Anthony Cole Training
JANUARY 19, 2018
Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.
A Sales Guy
JANUARY 18, 2018
It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota.
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Openview
JANUARY 18, 2018
Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.
Membrain
JANUARY 14, 2018
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.
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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
JANUARY 17, 2018
I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. Pitch black on a moonless night on a narrow winding road with no street lights; on a 4-lane highway in white-out conditions where you can't see where the sides of the road are, down-hill on black ice with zero control of breaking and steering; snow-covered, two-lane road with cars st
Outreach
JANUARY 18, 2018
How many opportunities are your reps managing at any given time? If you’re like most modern sales organizations, the answer is a lot. It takes time to cultivate those opportunities and build relationships with prospects, which means every second of your reps’ day is sacred. So why do so many reps burn valuable hours doing manual tasks that have zero impact on your win rate, customer satisfaction, and bottom line?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
JANUARY 18, 2018
Sales conferences hold a very special place in my heart. This is not only because I am the Director of Sales at an event software company, but also because I know I have a lot learn—and in-person events are my favorite way to get that learning done. Sure, there are plenty of great resources on the internet but nothing beats getting face time with prospects, peers and colleagues about their latest success and failures when it comes to working in this field we call sales.
Understanding the Sales Force
JANUARY 15, 2018
Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.
Score More Sales
JANUARY 18, 2018
As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales.
Hubspot
JANUARY 19, 2018
I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan. Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page.
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.
Sales Hacker
JANUARY 17, 2018
In this guide, I will teach you the fundamentals of Lead Qualification for inbound and outbound sales development, and give you actionable steps you can take to maximize your Revenue per Lead. What Is Lead Qualification? Lead qualification is the process of using metrics, scoring, and other criteria to ascertain whether or not a given sales prospect fits your ideal customer profile (ICP), and has strong mathematical probability of becoming a long term customer.
Engage Selling
JANUARY 19, 2018
?I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts.
Outreach
JANUARY 14, 2018
This post is part of Outreach's new blog series, Beyond the Number. We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. Join the movement by sharing this post with the hashtag #beyondthenumber. It was a snowy February, one of the shortest selling months of the year.
Hubspot
JANUARY 18, 2018
Sales forecasting is a necessary -- but sometimes painful -- part of preparing for the upcoming fiscal year and managing sales goals along the way. Since leaders can’t use a crystal ball to predict the future, they are left analyzing quantitative, and sometimes qualitative, data to anticipate future sales. This sales forecasting process becomes problematic when sales teams and executives confuse “optimistic goals” and “accurate forecasting.”.
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 Hacker
JANUARY 16, 2018
A proper outbound sales strategy has real science behind it. You can’t just start pounding the pavement with no direction and expect to achieve growth. Wanna know the secret sauce behind a scalable outbound process that leads to significant growth? Market Segmentation combined with tailored messaging. The key to achieving explosive growth is to start by identifying your Ideal Customer Profiles (ICPs) via segmentation, reaching out to them with personalized targeted messaging while building
SalesforLife
JANUARY 19, 2018
Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. A solid majority – 59.2 percent of companies surveyed – now report having a dedicated sales enablement platform.
Outreach
JANUARY 14, 2018
This post is part of Outreach's new blog series, Beyond the Number. We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. Join the movement by sharing this post with the hashtag #beyondthenumber. Ten years ago, if I had seen a snapshot of my life today, I wouldn’t have believed it true.
Hubspot
JANUARY 16, 2018
What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Why should you care about agile? There are three changes in the sales world that should make you sit up and pay attention.
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!
Sales Hacker
JANUARY 13, 2018
I love reading sales books just like most sales nerds. That said, most salespeople are very busy and don’t have time to read books. With the swamped salesperson in mind, I’ve compiled 99 of my favorite motivational sales quotes to allow you to quickly gain knowledge from the greatest sales books of all time. Sales is an extremely tough grind.
SalesforLife
JANUARY 16, 2018
When I transitioned to the B2B sales world, I was still stuck in the mindset that more dials = more meetings. Although to some degree I still agree with that statement (the higher volume of activity a sales professional does can increase their success), I now know there’s more to it.
Partners in Excellence
JANUARY 16, 2018
In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” Prospects and customers relied on sales people to educate them on products and solutions. Those days are long gone, customers are self educating on the web. They no longer have to rely on sales people for that information.
Hubspot
JANUARY 19, 2018
There's a popular phrase that I've heard quite a bit throughout life: "Don't get mad. Get even.". Sure, that makes sense -- if you're a character on a major soap opera or teen drama. But at the workplace, this kind of sentiment can be harmful. Anger, however -- now that, surprisingly, can actually benefit you and your colleagues in the workplace. But only when it's handled correctly.
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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 Hacker
JANUARY 16, 2018
2017 was an incredible year for sales and marketing, and WE KNOW 2018 will be even better ! With that in mind, we wanted to start a new tradition here at Sales Hacker, of rewarding the best in class practitioners from the year before. Introducing, our 1st Annual Sales Hacker Top 50 Awards ! We’ve seen many other industry awards become popularity contests between influencers and thought leaders, (which is well deserved) but we wanted to provide an opportunity to finally show love and appreciation
SalesforLife
JANUARY 18, 2018
When you add new sales reps to your team and don't have an account list ready for them to start calling on, it doesn't mean they have nothing to do. In fact, they can start building a leads list on their own leveraging your existing customer base and toolset. Here are six steps to help your new hires get started from day one without an accounts list.
The Sales Hunter
JANUARY 19, 2018
The sun will still come up in the morning. I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. What I thought was going to […].
Hubspot
JANUARY 17, 2018
If there's one thing we know about inspiration, it's that it's not very good at giving advance notice of anything. It crops up at the most inopportune time -- like when you're without a pen or a device to otherwise record a brilliant idea. And other times, when you need it the most -- it's nowhere to be found. It also has its very own version of low seasons, when writers are left without special events or holidays to stimulate creativity.
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.
Heinz Marketing
JANUARY 17, 2018
We set aggressive goals for ourselves, which is great. But too often we consider these as all or nothing. For example: You set a goal to run a marathon. Awesome. But getting out and running a couple miles is better than nothing. You have a full page of circuit training to accomplish. Does that intimidate you into doing nothing? Or do you at least get some of it done today?
SalesforLife
JANUARY 17, 2018
“What do I say?” This is easily within the top 3 most commonly asked questions from sales leaders and sales professionals when learning new digital engagement best practices.
Partners in Excellence
JANUARY 15, 2018
The first post in this short series focused on Talent Management. Without a strong base of the right people in each role, it’s impossible to develop and sustain high performance in the organization. This post, and the next one, will focus on various issues of complexity. Understanding the impact of complexity on each of us, our partners, and our customers; doing everything we can do to radically simplify the things we do are the next areas of management focus.
Hubspot
JANUARY 16, 2018
The phone rang a couple times before he picked up. “Hello?”. “Hi,” I said. “Is this Pat Corpora?”. “Yes, it is.”. “It’s Eddie Shleyner,” I said. Silence. “I sent you a message on LinkedIn … about the Sampler. You replied with your number … told me to call.”. In 1995, Pat published The Doctor’s Vest-Pocket Sampler of Natural Remedies , a piece of direct response mail designed to sell a bigger, more complete book called New Choices in Natural Healing.
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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