Anthony Cole Training
JULY 26, 2019
Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.
Partners in Excellence
JULY 23, 2019
I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?
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G2
JULY 25, 2019
To quote Brooks Hatlen from the The Shawshank Redemption , “the world went and got himself in a big damn hurry.”.
Women Sales Pros
JULY 25, 2019
I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.
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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.
Anthony Cole Training
JULY 23, 2019
We've all been there before.I know that I have.
Membrain
JULY 21, 2019
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JULY 23, 2019
When you visit the App Store or Google Play and search "social media," there are hundreds of apps to choose from. But, as the pool of social platforms grows, will any of them really change the game for marketers this year? The truth is, probably not. In fact, HubSpot's own social media experts say we should be paying attention to how older platforms evolve in 2019.
Force Management
JULY 24, 2019
One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.
Sales Hacker
JULY 26, 2019
We all make mistakes…. Even the most experienced of us. One of the most common? Letting a qualified prospect fall through the cracks, never to be seen again. This can happen in a number of ways. The good news, though: all of these pitfalls are avoidable — if you’re consciously aware of them. Below are five common ways a qualified prospect can fall through the cracks (and what to do instead). 1.
The Sales Hunter
JULY 23, 2019
Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.” It simply means that you must make it happen day after day. Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.
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.
Jill Konrath
JULY 22, 2019
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.
ConversionXL
JULY 20, 2019
As an ecommerce site, you likely send emails regularly. Black Friday emails, Valentine’s Day emails, BOGO emails, confirmation emails , thank you emails, reminder emails…the list is endless. Are you getting real results or simply opens and clicks ? Are you promoting the right products to the right people at the right time? Generating revenue via email marketing requires strategy.
SaaStr
JULY 20, 2019
Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.
Sandler Training
JULY 25, 2019
In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.
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!
Membrain
JULY 24, 2019
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
Partners in Excellence
JULY 25, 2019
Imagine coaching a basketball player, “All you have to do is master your foul shots, they are the single most important thing to win games.” All of us, even those who don’t play basketball, would say this is ridiculous coaching. We would argue you have to master everything—dribbling, passing, inside and outside shots, defense, playmaking, and on and on.
SaaStr
JULY 22, 2019
There is one common factor, that founders know, but often lose track of in their pitch: every VC, at any stage, is looking for outliers. Your pitch, your team, your metrics, your market position, your vision, your TAM, your everything, should honestly and transparently but aggressively and positively show how you can be an outlier. It is hard to make money as a VC, as odd as that may sound.
Hubspot
JULY 25, 2019
Imagine working for a company without any employees dedicated to growing and developing the business. Nobody to challenge you to improve or tell you about new business opportunities, changes in the market, what your competition is up to, or how you can attract your target audience more effectively. This would make it pretty hard to succeed, don’t you think?
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!
Engage Selling
JULY 26, 2019
??????????????????????????I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned.
Partners in Excellence
JULY 22, 2019
It seems to be human nature that we don’t want to think about what could go wrong. Particularly in sales, we are continually optimistic, we want to be positive, particularly with our customers. So why would we ever want to talk about what could go wrong? Particularly when we are in the middle of the customer buying process? But it’s an important discussion with our customers, primarily because it helps them think differently and more completely.
Sales Hacker
JULY 25, 2019
As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected. Too much, and you waste time you could spend connecting with the people who you can convince to take an appointment and eventually to buy your product or service.
RAIN Group
JULY 24, 2019
This RAIN Group article originally appeared on MarketingProfs. Sellers have a huge opportunity to take advantage of the vast amounts of information about their buyers that's available on social media. And yet, they don't. Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look.
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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
Score More Sales
JULY 26, 2019
Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives.
Partners in Excellence
JULY 24, 2019
In the “old days,” networking seemed to be about meeting people, learning about them, building a bit of a relationship. There was value in networking. Often, our networking may have been a passing meeting, a chance to get to know someone for a few moments, have an interesting conversation, only to move on in our separate directions. Sometimes, it led to something more substantive, perhaps some follow up conversations, perhaps a deeper relationship.
Sales Hacker
JULY 24, 2019
Gender inequality in STEM has been making news for a while. But that’s not the only space where women are underrepresented. It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. To many, this is an all too familiar problem — but not just for women.
Hubspot
JULY 23, 2019
If you’re just measuring success against how many deals you close -- you’re doing it wrong. A quick Google search of “Most important sales metrics” will turn up a variety of answers, from customer acquisition cost (CAC) to win rate to average contract value (ACV). One voice and answer reigns supreme, however. You can’t open an article about lead velocity (including this one) without seeing SaaStr founder Jason Lemkin’s now-famous quote about how your lead velocity rate is the single most importa
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.
SaaStr
JULY 23, 2019
It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. Most of the rest of the terms are much lower drama than they used to be. Most VCs aren’t trying to control your board and your company in the early days anymore.
Partners in Excellence
JULY 21, 2019
Think of this post more as a thought experiment or even a wild ass prognistication. What do Uber drivers and SDRs have in common? Let’s look at Uber first. Uber has made it very clear, autonomous vehicles are their future. There are a lot of reasons for this. Autonomous vehicles eliminate much of one of Uber’s biggest challenges: Consistency of customer experience.
Sandler Training
JULY 23, 2019
Below, you will find some DON’Ts , some DOs , and some concise guidance TIPS on getting the very most out of the extraordinary learning and reinforcement tools available via online learning portals like Sandler Online. Read Time: 4 Minutes.
KO Advantage Group
JULY 26, 2019
When the prospect starts collaborating with you to help them figure out how to fix their business troubles, expect the next stage of the journey to be a little tricky—the “challenge” stage. Don’t be mistaken. This is a good signal that you’re moving forward. It’s just that the prospect will begin firing you with questions or objections to challenge your expertise, recommendations, and your budding client-business relationship.
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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