Anthony Cole Training
APRIL 4, 2019
In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt. In this article, we will review the formula and methodology for change and the key questions every successful salesperson must ask themselves when identifying how to improve their sales outcomes.
ConversionXL
APRIL 1, 2019
Marketers are intimately familiar with their industry and product. But that familiarity isn’t always an advantage. Often, they unknowingly overwhelm or confuse the same visitors they seek to persuade (with long, jargon-filled product pages, for example). Your knowledge, in other words, can become a curse—a barrier that keeps you from communicating what customers care about in language they understand.
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Membrain
APRIL 3, 2019
Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.
Women Sales Pros
APRIL 5, 2019
Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales process is a good practice. Knowing and following your buyer’s process is an even better practice.
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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.
SalesforLife
MARCH 30, 2019
Turning potential prospects into customers is no longer easy for salespeople. Why? The modern buyer is being transformed. Today’s modern buyer is drastically different than buyers of the past, and the buying cycle has also changed significantly. What can salespeople do to adapt to these changing times?
Understanding the Sales Force
APRIL 1, 2019
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
APRIL 1, 2019
It is always good to hear about the women who have gotten into a sales role in a company where there is or has been a male majority sales team. The opportunities in a sales career are some of the best compared to any other corporate role. It can also be a tough grind, a difficult ramp up, and in some companies, tricky being a strong, confidant seller looking to rise within the organization.
Miller Heiman Group
APRIL 2, 2019
Managing a strategic account is a complicated balancing act. Sometimes, you find yourself striving for short-term gains by upselling. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals.
Membrain
MARCH 31, 2019
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.
Openview
APRIL 2, 2019
Most of us know that one of the keys to thriving in the SaaS landscape is getting customers to renew subscriptions. According to Totango , 56% of SaaS companies treat renewals as a high priority. However, when it comes to actually documenting, streamlining and perfecting that renewal process, far too many of us are looking at courting customers into renewal as a perfunctory obligation, which could be the reason customers are walking away.
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.
ConversionXL
APRIL 3, 2019
Should you redesign your website? Probably not. In this episode, Peep discusses reasons why people choose to redesign websites and how these reasons usually cause the project to FAIL or can fail due to poor management. Don’t think radical redesign, think evolution. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post How to avoid a website redesign FAIL. appeared first on CXL.
Understanding the Sales Force
APRIL 5, 2019
About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses.
Miller Heiman Group
APRIL 5, 2019
When most sales leaders think about analytics, they usually think of their CRM platform. In reality, your CRM is a means to an end—to be successful, you need to apply insights discovered from CRM analytics to improve the performance of your team. At their core, analytics change the conversation between a salesperson and a sales leader. It’s normal during a review of key opportunities in a sales pipeline for sales leaders to ask sellers for their opinion about an opportunity’s likelihood to close
InsightSquared
APRIL 1, 2019
“How am I doing?”. Most sales reps are genuinely driven not by money, but by success. They are dying to know how they are doing. Regardless of their generation or experience, your reps want to know if they are on the right track to hit their goals. So, how do we do this? Because this is a huge topic, we are going to focus this blog specifically on ramping your reps.
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!
Sales Hacker
APRIL 5, 2019
Ghosting: The practice of ending a personal relationship with someone by suddenly and without explanation withdrawing from all communication (Oxford Dictionary). “Ghosting” has become a hot topic in the world of dating in recent times, with bizarre stories emerging of people wiping their digital slates clean, simply to avoid the awkward break-up conversation.
CloserIQ
APRIL 2, 2019
Salespeople have a bad reputation. Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off.
Hubspot
APRIL 2, 2019
Products are never just products, right? Coca-Cola is more than a soda. Starbucks is more than a coffee. Ray-Ban is more than a pair of sunglasses. Glossier is more than a tube of concealer. Interacting with these products provide experiences , and we buy them with that experience in mind. Better yet, the companies that create and market them know exactly the experience they want you to have when you make (or consider) a purchase.
Partners in Excellence
MARCH 31, 2019
I wrote, Changing The Questions , discussing how our questioning strategies tend to serve us, not help the customer think about their situations, what they are trying to achieve, and what they might learn. Turns out, managers are just as bad in the questions they ask sales people. (Perhaps, that’s why sales people are so bad.) Managers tend to ask questions that are helpful to them, but not to the sales people.
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!
Heinz Marketing
APRIL 3, 2019
By Lisa Heay , Planning Manager at Heinz Marketing. My career began as an in-house marketer. Prior to my consulting days, I didn’t know how consultants did what they did. I had this misguided vision of consultants being these experts that knew absolutely everything about their field. There must be some kind of agency handbook for each industry they could reference with all the answers, right?
Outreach
APRIL 4, 2019
It hasn’t even been a month since Unleash and I’m already feeling like Jack from Lost : Alas, if you can’t physically go back to THE Sales Engagement conference of the year in sunny San Diego, we have a couple of remedies for the Post-Unleash Blues. Unleash Highlight Video. Up first, our new Unleash 19 highlight video is here!
Hubspot
APRIL 2, 2019
Out of all the ways you can make money creating content, affiliate marketing is one of the best ways to do it. You don’t have to build, market, or sell a product or service. You just have to insert affiliate links or ads in your content, which usually doesn’t cost any money, and then wait for people to click on them and buy something, earning you a commission.
Partners in Excellence
APRIL 3, 2019
We were doing a deal review. It was a big deal with a prestigious customer. Procurement was involved. As we discussed the deal, the sales person said: “Procurement thinks this is a good solution, but they aren’t willing to pay more than $X and we are a whole lot more at Y.” “Have you presented the business case to the procurement folks?
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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
APRIL 5, 2019
How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out? Sales is about taking the customer to a different level. If you just satisfy their basic needs, you are not selling your service to the customer.
CloserIQ
APRIL 4, 2019
Congratulations! You’re now an Account Executive—but what’s next? To really set yourself up for success in the long run, it’s important to set achievable goals to guide your work during year one. Here are goals every AE should strive for right out of the gate: First 100 Days—. During your first three months on the job, focus on developing a deep understanding of the product and sales process.
Hubspot
APRIL 4, 2019
Search Engine Marketing, or SEM, is one of the most effective ways to grow your business and reach new customers. While it's critical you employ organic strategies to attract traffic over the long-term, sometimes, you can't properly compete on the SERPs without putting money behind it -- and that's where SEM comes into play. For instance, consider what happens when I type "summer shoes" into Google: Zappos clearly has an effective SEO strategy, since its "Summer shoes" page ranks first organical
Partners in Excellence
APRIL 3, 2019
Too often when I speak to sales managers, they focus on “monitoring” their sales people. They constantly focus on: Where they are on MTD, QTD, YTD numbers? Do their pipelines have the right volume/velocity of opportunities? Are the sales people hitting their goals on prospecting calls, customer meetings, and so forth? Are they keeping CRM and other systems updated?
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.
ConversionXL
APRIL 1, 2019
Do you get several messages a day from customers asking for a discount or coupon code? You probably also have a bunch of abandoned carts In this episode, Peep discusses how to reduce support requests to your customer success team and abandoned carts, just by removing the coupon code field from the checkout page. Coupons are still very important. Peep also discusses how you can still use coupon codes for special cases.
Outreach
APRIL 1, 2019
Modern sales is noisy. You spend all your time researching and reaching out to the perfect prospects only to have your emails and calls join countless others in a sea of sales communications washing over potential buyers. Simply put—it’s ruff. You may be confident you’re not barking up the wrong tree but that doesn’t matter if you don’t break through the noise.
Hubspot
APRIL 1, 2019
What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. It ends with a strong call-to-action. Hate the thought of doing sales presentations ? You’re not alone. But the best reps have sales presentations down pat, even if it’s not their favorite activity.
Sales Hacker
APRIL 1, 2019
This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader Keenan. We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling,” the book Keenan wrote, and unpack how to move from product-centric to problem-centric selling and, in doing so, transform your win rates and sales effectiveness.
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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