Anthony Cole Training
DECEMBER 2, 2019
In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!
Membrain
DECEMBER 1, 2019
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.
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SalesProInsider
DECEMBER 4, 2019
We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together.
Gong.io
DECEMBER 3, 2019
Sorry! My bad! Forgive me! . These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon.
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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
DECEMBER 5, 2019
Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.
The 5% Institute
DECEMBER 6, 2019
Professional sales skills are a must learn if you want to be reach the top 5% of your chosen industry in selling. By professional sales skills – we mean skills that’ll position you as an authority and separate you from the competition. It’s not always easy; you get so busy doing your day to day tasks such as prospecting , meeting with potential clients and trying to get referrals , that you may forget to up-skill your personal and sales development.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
DECEMBER 6, 2019
Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Let’s get started. Handling objections vs. negotiating.
Hubspot
DECEMBER 6, 2019
There's nothing more frustrating than going to a website and trying to navigate an outdated webpage. Actually, one thing might be worse: the dreaded 404 error status code. These are warning signs that a website needs to be migrated or was migrated incorrectly. A website migration gives your website a polished look and involves the work of moving links and content from an old website or markups to a new one.
The 5% Institute
DECEMBER 4, 2019
There are people all around us who fit the status quo; and then there are the peak performers. Those people that seem to always be positive, stay driven, and just get so much done. So what are peak performers? Peak performers are people who are positive, identify and have clarity of their personal goals , and maintain a lifestyle to work towards making their goals and ambitions a reality.
ConversionXL
DECEMBER 4, 2019
This is the fourth edition of our State of Conversion Optimization report. The upward and downward trend data is increasingly interesting. But it’s also easy—and equally useful—to spot the things that haven’t changed: the strategies that continue to work and the issues the industry hasn’t yet solved. In partnership with AB Tasty , we gathered opinions from nearly 400 optimizers working in more than 50 countries.
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.
Heinz Marketing
NOVEMBER 30, 2019
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. Attention-Grabbers: Five Publicity Lessons From Unique Billboard Ads. Billboards are having a revival, here are some things you can learn from a traditional advertising method.
Hubspot
DECEMBER 3, 2019
As people spend more and more time online, the role of the web designer has become increasingly crucial. As a web designer, it's your job to stay on top of new techniques, technologies, and tricks that continue to emerge at a phenomenal rate. Additionally, you also need to run your business -- including finding clients, filing accounts, and potentially hiring and managing staff.
The 5% Institute
DECEMBER 2, 2019
You probably have a fantastic product or service and now it’s time for people to know about it; how do you penetrate the market successfully? How can you effectively get your product or service in front of people you want to work with, and that would also greatly benefit from the results of what you sell? In this article, we’ll be looking at five important factors to penetrate the market successfully, and to get you through the noise and through the competition.
Force Management
DECEMBER 5, 2019
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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!
Sales Hacker
DECEMBER 3, 2019
Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose. Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. And as more companies mature from making impulsive decisions based on data in spreadsheets to making data-driven decisions based on statistics collected through automation, more marketers are minimizing risk to play their cards by the numbers.
Hubspot
DECEMBER 2, 2019
I was playing with my nephew at the park recently, watching him run from the swings to the jungle gym to the slide. He laughed as he tried to climb up the slide instead of going down, and he skipped the paved walkway in favor of the large field of grass leading back to my car. It suddenly struck me that park designers are really smart people, because they manage to entertain children of all ages for hours at a time.
The 5% Institute
DECEMBER 4, 2019
Overcoming objections in sales conversations is a very important part of the sales process , and something you’re most likely to come across – even when your potential client is eager to buy. So how should you go about overcoming objections in sales? In this article, we’ll explore the five-step approach we teach Sales Professionals and Business Owners, but before we do – we’ll also look at where sales objections come from.
Membrain
DECEMBER 4, 2019
You probably know or can put your hands on metrics for a lot of aspects of your sales organization. For instance, you know how much your salespeople need to sell in order to meet your revenue goals.
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!
ConversionXL
DECEMBER 4, 2019
This is the fourth edition of our State of Conversion Optimization report. The upward and downward trend data is increasingly interesting. But it’s also easy—and equally useful—to spot the things that haven’t changed: the strategies that continue to work and the issues the industry hasn’t yet solved. In partnership with AB Tasty , we gathered opinions from nearly 400 optimizers working in more than 50 countries.
Hubspot
DECEMBER 5, 2019
Since it launched in 2005, Reddit has remained a mystery to many marketers. The user-influenced platform , which embraces discussion and community engagement, rather than content creation or branding is vastly different from other networks -- like Facebook or Instagram -- where brands naturally find their niche. But, in the past few years, Reddit's made attempts to gain more attention from brands.
The 5% Institute
DECEMBER 2, 2019
What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? In this article, we’ll be exploring this, as well as how to ensure you execute a positive account management experience. What Is Key Account Management? So what is key account management?
Partners in Excellence
DECEMBER 1, 2019
“Water water everywhere, Nor a drop to drink…” is a famous line from Coleridge’s “The Rime Of The Ancient Mariner.” At a recent lunch, my friend, Tim Ohai, and I were talking about problems we see with too many managers. Today’s tools provide sales people and leaders more data than we have ever had before. We can measure about every activity we undertake, every engagement with our customers.
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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
Gong.io
DECEMBER 2, 2019
Why is it so crucial to simplify your sales messaging? . How do you use data to iterate your strategy? . Why is vulnerability the missing link for most sales leaders? . On a recent episode of the Reveal podcast, we connected with Scott Leese for answers to these and other questions that are top of mind for revenue leaders. Scott has over a decade of sales leadership experience, is the former SVP of Sales at Qualia, and is the founder of the Surf & Sales conference.
Hubspot
DECEMBER 6, 2019
Like many kids, when I was younger, I used to spend Christmas Eve eagerly awaiting the morning when I'd run downstairs and see a mountain of presents to unwrap. I imagine search engine optimizers feel the same way when the news hits of a new Google algorithm update. While Google makes updates every day — an average of almost 9 per day — most of these are minor updates.
criteria for success
DECEMBER 5, 2019
When we think of sales process management, it’s easy to focus on developing the process, monitoring its use, and revising it over time. Don’t forget measurement! One of the benefits of a clearly defined sales process is that it provides you with a foundation for measuring results. If each person on your team is following [.]. The post Sales Process Management: How to Measure Success appeared first on Criteria for Success.
Partners in Excellence
DECEMBER 5, 2019
December is always ripe for prognostication and advice for success in the New Year. Pundits, consultant, vendors of Sales/Marketing automation tools will offer endless insight and advice on how to beat your goals, how to be successful, how to have a fast start for the New Year. Already, I’m seeing articles on, “Do these 5 things… The 10 critical success factors… These technologies are critical to customer engagement in 2020…” I’m no different, I’m
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.
Gong.io
DECEMBER 2, 2019
At Gong’s #celebrate conference, sales leaders discussed three outcomes tied to revenue intelligence: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks. Now up: ‘deal success,’ based on a panel hosted by Chris Orlob, Director of Sales at Gong and a talk by poker world champion Daniel Negreanu.
Hubspot
DECEMBER 2, 2019
The holidays can be a magical time of the year when you're surrounded by family, friends, good food, great parties, and fun traditions. If you're a manager, you might be excited to get some much-needed rest and relaxation or family time. But, at the same time, you might be wondering how you're going to wrap up all your end-of-year projects while you and your team's minds start to wander off with holiday cheer.
G2
DECEMBER 4, 2019
Prospective business owners go through several stages in the journey to turn their initial ideas into thriving enterprises.
Understanding the Sales Force
DECEMBER 2, 2019
This will be the 18th consecutive year that we attend the Boston Ballet's performance of the Nutcracker, and while it is the same performance every single year, it is a wonderful family tradition and we wouldn't miss it for the world. Traditions are important. They ground us, give us a sense of stability and purpose, and provide something that we can look forward to.
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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