Anthony Cole Training
JUNE 10, 2019
In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.
Miller Heiman Group
JUNE 13, 2019
Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ConversionXL
JUNE 9, 2019
Heat maps are a popular conversion optimization tool , but are they really that useful? It’s easy to say that they help you see what users are doing on your site. Sure, of course—but lots of other methods do that too, and perhaps with greater accuracy. So what can heat maps answer? What is a heat map? Heat maps are visual representations of data. They were developed by Cormac Kinney in the mid-1990s to try to allow traders to beat financial markets.
Membrain
JUNE 9, 2019
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
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.
Anthony Cole Training
JUNE 13, 2019
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.
SalesforLife
JUNE 13, 2019
There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory. As the CEO of your territory, it’s your responsibility to understand the Total Addressable Market (“TAM”) of your industry, and be able to segment it between wh
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
JUNE 12, 2019
By Josh Baez , Engagement Manager at Heinz Marketing. As B2B marketers, understanding our target audience is essential to every single thing twe do. Our audience influences the content we create, the messaging we write, the products we help bring to market — everything. And without a clear sense of who we’re targeting and why we’re targeting them, the work we’re doing is little more than random acts of marketing — screaming product pitches into the void hoping that someone, somewhere, answers ba
Women Sales Pros
JUNE 14, 2019
Depending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better. For some people the Summer months are for planning long weekends, outdoor barbeques, and trips to visit family and friends – or just to get away on vacation.
Hubspot
JUNE 13, 2019
To thrive as a small business, you need press coverage. But, unfortunately, coverage doesn’t just come naturally -- you need to work for it. Enter: The press release. Press releases are important for increasing your brand awareness and helping your public relations (PR). But if nobody sees your release, you won’t get very far. You need to distribute it effectively to get your story picked up by national newspapers, magazines, or blogs.
Miller Heiman Group
JUNE 11, 2019
Jess Greenwood, the chief strategy officer at R/GA, once noted that, “data is the new crude oil—it’s only useful when it’s refined.” This couldn’t better describe the way sellers approach data in their CRM. Data within a CRM is just that—it hasn’t been analyzed or prioritized for action. But what if sellers had a tool to help guide them on what actions they should take to move deals further down the funnel?
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.
Gong.io
JUNE 10, 2019
Are you trying to take your sales success to the next level, but frustrated in your path to get there? If so, you’ve likely overlooked a simple concept: Sales success is a chain-link system. In a chain-link system, the performance of the whole is limited by the weakest link. When there is a weak link, the system does NOT perform better if you improve the other links.
Engage Selling
JUNE 13, 2019
Are you harnessing the power of change? Change is often associated with pain, discomfort and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.
Outreach
JUNE 11, 2019
Pushing the Limits of Outbound. Back in 2017, it’s fair to say Segment was happy with the success of our outbound sales. Our email efforts were already driving significant results and we knew we were being smart about it. We used APIs to automatically customize the text in each outbound mail, so the message you might receive from us would be specific to the needs of your company's analytics, engineering, and marketing teams, and different from the one somebody else received.
Hubspot
JUNE 11, 2019
Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors -- adding a compelling reward to the mix makes them even more enthusiastic. However, motivating your reps isn't as simple as choosing a desired outcome (like more calls or higher conversion rates) and promising a cash prize to the winner.
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!
Partners in Excellence
JUNE 12, 2019
We live in a world of constant distraction, driven by our Fear Of Missing Out. We can’t bear being separated from our devices, constantly diverting our attention to their vibrations, beeps, and alerts. We spend more time looking at the small screen than we do looking at the world around us. We spend endless time in meetings, but we actually aren’t present.
Membrain
JUNE 12, 2019
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
SaaStr
JUNE 11, 2019
Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Keith began his career in the industry as a senior executive at PayPal and subsequently served in influential roles at LinkedIn and as chief operating officer of Square. Join him as he shares his top lessons in building great teams.
Hubspot
JUNE 13, 2019
Your sales close rate is a number you need to keep a close eye on -- out of all the deals in your pipeline, what percentage do you actually close? Sales close rates let you know how efficient and effective you are as a sales rep. And it's a good way for managers to measure sales rep and sales team performance. The higher the close rate, the better your rep and team are at converting opportunities in the pipeline into revenue.
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!
Partners in Excellence
JUNE 13, 2019
Recently, someone posed a question on LinkedIn: “What is the most important part of the sales process?—–Prospecting, Discovery, Closing?” We see versions of this question all the time, with everyone staking out various positions (often supporting what they sell). Some of the discussions drill down into an issue, for example the endless battle of social and other selling (would one call this anti-social?).
criteria for success
JUNE 12, 2019
Some salespeople have one thing in mind when it comes to sales: closing the deal. But what they don’t seem to understand is that closing is only one, tiny part of the transaction. Salespeople need to realize that strictly focusing on closing won't help them in the long-run, especially with a consultative sale. The truth [ ] The post Why Being a Problem Solver is Important in Sales appeared first on Criteria for Success.
SaaStr
JUNE 13, 2019
Join Tomasz Tunguz, Managing Director with Redpoint Ventures as he takes you through a quantitive analysis of 600 Freemium Soon companies. Want to see more content like this? Join us at SaaStr Annual 2020. Tomasz Tunguz, Managing Director @ Redpoint Ventures. FULL TRANSCRIPT BELOW. Please welcome Redpoint Venture’s managing director, Tomasz Tunguz.
Hubspot
JUNE 12, 2019
Henry Ford, business magnate and founder of the Ford Motor Company, once said, "Quality means doing it right when no one is looking.". If you want to create a quality product and provide an outstanding customer experience, your business processes should be fine-tuned so every step, from manufacturing to delivery, is well-executed. Processes can be made for just about anything.
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
Partners in Excellence
JUNE 9, 2019
This post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In the previous posts we looked and how the “context” or domain your customers may be in will change depending on where in the organization of the functions that you engage.
Understanding the Sales Force
JUNE 14, 2019
Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable.
KO Advantage Group
JUNE 11, 2019
"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.". These are wise words from the American poet and civil rights activist , Maya Angelou. It’s true, isn’t it? How people made us feel, that’s unforgettable. We can spout sales pitches from hours on end, and the client might take that as gobbledygook.
Richardson
JUNE 13, 2019
According to a recent study by Gallup, only 12% of employees strongly agree that their company does a great job onboarding. Effective onboarding is becoming a rising priority for businesses for two reasons. First, effective onboarding helps drive more value from the considerable costs associated with bringing a new sales professional onto the team. Consider that the average time needed to fill a position is 42 days, according to research from The Society for Human Resource Management.
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.
Selling Power
JUNE 12, 2019
I talked with a few sales leaders to get their take on three common assumptions about being a successful salesperson. Here’s what they said.
Outreach
JUNE 11, 2019
Do you believe in magic? How about hypnosis or fortune telling through a crystal ball? It’s all a bit whimsical, but I’ve learned there’s some psychology behind those methods - some of it could even be advantageous in your sales strategy. Whether it happens subconsciously or not, many mind tricks are simply associated with basic human psychology. After reading “Methods of Persuasion” by Nick Kolenda, it became clear how elements of human psychology can be incorporated into cold email messaging t
KO Advantage Group
JUNE 14, 2019
When I first started in sales, the very first thing I was told to learn and develop was to have a “tough skin.” In our industry, rejections are rampant and inevitable--and not to be taken personally. Remember your first heartbreak or rejected job interview? Isn’t the first thing that crossed your mind after you collected yourself was, “what could I have done better?
SalesLoft
JUNE 11, 2019
Have you checked out the Hey Sale speople podcast is hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremy Donovan? Episode two is with Alyssa Merwin, VP of Sales Solutions, North America @ LinkedIn. Alyssa has had a rocket on her back throughout her career, but it hasn’t come without a lot of hard work and learning to be receptive to feedback.
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.
Expert insights. Personalized for you.
166 
Let's personalize your content