Anthony Cole Training
AUGUST 4, 2020
Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.
Membrain
AUGUST 5, 2020
In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.
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Partners in Excellence
AUGUST 3, 2020
It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?
Heinz Marketing
AUGUST 5, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Have you redefined your visual strategy post pandemic? Now that most of us are working from home, we need even better communication tools and strategies to help us get our message across to both colleagues and clients. The importance of visual communication is emphasized even in the pre-COVID era, and with the current new normal, it has become extremely important to get your message across efficiently and effectively.
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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.
SaaStr
AUGUST 1, 2020
This has been an incredible roller-coaster for us in SaaS and Cloud since March 15, for some even more than others, but an incredible amount of change for all of us. Some of you are in the “Covid Decimated” category (travel, IRL events, etc) and things in many ways are as tough and rough as March. But most of you are in either the “Covid Impacted” (down but still growing) or “Covid Beneficiary” (growing faster since so many now have to work-from-home) categor
Membrain
AUGUST 2, 2020
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
AUGUST 6, 2020
We’re strong advocates for diversity, equity, and inclusion here at Gong. As Gong’s Chief People Officer, I’m proud of our commitment to a culture of inclusion and belonging. We’ve even named our collective efforts #belongatgong. Recently, our executive team made a significant corporate decision guided by our commitment to #belongatgong. It’s a path-defining choice to bring our corporate value, “Act Now” to life. .
Partners in Excellence
AUGUST 7, 2020
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have to do discovery, what are their needs and requirements, who’s involved, what is their decision-making process, what alternatives are the con
Score More Sales
AUGUST 6, 2020
During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.
Salesmate
AUGUST 6, 2020
Previously, many businesses have conceptualized their sales and marketing teams and functions as two separate entities. In this context, marketers’ job is to produce content and promote the company to bring in as many leads as possible, while the sales team are left to attempt to convert these leads into customers. The two teams may have little understanding of each other’s strategy or day-to-day work, and in the worst-case scenarios, may even look somewhat disparagingly at each other.
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
AUGUST 6, 2020
By Winfield Salyards , Marketing Coordinator at Heinz Marketing. As of this past week I have officially been at Heinz Marketing for 1 year, and what a weird year it has been. With all the things that have happened just in 2020 I can barely remember 2019. Because of that, I wanted to look at some of the things I have learned here framed through our company values : Results-driven, respectful, curious, creative, proactive, and generous.
Sales Hacker
AUGUST 5, 2020
As salespeople, we’re all probably aware of tools like Salesforce, Hubspot, Outreach, and Zoominfo. But what most sales teams don’t know is that their sales tech stack is still missing a critical piece — a tool that can accelerate the last leg of their deal cycles and cut it down by 24%. Contract lifecycle management (CLM) software. What? I hear you asking yourself.
KO Advantage Group
AUGUST 3, 2020
It's summer. That means it is so easy to push off work to enjoy the beautiful weather. It's great for you and your business to take time off - but you always want to make sure that what you are doing instead is valuable. Take a look at these five quotes to inspire you to take the most out of your summer.
Salesmate
AUGUST 7, 2020
A competitive market is a never-changing scenario, and so is the fight for having better sales than your competitor. Sales – is the world giving sleepless nights to millions of people around the globe. Organizations across the world invest a lot of time, effort, and resources into the development of marketing strategies and innovating services and products.
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!
ConversionXL
AUGUST 4, 2020
Your new boss read that customer experience (CX) improvements can deliver billions in additional revenue. So HR hot-footed it onto LinkedIn and recruited you to make this a reality. As if expectations like that weren’t enough, you might have heard that one in four CX employees are predicted to lose their jobs this year–if you can’t prove value, you don’t get a paycheck. .
Heinz Marketing
AUGUST 3, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
SaaStr
AUGUST 7, 2020
The best salesteams seem to just do amazing things together. What differentiates them? Well, they do tend to work at some of the best companies, so there is that. But it’s more than that. A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota.
Adaptive Business Services
AUGUST 4, 2020
I am currently spending some time each week investing in myself. While I am performing a number of initiatives, a big one is upping my game in the referral marketing (sales) arena by taking a course from a gentleman, Tom Gay , who I have known for over 10 years. When he moved to Boise, Tom and I connected on LinkedIn and he also became a member of my networking groups, NetWorks!
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
AUGUST 5, 2020
Not long ago, it was common for marketers and web analysts to spend the bulk of their day staring at Excel spreadsheets, manually collecting and organizing ad spend data across dozens of sources. You had to go to each advertising account and export statistics on advertising campaigns, such as ad impressions, clicks, and costs, then export data from the web analytics system, and, finally, combine all the data manually.
Sales Hacker
AUGUST 5, 2020
As salespeople, we’re all probably aware of tools like Salesforce, Hubspot, Outreach, and Zoominfo. But what most sales teams don’t know is that their sales tech stack is still missing a critical piece — a tool that can accelerate the last leg of their deal cycles and cut it down by 24%. Contract lifecycle management (CLM) software. What? I hear you asking yourself.
Highspot
AUGUST 5, 2020
Building a diverse team is core to how we grow as a business. As part of that commitment, we are honored to not only be sponsoring this year’s virtual WiT Regatta — but to have many of our incredible employees speaking at the event. In advance of the WiT Regatta, we asked several of these speakers to share their vision for the future of tech, what it means to build a diverse workforce, and advice for anyone looking to make the jump into the industry.
Engage Selling
AUGUST 7, 2020
The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value?
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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
SalesHood
AUGUST 7, 2020
Sales enablement content is critical to your organizations sales enablement efforts. If the Apollo 11 astronauts were sales people, their Sales Enablement team would have been the guys back in Houston. One of the sales team’s crucial tasks is to tell a story. In order to enable the sales team to believe [ ] The post What Are the Essential Types of Sales Enablement Content?
SalesHandy
AUGUST 3, 2020
In the realm of lucrative businesses, wouldn’t you like to build one where you don’t need to have a product to sell and still make a high income? Somewhat similar to affiliate marketing, a lead generation business generates leads and sells existing products and services for a fee. In the United States alone, there are over 30 million small businesses that generate trillions of dollars in revenues combined.
Sales Hacker
AUGUST 4, 2020
This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Matt launched his business from his proverbial garage while his wife was pregnant with their first child. Years later, he’s got a thriving business that is not venture capital backed. He’s one of the small and medium-sized business owners of the world trying to build a huge business.
SaaStr
AUGUST 4, 2020
I remember the first time I worked directly for a CEO. I’d reported to leaders before, and a VP before, but never the CEO. It was also my first start-up job. The start-up I joined had about 60 people and just 1 office, a big shared office like a fishbowl. My desk was in there. In there, sat the CEO, the President, the Controller, and as of my first day … me.
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.
Predictable Revenue
AUGUST 6, 2020
How to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training, and keeping the sea of faces on your team zoom calls engaged. The post Manage a large sales team virtually and build a kick-ass discovery process appeared first on Predictable Revenue.
criteria for success
AUGUST 5, 2020
Are you a sales leader with an unmotivated sales team? Are you struggling to find sales meeting ideas that will inspire and motivate your team to get moving and just sell already? Sales “ headtrash ” has a way of getting to the best of us—everyone needs a little pick-me-up every now and then. As a sales manager, you have a lot more power than you might think.
SalesLoft
AUGUST 4, 2020
Ahhhh, objections. The bane of salespeople’s existence. Red flags, hurdles, deal crushers — whatever you like to call them, they often surface at the worst possible time. . If reps aren’t careful, “harmless” questions can knock a deal back a couple of stages or, even worse, derail it altogether. For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour.
PandaDoc
AUGUST 3, 2020
Webinars bring people together. Unlike seminars that can be reached only locally, webinars offer a global reach. This creates fantastic opportunities for participants and the webinar hosts. However, nowadays, webinars are not always about sheer knowledge sharing. Companies all over the world use webinars to reach a wider audience, build reputation, and convert their viewers into loyal customers.
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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