Anthony Cole Training
AUGUST 2, 2019
If you have followed my blog, read our sales newsletters or listened to our audio sales brews , then you’ve heard me talk about success formulas. The concept is pretty simple. If you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way, especially if you are missing critical pieces of the process.
ConversionXL
JULY 31, 2019
Have you ever gotten a bill that—inexplicably—is two or three times more than usual? What was your reaction? Probably something like this: [A SaaS vendor] pulled a massive price increase on us (over 300%!) and that was it. I don’t care how much I like their product, I’m gone. We use Drift now. I got that from a user who junked her paid account after a vendor jacked up their price by 300%.
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Gong.io
JULY 31, 2019
Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. . Not only that, but you’ll also learn how and when to use these questions. In fact, we’re going to start with that foundation. Master sales pro know that this skill is as important as what they ask. It sets the tone to conversational. Take the advice below and shift your line of questioning.
Membrain
JULY 31, 2019
Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.
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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
JULY 31, 2019
In most companies, we find that the bottom 40% of producers are responsible for less than 20% of the total sales production (in many cases less than 10% of new business- even when we take out new hires with less than 2 years of service).
ConversionXL
AUGUST 1, 2019
C.F. Kettering once said, “My interest is in the future because I am going to spend the rest of my life there.”. When we look at data and analytics, we’re focused on the past. How did we do last quarter? What happened H1 2019? And how does that compare to H1 2018? How well did landing pages X, Y, and Z convert last Monday at 1:03 p.m.? (I’m kidding, I’m kidding.).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 28, 2019
Losing fast, having the courage to walk away from a deal that you are highly unlikely to win is tough for everyone. But it’s actually one of the important things you can do to drive your sales performance. In the past 4 weeks, I’ve walked away from 2 deals. The first, I knew I could win. It was a very small deal, but the CEO was putting constraints around the project that were unreasonable, they hampered our ability to produce the results he expected.
Membrain
JULY 28, 2019
Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.
Hubspot
JULY 31, 2019
Year after year, hundreds of marketers report increased efforts and spending on their content marketing — or the intention to do so. But great content is a waste if your audience doesn’t know it exists. Content distribution is an integral, if not the most important, part of your content strategy. In recent years, there’s been a rapid influx of content … met with dwindling demand.
The 5% Institute
JULY 29, 2019
You’ve probably heard the age old saying – “People do business with people they trust, know and like”. I believe that not only does this still ring true in today’s world, but it does today even more-so. How To Build Rapport In Sales. So how do you build rapport in sales? We’ll be looking at that in a bit more detail, but first let’s revisit what rapport is.
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
JULY 30, 2019
The march is on to establish digital identities that fully mirror the real-life identities of individuals.
SalesforLife
JULY 28, 2019
Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Some companies call it squads, some companies call it pods – but ultimately Aristotle’s definition of synergy – which states that the whole is greater than the sum of its parts –explains it best.
Engage Selling
AUGUST 1, 2019
Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don’t know when to slow down on that persistence and actually repel the client away.
RAIN Group
JULY 31, 2019
This RAIN Group article was first published on Selling Power. When it comes to sales prospecting, sellers are frequently told the following: "Cold calling doesn't work.". "It's impossible to get through to buyers cold.". "With all the information on the Internet, buyers do their own research and reach out later in the sales process.". "You shouldn't pitch your capabilities.".
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!
Women Sales Pros
AUGUST 2, 2019
We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power–when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is on the student, other times on the teacher. Great teachers have the ability to make information stick, and to inspire change and action.
Partners in Excellence
JULY 29, 2019
We are most effective in coaching when we are focused on an observable behavior. That is, “I observed you doing this… ” “When this happens, you tend to do…” “What would happen if… ” Observable behaviors critical to effective coaching. They provide the context for the conversation. But observable behaviors have a shelf life, or use by date.
CloserIQ
JULY 29, 2019
Every sales professional has hundreds of prospects who either didn’t answer their calls or emails, told them to get lost, or actually started going through the process — but ultimately, didn’t convert but we need to re-engage those old leads to turn it around. . Most salespeople want to forget these folks, but that would be a mistake. Getting traffic and leads is the biggest pain of 63% of businesses , so anyone source you can take advantage of needs to be used.
The Sales Hunter
JULY 30, 2019
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1.
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!
Hubspot
JULY 28, 2019
Humans are wired to avoid negative experiences. And for most of us, saying “ no ” is a negative experience. As salespeople, we see this every day with our prospects. Call it objections, going dark, or just plain ghosting -- but really, it’s your prospect trying to avoid telling you they’re not that into your product/service. How to Tell They Want to Say No.
Partners in Excellence
AUGUST 1, 2019
Stripped of everything else sales is simple. At it’s core, sales is about: “Finding a person/company with a need, helping them solve it.” “Finding enough of these to achieve our business goals.” As with many complex things, we can express them in very simple terms. There is great beauty and simplicity in the expression of the laws of physics, a mathematical equation, in a great piece of art or music, in a great book.
A Sales Guy
JULY 30, 2019
Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.
Sandler Training
JULY 29, 2019
Tim Priebe, Founder of T&S Online Marketing, talks about how to integrate Sandler into your marketing and shows you the attitudes, behaviors, and techniques needed to be more successful at marketing the Sandler way. Get the best practices for marketing collected from around the world. Listen Time: 30 Minutes.
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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
G2
JULY 30, 2019
Nothing sells as well as visual content.
Partners in Excellence
JULY 30, 2019
While it’s trite, I have to start with some basic assumptions about time. Time is virtually the only thing each of us face, that is fixed or finite. Regardless how much we might wish or try, we cannot make more time. We can only think of how we reallocate what we do with time and how we use the time that we have. We seek to get the most out of each minute we have, wasting as little as possible (though “wasted time,” may actually be some of the most useful time, more later.).
Hubspot
AUGUST 1, 2019
You probably spend a lot of time cultivating valuable connections by prospecting on LinkedIn , and it’s likely that at some point, you’ll want to download those contacts’ information to further nurture those connections. But how do you do that? Where do you get started when exporting LinkedIn contacts -- and then what? Read on for step-by-step directions with helpful, up-to-date screenshots.
SaaStr
JULY 29, 2019
Recently on LinkedIn and Twitter I put together a list of things that later, once you are successful, even very successful, you’ll regret. It got a lot of engagement from the SaaS veterans out there, so I thought it would be worth digging in more on each point: Regrets are different than mistakes. You will make so many mistakes. We all do. You learn, you move on.
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.
Engage Selling
AUGUST 2, 2019
???????????????????????????Most of my clients are in traditional businesses: commodities, manufacturing, aerospace, and finance. Businesses and business reps that have a long history in the market have been successful because of relationships.
Sandler Training
JULY 31, 2019
In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team. Read Time: 6 Minutes.
Sales Hacker
JULY 31, 2019
Imagine you run a sales team of 50 people and 30 of them are NOT enthusiastic and fully committed to their work and workplace. How would this impact a department specifically focused on driving revenue? YIKES. Pretty scary. The bad news? Studies have found that only 34% of workers in the US are engaged. Now here’s the good news: Every 5-point improvement in employee engagement boosts revenue by 3%.
G2
JULY 30, 2019
Would you volunteer time for your employees to volunteer?
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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