Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

Conversion 146

Conversion Pipeline Drivers/motivators Prospecting 146

ConversionXL

JANUARY 21, 2019

You start your day with a check-in on social media. You spot a negative review on your Facebook page. Do you: Ignore it and hope nobody sees it? Respond? Spoiler alert: Your answer should be the latter. And it’s not just because 88% of consumers are less likely to purchase from companies that leave complaints unattended. Apologizing is a human behavior that acknowledges and resolves an issue.

Legal 125

Legal Manufacturing Objectives and Key Results Clients 125

Women Sales Pros

JANUARY 24, 2019

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. Easy, peasy – right? Not so fast. It turns out that you have quite a diverse sales audience with varying levels of sales acumen.

Entertainment 107

Entertainment Inside sales Strategize Consult 107

Membrain

JANUARY 20, 2019

Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their current culture looks like, how they got where they are today, and what needs to change to make them more successful.

Sales 104

Sales 104

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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

Openview

JANUARY 24, 2019

Editor’s Note: This article first appeared on LinkedIn here. . “Who knows, you may be that close. You could be uncovering a blind spot or two away to take your career to the next height…” Assegid Habtewold , The 9 Cardinal Building Blocks: For Continued Success in Leadership. Blind spots, we all have them and they have the potential to be damaging.

Sales 94

Sales Clients Growth Conversion 94

ConversionXL

JANUARY 23, 2019

Your current customers will never be excited about paying more. But that’s not why raising prices is so difficult. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. What typically follows is a hasty price bump that’s detached from product value and communicated incoherently.

Price 121

Price Customers Contract Clients 121

Women Sales Pros

JANUARY 22, 2019

Take a look at the word “kickoff.” It’s charged with excitement, anticipation, and energy. Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently say we held some great sales kickoffs. They were a combination of entertainment and education that made salespeople excited to be part of a great sales organization.

Entertainment 97

Entertainment Territory Consult Sales 97

Hubspot

JANUARY 23, 2019

With over 800 million active users , Instagram is undoubtedly one of the most far-reaching social media networks you can use for marketing purposes. Instagram has proven a viable advertising option for businesses today, and shows no signs of slowing down -- in fact, eMarketer estimates worldwide Instagram ad revenues will exceed $10 billion by 2019 , an exponential increase from 1.86 billion in 2016.

Networking 101

Networking 101

Understanding the Sales Force

JANUARY 22, 2019

Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news. When I listen to and watch the news, it seems that those on the fringes and representing special interest groups get the most attention, benefit of the doubt, dictate how everyone else should think and act, and cause tremendous tension and stress.

Represent 95

Represent Sales Consult Process 95

Membrain

JANUARY 23, 2019

Once upon a time, my youngest brother - who wasn’t very tech savvy at the time - worked with me selling enterprise IT automation software. He was very successful, far more than seasoned IT salespeople on the team, and I couldn’t quite explain why.

Technique 95

Technique Sell 95

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

Women Sales Pros

JANUARY 21, 2019

Remember from last year’s Sales Kickoff? The theme? The awards ceremony? That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to? How many of those are actually being used 10 months later? Here’s a sobering fact: 77% of what we learn within a week is forgotten.

Presentation 96

Presentation Sales Follow-up Up-sell 96

Hubspot

JANUARY 21, 2019

Guess what? Global marketing is no longer reserved for brands with deep pockets, nor is it a huge hassle for already over-burdened marketing managers. In fact, a global presence is possible for any business with a creative strategy and an understanding of world markets. What Is Good Global Marketing? Global marketing is the act of focusing a product on the needs of potential buyers in other countries.

Territory 101

Territory Trust Hospitality Campaign 101

SaaStr

JANUARY 24, 2019

As you scale your salesteam, unless you are very careful whom you hire and how you train them, incentives being what they are in variable compensation, some negative behavior will creep in. Prospects will be … if not lied to … then told half truths. Told that the product does something it doesn’t quite do. That a use case makes sense, when it doesn’t.

Commission 90

Commission Sales Closing CRM 90

Understanding the Sales Force

JANUARY 23, 2019

Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs he had created. For the first time in recent memory, salespeople as a profession GOT BETTER! That's right, when we compared the results of the 85,000 or so salespeople that were evaluated in 2018 to the 80,000 or so salespeople that were evaluated in 2017, there was a measurable improvement in overall scores!

Growth 88

Growth Sales 88

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

Women Sales Pros

JANUARY 23, 2019

Sales kickoff events are learning events. And even with online learning gaining prominence in sales organizations, these live, in-person events are still critical to skill development and sales results. Your annual sales kick off needs to serve as a learning experience, providing the content and connections that sellers need to win more business. These tips are focused on how to create the right learning environment for your sales teams.

Objectives and Key Results 92

Objectives and Key Results Relationship building Sales Strategize 92

Hubspot

JANUARY 21, 2019

Starting a YouTube channel is a lot of work. Not only do you have to spend time scripting, producing, and editing videos, but you also have to find a topic you’re passionate about and make sure it resonates with people. To help inspire you, we found nine popular YouTube categories that you can start a channel about. Read on to learn why viewers love to engage with these types of YouTube videos, and start ideating your YouTube channel today.

Entertainment 100

Entertainment Technique Education Follow-up 100

Partners in Excellence

JANUARY 24, 2019

We glibly toss around phrases like “We have a transactional selling process,” or, “Ours is a complex selling process.” Often, there is some preening around those making the latter statement, thinking “Real sales people do complex deals!” Recently, I lurked in a conversation, suddenly realizing, while we glibly talk about these types of selling processes, there’s a lot of misunderstanding of them.

Sell 88

Sell Manufacturing CRM Inside sales 88

CloserIQ

JANUARY 21, 2019

Hiring candidates for entry-level sales positions can feel like a perilous endeavor. Most candidates lack sales experience, and that tends to make hiring managers nervous. But while selecting inexperienced candidates may seem like a gamble, it’s not. Even if a candidate doesn’t have a sales record, there are still plenty of ways to evaluate his or her potential to sell.

Gambling 92

Gambling Construction Entertainment Sports 92

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

Women Sales Pros

JANUARY 25, 2019

With so many underperforming sellers, why put on an annual “rah rah” event only to turn everyone loose to go back to what they did before that hasn’t worked? Take the SKO as a time to regroup and re-focus on the priorities of the sales team’s mission. LEADERSHIP SETS THE STRATEGY Leaders – from CEO down set the stage for what is important for sellers to focus on this year.

Sales 86

Sales Presentation Contact Up-sell 86

Hubspot

JANUARY 24, 2019

Manual data entry might be one of the most tedious and inefficient tasks in the working world. Not only does it put you to sleep, but it also wastes precious time and resources, slashing your productivity to bits. In fact, data entry wastes over 10 hours per week for certain sales teams. Fortunately, there’s technology that can automate these mind-numbing tasks, eliminating human error and letting you focus on the work that actually matters -- workflow automation.

Finance 99

Finance Technology Technology Trust 99

Partners in Excellence

JANUARY 23, 2019

This morning, I’m doing work in a rare day in the office. A sales person calls. He’s actually pretty interesting, but I pause him mid-pitch, asking, “What caused you to call me now? Is there something that caused you to think it’s critical for us to talk about the issue this week, versus in 6-9 months.” I have to credit the sales person, he was at least honest with me, “Your company is on my call list for today, but I don’t know what you might be interes

Prospecting 88

Prospecting Pitch Campaign Clients 88

Sales Hacker

JANUARY 23, 2019

Last week, I got a marketing email announcing a major promotion (three months free) about a product I had just purchased and paid full price for. When I contacted my Sales rep to ask about the promotion and see if they could grant me the discount, he said he knew nothing about it. Needless to say, this made him look bad in my eyes. I mean, why did I know more about his company than he did?

Teamwork 90

Teamwork Sales Healthcare Follow-up 90

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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

Engage Selling

JANUARY 25, 2019

?????There’s an expression floating around these days that I love: corporate promiscuity. What exactly is that and how does it relate to us as sales leaders?

Sales 89

Sales Clients Customers Sell 89

Hubspot

JANUARY 22, 2019

When Liam Harwood , a Software Engineer at HubSpot, was in elementary school, he loved playing video games. But unlike most kids his age, he also created them. As a 10 year-old, Liam would spend hours hunkered over an old computer in his basement, coding simple games in QBASIC or Quick Beginner's All Purpose Symbolic Instruction Code. Liam quickly mastered QBASIC and created the most advanced games he could in the rudimentary language.

Engineering 97

Engineering Gaming Drivers/motivators Represent 97

Partners in Excellence

JANUARY 22, 2019

We all know the importance of conducting discovery calls. In principle, a discovery call is to help us learn more about the customer, their needs, problems, dreams, and goals. Once we “discover” these, we can determine whether the customer has a need that we can address, we can assess the urgency and interest the customer might have in addressing those needs.

Non-Profits 84

Non-Profits Pitch Process Growth 84

InsightSquared

JANUARY 23, 2019

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. As the head of an inside sales team or a demand generation leader, you’re probably having frequent discussions about increasing lead volume or improving lead quality.

Inside sales 81

Inside sales Territory CRM Campaign 81

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

Jeff Shore

JANUARY 22, 2019

By Jeff Shore. ?Decision-making is really an exercise in how to process uncertainty. Where there is no uncertainty, there is no decision. I’m hungry – should I eat? Not much of a decision, right? There is certainty in the facts (I’m hungry) and so the outcome is fait accompli (I eat!). But what should I eat? I’m at a Cheesecake Factory and I have literally hundreds of options in front of me.

Process 80

Process Sales Technique Drivers/motivators 80

Hubspot

JANUARY 21, 2019

Welcome. I’m glad you're here. You might be in the midst of launching a startup. Maybe you’ve planned out your path into the world of startups and have yet to start … or perhaps you’ve simply dreamed about your startup behind-the-scenes. Regardless, welcome. We know this journey is emotional, difficult, scary, exciting, risky, and rewarding. I get it, and I’m honored you’ve chosen HubSpot as a key resource.

Non-Profits 93

Non-Profits Agriculture Growth Launch 93

Partners in Excellence

JANUARY 21, 2019

I am flattered that Brandon Bornancin wants to interview me for his upcoming book on the secrets to selling. I fear that I may be a little disappointing. When Brandon and his team first asked, my response was, “The real secret is there are no secrets. You have to do the work!” I’ve been saying this in this blog, in keynotes, on LinkedIn—wherever I have the opportunity.

Sell 83

Sell Pitch Technique Up-sell 83

Gong.io

JANUARY 25, 2019

Quick Links 1. Magic Bullet Questions 2. Learning Questions 3. Experience Questions 4. Motivation Questions 5. Leadership Questions 6. Miscellaneous. You may want to bookmark this page for future interviews. Making a great hire comes down to the interview questions you ask your sales candidates. And so many sales leaders get them wrong. They stick with generic , run-of-the-mill questions such as “Why should I hire you?”.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

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