Anthony Cole Training
MARCH 7, 2019
Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution. There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change.
Women Sales Pros
MARCH 8, 2019
Today we give a tip of the hat to the top women B2B sales experts of Women Sales Pros. These experts do varying roles within the sales industry – Some are top keynote sales speakers Some are top sales workshop and sales breakout speakers Some are top sales authors Some are top consultants Some are top trainers Some are top coaches Some lead big organizations, some are solopreneurs.
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Partners in Excellence
MARCH 7, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B buying, the buyer’s journey can best be described as chaotic. What we have always believed is a linear process–identify a challenge, commit to change, define the problem/needs, evaluate alternatives, select a solution, turns out to be chaotic, as illustrated by the picture below.
ConversionXL
MARCH 5, 2019
Cold emails are unsolicited emails sent to previously uncontacted recipients. The term has a bad reputation. To many, cold emails are synonymous with spam and a nuisance—one reason why U.S. workers spend 3.2 hours checking their work email each day. Why would anyone want to use cold email? Because, when done well, it can work. Cold email is not a replacement for inbound methods but a supplement—a way to drive near-term growth while inbound campaigns gain traction.
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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.
SaaStr
MARCH 8, 2019
The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? What will emerge to supplement or replace it? Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers.
Sales Hacker
MARCH 5, 2019
Last year, we started a new Sales Hacker tradition: the Top 50 Awards. We received over 5000 nominations , and this year was even bigger! Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. These awards go to practitioners: people who not only did a fantastic job, but also elevated the sales profession through their actions last year.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
MARCH 6, 2019
On YouTube, a keyword-targeted pre-roll ad might show the same video to a CEO and an intern. On Facebook, an ideal customer may log on to see photos of a new nephew, not to check out a 30-second demo of your SaaS product. LinkedIn has the potential to resolve both shortcomings: You know much more about who’s on the other end of an ad. You have a pretty good idea of why they’re on LinkedIn—to improve their career or company.
InsightSquared
MARCH 8, 2019
My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. If you’re late to the game like I was, life as a BDR is one hell of a grind. That’s not a gripe, either. It’s a fact. Believe it or not, the grind is the reason why I love my job.
Openview
MARCH 7, 2019
The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. And then you send 2-3 follow-ups…but no response.
Hubspot
MARCH 8, 2019
In college, I interned at a MarTech company that sold email marketing optimization software. With their software, brands could finally gain visibility into their email program’s deliverability rate or inbox placement, which almost all email marketing software, like MailChimp and Constant Contact, can’t do. The business’ largest revenue stream was a channel partner program that enabled email marketing software companies to sell my old company’s software to their own customers.
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.
Partners in Excellence
MARCH 6, 2019
Sometimes, I think Tim Ohai and I are brothers from different mothers. So much of what he writes is aligned with what I think. At least we are aligned, hopefully, we aren’t tragically wrong. Tim has been writing a series on sales management, Why Can’t We Build Better Sales Managers? In this particular article, Tim suggests we may not need traditional sales managers anymore.
CloserIQ
MARCH 8, 2019
It’s a known fact of recruitment: A mediocre job description will attract a mediocre candidate pool. When recruiting AEs, don’t just put up a standard-issue job description. Instead, craft a compelling AE job description that’s unique to your company. You will see an improvement in your candidate pool. So, how to do that? Follow these best practices: 1.
Engage Selling
MARCH 8, 2019
??????????Recently, I’ve been doing a lot of research with our clients and a lot of reading on sales turnover rates because it’s impossible to create a non-stop sales boom if you have high turnover.
Hubspot
MARCH 8, 2019
In 2018, HubSpot found 61% of marketers said improving SEO and growing their organic presence was their top inbound marketing priority. Undoubtedly, you already know the importance of SEO. SEO enables you to get on page one of Google, and helps you rank for the keywords that matter most for your business. Good SEO can get you in front of the potential customers who are searching for your products or services -- and great SEO can help those users become long-term customers, and even brand loyalis
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!
Membrain
MARCH 3, 2019
If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that start off looking like they are going to end up in a quick sale, but then get stuck somewhere in the middle (or towards the end) of the process.
Sales Hacker
MARCH 4, 2019
My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. The other 97% of the time, they had no choice but to leave a voicemail. In a typical week those voicemails could generate a grand total of one returned call each day.
SalesforLife
MARCH 4, 2019
When customers approach us about modernizing their sales pipeline development process or go-to-market strategy, you might assume that most of those calls come from sales enablement leaders. So you might be surprised to learn that marketing teams make up 1/3 of every conversation we have with new customers.
Hubspot
MARCH 8, 2019
A lot of strategy and planning goes into building a business from the ground up. Before your startup is ready to launch, you need to think carefully about your brand and the image you'll present to consumers. So, how can you stand out from your competitors? Create a unique business name. With a catchy, creative, and descriptive name, your business and brand will be memorable.
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!
ConversionXL
MARCH 5, 2019
Can you achieve growth by copying your competitors? No, this is not the right growth mindset. In this episode, Peep breaks down why simply copying your competitors will not lead to the growth results you are expecting. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post STOP blindly copying competitors! They are just as clueless appeared first on CXL.
Engage Selling
MARCH 7, 2019
Building a connection with your clients is important. Have you ever wondered where you stand with one or more of your clients? You deliver value, help them achieve their goals, but there’s always a nagging feeling of “not enough.
SaaStr
MARCH 7, 2019
“Dislikable” is a bit of a rough term, and everyone (this author included) has some less-than-loveable qualities. But let me outline the negative aspects of managers that in my experience has 99.99% of the time led to them leaving / quitting / washing out in 3–9 months: Can’t meet deadlines. This may be OK in junior employees I guess. But never in a manager.
Hubspot
MARCH 7, 2019
How much money did you spend on your mobile phone? Oftentimes, you'll drop upwards of $500 on a new smartphone. For example, let's take a look at the iPhone X. It costs Apple $370.25 to produce one iPhone X -- but its final selling price is $999. The price of the device is marked up by 170% , and this is how Apple makes its profit. Whether you're purchasing bottled water from a convenience store or a designer handbag, its price is often much higher than the cost it took to produce it.
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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
ConversionXL
MARCH 6, 2019
Do you keep getting product or service requests? Are they related to your core offering? In this episode, Peep discusses how saying no to customer requests that go against your core offering is a key to business growth and successful product development. Warren Buffet says, “The difference between successful people and really successful people is that really successful people say no to almost everything.” [This post contains video, click to play].
SalesforLife
MARCH 8, 2019
InsightSquared
MARCH 4, 2019
At InsightSquared, we talk a lot about using your historical Salesforce data to expose and identify patterns from years past to dramatically improve accuracy in the present and future. But starting this spring, Salesforce will start enforcing a policy that limits client access to their Field History data that is older than 18 months. So, what data is being impacted by the policy?
Outreach
MARCH 7, 2019
This Sunday, more than one thousand people will be arriving in beautiful San Diego, CA, for one place, one purpose. To go to LEGOLAND THE sales engagement conference of the year, Unleash '19 ! . If you're one of the lucky sales leaders, movers, and shakers who scored a pass, get ready for three full days of high quality learning, networking, and sales-engaging (it'll catch on).
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.
Partners in Excellence
MARCH 8, 2019
Friday mornings are usually “Coaching” days. I have a number of standing calls scheduled with coaching clients. This morning, there was a call with “Bob.” At the appointed time, I called Bob, he picks up saying, “Hi, Dave…” “Bob, what should we focus on …… ” I started. Bob, “Excuse me a moment, I’ve just got to take this call, I am double booked.” “Don’t worry, call me back when you are ready for this
Membrain
MARCH 6, 2019
When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, and explain to you that you would learn better if you studied a little at a time instead of all at once?
Sales Hacker
MARCH 7, 2019
“The reps are forecasting $1,000,000 this month,” I told my CEO back when I worked at InsightSquared. “Well, what are YOU forecasting?” He asked me. Now that I’m a seasoned sales leader, I understand the difference between the two. The Biggest Reason Reps Overestimate Their Forecasts. Most of the reasons reps are over-optimistic in their forecasts are psychological and are rooted in the nature of the AE job.
KO Advantage Group
MARCH 4, 2019
It’s not unlikely to encounter clients that are hesitant with our recommended solutions, those who want to make sure that your solutions will work for their business. Objections are normal, and there are ways you can overcome it. Sometimes they’ll ask for testimonials--more of it--to ease their mind. But that doesn’t always work. And these situations are more than just reviews.
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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