Anthony Cole Training

MARCH 16, 2020

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

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Gong.io

MARCH 19, 2020

Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. . And keep knocking your number out of the park. #1 Master the Online Demo. It’s the ultimate test to becoming a world-class inside sales rep. .

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Inside sales Quota Sales Strategize 153

G2

MARCH 18, 2020

When it comes to digital marketing for businesses, as the saying goes: content is king.

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SaaStr

MARCH 19, 2020

Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. The vast majority aren’t going anywhere, and may even upgrade to more seats.

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Meeting Closing Up-sell Product 145

Advertisement

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.

Sales

Understanding the Sales Force

MARCH 16, 2020

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean? One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret th

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Price Sell Presentation Sales 140

Gong.io

MARCH 16, 2020

The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 Make Pipeline Reviews Strategic.

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Pipeline Quota Sales Strategize 145

Sales Hacker

MARCH 18, 2020

In sales, it’s normal to deal with slow seasons, bad seasons, and horrible seasons. But none of those compare to the current situation. The COVID-19 outbreak has been hitting the world where it hurts since February, ultimately affecting our lifestyles, our plans, and, naturally, our businesses. This is a lot to take in and adjust to. What to expect?

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B2B Healthcare Hospitality Sales 137

G2

MARCH 19, 2020

Do you want your visuals to set your brand apart from the competition?

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SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. You’re home now, not in the office. Remote work is here for the foreseeable future. You’re used to having people right next to you to get advice. Or you’re used to coaching your team on the sales floor. Now you need to engage everyone from afar.

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Quota Territory Trust Up-sell 131

Partners in Excellence

MARCH 17, 2020

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. The need hasn’t disappeared, the customer, for various good/bad reasons just fail to make a buying decision. We are learning, as sales people, what we need to do is help the customer organize to buy and navigate their buying process.

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Up-sell Start-ups Sell Customers 132

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.

Product

Engage Selling

MARCH 20, 2020

With everything going on the world with coronavirus, remember that it’s not time to stop selling! I understand at the moment, depending on where you are in the world, your situation may not allow for selling like you normally do.

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Membrain

MARCH 18, 2020

Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.

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Sales 127

SalesLoft

MARCH 16, 2020

COVID-19 may be changing the way you work and where you work, but one thing it doesn’t change is the need to hit your numbers. We feel your pain because we’re feeling it, too. . Travel restrictions, temporary hiring freezes, changes in market demand, and remote teams all create new challenges and make it harder to sell. We get it. As a SalesLoft customer, our #1 priority is to help you hit your numbers , so let’s talk about how we can do that.

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Partners in Excellence

MARCH 20, 2020

The COVID 19 crisis is forcing all of us to deal with issues few of us have ever faced. The risk, complexity, uncertainties, fear are profound. It impacts every individual, organization, society. But it’s fascinating to see how tragedy brings out the best in people and the best in addressing crises. Everyday, we are learning things that help us deal with the challenges presented by the virus and it’s impact on our lives, companies, nations, and economy.

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Trust Presentation Customers Sales 128

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

Salesmate

MARCH 17, 2020

You’re the CEO and a proud founder of a new startup venture. You also have a reliable team of sales professionals. You are gearing up to launch your product’s sales process. Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. Your company is scaling at an affordable rate, giving you enough time to check how your operations are running right now.

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Process Objectives and Key Results CRM Sales 125

ConversionXL

MARCH 19, 2020

“Rare is the business that has a formal disaster plan, let alone one that covers a global Black Swan event.” Tim Stewart, trsdigital. An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. But nothing gets better if we stand still. Work can be a welcome intellectual distraction. It can also keep your employees employed or help you retain your job—a modicum of security in uncertain times.

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Growth Non-Profits Price Promote 121

G2

MARCH 20, 2020

Visual branding is of extreme importance for any business in multiple ways.

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Partners in Excellence

MARCH 18, 2020

Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light. Unfortunately, rather than doing the former, in focusing on our own self centered objectives, we end up doing the latter.

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Technique Technology Technology Prospecting 116

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!

Customers

Sales Hacker

MARCH 16, 2020

There’s been a shift in how B2B organizations communicate through follow-ups and outreach. They’re taking a more B2C-like approach, optimizing the buying experience to win more business. Eight out of ten business buyers want the same experience as when they’re buying for themselves. This means that even in the B2B space, your buyers want ultra personalized experiences, they want their needs to come first, and they want on-demand engagement.

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Follow-up B2C Cold Call SQL 111

Predictable Revenue

MARCH 19, 2020

To achieve exponential growth, a consistent source of predictable opportunities is needed. That source is outbound sales. Tom talks about how he sources and closes leads on every salesperson’s favorite social media site, LinkedIn. The post How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott appeared first on Predictable Revenue.

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Meeting Growth Closing Sales 111

Salesmate

MARCH 20, 2020

History repeats itself. The same dissatisfying sales result again. As per the sales reports, you’ve made many calls. However, the question is how many out of them were successful? Sales call failures are the root causes of many lost deals. Sales call is one of the main communication channels used to interact with potential buyers. 92% of all customer interactions take place over the phone – Salesmate .

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Sales CRM Prospecting Contract 109

Heinz Marketing

MARCH 18, 2020

By Matt Heinz, President & Founder of Heinz Marketing. I’m not usually one for hot takes, but this might be one. I’ve chosen the word “ethical” in this question intentionally because of its implied severity. I could have asked “is it uncomfortable to sell right now” or “is it inappropriate to sell right now”. And I think we’ve all seen examples of companies that clearly meet that bar in the past few days.

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Sell Pitch Technique Pipeline 109

Advertisement

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

Force Management

MARCH 16, 2020

It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community. I like to talk and write about things that give people “spirit”. What often happens, is that I wind up getting the most spirit out of the exercise.

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Start-ups 104

Sales Hacker

MARCH 18, 2020

Informed and actionable business decisions now happen easily, thanks to artificial intelligence (AI) and machine learning (ML). B2B salespeople can, at a single click, determine the customer’s buying behavioral patterns and personalize content and ads to align with their browsing history, industry trends, and interest. The stressful lead scoring and nurturing in the sales process is gradually becoming a soft work.

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SQL Technology Technology Sales 103

Hubspot

MARCH 19, 2020

Great content and attracting inbound links are major elements of your SEO strategy. If you’ve created an exciting blog post or ebook, you’ll naturally want to work on making sure that you are driving as much traffic to it as possible. Part of that strategy should always include internal linking, and understanding how the other pages of your website can contribute value toward your new page.

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Engineering Promote Campaign Start-ups 101

Heinz Marketing

MARCH 16, 2020

Most of the “how to work from home” blog posts I read last week missed one important element – how do you do it when your kids are stuck home with you as well?! I posted this question on LinkedIn last week hoping that other parents facing this new reality for the new couple/few weeks would have some ideas (proven or otherwise). And boy did you guys deliver !

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Meeting 107

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.

User Experience

SaaStr

MARCH 20, 2020

In talking to dozens of SaaS companies this week and past, it’s clear most of us are seeing a big slowdown in new deals. Not all of us, but most of us. But one thing is still going on outside of the most impacted industries — discovery. In fact, in some cases, tech companies that are WFH have more time as customers to do discovery for new vendors.

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SalesProInsider

MARCH 19, 2020

Greetings! Please picture yourself sitting on a really comfortable airplane seat, getting yourself all settled in as you’re excitedly thinking about the fabulous destination you’re going to and the wonderful things that you’re going to do there. Got yourself seated? Just snuggle in because those seats are so comfortable. As you’re getting situated, the onboarding announcements begin and the friendly flight attendant starts on their spiel, and one of the components is always this message: “In the

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Clients Trust Service Start-ups 96

Hubspot

MARCH 19, 2020

91% of marketers are confident that they're making marketing decisions that will positively impact revenue. Are you one of them? As marketers, we're well-versed in the main goals of internet marketing: to generate leads and new business. Revenue generated from online marketing justifies why we include online channels in our marketing efforts. Some companies use revenue as a jumping-off point to build their marketing plans.

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Campaign Lead generation Follow-up Start-ups 101

Heinz Marketing

MARCH 15, 2020

By Sheena McKinney , Executive Assistant at Heinz Marketing. Whether or not current world health events have you working from home, you’ve certainly battled background noise during calls before…everything from kids to dogs to construction work or if you’re like me– even a woodpecker hammering your chimney or your house mate making a smoothie at the worst possible time.

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Construction Price Meeting Product 95

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.

Sales