Anthony Cole Training
NOVEMBER 5, 2018
Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well. In fact, you don't have to worry about time managing itself, what you do need to worry about, at least what we see around the country as we coach and train salespeople, is the concept of self-management.
A Sales Guy
NOVEMBER 7, 2018
Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century.
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ConversionXL
NOVEMBER 5, 2018
Analyzing the customer journey is pivotal to conversion optimization. But how do you track user journeys in a way that is digestible, visual, and useful? With funnels, of course! Funnel tracking in Google Analytics is one of the best ways to identify—in detail—where you’re going wrong. I’ll show you six funnel features in Google Analytics to boost your conversions by understanding where prospects falter in their journey.
Openview
NOVEMBER 6, 2018
In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Customer acquisition increases as they continue to execute strategies and tactics that they know work well and shed the ones that don’t.
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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.
RAIN Group
NOVEMBER 7, 2018
"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you.
Jeff Shore
NOVEMBER 8, 2018
By Ryan Taft. ?I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. It doesn’t matter if you sell, cars, homes, medical supplies or dog food. Follow-up is essential. Of course, we can all agree that follow-up isn’t created equally. My experience as a consumer and as a sales coach is that there are three common mistakes made in follow-up.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
NOVEMBER 4, 2018
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.
Hubspot
NOVEMBER 8, 2018
Over the past few years, Instagram has seen exponential growth -- from one million users in December 2010, to over one billion in 2018. It's hard to remember a time before Instagram. "Do it for the 'gram" has become a common saying, which means, essentially, "Do something so we can take a picture and post it to Instagram." If you're not part of the one billion on Instagram, you might want to reconsider.
Jeff Shore
NOVEMBER 6, 2018
By Amy O’Connor. Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique. Below are the top ten closing myths (or flawed mindsets as it relates to closing a buyer) that negatively effect sale people’s performance and the realities we should embrace in their place.
InsightSquared
NOVEMBER 5, 2018
We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on? In the past, we’ve discussed three key measurements: Volume based metrics (the change in amount at any given stage i.e. # of leads).
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.
Anthony Cole Training
NOVEMBER 8, 2018
I've got a fill in the blank for you.
Hubspot
NOVEMBER 8, 2018
Ask any successful sports coach how they win so many games, and they’ll tell you they have a unique plan for every single game they coach. To have a fighting chance against any of their opponents, they need to prepare a specific game plan tailored to each of their opponents’ strengths and weaknesses. Otherwise, they’ll get crushed. The same logic applies to business.
Membrain
NOVEMBER 7, 2018
“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”.
Selling Power
NOVEMBER 7, 2018
Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.
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!
Engage Selling
NOVEMBER 8, 2018
Every time I speak to a new sales audience, someone starts up with a familiar whine: “Colleen it’s different around here…” “Colleen what you need to know about our market is…” “Colleen it’s unique here…” And then they go on … Read More »
Hubspot
NOVEMBER 5, 2018
Sometimes, taking a quick break from work to watch YouTube videos is the only way to stay sane during a stressful day. There’s just something about 20-minute long Vine compilations and brutally honest Chevy ad spoofs that can instantly lift your spirits, especially when you’re running on fumes towards the end of the work day. If you’re in the midst of an end-of-day lull and need a boost of mental energy, you’re in luck.
Understanding the Sales Force
NOVEMBER 5, 2018
The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it). I'm still getting calls and emails asking if I've come down from cloud 9 over the Red Sox world-series victory but I keep explaining that I was never on cloud 9.
Partners in Excellence
NOVEMBER 8, 2018
Recently, I was in a discussion with a great sales management team. At one point in the discussion, we started discussing forecast and accuracy. It’s a difficult topic, too often, I think management spends entirely too much time obsessing over the forecasting process. As we discussed ways to improve forecasting, a key point came up. We can never hope to achieve any level of integrity in our forecasts, until we have integrity in our Target Close Dates.
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!
Engage Selling
NOVEMBER 9, 2018
????????A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.
Hubspot
NOVEMBER 6, 2018
From P&G’s “Thank You, Mom” to American Express’s “Small Business Saturday” to Dos Equis’s “Most Interesting Man in the World,” marketing campaigns have a way of sticking with us long after an impression or purchase. Why is that? Well, campaigns make companies memorable. They promote a focused effort that guides consumers towards a desired action.
Jeff Shore
NOVEMBER 7, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Dr. Theo Tsaousides and Jeff discuss Dr. Tsaousides book “Brain Blocks” and the things we do that sabotage ourselves. Self-doubt, procrastination, impatience, multitasking, rigidity, perfectionism, and negativity are issues we all struggle with as sales professionals but also just as human beings.
Partners in Excellence
NOVEMBER 8, 2018
We’ve all been there, we’ve played the same games. It’s about the forecast–the monthly, quarterly, annual forecast. We’re pressured to commit. Ultimately, we agree on a commitment, “Lock me in at $10M for the quarter, boss! I guarantee you that I’ll make it.” At the beginning of the quarter, we kinda-sorta see the path.
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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
Engage Selling
NOVEMBER 3, 2018
It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.
Hubspot
NOVEMBER 9, 2018
Sometimes, your YouTube thumbnail just doesn’t cut it. You could’ve uploaded the most interesting video on YouTube, but it might not get the views it deserves if you're relying on a simple freeze-frame to tell viewers what it's about. Thumbnails, the small, clickable snapshots that viewers see when they search for videos on YouTube, can be just as important as a video’s title.
Topline Leadership
NOVEMBER 7, 2018
Successful sales managers recognize that while they likely have the best sales skills of anyone on their team, the key question is not how good a salesperson they are. Instead, the crucial question is how effective that sales manager is at coaching salespeople to learn what the manager already knows about selling. Here are 5 [ ] The post 5 Important Things Successful Sales Managers Do Differently appeared first on TopLine Leadership.
Partners in Excellence
NOVEMBER 4, 2018
The email asked me to participate in a market research survey. It was from one of the old line business publications, it promised a donation to one of my favorite charities, so I decided to take it. The survey was pretty exhaustive. It asked me all sorts of questions about my reading preferences. There was one problem, though. As they asked for my preferences, the choices I was given were only their traditional competition–other old line business publications.
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.
Sales Hacker
NOVEMBER 5, 2018
When it comes to business outsourcing, I have been on both sides of the table. I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I have learned quite a bit about it. I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs.
Hubspot
NOVEMBER 6, 2018
The first time I was prompted with “Tell me about yourself” in an interview, I reeled off a canned spiel about how I love helping people -- I was positive it would impress my interviewer. But after my cliched answer triggered a disappointed look on her face, I panicked. I ended up rambling about how "fun" I was, citing my time as the lead singer and guitarist for a Blink-182 cover band in the sixth grade as compelling evidence.
Heinz Marketing
NOVEMBER 4, 2018
If you do any work with prospect lists you know how frustrating the process of finding accurate contact information can be. Traditional list vendors have severely out-dated information, and even those who pull from LinkedIn often mismatch key information that at best can tank your email delivery rates, and at worst get your domain black-listed. And that doesn’t even include all of the incorrect and “main line” phone numbers that gum up your sales team’s productivity.
Selling Power
NOVEMBER 6, 2018
Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process.
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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