Anthony Cole Training
NOVEMBER 17, 2017
My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV.
ConversionXL
NOVEMBER 16, 2017
If you ask most marketers, they will tell you that A/B testing and personalization are two completely different things. I respectfully disagree, and I think this disagreement is at the root of how to use them best together. We as growth/performance marketers are accountable for results, often measured with conversions, new customers, or revenue. Every marketer wants higher conversion rates, and A/B testing and personalization are simply two ways to drive more conversions.
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Sales Hacker
NOVEMBER 15, 2017
With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learnin
Hubspot
NOVEMBER 16, 2017
Is there someone (or hopefully, several someones) at your company who it seems like everyone wants to work with? Maybe they always get pulled into brainstorms, or maybe your team's leaders consult with them. Or maybe it just seems like everyone on your team just really, really likes them. It might be because they're the nicest person in the world, or it might be because they have a finely-honed set of soft skills.
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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 14, 2017
Most sales are won and lost based on one key factor: You. You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. You can too.
InsightSquared
NOVEMBER 15, 2017
Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. In today’s sellers’ environment, there are many standard sales methodologies your team can use: The Challenger Sale, MEDDIC , BANT , Solution Selling, Value Selling — the list could go on.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
NOVEMBER 15, 2017
Closing a Sales Presentation. Go back to your opening anecdote or idea. End with a challenge. Invite your audience on a metaphorical mission. Use repetition for a dramatic close. Offer inspiration. Surface their objections. Tell a story. If you want your prospect to buy at the end of your sales pitch, you need a powerful close. But most sales presentations end with a whimper, rather than a bang.
Membrain
NOVEMBER 12, 2017
Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not.
Sales Hacker
NOVEMBER 13, 2017
In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture. Before I get into the horrors I’ve experienced as an attendee, I thought I’d quickly share my top 10 steps to event follow up success – and then elaborate on each one further below. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event.
Partners in Excellence
NOVEMBER 17, 2017
We constantly struggle with innovation and insight, whether it’s for our own organization or our work with customers. To be honest, I think we make innovation and insight far too complicated. I don’t know how many “innovation” session I see organizations conducting. Usually, it’s a group of people sitting in a circle.
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.
Hubspot
NOVEMBER 13, 2017
Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.
SalesforLife
NOVEMBER 14, 2017
What percentage of your organization’s marketing efforts are focused on the top of the funnel? If you don’t know, now might be a good time to re-evaluate your current strategy. While ramping up your blog publishing schedule and keeping a healthy social media presence are essential to growing traffic, they will do little to nurture cold leads into sales-ready opportunities.
Sales Hacker
NOVEMBER 17, 2017
We all know top quality sales coaching is critical to your team’s success, and we all know how hard it can be to get it right. In fact, most organizations are making at least one of these five sales coaching mistakes. 1. Promoting High Performers to Management. It seems logical that you should promote your highest performers. After all, they’ve earned it!
Partners in Excellence
NOVEMBER 15, 2017
Not long ago, I received a call from a frustrated executive. I listened as he went through a litany of complaints about the sales team. You can probably guess them: They weren’t hitting their numbers, in fact they were missing by a long way. They weren’t making quota. Their win rates were abysmal. Sales cycles were way too long. Forecasts were terrible.
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!
Hubspot
NOVEMBER 17, 2017
Writing a strong cover letter definitely increases the likelihood your sales job application will get a response. First, it tells the hiring manager you’re a good communicator. You don’t need to be J.K. Rowling to excel in a sales role, but you do need to be capable of expressing your ideas clearly, succinctly, and compellingly. Second, it shows you’re invested in the opportunity.
The Sales Hunter
NOVEMBER 14, 2017
Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […].
Score More Sales
NOVEMBER 14, 2017
In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price.
Partners in Excellence
NOVEMBER 13, 2017
A few of us have been having a conversation about whether adaptability and agility are important in sales. I think we are in uniform agreement it is important, however, my initial reaction was, “Why are we even asking this question, isn’t it a foundation to selling?” As I reflected on the issue, I get why it’s an important conversation.
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!
Hubspot
NOVEMBER 17, 2017
Doesn't it feel like most people are falling a little too much in love with automation just because it's faster and easier? Sure, automation can save you time and mitigate the grind associated with repetitive tasks. But does it produce better results? Can a bot truly be effective at replacing human interaction? We wanted to see the best way to build an engaged audience on Instagram, so we decided to test outbound automation against human engagement -- and see which one got better results.
SalesforLife
NOVEMBER 16, 2017
Within the past five years, we’ve seen the emergence of social selling from a buzzword to now table stakes within many sales organizations. Just like any channels whether it’s email or call, if you provide a sales organization with a network of contacts then they’ll inevitably figure out how to leverage it effectively.
Membrain
NOVEMBER 15, 2017
“I’ve been involved in more than 30,000 deal reviews, 30,000 sales call reviews, thousands of forecast reviews, and more. That means I have a rich and varied… and sometimes painful… experience with coaching.”.
Partners in Excellence
NOVEMBER 17, 2017
Reading is important to our professional development and growth (not to mention the scientific evidence of how it improves our cognitive capabilities). Far too few business and sales professional actively read as part of their personal and professional growth. (Perhaps, that’s part of the reason we consistently see the stunningly poor data on results.).
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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
Hubspot
NOVEMBER 16, 2017
There are millions upon millions of blog posts published every single day. That’s been true for a few years now. And these numbers continue to grow exponentially with the increase in new online sites all competing for the same precious site visits especially when the benefits of organic traffic has become more and more of common knowledge for online marketing.
SalesforLife
NOVEMBER 13, 2017
Without fail, each week I get a call or email from a company somewhere in the world that falls in one of these categories:
Engage Selling
NOVEMBER 17, 2017
There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today.
Partners in Excellence
NOVEMBER 16, 2017
Every organization continues to focus on how to drive the highest levels of performance. Broadly, there are two primary areas that drive performance: Effectiveness And Efficiency. Effectiveness focuses on “Are we doing the right things with the right people at the right time?” A lot of sales training focuses on improving our effectiveness.
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.
Hubspot
NOVEMBER 14, 2017
InsightSquared
NOVEMBER 14, 2017
Earlier this year we teamed up with LinkedIn to highlight the basic characteristics of professionals in three critical operations roles — sales, marketing and business operations. Unlike other specialized professions that require advanced degrees or technology certifications, there is no “typical” career requirements, or career path, in operations.
Heinz Marketing
NOVEMBER 16, 2017
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions.
SalesforLife
NOVEMBER 15, 2017
Your buyer is online performing their due dilligence prior to engaging with sales. And as a result, sales leaders and professionals must take the necessary steps to engage today's B2B buyer with value and relevance. Identifying key insights on the company you're approaching, creating a buyer-centric LinkedIn profile, engaging Millennial decision-makers.
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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