Anthony Cole Training
JANUARY 16, 2020
In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.
ConversionXL
JANUARY 14, 2020
In-house SEOs and consultants alike are routinely challenged to find new opportunities to expand organic traffic. But the classic approach of researching new keywords then writing articles for those that match your domain strength doesn’t work for all sites. Take Quora, for example. It’s one of the largest social platforms, with over 300 million monthly active users and nearly 54 million pages in Google’s index.
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Membrain
JANUARY 15, 2020
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.
Engage Selling
JANUARY 15, 2020
Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.
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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
JANUARY 16, 2020
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why.
G2
JANUARY 17, 2020
As a marketer, you’re expected to not only work hard but to also prove that the efforts you’re making are worth it.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
JANUARY 16, 2020
Building trust with clients should be at the forefront of every organization’s thinking and planning.
Understanding the Sales Force
JANUARY 13, 2020
One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them. There is a very small percentage of salespeople who attempt an all out cheat.
G2
JANUARY 16, 2020
If the sales field is one thing, it’s complex.
Hubspot
JANUARY 15, 2020
When I was 12 years old, I used to look through my older cousin's CD collection, a little confused. I didn't understand the need to have CDs when I could go on my iTunes and listen to all my favorite songs. Then, when I was in middle school, I got my first hand-me-down iPod shuffle. This is a great example of the product life cycle (PLC) in action. CDs were in the decline stage while the iPod was in the growth stage – more on the stages below.
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.
Partners in Excellence
JANUARY 16, 2020
Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. The first was my youngest sister, Kathy, who passed away about 18 months ago. The second is my best friend, mentor/hero, and wife of 38 years, Kookie. Kookie passed away two days ago.
Membrain
JANUARY 12, 2020
Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses).
Sales Hacker
JANUARY 17, 2020
Okay. I might catch some heat here but bear with me. Because you don’t have to love (or even like) Tom Brady, but if you watch football as I do, you’ve got to respect his performance. Heck, if you’re not a football fan, you know who he is and that some people call him the GOAT. Not just because he’s good, but because he is consistently good.
Hubspot
JANUARY 17, 2020
This morning, I made a quick Google search. When the results page loaded, I spent time clicking through the first page of websites to find what I was looking for. When I didn't find my answer, I clicked back to that results page to look at the next one. This process took me through to the bottom of the page until I refined my search and started the process again.
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!
KO Advantage Group
JANUARY 17, 2020
Statistics and research are the differences between sales programs that get results, and those that just make the student "feel good". But when I was in corporate sales one of the things I hated the most was being taught techniques and "tips and tricks" that had no backing! Now there isn't an "sales" department in universities where researchers are spending all their time discovering the latest in sales and how buyers buy.
G2
JANUARY 13, 2020
In early 2009, an anonymous developer (or group) launched the cryptocurrency known as Bitcoin.
Sales Hacker
JANUARY 15, 2020
Cold email response rates are notoriously low. So how do you get the results you need to hit your numbers and drive sales? Rather than looking for yet another cold email template, focus on the fundamentals. This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, outbound sales coach & consultant Jason Bay shares a messaging framework for increasing response rates, setting more meetings, and closing more deals.
Hubspot
JANUARY 16, 2020
Growing up, I used to play "grocery store" with my sister. We'd go into our pantry, take out all the food, and set up a grocery store in our living room. I would typically "buy" goldfish. You might be thinking, "What does this have to do with market share?". Well, let's say that I bought 10 bags of goldfish from various "companies" that my sister, mom, and dad owned.
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!
Richardson
JANUARY 16, 2020
Sales productivity measurement remains a challenge for leaders. This fact is something of a paradox because sales leaders enjoy access to a wider array of tools than ever before. Herein lies the problem: sales productivity measurement becomes confusing as leaders deliberate over which analytics to monitor. This challenge intensifies amid the sprawling data enmeshed within Byzantine CRM systems.
Partners in Excellence
JANUARY 12, 2020
Processes, systems, frameworks are thing that help us do things right. That is, they provide us the ability to more consistently do the things that produce the right outcomes and results. Our selling process helps us more effectively and efficiently align with the customer buying process, producing greater value with the customer. Our account/territory planning processes help us maximize our growth and the results within the accounts/territory.
Sales Hacker
JANUARY 13, 2020
Audio cassettes. CRT TVs. Typewriters are all extinct. Unless they’re displayed as novelties, these achievements of communication have all disappeared from their once prominent role. Soon, there will be one more you can add to that growing dustbin of history: The cold sales call. We’re going to look at what I believe to be the coming extinction of the cold call in sales and what you should do to prepare for it.
Hubspot
JANUARY 16, 2020
When you land your first full-time remote job , you might be excited about the role's flexibility, ability to work from home, and how it enables you to hold a position at a great company even when you aren't close to its headquarters. However, remote work comes with its own challenges. As a career-minded professional, you might also have fears related to being isolated or unseen.
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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
Richardson
JANUARY 16, 2020
Why does sales productivity need a set of best practices? The answer: consistency. A defined set of best practices means that sales professionals have a consistent framework for determining where to focus their efforts. This consistency allows leaders to understand what works and what doesn’t across the entire selling organization. As a result, they can make changes at scale to improve sales productivity.
RAIN Group
JANUARY 15, 2020
When sellers lose a sale, we often hear something like: The other vendor had an in. Our competitor offered a lower price. We didn’t have the best solution. They decided to do nothing at all.
Engage Selling
JANUARY 17, 2020
Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.
Hubspot
JANUARY 17, 2020
Do you love working independently? Have a great business idea and want to see it through from concept to execution? Does the idea of managing a team of employees make you cringe? If you answered yes to these questions and dream of being your own boss, you may enjoy working as a solopreneur. Solopreneur job examples include: Freelance writer. Virtual assistant.
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.
Richardson
JANUARY 13, 2020
In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output. However, measurement across industries is difficult. For example, measuring productivity in the manufacturing industry is straightforward — inputs and outputs have clear definitions.
Force Management
JANUARY 16, 2020
As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment. Many of my friends turned the game off in the third quarter when LSU went up by ten. It is amazing that in the second quarter, LSU was down by ten points and looking like they were going to have a very tough night.
KO Advantage Group
JANUARY 15, 2020
How much time do you spend getting to know your prospect? If you sell to everyone, you ultimately sell to no one. Before creating your ideal list of 100 prospects , ask yourself, what is the common thread between these, and all the other people who could potentially use your service? You don't want to target everyone. That's just a waste of time, money, and energy.
Hubspot
JANUARY 13, 2020
When I hear the word ecosystem , I think of my science class as a kid. Specifically, I remember having to choose an environmental ecosystem to do a project on. I chose the tundra ecosystem and talked about how the living and nonliving things in this climate worked together to survive the harsh, frozen, and typically snow-covered environment — none of them would make it without the value each element and organism provided.
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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