Anthony Cole Training
MARCH 5, 2020
In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".
Membrain
MARCH 4, 2020
In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?
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Understanding the Sales Force
MARCH 3, 2020
I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.
Sales Hacker
MARCH 2, 2020
As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game.
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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.
Partners in Excellence
MARCH 4, 2020
We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe To Fail, Hogwash!” There’s a lot of social pscho-babble on failure, the thinking parallels the thinking that, “everyone gets a trophy, win, lose, just show up… , it’s the effort that counts!
Membrain
MARCH 1, 2020
Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
MARCH 3, 2020
This week on the Sales Hacker podcast, we speak with Stephanie Blair , Founder and CEO of Know and Flourish. Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. As an expert in digital transformation and in fueling modern organizations for sustainable success prior to Know and Flourish, she spent over eight years at eMarketer in assorted individual contributor and leadership roles, and b
Salesmate
MARCH 6, 2020
Have you ever heard about BANT? If you belong to the sales and marketing initiatives, you will be aware of it. We have previously discussed 7 tried and tested sales methodologies in a brief article. In this article, we’re going to break down BANT for you and help you understand how it will enable your sales team to be more efficient. So, what is BANT?
Partners in Excellence
MARCH 1, 2020
Recently, I wrote, “ Making It Safe To Fail, Hogwash! ” It was a rant about the social psycho-babble around failure. We seem to have a culture that revels in failure–that is encouraging people to experiment, learn, innovate, and grow through “making it safe to fail.” Yet, we never talk about the concept of “making it safe to succeed.” Some might think it’s the other side of the same coin.
RAIN Group
MARCH 4, 2020
Many sales managers and coaches are never taught how to lead effective sales coaching conversations. So they start with, “What’s up?”. Then they listen to sellers for an hour with a bit of back and forth about this opportunity or that one. They may talk about the need to fill the pipeline or come up with an idea to move one of the opportunities forward.
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
MARCH 6, 2020
Lack of audience engagement in trade shows and conference presentations severely hurts your ability to communicate critical information about your company’s products or services. When your audience is not engaged, you are losing out on a huge opportunity to generate leads and build interest in your product. In collaboration with Diana Ohlhaver , we’ve put together 6 simple trade show tips + an infographic that will go a long way toward making your next conference or trade show sales booth more e
Salesmate
MARCH 3, 2020
Have you ever got an intellectual adrenaline rush? The experience when you were enlightened with something and were curious to dig deeper into that specific subject to know more. Well, this happens to many people while watching a TED Talk video. The three-decade-old business of talking has influenced many and offered a plethora of information on different subjects.
Partners in Excellence
MARCH 6, 2020
Increasingly, there is a tendency to measure our value by activities and our “busyness.” Managers set activity metrics, rigorously measuring performance against those metrics. Sales people rush from activity to activity, seldom having the time to meet their goals. We implement new technologies, enabling our people to increase the number of activities they can accomplish in a given period.
KO Advantage Group
MARCH 4, 2020
About a year ago a woman came into my office. She was running a fairly successful marketing firm yet she struggled to get her clients to connect with her sales message. To her it felt "icky". She liked educating. She liked showing her clients what she would do for them. But they would respond, "okay. if you're so confident, how about we pay you when you generate us the results.".
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!
Heinz Marketing
MARCH 5, 2020
By Matt Heinz , President & Founder of Heinz Marketing. Is nature accelerating a trend that been a long time coming? The usual rush of spring events in B2B sales and marketing has almost entirely been eliminated in just the past couple days , in an appropriate abundance of caution. Countless hours of work by organizers, presenters, sponsors and even attendees – gone.
SaaStr
MARCH 1, 2020
The good news today, is there are tons of customer success veterans out there. So you can find folks to join you. Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” But the bad news is, many can’t really do the job a start-up needs at a leadership level.
The 5% Institute
MARCH 4, 2020
Qualifying sales leads is one of the most important tasks of the sales process. The reason qualifying sales leads is so crucial in sales, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance of qualifying sales leads, how to do so, as well as a list of qualifying sales leads questions to help you with the task.
Hubspot
MARCH 2, 2020
If you're a blogger, you've probably asked your editor "how long should this blog post be" more times than you'd care to admit. And most of the time, you'll hear an answer that sounds something like this: "However long it needs to be.". There's certainly a nugget of truth in there — you shouldn't beholden yourself to a character count that's either too low or too high.
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
MARCH 4, 2020
Joining an early stage SaaS startup can be exciting, but it can also be daunting. The founders often have lofty goals, minimal structure or direction, and the company is just beginning to build out its sales motion. If you’re the first sales rep at a startup — or one of them — you’ll be responsible for helping the founders acquire the company’s first customers, establish a system to sales, and achieve wins in an initial niche market.
Miller Heiman Group
MARCH 3, 2020
Sales organizations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organizations constantly deploy myriad transformation initiatives. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.
The 5% Institute
MARCH 3, 2020
If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? And what steps should it include? In this article, you’ll learn what a complex sales process is, as well as all the key ingredients you need to include to ensure your complex sales process works wonders for you time and time again.
ConversionXL
MARCH 4, 2020
Google Analytics shows 104 conversions. Your CRM shows 123 new leads. Heap reports 97. And so on. It’s easy to get frustrated by data discrepancies. Which source do you trust? How much variance is okay? (Dan McGaw suggests 5%.). For most companies, Google Analytics is a—often the —primary source of analytics data. Getting its numbers aligned with other tools in your martech stack keeps results credible and blood pressure manageable.
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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
MARCH 3, 2020
Social media is an undeniably powerful marketing tool in 2020. We've seen the stats that back up using social media as a legitimate business practice. And we've seen examples of companies that saw phenomenal ROI after a social media campaign. But how are marketers managing multiple social accounts, encouraging proper engagement, and analyzing and proving their social platforms ROI?
Force Management
MARCH 3, 2020
I was at the airport when I learned about the death of Jack Welch. The former Chairman and CEO of GE died Monday at the age of 84. As I boarded my plane that was taking me to meetings for my own company, I reflected on the impact his books Straight from the Gut and Winning had on my early business thinking.
Sales Hacker
MARCH 5, 2020
AI for sales is nothing new. But what are the real benefits of AI? Is it a lot of buzz or does it deliver real value? Sales tools using machine learning and deep learning are already widespread in the market today. And while the scope of AI’s impact may still be limited to certain types of activities, the power and scope of AI will continue to grow.
Heinz Marketing
MARCH 1, 2020
By Sheena McKinney , Executive Assistant at Heinz Marketing. We recently implemented BambooHR and so far I’m loving it. BambooHR is an HR tool for small to medium businesses. Check out this short, entertaining video overview to get the gist better than I could relay. Like any new tool, it takes time to implement and customize but I have actually enjoyed this portion of the process more than I expected.
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
MARCH 4, 2020
For any business to be successful today — no matter the type, size, or industry — it must create and share media content (images, videos, infographics, social media posts, podcasts, etc.) with its target audience members. This is a large part of how you boost brand awareness, engagements, conversions, and revenue (among other things) for your business.
Force Management
MARCH 1, 2020
Champions are a key component to selling high-level enterprise deals. If you know how to effectively enable and test a champion, you have an effective tool to advance your opportunities. We have covered Champions in a variety of our content. Here are a few of our most popular resources.
SaaStr
MARCH 3, 2020
Q: What was the biggest acquisition failure or missed opportunity by a company? It’s hard to really force rank a list, especially of deals you don’t know about. And it’s easy to be an arm-chair quarterback on all this. Still, my partial list in Cloud/SaaS: Google letting Microsoft buy / outbid for Github for $7.5b. If you want to own the developer relationship, you own Github.
Heinz Marketing
FEBRUARY 29, 2020
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. How Marketing Can Make Events Work. Events can be stressful, time-consuming, pressure-cooker situations.
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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