Anthony Cole Training
JUNE 16, 2020
In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.
SaaStr
JUNE 15, 2020
The pace of change recently has been breathtaking. Just a few weeks ago, Stewart Butterfield, CEO of Slack, was kind enough to join us at SaaStr Summit: Bridging the Gap. He said Slack wouldn’t be going back to the office until September. Now, just a few weeks later? Slack is going work-from-home forever. Along with Twitter and Square and Shopify.
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Membrain
JUNE 17, 2020
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
ConversionXL
JUNE 16, 2020
Enterprise SEO has been my topic of choice for extracurricular “thought leadership” over the years. Last year, I gave a presentation on how we generated 40% year-over-year organic revenue growth by focusing on out executing the competition, not outsmarting them. While my presentation focused on the in-house side of enterprise SEO, I’ve also experienced (and written about ) getting things done—or trying to get things done—at an agency.
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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
JUNE 19, 2020
In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.
Engage Selling
JUNE 19, 2020
Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
G2
JUNE 17, 2020
Most organizations rely on sophisticated customer relationship management (CRM) tools to manage their orders and revenue and organize business flows.
Partners in Excellence
JUNE 18, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a huge deal for him, and important deal for the company, for the quarter. He’d been working on the deal for several years. In recent months, he’d finally gotten some key users interested in the product he sold. They had committed to take the proposal to senior management to get approval. “I’m confident this will close this quarter,” he stated.
Sales Hacker
JUNE 15, 2020
64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue. If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. We’ll show you how to create automated workflows to jack up your sales pipeline and easily go from leads to deals.
SaaStr
JUNE 13, 2020
(Note; an update of a classic SaaStr post, with 2020+ learnings.). A little while ago, I Zoomed with a good friend running a SaaS company doing about $4 million in ARR. A really good SaaS company. And he was beside himself. First, he was just plain exhausted. He was in that zone from $1 to $10m in ARR when it all just gets so hard. Too much to do with too few people.
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.
G2
JUNE 18, 2020
Having your finger on the pulse of customer sentiment is essential, no matter what’s being said about your brand.
Partners in Excellence
JUNE 15, 2020
It started as an intriguing call. The VP of Sales called to ask for my help, “I need you to coach my people.” I started asking my normal questions, “What’s going on with them, what are the areas they need the most help in, how is this impacting their performance, what behaviors to you want to see, why is this important to them, why is it important to you…… ” I went on, “Are there specific skills you are looking to develop?
Sales Hacker
JUNE 16, 2020
What if I told you there was a simple, 3-step strategy that takes the guesswork out of your sales cadence and accelerates prospect responses? It may sound like magic, but it exists. We caught onto this in about 2016 and haven’t looked back since. For those of us on the front lines, sending emails, making our phone calls, and getting the attention of B2B prospects can be an uphill battle.
Force Management
JUNE 17, 2020
At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration.
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!
Sandler Training
JUNE 18, 2020
I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.
Partners in Excellence
JUNE 16, 2020
I’m dating myself with this quote from that master philosopher, Yoda. This goes back to the first Star Wars movie in 1977 (Of course, I was in kindergarden at the time. I’m stunned by the number of sales people that don’t understand the principle. Everyday, I encounter sales people who are very busy. They are working very hard to get what they get.
Engage Selling
JUNE 19, 2020
It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.
Highspot
JUNE 17, 2020
Elements of digital training have always been core to empowering your sales team. But the transition to working from home has surfaced old questions: how can you keep remote teams engaged? And which skills should we be teaching??? We spoke with the experts at ValueSelling , Corporate Visions , and Sandler Training to help answer these questions and more, including: What is virtual sales training?
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!
Heinz Marketing
JUNE 16, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Can you believe it’s June already? It’s graduation season! Though graduations look a little different in 2020 than we’re typically used to, there are still new college grads entering the workforce and probably wondering how best to transition from student to professional. Inspired by a recent conversation I had with our own University of Washington Sales intern ( Go Dawgs!!
Partners in Excellence
JUNE 15, 2020
It seems the pandemic has created a new future for selling. Apparently, it’s virtual. According to so many, we’ve discovered that we can accomplish so much more through Zoom, Teams, Skype or any number of video conferencing platforms. While there will be a need for face to face, it will be the smallest part of the customer engagement process.
SaaStr
JUNE 16, 2020
Q: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. They don’t solve bigger problems, but they usually work — and work quickly. Concentrate leads in those who can close. If you have a rep or two that just can’t close, that doesn’t work in the early days. Leads are too precious.
SalesLoft
JUNE 18, 2020
Ollie Sharpe, SalesLoft’s VP of Revenue for EMEA, recently spoke at our Virtual Summit for Sales Leaders on “Overcoming Fear, Anxiety, and Depression in Sales.” As he puts it, “mental health can feel like a difficult topic to discuss in the fast-paced and quota-driven world that many of us live in,” so he demonstrates how and why to start that conversation.
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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
The 5% Institute
JUNE 19, 2020
A common question we ask in our sales training workshops , is what are you selling? The answer to this question holds the keys to how to conduct your sales strategy , how you position your product or service, and even how you speak with your potential clients. So, what are you selling? Is it your product or service? Perhaps it’s the features and benefits?
Partners in Excellence
JUNE 17, 2020
I was working with a team of frustrated sales people. They had a past sales manager that micromanaged them terribly. The manager would get involved in too many deals. He would constantly dictate next steps. His deal reviews became opportunities where the team updated him on what was happening, so he could dictate the next steps. The entire focus of the manager’s micromanagement was on him and his ability to achieve his goals.
Miller Heiman Group
JUNE 18, 2020
In a recent post , we began to explore first three of the “Big Six” categories that sellers use to qualify leads using our scorecard : solution alignment, decision-making process and timing. Today, we focus on the remaining three categories: other people, competition and budget. 4. Other People. On average, 6.4 buying influences are involved in complex deals.
Sales Hacker
JUNE 18, 2020
The word diversity can be seen as divisive in today’s society. Sometimes leaders can view it as something thrust upon them without choice. Companies are hiring Chief Diversity Officers and sending management to inclusion and diversity training. It’s natural to feel that this is forced and being done in the name of political correctness and not good business.
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.
The 5% Institute
JUNE 18, 2020
If you’re selling complex products or services , the chances are high that you’ll be regularly involved in the technical sale. The question to ask however, is if you keep the conversation technical – can it impact your closing rate? In this article, we’ll explore why focusing on the inner working and details of your product or service is something you need to avoid in the technical sale, and five key tips to focus on and practice instead.
Partners in Excellence
JUNE 14, 2020
As are so many, I’m astounded, horrified, ashamed, saddened, and angered by the events of the past weeks. Several weeks ago, I felt compelled to write, to express my outrage. I shared the initial article with a number of friends, many black, some women, several different nationalities/religions. Fortunately, a few friends called me. They said it was “OK.” One was so honest to say, “Dave, nothing is wrong, I’m glad you are taking a position, but it’s not your b
SaaStr
JUNE 18, 2020
Q: Is free trialing still an effective way to get customers in your B2B SaaS these days? Free Trials are Great. And really, it would be great if every app had one today. It’s 2020! But they don’t always work. It depends. We aren’t all Zoom. 5 Interesting Learnings From Zoom. As It IPOs. Downsides to Free Trials: The Free Trial Has To Work — and Be Great.
Heinz Marketing
JUNE 14, 2020
By Lauren Dichter , Marketing Consultant at Heinz Marketing. It’s safe to say we’ve all downloaded some new apps since the pandemic hit. Most people are looking for a distraction from this tumultuous time we’re in, and that distraction comes in many forms. There are apps for gaming, online shopping, entertainment, learning new skills, and more. Right now, my favorite kind of apps are wellness related.
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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