Anthony Cole Training
AUGUST 13, 2019
In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through. I took risks that weren’t worth it, but I made them anyway, because it was the only play I had.
ConversionXL
AUGUST 14, 2019
Over the last 18 months or so, Google Data Studio has evolved from an appealing but clunky application to a tool that we recommend to any digital marketer. Data Studio allows you to communicate data simply and in a repeatable format, and their expanded integrations, customizations, and editability have made Data Studio dashboards extremely powerful.
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Membrain
AUGUST 11, 2019
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.
SalesforLife
AUGUST 12, 2019
At Sales For Life, we’re huge proponents of strategy over execution. Here’s why. The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. (That being said, there are many organizations where sellers aren’t doing enough to influence a sales outcome).
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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
AUGUST 15, 2019
Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.
ConversionXL
AUGUST 13, 2019
“If you cannot measure it,” declared Lord Kelvin, “you cannot improve it.” Perhaps SaaS companies have taken this advice too literally. SaaS sales and marketing teams can get overwhelmed by metrics. But without any metrics, it’s impossible to track growth. And without growth, a SaaS company is dead in the water. According to Statista , the SaaS market will reach $157 billion next year.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
AUGUST 14, 2019
Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?
The 5% Institute
AUGUST 15, 2019
There are generally two question types; close ended, and open ended questions. This article is in relation to asking questions during your sales conversations and sales process. To learn more about what kind of questions you should be using, continue reading on below. What Are Close Ended Questions? Close ended questions are questions that give you a definite and straight forward answer; rather than an answer which is more open-ended and conversational.
Score More Sales
AUGUST 16, 2019
Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.
Partners in Excellence
AUGUST 15, 2019
It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. They aren’t performing as they should be, we need to up their game.” I then asked, “Is it the absence of those specific skills and that technology that is impacting
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.
InsightSquared
AUGUST 14, 2019
In 2019, artificial intelligence (AI) is prevalent in our everyday lives. Whether it be selecting a movie on Netflix, shopping on Amazon, or ordering an Uber, AI is powering many of the decisions we make on a daily basis. For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so.
The 5% Institute
AUGUST 15, 2019
We regularly hold sales training sessions with our clients, and some of the feedback we often receive from them is that their sales meeting topics can be boring or stagnant. A lot of what they go through is the same; week in and week out. We give them tips on how they can improve this and wish to do the same to help you too. This article is to help you with ideas that you can potentially introduce as sales meeting topics.
Sales Hacker
AUGUST 15, 2019
As the first step in the sales process, prospecting can make or break your entire funnel. . That’s why it’s critical you know how to qualify a prospect (the right way). Unfortunately, with the vast number of options and resources available today, some salespeople have adopted a “spray-and-pray” approach, trying to sell to anyone with a pulse. . With over 15 years of experience in sales, I’ve closed deals with big names like McDonald’s, Dell, and Manchester City Football Club — but those de
Women Sales Pros
AUGUST 16, 2019
Emotional involvement is something that, as humans, we can’t help but default to a level of personal comfort. And as a member of the human race, it is something I struggled with for a long time. What does getting emotionally involved look like? Ever had a buyer ask you a question or give an objection you weren’t prepared for? This would cause me to think, analyze, strategize, worry, become creative or get excited- which means I was not listening to my prospect.
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!
Partners in Excellence
AUGUST 13, 2019
Sales people and managers struggle with achieving their goals. We have to do everything–prospect, work the deals in our pipelines, do increasing amounts of reporting, and on and on. When we struggle to achieve our goals, the answers, perhaps disguised as coaching, are to “Do More!” Usually, that means do more of everything; prospecting working the deals in our pipelines, and more reporting.
The 5% Institute
AUGUST 12, 2019
A few years ago, I came across the quote How You Do Anything Is How You Do Everything; and my thinking was never the same. What stuck out about this particular phrase, is that it helped me internally self-reflect about what was happening in my life, and what I could potentially do to turn things around. It allowed me a new opportunity to focus on the only person I knew who could make that change – and that person was me.
Engage Selling
AUGUST 15, 2019
It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?
The Sales Hunter
AUGUST 13, 2019
How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. Watch my video to learn how to use email to prospect: Use email as simply one of your contacting tools.
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!
Miller Heiman Group
AUGUST 12, 2019
More than 80% of sales leaders believe they don’t have the right talent to succeed in the future, according to CSO Insights’ 2018 Sales Talent Study—a talent gap that’s disrupting most sales organizations. Using a talent strategy to ensure you’ve got the right people is one of the top 12 practices that distinguish world-class performers from everyone else in the 2019 World-Class Sales Practices Study.
The 5% Institute
AUGUST 13, 2019
Referrals are a great way to get leads for your business, product or service; that’s why in this guide, you’ll learn how to get referrals in a non pushy, yet effective way. The reason why referrals are great, is because one of the hardest things to build with your sales and marketing efforts – is trust. One of the reasons why people stall the buying or process or come up with objections, is because there’s a lack of trust.
Partners in Excellence
AUGUST 16, 2019
I had been working intensely doing some analysis for a client. My head was beginning to spin, and I needed a break. As fortune would have it, at just that moment, some poor SDR decided to call (or at least their power dialers decided to call). Normally, I don’t answer these calls, but I needed a break…… “May I speak to the person in charge of …… ” said the SDR. “I suppose that would be me, I’m CEO of the company,” I replied.
G2
AUGUST 14, 2019
Through visual composition, graphic design has the ability to solve problems and communicate messages.
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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
Sales Hacker
AUGUST 12, 2019
Have you ever wondered how other salespeople are tackling their roles? Structuring their days? Overcoming their challenges? In this series, we’re going behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re pulling back the curtain on a VP Sales in an early-stage, high-growth company, and for that, we talked to Collin Cadmus of Aircall.
The 5% Institute
AUGUST 12, 2019
The ‘I’m Not Interested’ Sales Objection is a common one for Sales Professionals; especially if you’re doing a lot of B2B sales calls. In this article, we’ll look at why they respond with this; and what you can do to handle it. The I’m Not Interested Sales Objection – How To Handle It. Why Does It Come Up. Before we investigate how to handle this objection, let’s briefly look at why it comes up in the first place.
Partners in Excellence
AUGUST 14, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. sales conversation. As usual, I thought, Scott is a wickedly smart marketing professional. Somehow those words seem like an oxymoron, but in his case it’s pure truth. During our conversation, Scott said something that stopped me for a few minutes, “Customers feel value.” I don’t know it Scott intended it that way, but I felt it at the moment he said it.
Miller Heiman Group
AUGUST 15, 2019
How do you identify the top sellers at your organization? Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. But do those numbers give you true insights into your best sellers and how they make their achievements? Not necessarily. For example, they may have inherited the account from someone who built a strong relationship and “farmed” it well or have a strong territory assignment.
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.
SalesProInsider
AUGUST 13, 2019
Why You Must Date Your COIs to Earn Referrals. Have you heard of the show Married at First Sight? The premise is that “experts” set up arranged marriages and the couples meet at the altar. Then for 8 weeks they must figure out whether they want to build a life with this person or get a divorce. And only 6 of 25 couples have remained together for any amount of time.
The 5% Institute
AUGUST 11, 2019
One of the most important parts of the sales process, is getting agreement from your potential clients during your sales conversation; or sales process. A way that you can effectively do this, is by using something called assumptive close questions. In this article, we’re going to look at what assumptive close questions are, as well as explore some examples for you to use and get inspiration from.
Partners in Excellence
AUGUST 12, 2019
Every year, I meet with thousands of sales people and sales managers. Inevitably the conversations focus on sales performance and achieving their goals. We try to help them understand the leverage points in achieving their goals, and how that drives their focus and activities. We start talking about the “numbers.” No, not quotas, but the leading numbers that indicate whether they are doing enough of the right things, with the right people, at the right time.
RAIN Group
AUGUST 14, 2019
This RAIN Group article was first published on Selling Power. Sales managers face a myriad of challenges managing remote sales teams. When seller and manager are in different places, though, one challenge stands above all else: ensuring sales productivity. Seventy-one percent of companies don't believe their sellers manage their time and days effectively.
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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