Anthony Cole Training
FEBRUARY 6, 2019
Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.
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ConversionXL
FEBRUARY 6, 2019
The classic graph for the product lifecycle is a sales curve that progresses through stages: a sharp rise from the x-axis as a product transitions from Introduction to the Growth phase; a sustained, rounded peak in Maturity; and a gradual Decline that portends its withdrawal from the market. Each stage of the product lifecycle has implications for marketing.
Women Sales Pros
FEBRUARY 2, 2019
There is an infamous Superbowl commercial for some of us that played in 2015 called #LikeAGirl and in honor of Superbowl weekend I’d like to share a great blog post sales strategist and best-selling sales author Jill Konrath wrote about that commercial. With no further ado, please enjoy, I Sell #LikeAGirl. Lori Richardson is President of Women Sales Pros and is working to see more women in sales and sales leadership in companies where there are male-majority sales teams.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
FEBRUARY 3, 2019
Ok we are ALMOST there! Kick off to Annual is SO close! I don’t know about you, but I do get a bit anxious attending larger events solo. To me, they are like going out to a formal restaurant. I don’t mind going to Chipotle solo, but French Laundry? Not sure I’d know exactly how to handle myself. But you shouldn’t feel that way at Annual. 47% of folks are attending Solo and it is an A way to meet new SaaStr friends, colleagues, investors, and more.
Understanding the Sales Force
FEBRUARY 6, 2019
Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate. What's the difference you ask? The difference is huge, especially if you have a complex sale, a long sales cycle, or a lot of competition.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
FEBRUARY 8, 2019
I never aspired to enter a career in sales, but I had a natural gift for connecting with people, which made sales a natural fit. My non-traditional path to sales started early in my professional career when I lost my first marketing job in NYC. It was during this challenging time that I became fascinated with what motivates people, what keeps some moving forward in times of great stress and what makes others fold under pressure.
Selling Power
FEBRUARY 6, 2019
Get great sales coaching outcomes with these expert tips.
A Sales Guy
FEBRUARY 6, 2019
FREE Signed Copy of Gap Selling. The post Win a Signed Copy of Gap Selling! appeared first on A Sales Guy.
Hubspot
FEBRUARY 8, 2019
Disclaimer : This article does not constitute legal advice. Interpretations of the Realtor Code of Ethics may differ from state to state, so you should seek your own legal advice to ensure you follow the correct process. A client came to David Magua , a top-selling real estate agent in Weston, Florida, asking for advice on a subdivision he had his eye on.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Membrain
FEBRUARY 3, 2019
The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.
Smarter With Gartner
FEBRUARY 6, 2019
Imagine an organization where the marketing department speaks French, the product designers speak German, the analytics team speaks Spanish and no one speaks a second language. Even if the organization was designed with digital in mind, communicating business value and why specific technologies matter would be impossible. That’s essentially how a data-driven business functions when there is no data literacy.
Sales Hacker
FEBRUARY 6, 2019
Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. I’ll be the first to admit that. There have been many times during my career as a sales executive at Chorus and InsightSquared where I blamed reps for things that were really a result of my broken sales process.
Hubspot
FEBRUARY 7, 2019
Have you ever purchased a product based solely on its quality? Whether we're thinking about purchasing the next iPhone or a new-release Nike sneaker, we often justify the purchase of an expensive item based on more than just quality -- we also factor in our perception of the product and brand behind it. And if we do purchase one of these products, we're often left thinking, "Is the actual value and quality of this product really worth the price I paid for it?".
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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.
Openview
FEBRUARY 5, 2019
A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. The focus on landing new customers makes sense to some degree. At launch, we are so focused on getting product-market fit, then gaining traction in the market and putting up good growth numbers.
Engage Selling
FEBRUARY 7, 2019
There’s an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren’t up to par, a variety of tactics are often implemented.
Sales Hacker
FEBRUARY 4, 2019
This week on the Sales Hacker podcast , we talk to author Carson Heady , whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.
Partners in Excellence
FEBRUARY 7, 2019
SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are the Holy Grail of Marketing and Sales. Everything we do seems focused both on improving the quality and quantity of these. The thinking is if we get the right volume, our pipeline problems go away, we easily make our numbers. There are a lot of huge leaps in this thinking.
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.
RAIN Group
FEBRUARY 6, 2019
"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice. Fact: Bad or inexperienced coaches tell their clients what to do and are constantly giving advice.
Engage Selling
FEBRUARY 8, 2019
??????Last month, I was working with a client who told me that a core group of their targeted market was interested in speed because whoever gets there the fastest will win the business, regardless of price.
Sales Hacker
FEBRUARY 7, 2019
The last hour of work is my favorite. And no, not because I can’t wait for work to be over. Much ado has been made about the importance of a strong sales morning ritual , but did you know an end-of-day sales ritual can be just as powerful? The reason I have a set schedule for the end of my day is not only to help me stay organized, but to achieve my ultimate goal in sales: driving agreements.
Outreach
FEBRUARY 7, 2019
I think we can all agree that dropping a prospect's company name and title into an email isn't exactly "personal." Good job, you successfully completed a 2-minute LinkedIn search and impressed no one. There's a huge difference between "personalization" using basic information, and crafting a truly personal message that yields an emotional response. Here are 5 tips to personalize emails that will actually get responses.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Partners in Excellence
FEBRUARY 5, 2019
Over the past several weeks, I’ve been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on sales talent. The data on churn (voluntary and involuntary) is horrible! Depending on the market data, tenure for managers and sales people is anywhere between 15 and 22 months. We are completely turning our organizations–management and sales people roughly every 3 years!
Hubspot
FEBRUARY 8, 2019
When Charlie Jabaley , co-founder of the artist management and marketing firm Street Execs , released one of his first client t-shirt designs, the euphoric high he felt in the morning plummeted to a heartbreaking low by night. He had only sold a total of eight t-shirts. With famous clients like 2 Chains and Travis Porter , Jabaley’s pressure to succeed was already stifling.
Sales Hacker
FEBRUARY 6, 2019
According to a recent study by HubSpot, 75% of companies say closing more deals is their top sales priority— yet 30% of salespeople say closing deals is getting harder. It can be daunting to think that your company’s top priority might be your biggest challenge as a salesperson. So, we’re constantly thinking about how we can bridge the gap – and turn every opportunity into a closed deal.
Miller Heiman Group
FEBRUARY 7, 2019
When conducting sales pipeline reviews with your team, the last thing you want is a bunch of prospects stuck in no-decision limbo. Sometimes priorities shift, resulting in what seems a no-decision to the seller. This can affect many professional services companies whose offerings can be deprioritized because they don’t support the buyer’s day-to-day operations.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Partners in Excellence
FEBRUARY 6, 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… All of this, done under the auspices of AI or it’s companion, machine learning (ML) will be the answe
Hubspot
FEBRUARY 7, 2019
Welcome to The Science Behind Success -- a new blog series that explores the best ways to help our brains perform better at work. With psychological research and interviews with leaders in the field, we're showing you how psychology can help you overcome workplace obstacles and excel in your career. Because a little mindset change could go a long way.
Sales Hacker
FEBRUARY 8, 2019
The remote sales force and customer service team is officially here. The last decade has seen a staggering rise in remote work. Per Gallup, the size of the remote workforce has nearly doubled in the last few years. A whopping 43 percent of U.S. employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics.
Score More Sales
FEBRUARY 8, 2019
Resource #1. Modern Sales Pros virtual Google group and in-person meetings. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them.
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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
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