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.
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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 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.
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.
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-
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!
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: 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.
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!
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.
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?
G2
AUGUST 9, 2019
Remote work sounds like a dream come true, until it isn’t.
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 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.
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.
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. .
G2
AUGUST 6, 2019
Why does a referral program rock?
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!
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.
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
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.
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.
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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
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.
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
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.
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
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.
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 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.
SalesforLife
AUGUST 8, 2019
We’ve been working with a Fortune 50 company over the last couple of years, and it’s been incredible to watch how they’ve incorporated modern, digital selling with traditional calls, email-based selling, and account-based marketing as part of the trifecta of success. This company is at the cutting edge of AI and machine learning , and has been very successful at doing propensity scoring of inbound leads.
SalesProInsider
AUGUST 6, 2019
Look Under That Rock to Find COIs and Referrals. In your search for viable leads or prospects, you’ve probably heard this wise advice: “Build relationships with centers of influence – or COIs to gain a big referral source.”. And yet in my 20+ years of working with financial advisors, I hear more disappointment in the results of these efforts than successes.
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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