Anthony Cole Training
FEBRUARY 4, 2020
In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.
Membrain
FEBRUARY 5, 2020
Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
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Salesmate
FEBRUARY 6, 2020
I know your time is precious, and so I wouldn’t like to waste it. But before we get to the popular “MEDDIC sales methodology” lets mull over a hypothetical situation (Don’t worry, I am not going off track). You enter a store, and a lovely pair of shoes captures your attention. But unfortunately, your size isn’t available. So, you decide to go for a size smaller thinking that you’ll manage.However, after a few days, the blisters and discomfort remind you of the mistake you’ve made by investing in
Partners in Excellence
FEBRUARY 6, 2020
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on commission. He later extended the argument to include being accountable for achieving a quota compromised the ability of the sales person to be trusted. To be fair, there are people and organizations that are driven purely by self interest.
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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
FEBRUARY 7, 2020
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".
Adaptive Business Services
FEBRUARY 5, 2020
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
FEBRUARY 3, 2020
This morning, I had a conversation with an entrepreneur. He was building the sales capability, scaling the growth of the company. He discussed a problem I hear from too many sales people: “We have great first meetings. We understand the customer pain points, we talk about how our solution can help them… But after the first meeting, they go dark.
Membrain
FEBRUARY 2, 2020
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?
ConversionXL
FEBRUARY 5, 2020
Set up the measurement tool. Clean and process the data. Turn it into information. Analyze it. Extract insights. That’s hard work. But to have value, there’s still another step—the work must also be well communicated. You want data to form a straight line from KPIs to influencing business decisions. If you’ve worked in web analytics for a while, you’ve suffered the pain of building graphs and tables in spreadsheets and then, once a “decent” dashboard has been set up, trying to automate it.
Sales Hacker
FEBRUARY 6, 2020
In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . “Don’t worry about what you can’t control. Our focus and energy needs to be on the things we CAN control. Attitude, effort, focus – these are the things we can control.” — Tim Tebow.
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.
SaaStr
FEBRUARY 3, 2020
Q: What can you do to lower your customers churn rate? A few basic thoughts: Have every customer have a named customer success rep. Every customer. Yes, this is hard if your price point is low. But it can be done. If every customer knows “Casey” is her rep, and who she can turn to … churn will go down. Measure NPS constantly, and set quarterly goals to drive it up.
Partners in Excellence
FEBRUARY 4, 2020
Charlie Green and I were having a conversation about “Trust.” (Charlie is the world’s go to person on anything having to do with trust, particularly in sales.) We were discussing a concept I had, I’m still trying to work it out in my mind, Charlie helped in clarifying it. Let me try it on you, I’d love your feedback and ideas.
Heinz Marketing
FEBRUARY 4, 2020
By Matt Heinz , President and Founder of Heinz Marketing. It’s one thing to have your sales and marketing teams agree on objectives. To stand together on stage at sales kick-off and claim commonality of focus on metrics that matter, that you can buy a beer with. That strategic alignment is common. Translating that strategy into tactics? Delivering front-line tactical alignment on Tuesday?
Sales Hacker
FEBRUARY 5, 2020
In my years of working in sales, I’ve tackled thousands of questions regarding the use of LinkedIn. Most can be summed up by one statement: “This is all so overwhelming….”. But, the truth is, LinkedIn and LinkedIn Navigator are unbelievably powerful tools that aren’t as complicated as they seem. In both, data and algorithms can be leveraged for your professional gain, and anyone can capitalize on their benefits — even at the most basic levels, without being an expert.
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!
SaaStr
FEBRUARY 5, 2020
We’re almost there! The biggest and best SaaStr Annual ever — March 10-11-12 in the SF Bay Area. Each year, we work to improve our commitment to putting on one of the most inclusive events in Cloud and SaaS. This year, the team has put together a detailed guide on some of the key sessions, workshops, events and more that are part of our Equality program.
Hubspot
FEBRUARY 7, 2020
One of the most heated debates that I've been apart of is when I was arguing with my best friend that Taylor Swift is a good dancer. The first thing you should know about me is that Taylor Swift is my favorite artist, so you'd have a hard time convincing me she's bad at anything (because she isn't). That's how I imagine the debate is between two search engine optimizers who debate whether subdomains or subdirectories are better for SEO.
Heinz Marketing
FEBRUARY 7, 2020
By Stephanie Carrillo , Senior Marketing Consultant for Heinz Marketing. When was the last time you revisited your company messaging? Can’t remember? Then you’re probably overdue. Messaging is the key to connecting with your prospects and customers, but it’s also a framework to help guide communications and content development. Developing your messaging points and framework defines the main takeaways you want your audience to have when they think, read, or hear about your company.
The 5% Institute
FEBRUARY 5, 2020
The ‘flashy salesman’ – it’s a common persona that’s given the sales profession a bad name. And by flashy salesman – I mean someone who sticks out or is remembered by their potential clients for all the wrong reasons. In this guide, you’ll learn why you want to avoid the ‘flashy salesman’ stereotype, and what you should focus on instead.
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!
SaaStr
FEBRUARY 7, 2020
Q: What makes a startup a huge success? My definition of “success” has changed over time. Yours may well too: At first, just being part of something “successful” was enough. Just being part of a hot start-up working with great people. That was all I wanted at first. This was my first start-up job. It was great. Then, I just wanted to be a founder and build something successful and have an “exit”.
Hubspot
FEBRUARY 5, 2020
Rick and Morty is a popular adult cartoon that airs on Adult Swim, reaching 2.3 million viewers on average. Recently, chip brand Pringles worked with the TV show to produce a commercial that runs on social media channels. In 24 hours, I've seen their ad on Twitter four times already: The infinite adventures of @RickandMorty meet the infinite adventures of Pringles Flavor Stacking. pic.twitter.com/8SQB6vE0ZP — Pringles (@Pringles).
Highspot
FEBRUARY 6, 2020
In an often chaotic world, meaningful conversations connect us to each other. After all, conversations are our primary vessels to pass along knowledge, laying a foundation of wisdom and experiences for the future generation. In celebration of Black History Month, we are spotlighting four Highspot employees who are sharing conversations that have changed their lives — and words they hope will inspire others. “Match your actions with your priorities.” When making significant life decis
The 5% Institute
FEBRUARY 6, 2020
Sales training for Managers is crucial for not only your Managers success – but also for their reporting sales staff too. Sales Managers require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience.
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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
SaaStr
FEBRUARY 2, 2020
I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. Right now we’re tracking to somewhere close to 15,000 attendees. We don’t know exactly how many, other than that it will be more than last year’s ~12,000. But who comes?
Hubspot
FEBRUARY 5, 2020
We debate a lot at HubSpot about how much of our marketing playbook to share with the world. That’s the tricky thing about marketing to marketers (and sales and service teams for that matter) — your instinct is to share everything, but if you do, you run the risk of losing your competitive edge. So, you keep your biggest wins, worst failures, and deepest insights under lock and key, safe from the prying eyes of your competitors.
Engage Selling
FEBRUARY 7, 2020
My very favorite question in all of selling is simply, “Why?” Why do I like it so much? There are a number of reasons. Short First, it’s short.
Heinz Marketing
FEBRUARY 1, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 Future-Proof Marketing Tips from Top CMOs in 2020. With all the new tricks for staying up to date in the ever-changing marketing world, here are some things that will help you be future-proof.
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.
Sandler Training
FEBRUARY 5, 2020
In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion. The post Value Is in the Eyes of the Client appeared first on Sandler Training.
Hubspot
FEBRUARY 6, 2020
Consider this: you spend months creating a campaign to promote a new product launch, but once you've executed the campaign, you're noticing numbers are lower than you expected. People are looking at the blog posts and videos you posted on social, but unfortunately, there's almost no traffic from email. Timing isn't everything in email campaigns, but it's a huge thing.
Sales Hacker
FEBRUARY 3, 2020
This week on the Sales Hacker podcast, we speak with Matt Cameron , Founder and Managing Partner of SaaSy Sales Management. Matt is a New Zealander by birth, an Australian by accent, and adopted American. He’s worked at Salesforce and Yammer, acquired by Microsoft, before founding SaaSy. SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people.
Salesmate
FEBRUARY 2, 2020
It’s the small things that often make a significant impact. And herewith we will like to share some improvements and changes that have been built inside Salesmate to increase your productivity. 1. Contact and Company types. We have introduced a new field for both contact and companies. This helps you categorize your records in a much more efficient manner.
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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