Anthony Cole Training

JANUARY 9, 2020

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

Sales 169

Sales Conversion Growth Consult 169

SaaStr

JANUARY 10, 2020

Q: As a venture capitalist, what are some red flags that would make you reject a startup immediately? First, there is a lot of marginal behavior that doesn’t lead to an immediate rejection, but does lead to immediate skepticism: Metrics that don’t quite make sense. Weird metrics like “Quarterly MRR” or odd ways to describe revenue are immediate flags.

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Meeting Technique Closing Sell 141

G2

JANUARY 10, 2020

Any smart marketer knows that creativity is just half of the job. The other half? Measuring the effectiveness of that creativity.

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Sales Hacker

JANUARY 7, 2020

Job hunting can be a minefield. One wrong step, and your chances for a great job can go up in smoke. . This is part 3 of our sales hiring series. In Part 1 we had just begun our journey to fill one of our positions at Sales Hacker, and we shared how we got over 375k views on our job posting. In Part 2 we shared our selection process. In this part I’ll share the do’s and don’ts to follow on your LinkedIn profile that I learned from going through the 150+ applications, and I’ll explain how to get

Follow-up 123

Follow-up Inside sales Sales Up-sell 123

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.

Sales

Anthony Cole Training

JANUARY 7, 2020

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

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Growth Sales Product Sell 169

SaaStr

JANUARY 6, 2020

Q: How can anyone start a big business by small startup? Why would any big business take a risk on a start-up? They wouldn’t. Unless, the gain way outweighs the risk. And yet … they do all the time. If you have a product that (x) uniquely, or in a importantly superior, fashion (y) solves a real, large painful problem for a Big Co … they will buy from a start-up.

Start-ups 122

Start-ups Promote Prospecting Engineering 122

Understanding the Sales Force

JANUARY 9, 2020

You hired a great salesperson that didn't work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That's the story of hiring salespeople. It's mostly hit or miss with an emphasis on miss. In this article I'm going to share an actual example that illustrates why this happens so frequently.

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Sales 105

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. Unlike B2C, you’re not always speaking directly with a decision maker, and you have the added difficulty of needing to align your offering with the long-term goals, strategies, and budgets of your prospects. . The best thing you can do is handle objections early and often in your sales cycle.

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B2B Objectives and Key Results E-commerce Sales 102

SaaStr

JANUARY 9, 2020

Q: Should Google acquire Salesforce? Maybe. It would move the needle. A key question for the Cloud infrastructure leaders (Amazon, MSFT, and Google) is how deep do they want to go on the application layer. The PaaS layer is huge and has become a bit of an oligopoly of a Big 3. The application layer though is even larger, depending on how you define it.

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Contract Engineering Trust Market share 117

Hubspot

JANUARY 8, 2020

I moved five times in the last year. And every single time I moved, I forgot to sign up to have my mail forwarded to my new address. Mail forwarding is an important step in any moving process, as it ensures you don't lose any valuable information that's sent to you. And the same can be said for your website: If you're moving a website from one URL to another, you need to take the necessary steps to ensure your visitors get sent to the right place.

Engineering 101

Engineering User Experience Follow-up Process 101

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

Membrain

JANUARY 5, 2020

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of focus, this morning I was watching 3 squirrels each doing their thing.

Sales 100

Sales 100

KO Advantage Group

JANUARY 4, 2020

What is the intention of the elevator pitch? To get the meeting. Full stop. So why are so many introductions to the question "what do you do?" become a throw up about your business, company, and ALL ABOUT the SELLER? gross. One of the best books I've read on sales in a LONG time is Dan Pink's T o Sell is Human. As a researcher, he spent a ton of time breaking down what the best salespeople were saying to achieve their goal.

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Pitch Clients Conversion Closing 100

SaaStr

JANUARY 10, 2020

Q: What is your advice for startup CEOs? For first-time CEOs, here’s my top list: Budget 24 months to get to initial traction. It always takes longer than you’d ever think, especially in B2B / SaaS. Somehow, you have to find a way to fund it, hack it, do whatever it takes to budget at least 24 months to build a real business. Maybe don’t do it if you can’t commit for 10 years.

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B2B Prospecting Customers Product 110

Hubspot

JANUARY 7, 2020

Dear Marketing ops professionals, what will your marketing team will look like six months from now? Or a year from now? How many people will you add? What new tools, systems, and data will you need? There are a lot of potential questions you can ponder about the future of your business but there is one certainty you'll be dealing with; more. More data, more people, more process, more complex problems, and more questions around security and data privacy.

Drivers/motivators 101

Drivers/motivators Technology Technology Engineering 101

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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

The 5% Institute

JANUARY 9, 2020

One of the more important things you need to learn to be effective at communicating with staff, management, potential clients and even the people around you – are your strategies for communication. Some people are natural at communicating, however this doesn’t necessarily mean it’ll come naturally to all. Fortunately; strategies for communication is something that can be learnt, and more importantly – effectively implemented.

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Clients Presentation Relationship building Meeting 98

ConversionXL

JANUARY 8, 2020

Kaggle , the Google-acquired data science platform, started as a virtual meeting point for machine-learning geeks to compete on predictive accuracy scores. It evolved into a Swiss Army knife for data science and analytics—one that can help data professionals, including data-driven marketers, elevate their analytics game. Despite being a free service, Kaggle can help address an increasing number of data challenges: How to find reliable data sources to enrich existing customer and marketing data;

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SQL Represent Start-ups Government 94

Sales Hacker

JANUARY 6, 2020

The number one thing I grade candidates on is how well did they run their sales process on me? If you’re a job candidate in sales, you should be managing your job application process just like you’d run your sales process with a potential customer. Th is is arguably the most important sales process your candidate will be running, as it’s a reflection of how they are likely to manage relationships with prospects. .

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Process Sales Networking Contact 94

Hubspot

JANUARY 7, 2020

In November 2018, LinkedIn launched LinkedIn Pages. This launch provided a new way for consumers to discover and vet their favorite businesses — and for businesses, organizations, and institutions to connect with their audiences. A lot happens on LinkedIn. People post updates, professionals seek new jobs, salespeople pitch prospective customers, and LinkedIn members of all kinds connect, chat, and build relationships.

Networking 101

Networking Follow-up Trust Education 101

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.

Product

The 5% Institute

JANUARY 7, 2020

Our mission at The 5% Institute is to teach, empower, and serve Sales Professionals and Business Owners around the world – which is why we created our online sales training course. The 5% Sales Blueprint ; our sales training course, is a 100% online delivered sales training program, completely designed with the end user in mind. Find out below if our sales training course may be the right fit for you or your business.

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Sales Real Estate Clients Up-sell 98

Engage Selling

JANUARY 10, 2020

A large number of my clients this year are looking to grow and retain their existing account base.

Clients 93

Clients Sales Account management Growth 93

Understanding the Sales Force

JANUARY 6, 2020

You seek out the best products, best stores, best websites and best experiences. Doesn't it make sense to wonder about where you can find the best salespeople? I asked Objective Management Group's (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,931,772 salespeople from companies and provide me with some scores. I reviewed the data and have a number of very interesting and surprising salesenomics conclusions to share.

Product 90

Product CRM Process Sales 90

Hubspot

JANUARY 7, 2020

As 2020 begins, you might be under pressure to build strategies, create campaigns, and pitch new ideas quickly to start your first quarter off right. The pressure to create can cause both stress or fears of failure which are scientifically proven creativity barriers. Not only can they stand in the way of your motivation, but they could also prevent you from coming up with new or unique ideas.

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Drivers/motivators Pitch Campaign Start-ups 96

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!

GTM

SaaStr

JANUARY 9, 2020

The point of SaaStr Annual is to learn. March 10-11-12 in SF Bay Area. To learn how to scale. Faster, with less stress, and more success. We’ll have 300+ speakers and workshops. 3,000+ braindates and mentoring sessions. And 1,000+ VCs. Everyone, sharing their mistakes, learnings, and the playbooks to success. But having fun is also important.

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Meeting Process 89

Membrain

JANUARY 8, 2020

As we move into the first quarter, many of us are focused on and excited about our goals for the year – whether they’re personal, professional, or organizational. We all want this to be a year in which we actualize our plans and accomplish everything we set out to do.

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Meeting Sales 88

Sales Hacker

JANUARY 6, 2020

Hiring has changed, big time. Old school recruiting is out, social recruiting is in. I think this is the first time I’ve actually realized just how true that is. I haven’t had a resume in years. Many of my hires in the past have been through the network and hired out of opportunity, not necessarily need. That’s why, when faced with needing a new head of partnerships a few years ago, this was a relatively new process for me.

Networking 87

Networking Education B2B Growth 87

Hubspot

JANUARY 8, 2020

How do some brands attract word-of-mouth buzz and radical devotion around products as every day as car insurance, surfboards, and underwear? Ultimately, they embody the most powerful marketing force in the world — die-hard fans. As a massive fan of live music (I've seen over 790 live shows including 75 Grateful Dead concerts), the idea of "fandom" has fascinated me for decades.

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Customers Cross-sell Up-sell Government 90

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.

Sales

SaaStr

JANUARY 8, 2020

Culture matters. Growth matters. Mission matters. They all matter. You have to do this. And that may be enough for most of your early employees. They may even be OK with low salaries, and not even care that much about money, or where it is all going, or who they’ll report to, most of your earliest folks. But to a true sales professional, a successful one, really only two things truly matter at the end of the day to motivate them: They need to see the top reps making real money.

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Drivers/motivators Quota Promote Growth 89

KO Advantage Group

JANUARY 7, 2020

Recently I started running again. I ran before. I'm actually a marathon runner (yes, running a marathon once counts). But then I fell off. Life takes over. I got lazy, then I was pregnant and it was hard to run distances without feeling winded, then when my son was born it was hard to leave more than 30 minutes at a time. So this year I decided to get back into the swing of things.

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Contact Prospecting Sell Sales 87

Highspot

JANUARY 7, 2020

Asking questions is a fundamental part of how we learn. Questions move the world forward by forcing us to pause, think, and formulate or find an answer. But it’s not just about asking questions — but rather asking the right questions to find the right answers. Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions.

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Account management Finance Contract Strategize 85

Hubspot

JANUARY 9, 2020

Whatever your niche or industry, there can surely be no debate — effective communication is critical to success. Businesses universally recognize the importance of sharing and documenting information effectively, both internally and with customers. And yet, counterintuitively, with more technology available than ever before, new data published by Project.co reveals that businesses are struggling as much as ever to effectively communicate.

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Niche Meeting Technology Technology 88

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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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