Anthony Cole Training

SEPTEMBER 27, 2018

“It’s not you, it’s me!” I love that scene from Seinfeld.

Consult 171

Consult 171

A Sales Guy

SEPTEMBER 25, 2018

I’m so tired of the stupid and annoying emails salespeople send to buyers and prospects and so are they. It’s time to stop. You’re emails and your cold outreach suck. They don’t offer value, they just beg your prospects and buyers for their time. It’s pathetic. I did this video to help you understand how to create emails and cold call messages that don’t make you a digital beggar and improve response rates.

Cold Call 113

Cold Call Prospecting Sales 113

Membrain

SEPTEMBER 23, 2018

It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer , look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive.

Sales 118

Sales 118

Understanding the Sales Force

SEPTEMBER 27, 2018

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right? To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world.

Territory 117

Territory Sales Sell 117

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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

ConversionXL

SEPTEMBER 25, 2018

Data is the life blood of any SaaS company. Data will empower you to make better decisions and help you grow faster. However, few companies make the most of their existing data or get access to the data they need. This guide is meant to help you go from zero to analytics proficient as quickly as possible. It doesn’t matter if you’re starting from scratch or if you’re simply trying to level up your existing data strategy.

A/B testing 107

A/B testing Referrals SQL Start-ups 107

Women Sales Pros

SEPTEMBER 28, 2018

If you sell, you’ve suffered from the ‘Stall’. Your prospect isn’t returning calls or emails and your project seems as if it’s been put on the permanent ‘Back burner’ or worse. Is there anything that sellers can do to avoid the stall? Yes! What Causes the Stall? To avoid the stall, you need to understand what causes the stall. Some of the reasons are on the prospect’s side but most are on the seller’s side.

Strategize 102

Strategize Follow-up Trust Meeting 102

Understanding the Sales Force

SEPTEMBER 25, 2018

Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.

Closing 105

Closing Construction Sales Consult 105

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, we caught ’em, you skin ’em.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets

Assembly Line 96

Assembly Line Sales Process Account management 96

Hubspot

SEPTEMBER 28, 2018

In the past few years, the U.S. has made some small but mighty strides towards inclusivity, and language plays a big part in that. We've become rightfully cautious when we label other people, and are learning the importance of asking permission before identifying someone as a certain gender. In my English class in college, for instance, my teacher was progressive enough to say, "Please let me know which pronoun you'd prefer I use for you.

Meeting 101

Meeting Conversion Campaign 101

Openview

SEPTEMBER 27, 2018

To sell or not to sell – that is the question among startup founders. As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. Why not? I had a strong sales background, and who knew the product better than me?

Appointment 89

Appointment Contract Sales Up-sell 89

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.

Product

Membrain

SEPTEMBER 26, 2018

In July, German grocery chain Lidl announced that it was calling it quits on a massive project to upgrade their inventory management system, a project they had spent around $500 million on.

CRM 95

CRM Sales 95

Engage Selling

SEPTEMBER 28, 2018

??A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.

Sales 92

Sales Customers Clients Sell 92

Hubspot

SEPTEMBER 28, 2018

If you spend time optimizing your blog or website's content, headers, subheaders, and meta descriptions for search engines, the following image should alarm you: Today, Google's search engine results pages (SERPs) deliver just as many image results as they do text-based results. The screenshot above is the first SERP Google produces for the search term, "email newsletter design.

Education 101

Education Represent Sports Engineering 101

Women Sales Pros

SEPTEMBER 26, 2018

We are big advocates of implementing ways to work smarter rather than harder in all aspects of business. One area you will want to apply this technique is when you are deciding which prospects to add to your weekly prospecting list. If your current strategy involves calling a random list of prospects, chances are you are not seeing the results you want, or it’s the reason you procrastinate prospecting.

Prospecting 90

Prospecting Cold Call Objectives and Key Results Represent 90

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

Partners in Excellence

SEPTEMBER 27, 2018

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. If you’d allow me to think out loud. Everyone in an organization is accountable for producing “outcomes” they are responsible for producing.

Quota 88

Quota Pipeline Growth Drivers/motivators 88

Jeff Shore

SEPTEMBER 26, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Kelly Riggs, author and speaker, shares his insights with Jeff about the importance of the sales person. After all if sales really just a matter of having the right information, then the internet would be the only place people buy things. No fuss, no muss. Would it surprise you to learn that the sales professional is the single biggest factor in someone’s purchase decision?

Strategic planning 80

Strategic planning Price Represent Sales 80

Hubspot

SEPTEMBER 26, 2018

Asking "How is everyone?" at the beginning of every meeting isn't always the best way to encourage connection and team bonding. Sometimes, you need to take it a step further with an ice breaker. The best ice breakers have the power to strengthen coworker bonds, stimulate better brainstorming sessions, and create an atmosphere of inclusivity. But it's easier said than done, and the wrong ice breaker questions can lead to awkwardness or even increased tension.

Gaming 101

Gaming Meeting Start-ups Promote 101

Outreach

SEPTEMBER 26, 2018

The pressure and expectation of sales reps to be more efficient and effective at their trade, more focused on higher profitability, and more reliant on data rather than intuition can feel like an uphill climb perpetuated by innovation - AI, Machine learning, data science, etc. And the truth is, it shouldn’t be! It should be a downhill roller coaster fueled by data science and controlled by the rep, taking the rep straight to the cash prize.

A/B testing 82

A/B testing Non-Profits Technology Technology 82

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

Partners in Excellence

SEPTEMBER 28, 2018

Too often, as I work with organizations, teams, and individual, I find people “settling.” By that, I mean, there seems to be some sort of fatalistic attitude or closed mindset that keeps them from doing their very best and seeking the very best from everyone around them. We see it manifested in all sorts of ways: Sales people not taking the time to prepare or research, because they are too busy.

Pitch 82

Pitch Closing Meeting Conversion 82

Sales Hacker

SEPTEMBER 24, 2018

Sometimes, simple ideas can spark revolutions. What if I can bring and use a phone anywhere I go? (Hello cellphones; goodbye phone booths !). What if my friend can receive my letter as soon as I send it? (Goodbye snail mail; hello email!). What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars?

Cross-sell 80

Cross-sell Sales CRM Quota 80

Hubspot

SEPTEMBER 28, 2018

You’ve heard it before -- forms are the gold standard when it comes to capturing leads , learning about industry trends, doing market research, and even just getting some customer feedback. It might be one of the older methods in the book, but old is gold. Before we dive into the best form builder tools for 2018, though, let’s talk about what a form builder exactly is.

Contact 101

Contact A/B testing Lead generation CRM 101

Jeff Shore

SEPTEMBER 25, 2018

By Ryan Taft. ?In my last blog, Handling Cancellations Part 1 , I laid out the framework for preventing a cancellation before it happens. If you missed it, click here to check it out. In part two, let’s tackle what to do when the buyer is actually canceling the sale. First and foremost let me address what not to do. Don’t get offended! Remember that from my last blog I said that buyer’s remorse is something everyone experiences at some point or another.

Sales 76

Sales Service Product Customers 76

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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

Partners in Excellence

SEPTEMBER 26, 2018

I’m a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their newly released 2018-2019 Sales Performance Report. The very first set of data, in a packed report, fascinated me. It was a comparison of Plan vs Quota Attainment: 2018 SRP Metrics.

Quota 80

Quota Sales Non-Profits Represent 80

Engage Selling

SEPTEMBER 22, 2018

The days of the “ideal buyer” have gone the way of the dinosaurs. So has the routine sales pitch.

Pitch 98

Pitch Service Objection handling Customers 98

Hubspot

SEPTEMBER 24, 2018

Even though I love emojis, I’m still a big fan of typed emoticons. They bring me back to simpler times, when my phone still had a physical keyboard and AOL Instant Messenger was my main method of communication. Those were the days. If you still have an affinity for typed emoticons like me, especially the timeless ¯_(?)_/¯ emoticon, here’s how you can type it in two seconds flat on a Mac, Windows, iPhone, and Android.

Process 100

Process 100

Heinz Marketing

SEPTEMBER 25, 2018

By Brian Hansford , VP of Performance Management at Heinz Marketing. Heinz Marketing and CaliberMind have partnered to deliver the “2018 State of Revenue Marketing” report. We surveyed over 200 B2B marketing leaders in the United States to explore how the best marketers think about, measure, report on, and operationalize revenue marketing using data, analytics, and automation to meet their company revenue goals.

B2B 77

B2B Pipeline Lead generation Strategize 77

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

CloserIQ

SEPTEMBER 25, 2018

So, you’ve landed a sales job. Mazel tov! Now, it’s time to start working. If you want to succeed in your new position, you’ll need to do some early legwork so you get off to a strong start. Here are nine items for your to-do list: 1. Find a mentor and take advantage of their knowledge. An internal mentor is critical for helping you to get accustomed to company culture.

Sports 76

Sports Sales Represent Start-ups 76

Selling Power

SEPTEMBER 26, 2018

Sales training is always one of the first things managers look to for increasing performance. But the number one reason managers are reluctant to invest in training is because they know that salespeople eventually go back to old habits.

Sales 70

Sales 70

Hubspot

SEPTEMBER 25, 2018

For more than 8 million people , Slack has become the tool they open first thing in the morning to get the workday started. And it’s become the leader of the team collaboration industry, simplifying people's work and boosting their productivity. But not everyone is completely elated with Slack. While some say Slack costs an arm and a leg to be able to search for more than the 10,000 messages that its freemium version limits users to, others prefer a self-hosted solution -- which Slack doesn’t of

Price 99

Price Start-ups Meeting Conversion 99

Heinz Marketing

SEPTEMBER 22, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. How to Explain Content Marketing to Anyone [Fresh Examples]. Explaining content marketing is a never-ending challenge.

B2B 74

B2B Technique Customers Sales 74

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