Anthony Cole Training
JULY 2, 2018
In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.
Women Sales Pros
JULY 5, 2018
There are lots of motivational quote lists but none that we know of which are all quotes from women. Why all women? The women listed below are all great role models for other women (and men) building sales careers. Sellers (and sales leaders) have a challenging role. If you are a seller, you deal with rejection and you help people and companies make changes for the better.
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Jeff Shore
JULY 3, 2018
By Ryan Taft. ?Anyone who knows me would agree that I wasn’t a dog person…until recently. I will spare you the details of how I became a dog person and skip to the point of this blog. As I have been a dog owner for just over a year now, I have noticed how great my dog, Odie, is at sales. With that backdrop, here are seven things I have learned, or been reminded of, about selling from Odie. 1.
Gong.io
JULY 6, 2018
Google “sales call tips.”. In.43 seconds, you’ll see that the Internet is polluted with articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? They’re the only ones backed by data , rather than opinion. Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls.
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.
Hubspot
JULY 6, 2018
Negative and positive feedback loops are used to draw attention to significant product or company issues. These feedback loops use customer or employee complaints to create long-term product or workplace solutions. Here, we’ll dive into the definitions of negative and positive feedback loops, and provide examples, so you can ensure your company is using constructive customer and employee feedback to cultivate higher customer retention, and a happier workplace.
Membrain
JULY 4, 2018
I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a large number of sales teams, technology is completely irrelevant.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JULY 4, 2018
Discover insider secrets on how to successfully build a high-performing growth team. How can you leverage CXL Institute, Kolbe tests and other online resources to genuinely impact your bottom line? Which skills truly matter for fast growth, and which are the nice-to-haves? In this conference talk (from Elite Camp 2018) by Chris Out from Rockboost will show you a behind-the-curtain look on how they operate at RockBoost, and how you can leverage this knowledge for your agency or in-house.
Hubspot
JULY 6, 2018
Self-discipline. Let’s be honest. For most of us, it’s a work in progress wrapped in good intentions, procrastination, and feelings of failure. But it doesn’t have to be. Self-discipline, like everything else, is a practice. Not every day will be perfect, but each day -- with its failures and small wins -- is progress, and that’s what self-discipline is all about.
Outreach
JULY 5, 2018
Hey, this is Andrew, and I want to officially welcome you to the World of Improv and how it relates to sales. About 3 years ago (and right before I joined Outreach.io ), I started taking improv classes. And in no time, this little hobby became intertwined with how I interact with people on the daily. I started using all of the techniques and exercises I learned in improv classes and have become a student of people, emotions, and building storylines.
Engage Selling
JULY 5, 2018
Changing your buyer’s mindset can be very powerful.
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.
Sales Hacker
JULY 3, 2018
We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. So our team tried to fill the gap to help you build or enhance your own sales stack.
Hubspot
JULY 5, 2018
Some marketers might have an unhealthy obsession with metrics -- they track too many of them. Maybe we think we can prove any marketing campaign is producing results if there’s a eye-catching percentage by its name. But, deep down, we all know that some metrics are more revealing than others. There are a ton of KPIs that provide minimal insights. Fortunately, though, we created this guide to help you navigate YouTube Analytics and measure the metrics that actually matter.
Partners in Excellence
JULY 6, 2018
I wrote, The Number Are, Well, Just Numbers. It stirred up a lot of discussion and one observation from Gordon Hogg, was both amusing and illuminating: “It’s the Cobra Effect! India’s colonial governor put a bounty on cobras to stop snake bites. Dead cobras came in but snake bites persisted. People started breeding cobras to kill for the bounty.” I don’t know it it’s a true story, but it points out the unintended consequences of some of the metrics we put i
Membrain
JULY 1, 2018
Sometimes, I reflect on the “good old days.” Things were certainly different, I do think at a macro level things are far better than whatever our image of the good old days were.
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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 Hacker
JULY 2, 2018
Below are six examples of sales discovery questions you should ask your prospects for an accelerated sales process. In sales, it’s normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call , many of us assume we can wing it. It’s strange because the discovery call is how we uncover critical information early in the sales cycle.
Hubspot
JULY 3, 2018
What is a business directory? A business directory is an online list of businesses within a particular niche, location, or category. One way local businesses can get found by online searchers is through inclusion in business directories. Today, Google is inserting itself between consumer and local business websites much more often. You need look no further than Google My Business conversion points, AMP , and featured snippets for proof.
criteria for success
JULY 5, 2018
Need help managing a remote workforce? You’ve come to the right place. Thanks to the Internet, it’s easier than ever for employees – especially salespeople - to be productive from home, at their local café, or even with the sand in their toes at the beach! But, leading and managing a remote workforce has challenges. [ ] The post 4 Effective Tips for Managing A Remote Workforce appeared first on Criteria for Success.
SalesforLife
JULY 4, 2018
What you can argue with me is “my customer is not on social media platforms, and isn’t terribly digital in consuming content”. Essentially, some sales leaders believe that the digital evolution will never effect their business. What you CAN argue with me is that social selling or digital selling is not proactive in your industry, or your country, right now….
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.
Sales Hacker
JULY 3, 2018
The post Win More Competitive Deals with These 5 Selling Strategies appeared first on Sales Hacker.
Hubspot
JULY 3, 2018
Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. Assess Rep Strengths. Review and Consolidate. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.
criteria for success
JULY 3, 2018
Managing remote salespeople isn’t without its challenges. But done well, managing remote salespeople is incredibly empowering. The key to success is having the right systems and processes in place. But there’s another piece you’ll need that transcends beyond any process or tool—and that’s trust. Let’s explore why trust is everything when it comes to managing [ ] The post Managing Remote Salespeople?
Engage Selling
JULY 6, 2018
I’ve been thinking a lot about the state of sales, especially its state in the future. Here are some of my predictions and musings.
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!
Accent Technologies
JULY 2, 2018
Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from June! We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read: (more…).
Hubspot
JULY 2, 2018
Did you know it costs five times more to attract a new customer, than to keep an existing one? Focusing on customer retention is a valuable long-term solution for increased revenue and sustainable growth, but it’s not always easy to cultivate that kind of loyalty. When I think about the brands I like best, like J. Crew, Spotify, and SoulCycle, I know I’m not a loyal brand advocate because of their products alone.
SalesLoft
JULY 3, 2018
“You never get a second chance to make a good first impression.” – Dad. This piece of advice applies to events throughout your life – from your first of day school to the first time someone stalks views your online profile. There is no such thing as a first impression mulligan! If your foray into social selling starts with an outdated or incomplete profile, valuable time spent prospecting will likely be wasted.
Engage Selling
JUNE 30, 2018
"Your price is too high!" If you’ve been involved in sales for more than a week and a half, odds are, you’ve probably come across those particular five words at least once in your career.
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.
Gong.io
JULY 6, 2018
Google “sales call tips.”. In.43 seconds, you’ll see that the Internet has no shortage of articles about making better sales calls. And many — even most — of these articles are great. They have extremely solid advice. So what makes these the 21 best sales call tips you’ll ever read? That’s a high bar we’ve set for ourselves.
Hubspot
JULY 6, 2018
Everything old is new again. That's so often the case with fashion, movies, and other key elements of pop culture. And now, it's true of the modes of transportation we use to get around -- in some cities, anyway. When I was in San Francisco in April, it seemed that -- in nearly an instant -- everyone was talking about electric scooters and the new system of sharing them: scooter-sharing.
KO Advantage Group
JULY 1, 2018
In this day and age, focusing your sales proposal based on rationality just won’t cut it. Times are changing and it’s for the better. Whether you’re in corporate sales or on the entrepreneurial business side, customers now look beyond the numbers and practicality—they weigh in their decisions based on how they feel and what they believe in is as well.
Partners in Excellence
JULY 5, 2018
Business people, particularly sales, are obsessed with numbers. We measure everything, we scorecard everything. Revenue, orders, growth, margin, share, performance against plan, performance against prior periods, pipeline metrics, calls made, meetings held, demos conducted, proposals submitted, wins/losses, expenses/budget, CPOD, people hired, turnover (voluntary/involuntary), performance in customers (e.g. major accounts), performance in market sectors, performance by product line, performance
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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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