Anthony Cole Training
SEPTEMBER 20, 2019
I started this series of articles by relating my experience coaching football to selling. It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.
ConversionXL
SEPTEMBER 17, 2019
The way we do retargeting is restrictive. Creating a tailored, personalized campaign is often done with micro-triggers: Did the user spend more than X minutes on the site? Did they view more than Y pages? Did they add to cart? Are they visiting on mobile? All of these data points personalize the messaging for retargeting campaigns. But even a talented campaign manager can juggle only so many variables.
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SalesforLife
SEPTEMBER 20, 2019
For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things: 1.
Membrain
SEPTEMBER 18, 2019
Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales world’s overly complex landscape of technologies, and I wanted to talk about point solutions, but what I said was, “point pollutions.”.
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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.
Anthony Cole Training
SEPTEMBER 16, 2019
We often find there is a direct connection between sales and competitive sports. Due to his time on the football field as both a player and coach, Tony Cole has identified 9 Sales Productivity Tools that will help your producers build better plays, hit harder in the field, and come home with more wins.
RAIN Group
SEPTEMBER 18, 2019
Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old. It developed millions of years ago, first with raw instincts—like fight or flight—that all animals have, and then into more complex emotions for us humans like anger, aggression, desire, fear, hatred, passion, love, disgust, sympathy, and so on.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The 5% Institute
SEPTEMBER 16, 2019
Building sales relationships and rapport is an absolutely crucial part of the sales process, because it can be the difference between winning the sale, or going back to the drawing board and starting the prospecting journey all over again. Zig Ziglar famously said , “If people like you they’ll listen to you, but if they trust you they’ll do business with you” ; and that couldn’t be more spot on.
Hubspot
SEPTEMBER 18, 2019
Remember the “ Tide Pod Challenge ?” That horrendous time at the beginning of 2018 when adolescents filmed themselves ingesting laundry detergent? While it was a funny (albeit dangerous) start to the new year, this small boost of infamy was a PR mess for the detergent brand in question, Tide , whose crisis communication team had to figure out how to respond to America’s teens swallowing their toxic product.
ConversionXL
SEPTEMBER 18, 2019
Historically, CRO has taken a backseat to SEO, PPC, and other forms of digital marketing. But it’s on the rise— 60.8% of businesses are making CRO a priority. As more companies think about starting or expanding CRO programs, the “agency or in-house?” question is also earning more attention. Hiring an agency can make sense for companies that don’t have the time or resources to build an in-house team.
Partners in Excellence
SEPTEMBER 20, 2019
Innovation is important. We all know there is a limit to doing the same old things, over and over. Even though we may do them in greater volume or greater velocity, over time they become…… well old… and not very effective. So we struggle to innovate. We think of the great new revolutionary or disruptive idea. We reflect on people like Thomas Edison and his inventions (like the light bulb), or the invention of the internal combustion engine, or Al Gore inventing the internet (so
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 5% Institute
SEPTEMBER 16, 2019
If you’re a new Sales Manager; or perhaps someone wanting a little more insight into effectively managing Sales Professionals, then you’ve come to the right place. In this article we’ll look effectively managing Sales Professionals, in an easy to understand manner. There are plenty of tips out there on managing Sales Professionals or a sales team. In this article, we’ll just focus on the five most important areas to focus your attention. 5 X Tips For Effectively Managing Sales Professionals.
Hubspot
SEPTEMBER 16, 2019
I don’t own a car in Chicago, but I do take the train (referred to as the “L” here). On the L, most of my commuting companions pass the time by looking at their phones. But, my motion sickness prevents that, so I typically find myself watching the world — and many, many billboards — go by. And I must say: Some billboards can be very, very entertaining.
InsightSquared
SEPTEMBER 18, 2019
Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward. The higher the value of the contract, the longer the sales cycle and the more complex the marketing machine, the harder it becomes to know where marketing spend is achieving ROI.
Women Sales Pros
SEPTEMBER 20, 2019
In a distracted and busy world, how do some thought leaders break through the noise to influence the behavior, beliefs, and buying decisions of their communities? Do they start out seeking to be a thought leader or does it happen by accident? And what does a thought leader do with their influence once they have it? The Regular Activities of a Thought Leader There are basic activities that you can do in order to become a thought leader.
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!
The 5% Institute
SEPTEMBER 15, 2019
Online sales training is a new and effective way to up-skill your staff (or yourself) in the most up to date sales principles. Although in person sales training is also very valuable; online sales training comes with its own set of benefits that is making it a valuable investment for businesses of all sizes. In this article, we’ll be dissecting the five benefits of online sales training, and why it may be a worthwhile investment for both you and your sales team. 5 X Benefits Of Online Sales Trai
CloserIQ
SEPTEMBER 17, 2019
We’re currently living in the golden age of startups. San Francisco , New York , Boston , Seattle, and many other American cities are home to many innovative startups. This presents a wealth of opportunities for sales professionals. Working at a startup can offer many opportunities to learn new skills and assume significant responsibilities. But before accepting a job offer at a startup, you should thoroughly vet the company so that you can better determine whether it’s a fit for your profession
Hubspot
SEPTEMBER 20, 2019
Imagine your sales team performing 19% better month after month. Sound nice? Of course. But how can you make this happen? Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.
Understanding the Sales Force
SEPTEMBER 16, 2019
My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. He's on the top of the FBI's most-wanted list but works with the agency to help them track down bad-guys that are as bad as he is. Somehow, he gets the FBI to help him get what he wants and he gets the bad guys to give him what he wants from them.
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!
Engage Selling
SEPTEMBER 19, 2019
There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.
Partners in Excellence
SEPTEMBER 16, 2019
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions. A lot of the discussion has been around sales training programs, new approaches, or new tools that companies have implemented–or tried to implement.
Hubspot
SEPTEMBER 19, 2019
Knowledge is power — especially in the world of sales. Salespeople need to be armed with the information they need to make a sale. The most important information? Product knowledge. According to a study from Tulip Retail , 83% of shoppers believe they’re more knowledgeable than retail store associates, and 79% of survey respondents say knowledgeable associates are important or very important.
Understanding the Sales Force
SEPTEMBER 18, 2019
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
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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
Sales Hacker
SEPTEMBER 18, 2019
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs. I’m massively concerned! . What’s happening with tenured sales reps? . I’m not here to show disrespect nor point fingers. This comes from conversations, messages, and even observations from the teams I work with. .
Sandler Training
SEPTEMBER 17, 2019
In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,… The post Three Steps to Implement a Culture of Growth appeared first on Sandler Training.
Partners in Excellence
SEPTEMBER 16, 2019
Recently, I was speaking to a number of sales execs. We were talking about how to improve the performance of their teams. One manager in frustration said: “I’m drowning in reviews, it seems I spend all my time in deal, account, pipeline, forecast, prospecting, and other reviews. And I’m falling further behind, I feel I have to review every deal, every account, everything—I can’t possibly do it!
SaaStr
SEPTEMBER 15, 2019
As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Folks that use SMB or other editions that should be on your more expensive enterprise plans.
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
SEPTEMBER 19, 2019
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. It’s our pleasure every week to feature a B2B sales, marketing or business leader in our own similar series and our own “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
Sandler Training
SEPTEMBER 17, 2019
The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift. Read Time: 6 Minutes.
Sales Hacker
SEPTEMBER 16, 2019
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed.
SaaStr
SEPTEMBER 19, 2019
I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders). And I generally thought that was the default, albeit was many exceptions. Well, I was wrong. Only 3 of the most recent ~25 SaaS/Cloud IPOs I looked at had equal founder ownership at IPO, Atlassian, Pagerduty and (close enough) MongoDB: (One note / disclaimer
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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