Sat.Dec 15, 2018 - Fri.Dec 21, 2018

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Go for the "No" Early in the Sales Process

Anthony Cole Training

One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).

Process 176
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46 Bad Ass Sales Podcasts Every Sales Professional Should Follow in 2019

Sales Hacker

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. Salespeople are BUSY. With the insane rise of text based content, we understand that not all salespeople have time to sit and read articles. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery.

Cold Call 111
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The 10 Most-Read Articles of 2018

ConversionXL

As we wrap up 2018, we went back through everything we’ve published this year to find the 10 most-read articles. Here’s the list: 10. How to Get Started with Machine Learning and AI for Marketing. Artificial Intelligence is powerful and will open doors we don’t even know exist. But there are some steps you can take today to ensure that you’re making the most of this new capability and won’t be left behind. 9.

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7 Incredible Answers to "What Is Your Greatest Weakness?" -- That Aren't "Perfectionism"

Hubspot

When an interviewer asks you, "What is your greatest weakness?", you don't want to respond, "I tend to work too hard," or "I am too much of a perfectionist.". Undoubtedly, these answers will come across as both insincere, and lacking true self-awareness. Alternatively, you don't want to respond with weaknesses that will prevent you from succeeding in the role.

Teamwork 101
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

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Sell Better, Sell Faster, Sell Smarter

Anthony Cole Training

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.

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The Ultimate Guide to Sales Productivity

Sales Hacker

Art or Science? Sales requires mastery of “soft skills,” so it can often seem like more art than science. Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. To consistently perform, sales leaders need to master the science of sales productivity.

Product 102

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Mobile Form Design: A Beginners Guide to Converting Mobile Users

Hubspot

Think about a time when you were on the train, walking to work, sitting in the airport, or simply laying on the couch, and you had to complete an online form of some kind (an order form, shipping form, survey, etc.) on your smartphone or tablet. Did you have a positive or negative experience? Did the mobile form you completed function properly? Was it easy to read and submit on your mobile screen?

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Episode #095: The Problem of Friction in Sales with Nir Eyal

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Nir Eyal, author of Hooked, discusses with Jeff what great companies do to get people addicted to their product. What is amazing, is that any sales professional can do these same things. We talk about it all the time on the Buyer’s Mind – Easy = Right and Being Likeable leads to Trust which leads to Influence.

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The Missing Step in Account Management

Engage Selling

There’s a step that’s commonly missing in account management planning. Do you know what it is?

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Twas the Night Before Forecasts

Women Sales Pros

Twas the Night Before Forecasts* Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting quota still looms, And the global VP prances, in his best closing suit, Having just settled the board, barely avoiding the chute, When out of my in

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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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Is Phone Anxiety Holding You Back? 5 Tips to Overcome It

Hubspot

Today's salespeople are afraid to pick up the phone. Yes, phone anxiety is real. At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs. Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media?

Cold Call 101
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How to Take Action on Your Territory Plan for a Successful Year Ahead

Openview

Ahh, the New Year. January is the month we, as sales reps, start anew. Often times, we try to embrace new methods of thinking and better ways of doing things – all with the intention of bigger and brighter things ahead. But instead of setting lofty goals that might not make it to February, focus on refining your skills and setting a clear plan to get to your goal.

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PODCAST 38: Why Selling to Your Customers Stated Needs is Completely Wrong W/ Munya Hoto

Sales Hacker

This week on the Sales Hacker podcast , we talk to Munya Hoto , Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. . Munya is an accidental marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.

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Sales Talent Is A Problem, Is It Worth Solving?

Partners in Excellence

I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. It’s an interesting view, in the spirit of “Yes, and… ” I’d like to add to the discussion. I suppose answers to the question depend on your mindset. A closed mindset would probably say, “No!” The article presents a few points of view that reinforce that.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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The 5 Best Ways to Send Large Files

Hubspot

We all know the frustrating feeling -- maybe you've finally finished the script for your next marketing video, or you've collected all the images you need for your next campaign. But when you go to press "Send" you're told, "Sorry. File too large.". Unfortunately, our email accounts can't carry as much storage as you might think. Gmail, for instance, can only hold files up to 25 MB.

Service 101
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Life and Leadership Principles I Learned from Grandma

Selling Power

Here are four key life and leadership principles I learned from my grandmother and still use to this day.

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Creative Cold Calling: Make Your Prospect Smile by Changing Your Intent

Outreach

What if I told you that you could engage your prospects in meaningful conversations on the phone—nay, even make them smile—by changing your techniques in a few simple ways? You heard that right. The much-maligned cold call can bring cheer to a total stranger. Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and.

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Sales Training And The “Forgetting Curve”

Partners in Excellence

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training. But it’s worse than that. The billions spent represents spending in buying, developing, and delivering training.

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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

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.

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The 15 Best WordPress Themes for Podcasters in 2019

Hubspot

Over one-third of Americans between the ages of 25-54 listen to podcasts every month. Podcasts provide a source of convenient and intimate entertainment that's only continuing to grow in popularity. While today’s most popular podcasts may vary significantly in terms of their content and hosts (among other things), they all share at least one thing in common — they each have their own website where fans can check out their latest episodes and seasons, info about live shows, biographies about the

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Six Simple Steps to Pipeline Predictability

Membrain

It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help.

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Switching Verticals as an Enterprise Sales Representative

CloserIQ

As an enterprise sales representative, you may reach a point in your career when you want to switch verticals. Your interests have changed, the market has shifted, or maybe you just want to try something new and different. The good news is that it’s entirely feasible to change verticals. If you plan your transition carefully, and put work into executing your plan, many new opportunities will open to you.

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The “Real Cost” Of A Salesperson

Partners in Excellence

What would you think of a front line manufacturing manager failing to address problems that consistently cost millions of dollars in scrap and rework (not to mention customer sat problems because of missed deliveries)? Or an engineering manager that missed product launches that caused millions in lost revenue? Most people would say these are real problems and if they happened repeatedly, these managers would be fired!

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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11 Impressive Realtor Bios That Win Clients [Examples & Templates Included]

Hubspot

First impressions matter, and when potential clients find your real estate website , they'll be looking for information about you and your expertise. The best way to share these details is with a bio that provides background on your real estate experience. Why is a bio so important? A study by the National Association of Realtors (NAR) found that 51% of home buyers found their home on the internet.

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Software pricing is annoying but it doesn't have to be that way

Membrain

What follows is not a true story, except that it is.

Price 79
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Your Blanket Emails Aren't Working: It's Time to Get Personal

Outreach

It seems like everything can be personalized these days. Amazon knows exactly what you’re going to buy before you put it in your cart, Hulu knows what show you’re going to binge-watch next. And don’t get me started on how that Facebook ad for McDonald's came up RIGHT after I mentioned I was craving a Big Mac. As a Sales Development Representative for Directive , the leading B2B Search Marketing Agency, I’ve observed how these personalized experiences are creeping their way into the B2B space.

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A Short and Powerful Approach for Your Sales Success

Jeff Shore

By Jeff Shore. This is an assignment for you, sales professionals. Grab a sheet of paper and a pen. Now write down the top ten attributes of a truly great salesperson. Got that done? Great. Now go through and ask , “What habit could I develop in the coming year that would make the biggest difference on one of these attributes?” We don’t get better by thinking about it.

Sales 78
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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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Rethinking Social Media Marketing: How to Use a Behavior Based Approach For Content on Social Media

Hubspot

Companies today are grappling with how to best market to consumers on various social networks. How can they better identify the types of content that will perform the best on each network? To answer that question (and better inform HubSpot’s own social strategy), HubSpot Research and the University of Virginia teamed up to survey consumers and analyze existing branded content to produce a framework that helps brands identify the types of content that performs best on a given social network.

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Top 4 Lessons From 290 Top-Performing Cold Emails

Sales Hacker

What makes a great cold email? Does all the work it takes to personalize outreach really pay off? How can you craft a subject line that maximizes reply rates? We partnered up with Drift, Siftrock and Outreach, gathering nearly 300 top-performing emails and performance metrics to give you the answers to these questions and more. Without any further ado, here are my favorite takeaways from the study.

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Start/Stop/Pivot/Restart Sales Strategies

Partners in Excellence

Sales, as with most things, is something that demands regularity in execution. By that, I mean, there are many things a sales person or manager has to do to perform. Some of the obvious: Prospecting, working deals, planning calls, developing proposals, developing territory/account plans, pipeline management/forecasting, time management, learning/training, one on one’s with managers (hopefully for coaching), and yes, even administrivia.

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Do You Know How Nonverbals Impact Your Buyer’s Objections?

Jeff Shore

By Amy O’Connor. ?Salesperson: So, what do you think? Should I ring it up? Buyer: Yeah, I’m just not sure. I think it’s a little pricey. Salesperson: (eye roll). Buyer: I mean, I’m sure it’s worth the price, but it’s just a bit beyond what we were thinking of spending. Salesperson: (audible sigh and a second eye roll thrown in for good measure).

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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