Anthony Cole Training
DECEMBER 1, 2017
In a remarkable show of grit, the University of Alabama clawed back from a 20-point deficit against the University of Minnesota, though they eventually lost by 5.
Openview
NOVEMBER 30, 2017
The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. Gong’s data science team has used our conversation intelligence platform to analyze almost one million conversations between B2B salespeople and buyers.
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ConversionXL
NOVEMBER 29, 2017
If you’re invested in improving your A/B testing game, you’ve probably read dozens of articles and discussions on how to plan and run A/B tests. In reading advice about how long to run a test or what statistical significance threshold to use, you probably saw claims like “Always aim for XX% significance” or “Don’t stop a test until it reaches YYY conversions” – where XX% is usually a number higher than 95%, and YYY is usually a number higher than 100.
Membrain
NOVEMBER 29, 2017
Mike Kunkle, VP of Sales Transformation Services for Digital Transformation, Inc., is well known in the industry for his “four systems” approach to sales performance. He achieves hundreds of millions of dollars in gains for his clients by building effective systems for sales selection, support, learning, and management.
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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.
PandaDoc
NOVEMBER 27, 2017
If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. This process is crucial to your company’s success and keeps new opportunities at your fingertips. According to HubSpot research, 72% of companies with less than 50 new opportunities a month didn’t achieve their revenue goals , while only 4% of companies with 101 to 200 new opportun
Hubspot
NOVEMBER 30, 2017
It's the time of year for cookies and eggnog, family and coworker get-togethers. and buying presents for people you know very little about. Did you pick the colleague in your work gift exchange who pulls overnight shifts by himself? Is Uncle Marty bringing his new girlfriend to your holiday party? Giving is not always nicer than receiving. We can't help you with everyone on your list (didn't your second cousin Pete say he liked golf once?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
NOVEMBER 26, 2017
Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.
InsightSquared
NOVEMBER 30, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In sales operations, we do a lot. Putting out reactive fires, supporting reps, managing territories, reporting, building new functionality and processes in the CRM, and much more. However, trouble may come in actually measuring our success in these things. A sales team typically has a quota so their success is easily measurable, but how do you measure your success?
Heinz Marketing
NOVEMBER 25, 2017
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. In the meantime, here are some B2B Reads we love: Effectiveness And Efficiency Are Not Natural, But They Are Learnable.
Sales Hacker
NOVEMBER 30, 2017
It’s a Friday night at the local singles bar, the “meet/meat” market where packs of single men and women mingle in the hopes of finding Mr. or Mrs. Right. You probably know of a few of these places, either from your past or because you’re going to one with your friends next weekend. If you look around carefully, you’ll notice that they’re packed with mini-case studies of the sales process.
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.
Score More Sales
NOVEMBER 25, 2017
It is the time of year sales teams are huddling to plan for next year and depending on who is doing the planning, results will or will not be what is critical for your team’s success.
Understanding the Sales Force
NOVEMBER 29, 2017
If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world? Could anything be more fascinating than a visual or infographic depicting how effective your sales force is at various aspects of selling? And what if these visuals could demonstrate that B2B salespeople create and send more than 16,000 inappropriately timed proposals each day?
Hubspot
DECEMBER 1, 2017
Click. Click. Click. Tick-tock. Tick-tock. Tick-tock. That's the sound of an unproductive day passing by. It's the sound of any day, Monday through Friday, going to waste -- where despite your best intentions, you just can't seem to get moving, or get stuff done. It happens to all of us. Seriously. But what's an otherwise industrious person to do when these days unexpectedly fall upon us?
Sales Hacker
NOVEMBER 28, 2017
For years, our hiring strategy for the HubSpot customer support team was simple. When support reps were overwhelmed with the volume of work, we’d hire another one. Simple, right? This simplistic model of growth worked to get the support team to about 25 people. We had funding, an accelerating sales team and customer count, and awesome tech. Our startup hopes and dreams were coming true!
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!
The Sales Hunter
NOVEMBER 28, 2017
Email or the Telephone: Which one do you use more for prospecting? I can’t speak to a group of salespeople, whether it be a keynote or a training session, without being asked for my views on which one I feel is better for prospecting. The argument I hear is nobody answers the phone, and in […].
SalesforLife
NOVEMBER 30, 2017
It blows my mind when I think about how dynamic the ever-evolving world of startups, sales, and recruiting is. No longer is finding a remarkable sales opportunity just about having a good resume and knowing how to interview well. If you want to succeed in sales these days you need to know “why” you do what you do (i.e. “vision). And, you can’t just talk the talk… you’ve got to walk the walk as well, because social media is making everything much more transparent.
Hubspot
NOVEMBER 28, 2017
Everyone makes mistakes. Even (especially?) marketers. Usually, we learn from them and move on with our lives, maybe escaping with just a touch of public shaming. But what happens to those companies that make mistakes on a much greater scale and cost their company millions in clout or (gulp) dollars? They go down in history as the biggest marketing mistakes of our time.
Sales Hacker
NOVEMBER 29, 2017
It’s been dubbed ‘junk mail’ or ‘spam mail’ for years, and we thought that everyone had abandoned the practice. However, direct mail has been making a huge come-back as an effective sales tactic. A full 65% percent of leaders said they are likely to respond to direct mail, and its perceived response rate is higher than that of email. These days, I feel like every other sales rep is in love with email.
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!
PandaDoc
NOVEMBER 30, 2017
When you’re searching for the right document automation tool for your business, the number of options can be overwhelming. So, we’ve broken down some of the most common options as compared to PandaDoc. Nitro. Nitro works specifically with existing PDF documents, rather than allowing you to create your own customized documents. Also, Nitro does not offer a native mobile solution, which can make staying on top of the status of your documents a challenge while you’re away from your desk.
SalesforLife
NOVEMBER 28, 2017
As we continuously collaborate with customers within Fortune 50 organizations, we’re seeing them deploy the people, process, and resources that are shaping future best practices for the sales community. For example, we’re currently working on a project with a global Fortune 50 company in their inside sales department which has 1,000’s of modern digital sellers.
Hubspot
NOVEMBER 27, 2017
The robots are coming here. We know -- we've been over this. Messenger and live chat are quickly becoming customers' preferred methods of communication. And for both, bots are often the first line of defense: the triaging system that connects the user to the right human being who can solve the problem. if it even needs to get to that point. In other words, bots are eliminating some level of need for human labor.
Partners in Excellence
NOVEMBER 27, 2017
It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs. I suppose it’s easy to want to believe customers have buying processes.
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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
Engage Selling
DECEMBER 1, 2017
A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.
SalesforLife
NOVEMBER 27, 2017
With the rapid change in the B2B sales landscape, being a sales leader today is more difficult than ever. The statement “sales has changed more in the past 10 years than in the past 100 years" couldn't be more true than now.
Heinz Marketing
NOVEMBER 29, 2017
In January, we tell ourselves that prospects are still shaking off the holiday cobwebs. That’s why they aren’t responding. Better not schedule any reasonable marketing until mid-month. In February, it’s mid-winter break. Prospects are distracted, that must be why they won’t convert. In March and April, it’s spring break that’s distracting our buyers.
RAIN Group
NOVEMBER 29, 2017
Buying in the last few years has changed more than ever. Buyers are more educated, they're distracted and short on time, and options are endless. Sellers and sales organizations are struggling to keep up. There are specific actions that Top Performers and Top-Performing Sales Organizations take that allow them to achieve superior results.
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.
Partners in Excellence
NOVEMBER 29, 2017
One of the most frequently asked questions I get is, “How do I find the time to coach?” My immediate reaction is, “How can you possibly do your job without taking the time to coach?” Let me deconstruct this a little. Managers are accountable for making sure their teams hit their numbers. But there are only a few ways to do this.
SalesforLife
DECEMBER 1, 2017
Whether you or your organization is thinking about implementing a new sales methodology, technology or training, one key driver for success will be adoption. In this week’s roundup, we’re focusing on enabling your sales organization through sales training. We’ve included articles on how social selling adoption rates impact quota and why sales training sucks.
The Sales Hunter
NOVEMBER 27, 2017
What do you do the best? What are your strengths? You need to leverage what you do best, because it will ultimately make your selling skills better. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! […].
Adaptive Business Services
NOVEMBER 29, 2017
While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop. This technique is based on the premise that, when you are perceived as someone who actually works for the company, vs. as a vendor who is trying to sell something to that company … well … there is no comparison.
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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