Anthony Cole Training
AUGUST 9, 2019
Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business. In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today!
Membrain
AUGUST 7, 2019
Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.
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Partners in Excellence
AUGUST 4, 2019
Have you ever put together a jigsaw puzzle? Recently, I was sitting in a hotel lobby. The staff had put out one of those 1000 piece puzzles. It turned out to be a fascinating social experience–strangers were sitting down together, trying to place pieces in the right spots. It was huge fun! Puzzles are interesting, and they are an intriguing metaphor for sales.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Anthony Cole Training
AUGUST 6, 2019
According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan.
ConversionXL
AUGUST 7, 2019
Influencer marketing has been around long enough to generate great case studies—and skepticism. That’s especially true for B2B marketers. An Instagram model gushing over a new fashion product seems infinitely remote from strategies they might deploy. Still, about 65% of brands planned to increase their investment in influencer marketing in 2018, which puts the strategy on track to top $10 billion by 2020.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
AUGUST 9, 2019
A few weeks ago, I had a conversation with the head of business development for a French logistics company. He was over the moon because in only 5 months he reached his goal of getting 10 qualified opportunities. And, even better, he managed to go beyond the target by closing a €350K deal. The results were shocking. And even more impressive, he got those results in a brand new industry. .
Hubspot
AUGUST 9, 2019
Forms are often an integral part of a buyer's journey, and most companies already use web forms as part of their marketing strategy. In fact, 74% of companies use web forms for lead generation, and 49.7% say their online forms are their highest converting lead generation tool. Forms can vary greatly in purpose -- you might use a form to get more sign-ups to your email newsletter, collect email addresses to send coupons and special offers, create gated content for viewers, or allow leads to sign-
Partners in Excellence
AUGUST 6, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “ Do we need outbound sales any longer? ” He followed that with a post. As I reflected on the question, I think we can only discover the answer by changing the question, “Why do customers need sales people any more?” Increasingly, the answer appears to be “They don’t!
G2
AUGUST 9, 2019
Working from home is as much a perk as it is a challenge. It can increase productivity or kill it. And the one thing it basically comes down to is: distractions. Luckily, research gives us a good idea about how to avoid distractions and unlock maximal productivity when working from home.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
The 5% Institute
AUGUST 7, 2019
We’ve trained Students all around the world; and many of them come from businesses that are selling insurance. This ranges from public liability insurance, home or business insurance, life insurance and much more. What we’ve found is by implementing these useful tips, you’ll be able to sell insurance a lot more consistently and effectively. Selling Insurance?
Hubspot
AUGUST 8, 2019
Marketing, in essence, is about delivering solutions to those who might benefit from them. Historically, marketers have had a difficult time using data to correctly identify and target their audiences. With minimal data to work with, organizations practices some less than ideal marketing practices: consumers are bombarded with unrelated ads, emails, phone calls, and other outreach that they inevitably ignore.
Partners in Excellence
AUGUST 8, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may have been, is that I did what too many of us do, focusing on ourselves–sales people, sales leaders, and selling. We all do that, we focus on what we do. We get into conversations about how we do what we do better.
G2
AUGUST 9, 2019
Remote work sounds like a dream come true, until it isn’t.
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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 7, 2019
There was a very curious thing in Zoom’s financials leading up to its IPO that I am surprised no one commented on. But as a founder, it jumped out at me. In 2017, Zoom’s cash burn was exactly equal to its Gross Proft. In other words, it burned exactly $0. It didn’t make a profit that year (although it does now), but nor did it even lose a nickel: .
Hubspot
AUGUST 8, 2019
You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople.
The Sales Hunter
AUGUST 6, 2019
You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week.
G2
AUGUST 6, 2019
Why does a referral program rock?
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
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.
Engage Selling
AUGUST 8, 2019
Successful sales teams don’t manifest by chance. All of the top sales teams in the world generally possess a few key traits for success. One of these important keys is resilience. Let’s face it, sales can be challenging.
Hubspot
AUGUST 7, 2019
It’s no secret that traditional forms of marketing, which interrupt audience members, are less effective than they once were for reaching prospects and converting leads into customers. That’s why content marketing has become a popular way for businesses to reach and engage their target audience. By providing audience members with useful content to educate them on your products and services — and show them how those products and services effectively solve their pain points and challenges — you ca
Women Sales Pros
AUGUST 9, 2019
A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. “Uggh,” I said. “What did you do?” He responded without missing a beat, “Some will, some won’t, moving on.
G2
AUGUST 9, 2019
Before you begin working from home full time, as I did six months ago, it’s important you have a space in your home completely designated for work.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
CloserIQ
AUGUST 5, 2019
When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. By the time your careful messaging has run up the ladder, it’s been mutilated. But, if you sell directly to an executive, your sale can get closed faster – and better. . But selling to C-level buyers requires a different approach than with typical buyers.
Hubspot
AUGUST 7, 2019
A landing page can be the designated page you’re taken to when you click on an ad. It can be the page that follows a call-to-action button. A landing page can also serve as the homepage of a website. What distinguishes a webpage as a landing page is its objective — the purpose of a landing page is to convert visitors into leads. That’s it. The differentiating component of a landing page is that it contains a lead form that asks visitors for their contact information, typically in exchange for so
Partners in Excellence
AUGUST 5, 2019
Leverage is an important concept in business, sales, and marketing. Unfortunately, we spend too little time understanding leverage and identifying leverage opportunities in coaching and developing our people. Perhaps, our aversion to leverage is the negative connotations of the word. Too often, it’s construed as using some sort of manipulation or unfair/unethical tactics.
RAIN Group
AUGUST 7, 2019
How would you rate your organization's sales process? Ad-hoc: No consistent process. Emerging: Some consistency and planning framework. Defined: Guides sellers to plan for—and win—opportunities. Managed (adoptive): Well-defined and easy to use, offering specific details and guidance for selling. World-Class (adaptive): All of the above—and then some!
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Sandler Training
AUGUST 6, 2019
One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion withi
Hubspot
AUGUST 6, 2019
The average ramp-up time for salespeople is between six and nine months. That’s a lot of lost revenue for your company. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). It takes time. It might feel like you’re over-communicating.
Sales Hacker
AUGUST 5, 2019
Customer data platform (often called CDP) isn’t a term you hear very often — especially outside of marketing. In truth, it’s a relatively new addition to the MarTech landscape. . Among marketers, CDPs are the go-to tool for personalizing the customer journey, creating granular segments and developing a 360-degree view of customer interactions with the brand.
SaaStr
AUGUST 3, 2019
Cold emails to investors have their detractors. There are so, so many start-ups these days. Everyone with a checkbook is looking for signals which of the 1000s to invest in. Because these days in SaaS, there are just too many. 5 years ago, you could meet many of them. 10 years ago, you could meet all of them. Now there are just too many. So you are looking for signals.
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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
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