Anthony Cole Training

APRIL 20, 2018

We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy.

Sales 123

Sales Growth Clients Process 123

Jeff Shore

APRIL 17, 2018

Amy O’Connor . As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc. The problem is that most of the time the technique is just a small part of the issue. ?Your technique will only ever be as strong as you mindset.

Technique 120

Technique Follow-up Sales Up-sell 120

Hubspot

APRIL 20, 2018

What is PR? Public Relations professionals help a business or individual cultivate a positive reputation with the public through various unpaid or earned communications, including traditional media, social media, and in-person engagements. They also help clients defend their reputation during a crisis that threatens their credibility. There’s an old saying: “Advertising is what you pay for; publicity is what you pray for.”.

Government 101

Government Strategize Clients Campaign 101

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. Many meetings feel like Groundhog Day or maybe I’m just becoming grumpy in my old age. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. If you’re a sales manager or CEO, send this to the entire sales team and put them on notice that they will be held to account.

Objectives and Key Results 101

Objectives and Key Results CRM Pipeline Up-sell 101

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 18, 2018

What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas. The article – " Leading With Planning: Master Financial Planning With These 6 Steps " – takes investment advisors through a best practices process to have success implementing financial plans for high net worth clients. Aside from the ‘know how’ and the licensing required, what else do your advisors need in order to be successful in their role?

Closing 122

Closing Clients Service Process 122

Jeff Shore

APRIL 18, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff Shore has been in sales for over 30 years. A successful author, speaker and entrepreneur. – he launched The Buyer’s Mind a year ago to help sales professionals understand their customers better. In case you’ve never met him, this episode will help you to know him better. Join us for this inspirational interview with Jeff Shore!

Price 117

Price Launch Sales Experience Customers 117

ConversionXL

APRIL 20, 2018

Do you want to get better at your work? Are you even trying? Putting in the work and meeting with mentors will get you far, but dedicated time for learning WEEKLY will increase your chances significantly. You have the time to learn! CXL Institute All-Access has everything from digital psychology to Google Analytics courses. All-Access is great for teams and individual learners.

Meeting 92

Meeting 92

Gong.io

APRIL 19, 2018

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?”. At one point, they were right to think so. Here’s the theory behind it: People like to say “no.”. It makes them feel in control. So when you ask “Did I catch you at a bad time,” they want to say “no.”. It opens the door to a successful cold call.

Cold Call 85

Cold Call Meeting Conversion Sales 85

Jeff Shore

APRIL 19, 2018

By Jeff Shore. You can read about closing techniques in my book, Closing 2.0. You can join me at the Closing 2.0 Academy. And there is always YouTube. But on top of all those amazing resource, there is one more high-impact method of perfecting your closing technique: Teach Yourself. The fact is that too many salespeople struggle in their closing attempts because they are not analyzing and reinventing their own approach.

Closing 113

Closing Technique High impact Presentation 113

Hubspot

APRIL 18, 2018

Best Websites for Stock Photography. Negative Space. Death to Stock. Picjumbo. Stokpic. Kaboompics. Startup Stock Photos. Freerange. LibreShot. Fancy Crave. Unsplash. StockSnap.io. SplitShire. Life of Pix. HubSpot. Pexels. Gratisography. Jay Mantri. ISO Republic. New Old Stock. Pixabay. I got the image above for free on Unsplash. Yet for some reason, many publishers continue to push out cheap (and usually cheesy) stock photography to serve as a representation of their brand.

Follow-up 101

Follow-up Technology Technology Start-ups 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 19, 2018

Starting and running a business can be really hard. What’s the secret? There are many ways to run a business. Want to know how to make starting a new business easier? Watch this. The post How to Make Starting and Running a Business Easier appeared first on CXL.

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SalesforLife

APRIL 16, 2018

Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance.

Product 84

Product Sales 84

Outreach

APRIL 16, 2018

I work at ConsumerAffairs.com , where our mission is to create a trustworthy information marketplace to connect consumers and brands through consumer advocacy, news, and reviews. In 2015, we started a content marketing team, which I currently lead. So what can I as a content marketing leader teach you about sales? At ConsumerAffairs, a content marketer’s job is to promote content by building personal relationships with media outlets, websites, and blogs, and encourage them to post and share Con

Cold Call 84

Cold Call Sell Education Trust 84

Hubspot

APRIL 18, 2018

Email Closing Lines. "I've got a great checklist on [insert topic]. Want me to send it your way?". "Is it currently a priority to improve [insert business goal]?". "Did the ebook you downloaded change the way you think about [insert topic]?". "I love ramen as well. Have you tried [insert restaurant name]?". "I've also a fan of [type of music]. Who are your favorite artists?".

Closing 101

Closing Prospecting Legal Referrals 101

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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.

Sales

ConversionXL

APRIL 19, 2018

You need business experience? Where should you work to get the best experience? Work for an agency! Working for an agency will allow you to view many business situations from the backend. Use your experience and CXL Institute’s course to Build a Brand for your Small Business. The post How to Gain Business Experience Fast appeared first on CXL.

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Sales Hacker

APRIL 16, 2018

Recording sales calls gives both salespeople and marketers a goldmine of information to help influence the sale! For example, how to close more deals with words that sell or the talk-to-listen ratio. Marketers are known for their gift of gab. After all, a marketer’s job is to persuade, to influence. If you’re familiar with DISC assessments and have ever reviewed team profiles, you know your marketers will likely exhibit a high “I” (influence) on their reports.

Sales 81

Sales Trust Represent Technology 81

Gong.io

APRIL 20, 2018

Offering the most feature-rich, online image and video management solution available, Cloudinary is the media management platform for developers and marketers. More than 5,000 customers and 300,000 users around the world rely on its cloud-based software to cover their every image- and video-related need. Garrett Serviss is the Director of Global Sales Development for Cloudinary.

Meeting 79

Meeting Conversion Engineering Quota 79

Hubspot

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are a handful of mistakes you need to avoid if you hope to be successful.

Closing 101

Closing Negotiate Legal Sales 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 15, 2018

Every three years, I go through the same cycle. My car lease comes to an end. Every three years, the same thing happens; about 6 months before the lease end, the dealer(s) start to contact me. It’s always with an offer, “We can let you out of the lease early and get you into the latest model of your current car… ” I’ve just gotten into that 6 month window.

Customers 76

Customers Education Manufacturing Price 76

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker Podcast, we talk with Steve Denton , President and Chief Revenue Officer of Collective[i]. What You’ll Learn. How to adapt in a sales world that is constantly changing. How to avoid wasting your existing opportunities and close the deals in front of you. Why you have to be the most prepared person in the room. The three biggest decisions you can make in your career.

Territory 79

Territory Sales CRM Quota 79

Membrain

APRIL 15, 2018

Today’s case covers a common issue with a new sales hire’s ability to meet their quota consistently in a complex B2B sales environment. A lack of confidence often leads to new reps pursuing many smaller deals.

Quota 76

Quota B2B Meeting Sales 76

Hubspot

APRIL 17, 2018

Up-Front Contract Example. (Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. (Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. (Outcomes). you can hang up, but if you do have interest, let’s have another meeting. A great sales call depends on what we at Sandler Training call an up-front contract.

Conversion 101

Conversion Contract Sales Technique 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 16, 2018

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they? Let's take a look and then let's discuss exactly what we are seeing and why.

Sales 75

Sales 75

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. What You’ll Learn. Why your CFO shouldn’t own the revenue model. Real world advice on how to successfully grow your company’s revenue. How to develop a sophisticated sales recruiting engine. Why training is crucial to successful enablement.

Territory 75

Territory Pipeline Legal Non-Profits 75

Outreach

APRIL 19, 2018

Orchestrating a ‘meeting of the minds’ is the goal and lifeblood of any customer-facing team in order to win new customers or support existing ones. But all too often, trying to schedule that meeting can push even the most patient representatives to exasperation. Everyone has been there: the endless back-and-forth game of email tag, trying to nail down a date and time.

Meeting 74

Meeting Product Follow-up Clients 74

Hubspot

APRIL 16, 2018

Conventional wisdom tells us that views, especially three-seconds ones, are a vanity metric. But Facebook tracks them for a good reason. In 2016, they analyzed their users’ video consumption data and discovered that 45% of people who watch the first three seconds of a video will keep watching it for at least 30 seconds. Facebook’s study suggests that views are a good indicator of how well your video’s hook performed.

Click Through Rate 101

Click Through Rate CTR Contact Prospecting 101

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

Membrain

APRIL 18, 2018

Sales coaching can be a critical multiplier for sales performance. Some would argue that it’s the main driver to increase sales effectiveness. Yet, too few seem to be doing it well.

Gaming 70

Gaming Drivers/motivators Sales 70

SalesforLife

APRIL 20, 2018

Sales leaders know there is much more to being successful with social media selling, or social selling, than merely using social media in the sales process.

Sell 70

Sell Process Sales 70

SalesLoft

APRIL 19, 2018

Technology has evolved, but has your approach to your sales pipeline? This list of 10 Tips for Building a Strong Sales Pipeline includes modern approaches and shows you how to apply technology to update a few classics that never go out of style. No matter your organization’s size or industry, the need for a robust pipeline is something every salesperson has in common.

Pipeline 69

Pipeline Referrals Cold Call Sales 69

Hubspot

APRIL 20, 2018

People have questions about the security of our digital data. That ranges broadly, whether it's passwords, online banking information, or what we do on social media. And more than ever, people are asking, "How is my information protected?". In order to understand that, it seems, it's important to first take a closer look at the information users might provide to social networks in the first place.

Networking 78

Networking 78

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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

Sales