Anthony Cole Training

APRIL 13, 2018

Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis.

Sales 163

Sales Growth 163

Jeff Shore

APRIL 12, 2018

Ryan Taft. ?I am not a big script guy. I have never been. Sales scripts are typically written from the perfect world perspective. In other words, if customers acted exactly the way we wanted them to and if sales people were robots, then a script is bullet proof. But sales, my friends, is not a perfect world. I don’t know about you but every sales script I have ever been handed and told to use on customers, I read it thinking to myself “I would never say this.

Customers 130

Customers Commission Presentation Closing 130

ConversionXL

APRIL 12, 2018

If you ever ran a highly trustworthy and positive a/b test, chances are that you’ll remember it with an inclination to try it again in the future – rightfully so. Testing is hard work with many experiments failing or ending up insignificant. It would only seem optimal to try and exploit any existing knowledge for more successes and fewer failures.

A/B testing 114

A/B testing Start-ups Follow-up Conversion 114

Engage Selling

APRIL 12, 2018

Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

Clients 104

Clients Closing Quota Service 104

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.

Sales

Anthony Cole Training

APRIL 11, 2018

How does your sales team compare to others around the world and in your industry? Click HERE for a free analysis.

Sales 65

Sales 65

Jeff Shore

APRIL 10, 2018

By Jeff Shore. ?Congratulations. You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Here’s the bad news: ain’t nobody gonna take you by the hand and guide you to success. That’s also the good news, because it is best left to you to determine what your definition of success is. You will want to figure that out on your own.

Sales 120

Sales Prospecting Start-ups Meeting 120

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. In this blueprint, we take a tactical approach on how to build a go to market strategy. This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. 5 Steps To Building Your Go To Market Strategy. 1.

Go To Market 96

Go To Market GTM X-functional Territory 96

Membrain

APRIL 8, 2018

The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age. When they falter they can easily make the adjustments necessary to get back on track.

Sports 96

Sports Sales 96

Jeff Shore

APRIL 11, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Matthew Pollard, an introvert, deliberates with Jeff, an introvert, about who has the advantage in a sales situation. As a sales professional, who do you think has the edge? An extrovert or an introvert? Everyone brings something to the table when it comes to their sales ability. But just because you’re quiet or introverted, doesn’t mean that you can’t or won’t be successful.

Drivers/motivators 117

Drivers/motivators Growth Consult Networking 117

Hubspot

APRIL 11, 2018

Writing a cover letter can feel like a daunting task, particularly if you don’t have a lot of “real world” experience. Fortunately, a cover letter is actually an exceptional chance to explain how your extracurriculars or classes taught you leadership and time management skills. To really stand out, it’s important to personalize your cover letter for each internship application.

Objectives and Key Results 101

Objectives and Key Results Sports Promote Follow-up 101

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.

Sales

ConversionXL

APRIL 12, 2018

Do you want to make your website better? There are many ways to optimize a landing page for higher conversions. One method is to perform an expert reviews to understand what you should change. Watch my step-by-step framework. On this episode of The Pe:p Show, conversion optimization champion Peep Laja breaks down how you can improve landing page conversions with expert reviews and heuristic analysis.

Conversion 92

Conversion 92

Gong.io

APRIL 9, 2018

Calculating the ROI of call coaching for your sales team seems hard to pin down at first. But it’s actually incredibly simple, and you may be surprised at just how lucrative call coaching can be. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes like close rate increases, sales cycle length decreases, etc.

Quota 91

Quota Sales Gaming Closing 91

Miller Heiman Group

APRIL 12, 2018

“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.

Strategize 87

Strategize Sales Government Service 87

Hubspot

APRIL 10, 2018

In 2012, J.C. Penney stopped promoting sales and offering coupons. Instead, they advertised new "everyday low prices" -- which seems like a pretty good idea, right? Except, in 2012, sales for J. C. Penney actually dropped 25%. J.C. Penney found they actually made more money when they raised the prices of their products and then arbitrarily lowered them, calling these “last-minute deals.

Retail 101

Retail Sales Promote Niche 101

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

Openview

APRIL 11, 2018

Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do, particularly fundraising, is selling. They’re the first and best salesperson your company will ever have. But even if you have a great product, there will come a point where you simply need to build out a sales function.

Product 82

Product Negotiate Quota Cross-sell 82

Sales Hacker

APRIL 9, 2018

The post How to Influence Buyers Who Think They Don’t Need You appeared first on Sales Hacker.

Sales 80

Sales 80

Outreach

APRIL 10, 2018

“It’s my right to be hellish. I still get jealous.” Nick Jonas, Song That Was Popular Briefly Like Two Years Ago. Confession time: as a marketer, I sometimes feel jealous of sales. Having worked in marketing for over a decade, I have worked closely with salespeople for most of my career. I can personally attest that sometimes, the grass just feels greener over in the boisterous sales pods.

Appointment 76

Appointment Sales Gaming Closing 76

Hubspot

APRIL 9, 2018

Did you know an Instagram post with at least one hashtag averages 12.6% more engagement than a post with no hashtags? Hashtags are powerful. They can help your posts reach a target audience, attract followers in your niche, increase engagement, and develop a more positive and recognizable brand image. Here’s the thing, though: with great power comes great responsibility (#spiderman).

Campaign 101

Campaign Niche Follow-up Promote 101

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

Partners in Excellence

APRIL 11, 2018

Customer experience is increasingly a key differentiator in acquiring and retaining customers. But, too often, we look at customer experience in a very narrow way, we think of it as their experience in using our products, after they have purchased them. The customer experience begins begins long before the first purchase a customer makes. Of course we know the reputation of our company, products, and solutions is important and influences them.

Represent 75

Represent Sell Real Estate Prospecting 75

Sales Hacker

APRIL 12, 2018

The post How to Build Sales Content that Works in 2018 appeared first on Sales Hacker.

Sales 75

Sales 75

Heinz Marketing

APRIL 12, 2018

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine — similar to Lifehacker’s This Is How I Work Series, and I’ve been honored to have several sales experts participate in our own “HowIWork series (including, but not limited to Anthony Iannarino , Dave Brock and Trish Bertuzzi).

Launch 74

Launch Start-ups Product Service 74

Hubspot

APRIL 9, 2018

Sales Objection Responses. “If money and resources were no object, would you be willing to start with our product today?”. “What’s holding you back?”. “When would be a good time to buy?”. “What are your company’s other priorities right now?”. “How can I help you get the resources you need to sell this to the decision maker?”. “So is X goal no longer a priority for you?”.

Prospecting 101

Prospecting Follow-up Sales Up-sell 101

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!

GTM

Understanding the Sales Force

APRIL 11, 2018

In September I wrote this article on the difference between asking good, tough and great questions. I included examples all three types of question in the article. There is also a proper sequence: Good question. Tough Question. Great question. You will get immediate feedback on how effective your questions are: Your prospects will say, "Good question" when you ask one.

Prospecting 44

Prospecting Sales 44

Membrain

APRIL 11, 2018

Sometimes, the way you begin a thing determines how you will end it. Nowhere is this more true than in the sales pipeline, where how an opportunity comes in at the front end, can make or break the revenue that pops out at the other end.

Pipeline 73

Pipeline Sales 73

Sales Hacker

APRIL 12, 2018

Bad sales hires are painfully expensive. It’s a helluva lot more expensive when you’re in the dark about how to hire your VP of Sales. Take this founder of a startup that I just spoke to—they churned their VP of Sales after he crashed and burned in less than 14 months. It’s cost their business four quarters of performance , employee morale, and a BDR team that’s hanging by a thread led by a shining star of a director of sales who is stepping up to the plate but stretched

Intrinsic 71

Intrinsic Quota Sales Up-sell 71

Hubspot

APRIL 13, 2018

You’re almost there. You’re in a meeting with the decision maker, demoing your product, handling any question they throw at you, and winning the business. At least, that’s how it looks in your 4:35 p.m. daydream. Let’s face it, sales is sometimes easier said than done. So, how do the best of the best come home with the contract? Here are three tactics to bring home the business and make you the ultimate dealmaker.

Negotiate 100

Negotiate Price Contract Prospecting 100

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.

Sales

Heinz Marketing

APRIL 10, 2018

We marketers get bored of things we do too often, especially when shiny new objects appear on the horizon. But sometimes the tactics we use over and over again are “tried and true” for a reason. I had the pleasure of speaking at On24’s Webinar World last month, and while there spoke with numerous B2B marketers who still actively and regularly use webinars in their mix.

B2B 70

B2B Presentation Follow-up Technology 70

Partners in Excellence

APRIL 13, 2018

Those of you who know or follow me know I’m an information junkie. My Evernote file contains 15000 notes, all coded and tagged so I can put my fingers on any piece of information I want. Daily, I get feeds from all sorts of services, several provide me information and news on people and companies I’m following. Service like LinkedIn keep me updated with activity of people I’m following on LinkedIn, I have my special Twitter groups.

Clients 69

Clients Follow-up Closing Prospecting 69

SalesforLife

APRIL 13, 2018

Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.

Up-sell 69

Up-sell Sales Sell 69

Hubspot

APRIL 13, 2018

Two months ago, Mark Zuckerberg wrote a Facebook status that struck fear in marketers all over the world. He announced the social media giant will overhaul its algorithm once again to give users more opportunities to engage with their friends and family -- Facebook’s original purpose -- and less with brands, flattening their organic reach more than ever before.

Click Through Rate 78

Click Through Rate Follow-up Campaign Conversion 78

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