Anthony Cole Training
MARCH 12, 2020
In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.
Partners in Excellence
MARCH 7, 2020
Knowledge is power. We try to accumulate as much knowledge as we can. It gives us deeper understanding, it gives us insight, it helps us learn things or become aware of things we may have missed. The more knowledge we have, the better prepared we might be in addressing challenges, recognizing new opportunities, and managing risk. Knowledge is power.
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Gong.io
MARCH 12, 2020
60-something years ago, sales was a very different game. . Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm.
Membrain
MARCH 11, 2020
Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.
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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.
Understanding the Sales Force
MARCH 12, 2020
You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.
Sales Hacker
MARCH 13, 2020
As the coronavirus sweeps across the country, more and more people are finding themselves working from home. How do you stay motivated, connected, and successful? What does it take to thrive with remote work? After working from home for more than a decade, I’ve developed some routines that keep me productive and happy. But I wanted to hear from others as well.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MARCH 8, 2020
I cannot stress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management Group on about 5,500 managers and their teams.
Partners in Excellence
MARCH 12, 2020
Daily, my inbox, voicemail, texts, and social feeds are filled with prospecting outreaches–people trying to sell me, helping me sell more/better. As you might guess, most of it is appalling! One wonders, if they represent their company/products/services/themselves so poorly, how would they represent our company? If their attempts at selling themselves is so bad, how could they ever do anything that would produce the kind of results we want?
Sales Hacker
MARCH 8, 2020
Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results. They’re driving themselves crazy, stressing out over finding the best outbound sales cadence, especially when the sales numbers aren’t meeting expectations.
SaaStr
MARCH 8, 2020
I used to hate the idea of “power laws” That the advantages of being #1 compound over time. It seemed to turn all startups into just numbers on a graph. But has time has gone on, I’ve learned it’s often right. Just look at Zoom’s incredible run to dominate an existing category. Being #1 in a category often takes 80%-90% of the value and benefits.
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.
ConversionXL
MARCH 11, 2020
Some 73% of Millennial workers are involved in B2B purchase decisions, and 85% of that group uses social media to research products and services for their companies. Still, Facebook (91%), Linkedin (80%), and Twitter (67%) are the most popular social media platforms among B2B marketers. Despite it’s more than 1 billion monthly active users, Instagram lags behind. .
Partners in Excellence
MARCH 12, 2020
A great client and I were having a conversation about sales performance. He’s the manager of a high performing sales team–but it hasn’t always been that way. We were discussing the “before” and “after.” He characterized the “before” as heavily activity oriented. Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you
SalesProInsider
MARCH 11, 2020
“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and they care about what they’re doing.
SaaStr
MARCH 13, 2020
If you are feeling a bit overwhelmed as CEO, remember it’s even harder on the team. I’m no expert here (at all) but a few ideas on what can help: 1. Share your cash runway and quantitatively why the company is OK, and going to be OK. You might think your team intuitively understands you have enough cash reach, but they probably don’t.
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!
Heinz Marketing
MARCH 13, 2020
By Matt Heinz , President & Founder of Heinz Marketing. For many sales teams, especially those who already sell remotely, the restrictions on travel due to COVID-19 haven’t changed the nature of how they sell. If you already sell primarily via the telephone, digital channels and video conferences, not a lot has changed. That is not the case for our clients who are in manufacturing, health care, pharmaceuticals and other industries that still rely on a field sales team that is very much “in
Partners in Excellence
MARCH 10, 2020
Our societies, communities, workplaces and businesses are in turmoil. The Covid-19 virus, oil prices, and other disruptions are converging on creating business and economic crises–and opportunities. The natural reaction of many sales people is to sit back, saying, “The economy is bad, people aren’t buying!” The reality is, this is the time when there is a higher propensity to buy than any other time.
Hubspot
MARCH 13, 2020
As marketers, we know that search engine optimization (SEO) is necessary. It helps webpages rank highly on search engine results pages (SERPs). After all, 67% of all clicks go to the first five organic search results on Google. So for traffic, SEO is a must. But have you ever considered using SEO practices for, say, informing marketing decisions? Or creating networking opportunities?
SaaStr
MARCH 10, 2020
Q: How do you acquire customers on a zero dollar budget?/strong> You use “sweat dollars” instead: Get any press and PR you can. It doesn’t have to be TechCrunch. Get every blog, every publication, anyone with any on-point audience to write about you. Anyone with an audience, even a small one, in your target industry can get you at least a handful of leads if they write about you.
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!
Salesmate
MARCH 13, 2020
Being a real estate agent, broker, or seller, you might have felt the heat in this unpredictable market. Real estate is no doubt a booming industry, but it is even one of the markets that experience extreme price fluctuations. So, you cannot afford to miss out on any opportunity that comes your way. A little delay and someone else might grab a profitable opportunity.
Partners in Excellence
MARCH 9, 2020
Buying is about people. They are part of organizations and teams. They are united in achieving a goal. Whether it’s to address a new opportunity, solve a problem, learn and grow; a buying group works together to achieve a goal. The buying process is messy, a characteristic of intensely human interaction. The research tells us this with data about how many buying efforts end in no decision made.
Hubspot
MARCH 10, 2020
When you Google image search remote work, you'll find photos that tell fascinating stories about the work style. For example, you might find a relaxing image of a woman working with her laptop on the beach -- without a care that sand or water could destroy her hard drive. Or, you might discover a scene where a man logs into a team video chat after a treacherous climb to the top of a mountain.
Heinz Marketing
MARCH 11, 2020
By Matt Heinz , President & Founder of Heinz Marketing. If replacing the value and ROI of a 20,000-attendee in-person conference was as simple standing up a couple webinars, I believe more companies would have done it a long time ago. Unfortunately, it’s not that easy. Attendees didn’t sign up for delayed flights and days out of the office to attend your general session.
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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
The 5% Institute
MARCH 8, 2020
Positioning in sales is very important if you want to stand out from the competition, win more sales and serve more people. But how does effective positioning in sales work? What is it – and what strategies and tactics can you use to position yourself in a way that’ll build confidence and certainty with your potential client? In this article, you’ll learn: What positioning in sales means.
SaaStr
MARCH 11, 2020
Right before the current tumult, TechCrunch had me on their Equity podcast to talk about how today was the best in times of SaaS. A lot has changed since we did that podcast just a few weeks ago! But the points stand. Today remains the best of times to start and to scale a SaaS company. Take a listen here: “W ith the markets in turmoil and fear running rampant through the global economy, you might not think it’s the right moment to start a company.
Hubspot
MARCH 9, 2020
It's hard to believe Gen Z is already old enough to start working. It seems like just yesterday that business experts were writing about how my own generation -- millennials -- was about to completely upend the workforce. As I've watched journalists, researchers, and general social media users write about millennials and now Gen Z, I've found that they often say similar things.
Heinz Marketing
MARCH 12, 2020
By Maria Geokezas , VP of Client Services at Heinz Marketing. Most conversations about customer experience involve consumer brands. Even when talking with B2B customer care professionals, examples of consumer customer experiences pervade. More often than not, the sentiments expressed revolve around a negative customer service experience related to a customer care specialist who either didn’t give a damn – didn’t listen, didn’t understand the problem or didn’t have the power to resolve it regar
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.
Engage Selling
MARCH 13, 2020
The very best reps I know own their territories as if it were their own business. They plan for success in those territories proactively, rather than just taking whatever comes their way, crossing their fingers, and hoping for success.
Sandler Training
MARCH 12, 2020
In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business. The post Winning Business through Channel Selling appeared first on Sandler Training.
Hubspot
MARCH 12, 2020
In 2020, workplaces are embracing remote work options more than ever before. This is definitely apparent at HubSpot, where we have a quickly growing fleet of more than 300 full-time remote employees as well as partial remote options for those who work in our offices. As someone who'd never really understood the perks of remote work, my time at HubSpot has allowed me to embrace this work style.
Heinz Marketing
MARCH 8, 2020
You might remember, or you might not, I wrote a blog post for a similar app called Tricount BUT I found a better one – Splitwise. I’ll give you a quick run down of the app, why I like it better than Tricount, and provide a quick comparison between the two. If you aren’t familiar with Tricount or Splitwise, they are apps that help keep track of shared expenses between housemates, trips, groups, friends, family, and whomever else.
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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