Anthony Cole Training
JUNE 25, 2018
There are a number of reasons why a person might choose to pursue a career in sales. For one thing, sales jobs tend to be more plentiful and, therefore, easier to find and get. Additionally, even though some of us are more naturally gifted at selling than others, sales is a type of career in which virtually anyone can learn and thrive.
Jeff Shore
JUNE 28, 2018
By Jeff Shore. Let’s be honest. If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success; start a gratitude journal. That’s all good advice and could be helpful in working your way out of your slump. But I don’t want to talk about slowly inching your way out of a funk. I want to talk about vaulting out of that Godforsaken state and into top performance mode right now.
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Membrain
JUNE 27, 2018
It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a big, fat promotion. But within six months of the promotion, your high-flying performer is miserable, your sales team is doing worse than before, and you’re at risk of losing some of your best people.
Women Sales Pros
JUNE 28, 2018
I am about to attend my third WISA NA Awards Gala. It is exciting NOT because I like to get dressed up (I don’t) but because of what I have learned as a judge, a mentor, and a media sponsor. Initially when I heard about an evening in gowns and black tie to celebrate women in sales and sales leadership, I was hesitant. We are professionals – business women – we don’t need a gala to attend to prove how effective we are at growing revenues and leading sellers.
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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.
Engage Selling
JUNE 28, 2018
Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects.
Jeff Shore
JUNE 26, 2018
By Amy O’Connor. Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt? It’s cute to watch if you find yourself with nothing better to do on a Friday night, but I digress.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
criteria for success
JUNE 26, 2018
What are the secrets of writing a LinkedIn profile that will help you stand out? What should you mention in it? And, how can you use your LinkedIn profile to nail the job of your dreams? LinkedIn has been one of the most popular channels for job search for a long time now. Expanded Ramblings [ ] The post Five Tips on Writing a LinkedIn Profile for Career Success appeared first on Criteria for Success.
Membrain
JUNE 24, 2018
Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long as they are because of the complexity of the sale, but in most cases targeted coaching can greatly improve the length of the sales cycle.
Understanding the Sales Force
JUNE 25, 2018
Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness.
Hubspot
JUNE 27, 2018
This is a guest post written by Jamie Turner, founder of the 60 Second Marketer. He is an in-demand marketing speaker and author of the book entitled Go Mobile with Jeanne Hopkins, former VP of marketing at HubSpot. While email marketing may not get the attention some newer marketing channels get, it's still a terrific way for you to generate leads and convert more prospects for your business.
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.
Partners in Excellence
JUNE 28, 2018
Imagine you have an appointment with your ideal customer. The only constraint is that you can’t talk about your product. Could you make the call? What would it look like? I suppose you could talk about the weather, exchange chit chat about the World Cup, perhaps the latest baseball games or cricket matches. But that wouldn’t be very satisfying to you or the customer.
Topline Leadership
JUNE 29, 2018
Sales coaching can get over-complicated. Here are four easy sales coaching tips, any one of which can help you become a more successful sales manager. The post 4 Easy Sales Coaching Tips to Improve Your Team appeared first on TopLine Leadership.
Jeff Shore
JUNE 27, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Johnny Quinn and Jeff talk about success. From tryouts in the NFL to becoming an Olympic athlete, Johnny Quinn knows about success and failure. As a sales professional, which voices you listen to can make all the difference. As Winston Churchill said, “Success is not final, failure is not fatal; it is the courage to continue that counts.”.
Hubspot
JUNE 28, 2018
Creating a resume from scratch can be a pain, particularly when you have limited design experience and your resume doesn’t extend beyond Times New Roman 1-inch margins in terms of flair. You want your resume to appear professional, but you also don’t need it to look exactly the same as every other resume in the stack. Fortunately, you don’t need to attempt any tricks you learned in a Photoshop 101 class to create a sleek and attention-grabbing resume.
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
JUNE 26, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in marketing and sales. At a high level, it’s supposed to be a compelling statement about who we are, what makes our solution different. Ideally, it is so compelling the customer immediately sees the light and issues a PO. All we have to do is position our USP in our web sites, our marketing materials, and our prospecting pitches, and we immediately capture the customers’ attentions.
Gong.io
JUNE 29, 2018
For any sales rep, picking up the phone to perform a discovery call is daunting. Even the most experienced reps consider discovery calls to be redundant, and sometimes awkward. But because discovery calls are a critical part of the sales process, it’s important to know what to say, and what to avoid. Our data team at Gong.io analyzed 519,291 sales conversations to discover what makes for a great discovery call, and how top reps determine whether or not the buyer on the other end is a goo
Sales Hacker
JUNE 28, 2018
Part 4 of this sales coaching series focuses on the right coaching goals for sales reps. Article overview: 1) Sales coaching is not a beat-down. 2) Sales Coaching: What salespeople say versus managers/leaders. 3) Don’t mistake a conversation for sales coaching commitment. 4) How to make your 1:1s count. 5) Stay in the inspiration business: Read the full coaching series.
Hubspot
JUNE 26, 2018
The first marketing email was sent in 1978, resulted in $13 million in sales, and kicked off what has become one of the most highly used marketing channels even to this day. Given its early beginnings, email isn’t as shiny as some newer channels like messaging and social, but it is an effective way to build an owned audience that gets results. Email isn’t dead.
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!
Partners in Excellence
JUNE 27, 2018
There are two fundamentals to maximizing your ability to win a deal–unfortunately, both tend to be executed very poorly. The first is Qualification, or as I like to call it, Disqualification. This focuses us on pursuing the right deals with customers that are committed to changing. The second is the Discovery Process. Too often, sales people skip right over this, going straight to pitching their products/solutions.
Openview
JUNE 27, 2018
Bad sales hires are painfully expensive. But if there’s one hire you really don’t want to screw up, it’s your VP. Take this founder as an example – they made a mis-hire at the VP level and churned him in less than 14 months. And it’s cost their business four quarters of performance , employee morale, and almost their entire BDR team too. Sadly, this is a very common story for me to hear these days – including the effects it has on businesses.
Miller Heiman Group
JUNE 25, 2018
How to balance the expectations of buyers with the demands of sales leaders. Sales research confirms what salespeople already know: It’s tough out there. Quota attainment rates have been declining for the past five years, and no one knows what the next five years will bring. Customers today enjoy unprecedented power in the buyer/seller relationship, and their heightened expectations are putting pressure on B2B solution providers.
Hubspot
JUNE 27, 2018
Starting a real estate business ain't for the faint of heart. What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years. But for those who have what it takes, starting your own real estate business can absolutely give you the seven-figure job of your dreams.
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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
Partners in Excellence
JUNE 25, 2018
Long time readers might accuse me of asking a trick question. The obvious answer is, “Duuugggh Dave, it’s Sales Enablement……” But if you think about it, sales enablement is about helping our sales people achieve the highest levels of performance/productivity in executing our business strategies in the face of the customer.
Outreach
JUNE 27, 2018
Meetings are the lifeblood of a successful sales operation. The more you have, the more deals you can close. But—if we can be frank for a moment—the organizational and logistical work required for meetings is a total pain in the butt. Scheduling (and then inevitably, rescheduling them) is a tedious timesuck. Worst of all: Many of these scheduled meetings never even happen.
criteria for success
JUNE 27, 2018
Some of the best work-life balance tips come from those you know the best! A friend of mine at breakfast recently said, “life would be great if I didn’t have to work! All I do is deal with problems.” She happens to be the CEO of a successful and growing Ad Agency. Five minutes later, [ ] The post Four Work-Life Balance Tips From CEOs and Clients appeared first on Criteria for Success.
Hubspot
JUNE 26, 2018
There’s plenty of science to suggest flexible work schedules are critical for happier, more productive employees, and a more successful company overall. For instance, take a look at this graph from The Economist , which shows that working fewer hours correlates with higher levels of productivity in the form of increased GDP (gross domestic product).
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.
Sales Hacker
JUNE 27, 2018
I know what you’re thinking. “How to walk away from a business deal.? Wish I had the luxury to have a few of those…”. I get it. As salespeople, and especially as salespeople in today’s world, the pressure is greater than ever to deliver. Unattainable sales goals are very prevalent. Salespeople are missing their targets more than ever before. But here’s the truth—no matter how high the pressure or the stress , my 20 years of experience in sales has shown that bad business is never worth pur
RAIN Group
JUNE 27, 2018
Sell the product benefits. Book the demo. Get them a free trial. Present the pitch deck. We hear these ideas from sales pundits all the time. We want buyers to experience our product or service and see everything it has to offer. We develop long presentations and demos showing them the ins and outs and the numerous fancy, flashy things our offering can do for them.
SalesLoft
JUNE 27, 2018
LinkedIn is one of the most widely used social media websites for professionals today. With over 500 million users worldwide, utilizing the platform to enhance sales engagement can really make an impact on any sales process. In this video, Austin Kerr, an enterprise sales team member at Salesloft, shares with us how to use LinkedIn to dominate the sales process.
Hubspot
JUNE 27, 2018
Did you know that without a lead-capture form , your digital content can't generate leads? The lead-capture form is the main focus of a lead-capture page -- better known as a landing page. The ultimate goal of this page is to get your visitors to fill it out with contact information in exchange for a piece of content, such as an ebook. Because the formatting and design of your lead-capture form has a direct impact on your conversion rates, it's absolutely critical that you approach them wisely.
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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