’t be so sure that one of these adorable infants are born to become a sales knockout. Excelling in sales takes time and practice. It’s like learning to walk—you start one step at a time. With every tumble and experience, you’ll eventually learn to run fast and far.
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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
The Sales Hunter
FEBRUARY 22, 2019
Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it. I feel like we too often over complicate it and then wonder why our customers aren’t buying.
Score More Sales
FEBRUARY 22, 2019
Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives.
Partners in Excellence
FEBRUARY 21, 2019
At a kickoff meeting earlier this week, I was having a disturbing conversation with a group of sales people. It seemed a big part of their “prospecting,” was trolling customers for RFPs and RFIs. I probed them on this, their response was, “It’s so easy, these are people who already want to buy, they’ve put together their requirements, all we have to do is just respond to the RFPs!
Selling Power
FEBRUARY 20, 2019
Shifting from acquiring new business to expanding and extending the customer life cycle is not only worthwhile, but also a potential game changer for your revenue potential.
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.
Engage Selling
FEBRUARY 22, 2019
????????We’re finding that buyers are limiting contact with sellers to manage their time. In fact, Jill Konrath put it best when she said, “buyers are busy and long-term planning is sometimes only a few weeks.
The Sales Hunter
FEBRUARY 18, 2019
Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week! Don’t forget: A coach can help you excel in your sales career. Invest in yourself by checking out my coaching program today!
Partners in Excellence
FEBRUARY 18, 2019
I have to confess a weakness to spy/thriller movies. They are great Saturday evening fun. On “date night,” I try to encourage my wife we should see one, she usually finds something else. The cool/high tech spies, often, have an earpiece. There is always someone at “control,” telling them what’s happening, advising there is a bad guy around the corner and help will be 5 minutes to late.
Sales Hacker
FEBRUARY 18, 2019
This week on the Sales Hacker podcast , we talk to Brian Birkett , the SVP of sales at LeanData. Brian is a long time sales executive and sales leader. He’s responsible for leading global revenue at LeanData. He brings a diverse background in sales management experience spanning from startups to large public companies in both field and inside sales.
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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