Anthony Cole Training
MAY 23, 2019
Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.
Miller Heiman Group
MAY 23, 2019
In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. (Despite what many believe, he didn’t discover continental North America or even set foot there.).
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Jill Konrath
MAY 19, 2019
I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”.
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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.
Partners in Excellence
MAY 19, 2019
James Muir published an outstanding post, “ Is it ok to manipulate clients for their own good? ” It’s a must read. Basically, James describes a conversation with a sales person who feels it’s OK to manipulate and pressure a customer because that sales person knows how happy the customer will be with the solution. Most of you would, hopefully, find this premise not only arrogant, but preposterous.
InsightSquared
MAY 24, 2019
The revenue operations event of the year, Ramp , is coming up in less than 3 weeks, so get ready! Join the InsightSquared team and 500+ revenue operations, sales and marketing leaders for two jammed pack days of networking, data-driven best practices and valuable insights from leaders in the industry. At Ramp, you’ll join our growing revenue ops community and bring back everything you learned to make a direct impact on your business, so you can spend more time improving sales and marketing proce
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
MAY 21, 2019
We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen. I would be happy to settle even if the entire process only took 24 hours. The fact is that too often leads don’t go anywhere and we’re left with a painfully slow journey to try to get the next customer.
Partners in Excellence
MAY 21, 2019
I’m following a fascinating discussion in LinkedIn. You should read it here. The author makes a fair point that executives must constantly look for opportunities to learn, improve, and grow their businesses. He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions will give the customer insights and ideas to improve their business.
Sales Hacker
MAY 24, 2019
I have bad news… Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible. My team and I interviewed 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone.
Understanding the Sales Force
MAY 23, 2019
Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard. I don't know about you but some things just don't make sense to me. I loved the Leavitt/Dubner series of books on Freakonomics and thought I could share some interesting sales and sales management data that make little s
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.
SaaStr
MAY 19, 2019
Xero is one of those SaaS companies most of us have heard of and know is a big success and sort of know about, but, not really ??. What lessons can we learn from this huge Kiwi SMB success, for other founders? Here are a few: All the way until $600m+ ARR, the majority of Xero’s new bookings and revenue still came from Australia and New Zealand!
SalesProInsider
MAY 22, 2019
How did getting new clients get so hard? When you started it was easier: You had people to talk with and maybe even some existing client relationships that followed you, but now you aren’t getting the “Yeses” you used to. What happened? Did you get bad at selling? Do you need to change your pricing? Is your business model all wrong? If you’ve asked yourself these questions, you’re not alone.
Hubspot
MAY 24, 2019
Would you like to become a sales operations manager? Or are you considering hiring one? Research from CSO Insights found that 79.1% of organizations in the technology industry already have a dedicated sales enablement initiative or function, compared to an average of 50% across other industries. If you're like these companies, who need to create effective sales systems so salespeople can be productive and effective in their roles, then it's likely time to hire a sales operations manager.
Women Sales Pros
MAY 24, 2019
Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or energy. But can enthusiasm be a liability? In a coaching session with a junior sales rep this morning, I was role-playing the client and the rep was playing herself on a sales call to a major account. After “Hello,” I, as the “client,” thought a tornado had suddenly entered the room.
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!
InsightSquared
MAY 22, 2019
Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. I have assumed that your product is enterprise-ready and that you have determined relevance in this new segment.
Sales Hacker
MAY 21, 2019
What Does an Account Executive Do? An Account Executive (AE) is responsible both for serving the account needs of existing customers, and closing new deals. They typically have a revenue target, and are paid commissions on each sale they close. In SaaS sales, an AE usually works with a Sales Development Representative (SDR). The SDR specializes in the cold outreach and high-frequency communications needed to catch a prospect’s attention and set a sales meeting.
Hubspot
MAY 23, 2019
Did you know this? HubSpot Research found that 82% of consumers rate an "immediate" response as important or very important when they have a marketing or sales question. And 90% of consumers rate an "immediate" response as important or very important when they have a customer service question. Speed is everything for today's buyers and customers. Web chat tools can be used at almost every stage of the customer lifecycle.
Miller Heiman Group
MAY 21, 2019
It may seem counterintuitive to think that the secret sauce to winning deals isn’t something you do or say—rather, it’s silence. But ask any competent journalist how to get a great interview, and you’ll learn that the key is what you don’t say: the pause while you wait for a reply. Give the person you’re speaking with the chance to fill the void, and you’re likely to learn something invaluable that they may not have told you otherwise.
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!
Outreach
MAY 21, 2019
Outreach is a proud paradox: we balance explosive growth with unwavering values. We believe in agility and pivoting quickly, but we don't compromise on high standards or delivering the best quality for our customers. Every member of the Outreach Family owns what they do, and they truly want to do the right thing, whether that’s by their customers, their colleagues, or the Sales Engagement community as a whole.
RAIN Group
MAY 22, 2019
Fitness centers are packed in January—everyone's motivated to lose those holiday pounds. Then, a month later, the place clears out. What happened? Where did everyone go? I can tell you: their motivation crashed and burned. There one month, gone the next. Is it gone forever? Thankfully, no. What happens, though, is that most people wait for motivation.
Hubspot
MAY 22, 2019
You've finally done it. You're entering the final stages of the deal you've been trying to close for weeks. The time has come to create a quote for your customer. But how do you go about doing that? Sales quote software makes it easier to create a quote and send a proposal to your potential customer. And many quote software options even sync information with your CRM to automate the process.
SalesLoft
MAY 21, 2019
Companies are spending more than ever before on technology, but fewer reps are hitting quota (Forbes tells us only 53% of reps hit quota , for example). This is the worst nightmare of anyone managing a sales tech stack. However, forward-thinking, innovative sales organization are continuing to thrive. How? They’ve adapted. They dispelled the myths about Sales Engagement technology and are using it to execute on strategies that are customer-focused and authentic.
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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
SaaStr
MAY 20, 2019
We’re quickly approaching our second ever SaaStr Europa , and this time we’ll have 2 full days, with double networking, a stellar lineup of SaaS all-star speakers and of course, the best Happy Hours. With only 100 tickets left, there’s limited space to join the best of the best on 12-13 June in the heart of Paris, so if you’ve been considering attending SaaStr Europa, now’s your chance to snag one of the very last tickets. .
Partners in Excellence
MAY 18, 2019
I suppose I’m being naive. I had always thought “social platforms,” were a way that we could connect and engage with each other. While they wouldn’t replace face to face and personal connections, they might expand our relationships. They would enable us to expand our relationships–though they wouldn’t be close, with people we might not otherwise meet.
Outreach
MAY 23, 2019
You don’t need a crystal ball to see where B2B sales is going. For its most successful practitioners, B2B sales is fast becoming a fusion of technology, transparency, and talent — all optimized to pamper customers with decision-bending experiences. Since a few years back, technology has been the prominent item on annual trends-related forecasts, with artificial intelligence, machine learning, and data science consistently topping the list.
Engage Selling
MAY 23, 2019
Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people.
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.
SaaStr
MAY 18, 2019
Almost all of our 4,000+ pieces of content and 300+ SaaStr sessions and 250+ podcasts are really just about how to do … better. A smidge better. A bit better. Since SaaS compounds, even doing just 5% better now can compound dramatically over time. Everything doesn’t have to be 10x better to move the needle, if it compounds. But a lot of advice takes time to pan out.
Partners in Excellence
MAY 23, 2019
It’s been a while since I’ve whined about the stupid prospecting emails I get. I could literally post every day–even if I set the criteria “I’ll only post unsolicited marketing emails from ‘Global 1000’ corporations.” Today, I received an intriguing email from a Fortune 50 corporation. I’ll overlook: The fact that our company is already a customer, using some of the services they are trying to get me to buy.
Outreach
MAY 24, 2019
Understanding human communication is difficult. Languages have nuances, slang, and regional dialects, and while these subtleties may be learned by humans, these are surprisingly hard for machines to understand. But while the science is not there yet, Outreach is making progress. Our Data Science team continues to push the boundaries of what’s possible in the field of Natural Language Understanding (NLP).
Hubspot
MAY 24, 2019
Nowadays, voice-enabled devices such as Amazon Alexa and Google Home are becoming increasingly commonplace. Additionally, mobile searches for local services continue to rise, and by 2021, mobile devices are expected to influence $1.4 trillion in local sales. All of which is to say -- people searching online for local services is now more prevalent than ever before.
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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