Anthony Cole Training
JULY 8, 2019
In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force. While sales people are monitored on their calls, emails, CRM activity, and follow-up methodologies, the same cannot always be said for sales management.
G2
JULY 11, 2019
There’s an interesting paradox in the digital marketing and analytics landscape.
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Understanding the Sales Force
JULY 11, 2019
86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those four elements of success are less dependent on their knowledge of selling than what they believe.
Women Sales Pros
JULY 12, 2019
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size). Perhaps retaining your largest customer depends on your ability to convey why your customer should remain loyal to you against a sea of competitors. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation.
Anthony Cole Training
JULY 11, 2019
Becoming, and staying, a sales manager is hard work. Becoming an extraordinary sales manager is grueling and time consuming. It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, and consistent activity and patience.
SaaStr
JULY 11, 2019
A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospect and customer’s problems. You can only solve a customer’s problems if you know the product you are selling cold.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JULY 10, 2019
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
Anthony Cole Training
JULY 11, 2019
Today’s buyer isn’t your grandpa’s, or even your dad’s, buyer. They are coming to you much deeper into the sales process, meaning they are much more aware and informed than ever before.
SaaStr
JULY 11, 2019
In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. 7 years later that hackathon project achieved Unicorn status while transforming the call center space. Join Tiago as he shares Talkdesk’s unconventional journey and what it takes to build a top-valued brand. Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets.
Partners in Excellence
JULY 8, 2019
At the outset, I’ll apologize. This post is likely to rub some executives the wrong way. The premise is that many organizations are under performing their potential—possibly by huge amounts. The immediate reaction from many might be, “We’ve been beating our numbers year after year! How can you say we are under performing our potential?
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.
ConversionXL
JULY 7, 2019
If you run an ecommerce shop, you’re always trying to boost your sales. Here’s how to increase the conversion rate of your ecommerce site. What’s a good ecommerce conversion rate? Don’t worry about “average” ecommerce conversion rates. A good conversion rate is one that’s better than what you have right now.
G2
JULY 10, 2019
“Hey, there’s this great podcast you should check out.”.
SaaStr
JULY 7, 2019
Many start-ups and even larger SaaS customers are reluctant to provide a Service Level Agreement — an SLA — that says they will, well, stay up. It’s not our fault, they think. What if Amazon goes down? Or our email provider? That’s not our fault. The lawyers tell you to try to not to do this. Sometimes, the accountants too.
Partners in Excellence
JULY 10, 2019
Several years ago, Gartner research on how customers allocate their time in the buying process indicated about 17% of their time is meeting with sales people—all sales people, not just us. We just get a fraction of that 17%. (I’d be interested in seeing an update to that research, I suspect it will be less than 17%.). Customers are looking for, and finding, answers in other places.
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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.
Heinz Marketing
JULY 12, 2019
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. The traditional days of using keywords and links to build SEO rank is changing as search has moved towards artificial intelligence to determine intent, instead of relying specifically on keywords. These practices are by no means dead but are becoming more outdated. Many other factors can affect your ranking results.
Hubspot
JULY 10, 2019
Effective marketing is difficult to get right. Between creative demands, budget limits, and channel decisions, marketers have a lot to juggle when developing their marketing strategy. The biggest determinant of effective marketing, however, is your audience. If you’re not properly targeting your buyer persona, your promotions and advertisements will likely fall on deaf ears.
SaaStr
JULY 9, 2019
Recently I was catching up with an exec from a SaaS company well in excess of $100m ARR. One of the key platforms their app integrates with has started to … slow down their access. Slow down access to new features, to semi-documented APIs. Slow down access to their team. In fact, the partner’s sales team appears to have quietly dropped them entirely as a recommended app.
Partners in Excellence
JULY 8, 2019
It seems the universal answer to every sales performance answer is to do more. We’re chastised to close more deals, get more into the pipeline, spend more time with customers, spend more time–period, just do more. Regardless of where the challenge is, whether it’s our close rates, our average deal value, our sales cycle, our ability to create value, our pipeline volumes; the dominant solution is to focus on the top of the pipeline, prospecting.
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.
Membrain
JULY 7, 2019
Technology is great when it’s used effectively for the right reasons. But far too often sales enablement technology simply allows us to do harmful and ineffective things quicker and in greater volume.
Hubspot
JULY 8, 2019
When I scrolled through Instagram this morning on my commute, I commented on a friend's post about her vacation, scrolled right past an advertisement for a comforter, and double-tapped an influencer's post about a skincare brand. That's the thing about influencers -- you follow them for a reason, so you don't mind interacting with their sponsored content.
The 5% Institute
JULY 11, 2019
If you’re new to sales, you may be struggling with the idea about how to sell in person. Meeting new people every day – from different backgrounds and different personalities may seem daunting. In this guide, we’re going to show you a step by step process to follow, to help you on your way to learn how to sell in person. How To Sell In Person – A Step By Step Guide.
Partners in Excellence
JULY 9, 2019
I was talking to a team of sales people about engaging their customers with insight and getting them to think about their businesses in different ways. They happened to sell supply chain management software. The software, like most other supply chain software solutions enabled their customers to better understand and manage inventory, orders, quality, scheduling and other things with their supplier.
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!
SalesProInsider
JULY 10, 2019
Why aren’t your sales up to snuff? Is the problem your lead generation (not having enough leads) or lead conversion (not converting those leads to paid clients)? It’s an age-old business question like the chicken and the egg (which did come first?). The question then becomes: If my firm isn’t growing as desired, where should I put my efforts? In marketing and lead generation, or in stronger lead conversion?
Hubspot
JULY 12, 2019
When I first built my email list, I was ready to create some drip campaigns. Just one little problem: I didn't know what to say. I felt like a salesperson with this perfect prospect, but I couldn't find the words to convey how I could change this person's business. I started chatting with a few of my friends in sales to learn more about their best secrets and corresponding open rates, and David Sneider , Sendbloom's former head of growth and current CEO of Deco.Network, provided the following qu
The 5% Institute
JULY 8, 2019
One of the most powerful tools you can have in your sales toolkit, is the ability to ask open ended sales questions. Most Sales Professionals and Business Owners have a flawed sales process ; they start by building a little bit of rapport, and then go into ‘pitch’ mode – talking about their fabulous features and benefits , hoping that something will stick.
G2
JULY 8, 2019
Between the 11th and 7th century in ancient China, merchants would play their bamboo flutes and sell candy.
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.
SaaStr
JULY 9, 2019
Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Want to see more content like this? Join us at SaaStr Annual 2020. Anish Shivdasani, CEO @ Giraffe. FULL TRANSCRIPT BELOW. How’s it guys? You guys good? How’s everyone feeling? Yeah, great. Awesome, man. It’s great to be here.
Hubspot
JULY 9, 2019
When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. But what about considering the people who are working to sell your products every day? Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily.
The 5% Institute
JULY 9, 2019
Sales prospecting methods can be confusing for Sales Professionals and Business Owners. However, whether you’re in B2B or B2C , sales prospecting should be a part of your daily activities. One of the reasons why Sales Professionals don’t do it daily, is because they either don’t know the sales prospecting methods to use, or they aren’t clear on the targets they need to hit to make it efficient and effective.
Score More Sales
JULY 12, 2019
We all have buyers and future buyers who stop replying to us – for a myriad of reasons. Some of the biggest reasons are: They just don’t see enough value to spend time communicating.
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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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