Anthony Cole Training

JULY 16, 2019

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.

Prospecting 156

Prospecting Process Sales Closing 156

Women Sales Pros

JULY 19, 2019

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no issues, and your timing is impeccable because they say they are ready to buy. You shake hands, leave the call, then nothing.

Follow-up 130

Follow-up Sales Prospecting Closing 130

A Sales Guy

JULY 15, 2019

Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.

Sales 116

Sales Pitch Service Sell 116

ConversionXL

JULY 16, 2019

Lurking beneath every goal are dangerous assumptions. The longer those assumptions remain unexamined, the greater the risk. – Jake Knapp, Sprint: How To Solve Big Problems and Test New Ideas in Just 5 days. Imagine this scenario. You’re a marketer, and you’ve just launched a marketing campaign that you spent weeks or months building. You checked all your boxes: You assigned roles and responsibilities.

Drivers/motivators 114

Drivers/motivators Campaign Launch Gambling 114

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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

Anthony Cole Training

JULY 19, 2019

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

Construction 131

Construction Sales Technique Clients 131

Hubspot

JULY 18, 2019

All search engine algorithms are driven at least in part by links, which makes link building an essential aspect of SEO. It's also a cost-effective marketing principle that, when done right, allows you to essentially advertise on other reputable websites for free, while gaining high-quality referral traffic. The term "link building" refers to the process of creating links on other websites to increase search engine rankings and drive referral traffic back to your site.

Referrals 101

Referrals Engineering Sports Niche 101

RAIN Group

JULY 17, 2019

Everyone is a periodic procrastinator. Twenty percent of people are chronic procrastinators. 1. Why? We all have something we want to do or know we need to do, but it seems difficult, so we avoid it. Often, that seemingly difficult task is the same activity that would provide you the greatest feeling of accomplishment, productivity, and return on your efforts.

Product 101

Product 101

G2

JULY 17, 2019

Can’t find a comprehensive nonprofit statistics round-up? What gives?

99

99

Engage Selling

JULY 18, 2019

Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence.

Sales 99

Sales Clients Sell 99

The 5% Institute

JULY 15, 2019

Closing questions are a widely searched topic within the world of sales. As you read various articles, you’ll find that there is quite a variance of styles that people use and teach. In this article, we’ll be covering the five types of closing questions to use with your potential clients, but before we do; it’s important to know the context in which to use them so that you can use them successfully.

Closing 98

Closing Sales Presentation Clients 98

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

Understanding the Sales Force

JULY 17, 2019

The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best. Certainly, responsiveness is not the only criteria that prospects weigh as part of their decision-making process. They may also consider: Trustworthiness.

Referrals 97

Referrals Price Prospecting Process 97

SaaStr

JULY 15, 2019

My list: Same values and commitment as you. No matter how smart you both are, you also have to share the same values and commitment. Are you both 100% all-in? Are you both willing to go 18–24 months before initial product market fit? Are you both willing to do what it takes to win? Are there ego issues around titles? Is one of you willing to go fulll-time, but the other isn’t yet?

Engineering 96

Engineering Sell Product Customers 96

Sales Hacker

JULY 15, 2019

Cold email is like door-to-door sales. You’re going to get a lot of no’s. Unless, that is, you learn how to write cold emails that actually convert. Keep reading to get 25 cold email tips — in 4 areas of mastery — that you can start using today: Cold email tips: the basics. Cold email tips for writing a better email. A template for cold emails. Cold email tips for raising open rates.

Objectives and Key Results 95

Objectives and Key Results Campaign Trust Prospecting 95

The 5% Institute

JULY 18, 2019

At times, sales can be a daunting activity. You may be lacking in getting leads, or perhaps you’re speaking with people- but you’re just not getting their business. When you’re asking ‘Why am I not closing sales?”, it can be for a number of reasons. We’re going to cover the top three reasons below. Why Am I Not Closing Sales? Why am I not closing sales reason one – the wrong people.

Closing 98

Closing Sales Clients B2B 98

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

Membrain

JULY 17, 2019

Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited about last week is definitely almost ready to close, and that we’re going to absolutely make our quota this time.

Quota 95

Quota Closing Sales 95

SaaStr

JULY 18, 2019

A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories. About 70% of SaaS Unicorns Are New Versions of Existing Categories of Software. But sometimes, you really are something new. Or so different, that it’s basically new.

Price 96

Price Gaming Start-ups Customers 96

InsightSquared

JULY 17, 2019

It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. . So, maybe you need more than platitudes to keep your sales team, your executive team and your board focused on your most valuable customers.

Customers 94

Customers Meeting Education Referrals 94

The 5% Institute

JULY 15, 2019

Having the right sales mindset is crucial for sales and business success. The reason being is your mindset lays the foundation in which you build your knowledge, skills, and experience. With the wrong mindset, you can do all the training in the world, but you may not remember or execute what you learn. What we’re going to look at in this article, is three tips to boost your sales mindset, so that you can serve more people and close more sales. 3 x Sales Mindset Tips To Help You Close More Sales.

Closing 98

Closing Sales Pitch Technique 98

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

Partners in Excellence

JULY 18, 2019

Let’s try a thought experiment. You will see some of the assumptions are very simplistic, they will become obvious as we move through the thought experiment. They don’t impact the thought experiment. For the moment, suspend your judgement and bear with me. The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent.

Territory 94

Territory Sales Start-ups Pipeline 94

Engage Selling

JULY 19, 2019

?????????????????????????I’m currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities.

Sales 87

Sales Closing Quota Clients 87

SaaStr

JULY 18, 2019

It doesn’t matter. On the face of it, there really should not be any termination clause in an annual contract, especially if the customer is paying a lower annualized rate vs. a monthly agreement, for example. If a customer is prepaying for a discount, why should they be able to get out? But the thing is, it doesn’t matter. If they do terminate, you’ve lost that customer.

Contract 87

Contract Closing Product Customers 87

G2

JULY 18, 2019

Sustainability is one of the most pressing issues for governments and environmental organizations around the world.

Engineering 85

Engineering Government Technology Technology 85

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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

Partners in Excellence

JULY 19, 2019

In some recent projects, I’ve had the opportunity to analyze sales conversations. I’ve been tracking conversations sales people are having, from the very first conversation to the closing conversations. We know each conversation is different, they vary from company to company, customer to customer. But listening to enough of them, one starts to notice patterns.

Conversion 82

Conversion Sales Prospecting Sell 82

Gong.io

JULY 16, 2019

Ever wondered what it takes to be successful at the next level of your sales career? Wonder no more. . We interviewed sales reps at Gong from commercial to enterprise to break down the recipe of their secret sales sauce. The post Gong Labs Live: Learn the Secret Sauce of Sales – Interviews with the Gong Sales Team appeared first on Gong.

Sales 79

Sales 79

Hubspot

JULY 18, 2019

Let's say you have an amazing new product -- you've created a software that recommends the perfect pizza toppings for your personality, and you're excited to share your business with the world. Unfortunately, you have no idea how to share this revolutionary product with as many of your target users as possible. Many small businesses are faced with a similar problem of getting found by the right audience -- it doesn't matter how accurate your pizza bot is in determining whether or not you like pi

CTR 78

CTR Engineering Drivers/motivators Conversion 78

The Sales Hunter

JULY 19, 2019

The biggest sale you will ever make is very similar to the biggest sale I ever made. The biggest sale you will ever make is the one you make to yourself when you start believing 100% that you can make a difference because of what you sell and the outcomes you create. Find out more about your biggest sale in this video: When you make the firm commitment and truly jump the shark, cross the threshold and shift your mindset to helping others, you will begin selling to yourself.

Cross-sell 75

Cross-sell Sales Drivers/motivators Closing 75

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

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. We were commiserating about the absence of discussion about “How Do We Win?” So much of the discussion about sales these days focuses on the top of the pipeline, that is, how do we find more opportunities. The reason people are worried about finding more opportunities is that we are struggling to make our numbers.

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

SaaStr

JULY 17, 2019

SaaStr is in New York right before a trip to Hubspot’s Inbound event and we’ll be doing a meet-up for 150 or so in SOHO on Sept 3. We’ll put the agenda up soon, but we’ll start at 5pm, have a few informal sessions on scaling SaaS businesses at 6pm, and then talk ARR, NPS, and more until then kick us out (OK probably 7:30-8pm).

Meeting 14

Meeting Start-ups 14

Hubspot

JULY 18, 2019

Have you ever found yourself working on a project in which you had to toggle between multiple software and applications? Perhaps you had to plug data from one system into another or rewrite the same content over and over again to ensure it was in multiple locations. Although few people have the time or patience for this type of tedious work, it’s highly common and often critical to your business’s success — these mundane tasks need to get done.

Contact 78

Contact Cross-sell Appointment Follow-up 78

Sales Hacker

JULY 19, 2019

Maybe you’ve heard the adage, “Slow is smooth and smooth is fast.”. Nothing could be more true for Revenue Operations! Why? Because we tend to move too fast, and we get addicted to fixing symptoms, not root problems. In this article, I’m going to explain how these tendencies are breaking your sales stack and a smart 4-step process for fixing any sales stack — no matter how broken you think it is.

GTM 73

GTM CRM Sales Government 73

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