Anthony Cole Training

AUGUST 20, 2018

Before the Salk Vaccine:

Sales 120

Sales 120

Women Sales Pros

AUGUST 24, 2018

I’ve always looked at sales as a mind game because there is so much planning and strategy involved. One could even say sales is a lot like golf. You’d never hit the ball until you analyze and reflect on the lie, wind speed, distance and direction and a hundred other variables on each hole; and plan how you’re going to reach your ultimate goal.Even the best planned strategy must constantly flex to overcome the next unexpected challenge or opportunity.

Gaming 104

Gaming Strategize Quota Sales 104

Membrain

AUGUST 19, 2018

Sales Enablement is a hot buzzword bingo term these days. The problem is, were you to ask 10 companies what Sales Enablement is, you’d probably get 13 different answers.

Sales 101

Sales 101

Hubspot

AUGUST 23, 2018

In a 2018 survey of more than 4,000 homes, 68% of staged homes sold for at least 9% more than those of their unstaged neighbors’. Whether you’re starting a real estate business or have been selling homes for a while, there’s clear and increasing benefit to professionally staging your clients’ homes. But the future of home staging goes beyond just hiring a designer.

Real Estate 100

Real Estate Service Price Construction 100

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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.

Sales

Engage Selling

AUGUST 23, 2018

Let’s face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.

Clients 92

Clients Prospecting Quota Service 92

Women Sales Pros

AUGUST 22, 2018

If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. But then management tells you that you also need to be a sales leader.

Sales 192

Sales Consult Promote Trust 192

Hubspot

AUGUST 22, 2018

Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Great news: It’s time to hire a sales manager for your team. But before you can start interviewing candidates, you need to draw them in with a well-written, accurate, compelling job description that describes the role,

Quota 99

Quota Non-Profits Hospitality Healthcare 99

Score More Sales

AUGUST 24, 2018

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?

Service 86

Service Customers Sales 86

Membrain

AUGUST 22, 2018

Perhaps more than anyone else in the world, Tamara Schenk knows sales enablement. She has been conducting research and publishing studies and research-based blog posts on the topic with CSO Insights for many years and is the top expert to consult when you want hard data and deep insights.

Consult 84

Consult Sales 84

RAIN Group

AUGUST 22, 2018

Email is one of the top ways to break through and secure meetings with targeted buyers. In fact, 80% of buyers say they prefer to be contacted by sellers via email. It's an essential part of any prospecting plan. However, too many prospecting emails fall victim to common mistakes that kill response rates. Recently, we shared 13 email prospecting best practices.

Prospecting 83

Prospecting Contact Meeting Conversion 83

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.

Product

Hubspot

AUGUST 22, 2018

Even though they’re over 25 years old , PDFs are still one of the main types of documents on the internet. Whether you’re trying to access your W-2, a contract, or an eBook, it’ll probably be in the form of a PDF. But to view these important documents, you need to download a PDF reader on your computer. There are hundreds of PDF readers and some can cost you almost a thousand dollars per year, so we sifted through the internet to find the best free PDF readers that you can download online.

Presentation 94

Presentation Contract Launch Up-sell 94

Partners in Excellence

AUGUST 20, 2018

Moving into the role of Sales Manager is a challenge for everyone. Most people struggle, and if you aren’t struggling, perhaps you should be worried. Often, new managers don’t get great coaching from their managers. Often, new managers don’t pay attention to the coaching they get from their managers. Too often, new managers rush in to change things–because they think that’s what managers do.

Quota 80

Quota Sales Drivers/motivators Sell 80

Topline Leadership

AUGUST 20, 2018

Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople. Ask for a “Memo of Understanding” from the [ ] The post Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions appeared first on TopLine Leadership.

Technique 80

Technique Sales 80

Score More Sales

AUGUST 21, 2018

With so many options of items and services to purchase it is no wonder that buyers simply freeze sometimes and don’t make a buying decision. What’s the same, and what’s different about the companies’ services you are comparing? It seems as plain as day – a buyer needs to understand your service (or product) as compared to others and how any of the options will help the buyer.

Service 23

Service Sales Product 23

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

Hubspot

AUGUST 24, 2018

7 Top Free Accounting Software Options. Wave. ZipBooks. SlickPie. GnuCash. CloudBooks. TurboCASH. xTuple PostBooks. If you’re an entrepreneur running a business, you understand how important it is to stay on top of finances. Cash flow, taxes, and managing finances are some of the biggest challenges businesses face. Knowing who owes you and if you owe a supplier or creditor is crucial to success.

Finance 91

Finance X-functional Start-ups Clients 91

Jeff Shore

AUGUST 21, 2018

By Amy O’Connor. When sales teams aren’t performing up to standards or expectations, sales leaders are often puzzled as to why. Sales leaders know the correct behaviors that will lead to sales – rapport building, discovery, creating the experience, closing, follow-up, etc., but they often don’t know how to get their sales people to perform those behaviors (or perform those behaviors up to acceptable standards).

Cross-sell 76

Cross-sell Negotiate Follow-up Sales 76

Outreach

AUGUST 24, 2018

I curled over the kitchen island in my home. My wife rubbed my shoulders. A searing pain shot through my upper back and along both sides of my neck. The pain was nothing new. By this point, I had seen 24 medical professionals to try and solve this strange health mystery that I had been living with for about 8 months. It was truly a living hell to wake up every day and be in so much pain that I couldn’t even go to the gym and lift weights like any active 31-year-old male should be able to do.

Commission 75

Commission Quota Pipeline Sales 75

Sales Hacker

AUGUST 22, 2018

On this 1×1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales. Tune in! If you missed episode 20, give it a listen here: PODCAST 20: How to Negotiate More Effectively to Close More Deals. What You’ll Learn. How to find success in sales management.

Sales 72

Sales Gaming Promote Customer Relationship Management 72

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!

Customers

Hubspot

AUGUST 24, 2018

Success doesn’t come easy. Even the most dedicated entrepreneur sometimes finds it tough to stay on track. You’ll battle things beyond your control and encounter issues you couldn’t have predicted. So, how do you keep your eyes on the prize? How do you make sure the struggle doesn’t divert you from your ultimate goal? Allow the words of those who have gone before us to motivate you and keep you focused.

Drivers/motivators 90

Drivers/motivators Start-ups Launch Follow-up 90

Partners in Excellence

AUGUST 23, 2018

One of the biggest mistakes managers make is lack of follow-up. Recently, I sat in a review meeting. Almost surprisingly, it was very productive. The team was actively engaged, they were talking about important shifts in their strategies and how they would execute with the customers. There was great discussion to make sure everyone was aligned. They agreed on specific next steps and actions (though I had to hint a little at doing this.).

Follow-up 72

Follow-up Represent Meeting Start-ups 72

Heinz Marketing

AUGUST 23, 2018

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. We have our own series, a few years now! Weekly we feature a new B2B sales, marketing or business leader here answering newly updated “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

B2B 70

B2B Drivers/motivators Up-sell Meeting 70

Jeff Shore

AUGUST 23, 2018

By Ryan Taft . Recently I was working with a sales rep, I will call Nancy, who had fallen behind on her sales goals. After going through Nancy’s presentation and her strongest leads, I realized a major flaw. She wasn’t using BAMFAM. What’s BAMFAM? It stands for: Book. A. Meeting. From. A. Meeting. Like Nancy, a lot of sales professionals are fairly weak when it comes to follow-up.

Appointment 70

Appointment Sales Follow-up Meeting 70

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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

Hubspot

AUGUST 19, 2018

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales process -- all of us have been closed at one time or another, whether we’re buying a new vacuum cleaner or a new Learjet. For another, there’s nothing sexy about prospecting or discovery calls.

Negotiate 90

Negotiate Closing Government Legal 90

Sales Hacker

AUGUST 21, 2018

Success begins with setting goals. Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. In contrast, goals lend clarity and purpose to your organization. They enable your team to track collective and individual performance. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth.

Objectives and Key Results 69

Objectives and Key Results Quota Commission Drivers/motivators 69

SalesforLife

AUGUST 24, 2018

When asked about the defining difference between successful sales outreach and those which fail to close the deal, there are two common, differentiating factors.

Sell 69

Sell Sales Closing Technology 69

Understanding the Sales Force

AUGUST 20, 2018

How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available. I'm talking about salespeople who create urgency by asking questions to uncover problems, the consequences and cost of which, create urgency.

Price 67

Price Prospecting Consult Sell 67

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.

User Experience

Hubspot

AUGUST 20, 2018

After Facebook bought Instagram in 2012, the app has evolved from a fun social network for selfies and brunch pics to something much more impactful: marketing’s top platform for visual content. Since they introduced key product updates like video, stories, and IGTV, Instagram now boasts over 1 billion monthly active users who spend close to an hour scrolling through the app each day they log in.

Sports 78

Sports Education Follow-up Entertainment 78

Outreach

AUGUST 22, 2018

Texting, conversation intelligence tiles, and back-to-back sequencing help you increase connect rates and focus on having winning conversations.

Conversion 66

Conversion 66

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel.

B2B 62

B2B Cross-sell Negotiate Up-sell 62

CloserIQ

AUGUST 21, 2018

When was the last time you replied to a generic sales email that had a boring subject line, listed vague features but promised no benefits, and lacked personalization? You probably can’t remember, because you probably never have replied to an email like that. If you want to hear back from the leads you’re prospecting, you need to strike a balance between writing up an easy-to-follow template and communicating a genuine desire to help your potential customer get what they want.

Niche 61

Niche Follow-up Up-sell Pitch 61

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.

Sales