Anthony Cole Training
MARCH 28, 2019
In our follow up to last week's March Madness write-up, we discuss the idea of "sales madness", and the notion that it can be defined similarly to insanity, or doing the same thing over and over again but expecting a different result.
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Partners in Excellence
MARCH 27, 2019
What are the consequences of doing nothing/not changing? The answer to this question is the single most important issue in every sales opportunity. Yet, when I ask this question in deal reviews, fewer than 5% of sales people can respond. If the customer can’t identify, independently or with our help, the consequences of not changing, not taking action, not moving forward, they have no need to buy!
SalesforLife
MARCH 25, 2019
Numbers don't lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. ( Tweet This! ) So traditional sales methods of cold calling and email are gradually becoming less effective.
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.
Gong.io
MARCH 27, 2019
Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good discovery for these to work. If you don’t, you’ll misapply them. If you DO know the basics, these tips will take you to the next level.
Sales Hacker
MARCH 25, 2019
Few would argue with how important it is for sales leaders to meet with their sales people on a regular basis. Common interactions typically include the monthly or weekly 1-on-1, sales kickoffs, weekly sales team meetings , and the quarterly performance review. But I believe the most impactful formal meeting you can have with your team is the daily sales huddle.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
MARCH 27, 2019
When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.
Engage Selling
MARCH 28, 2019
In today’s world, you either decide to be digital or you decide to be dead. What’s your choice?
Sales Hacker
MARCH 26, 2019
Sales will always be a persuasion game, but the biggest obstacles to success are actually cognitive biases rooted deep in the human brain. The brain has evolved in strange ways. It has developed mental shortcuts around rational thought: like factory-settings that help us avoid change by ignoring, rejecting, or modifying what we hear. From an evolutionary standpoint, this makes sense: craving routine made life safer and easier.
Partners in Excellence
MARCH 25, 2019
Every survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations invest millions in technology oriented to helping improve the efficiency of sales people. They invest millions in training, hoping to provide the skills to help sales people. They invest millions in content and other programs, hoping to provide that stuff which, somehow, is supposed to help sales people perform.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Hubspot
MARCH 28, 2019
As a video marketer, editing might be the most important part of post-production. If you can’t seamlessly weave your shots together or get your cut to hit the right frame, your video will seem unpolished and disengage your viewers. That said, if you’re operating on a shoestring budget, you might not be able to afford video editing software. So what’s a video marketer to do without editing software?
Membrain
MARCH 24, 2019
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.
Sales Hacker
MARCH 29, 2019
Transitioning From Baseball to a Sales Career. In September of 2012, I drove eighteen hours straight through the deserts of New Mexico and Arizona with everything I owned. With Colorado Springs and my professional baseball career in my rear view mirror, I headed to my new life in software sales. My baseball career ended one level below my childhood dream of making it to the big leagues.
Partners in Excellence
MARCH 26, 2019
The sales team knew the sales process helped improve the results they produced–they had tested it, they’d seen profound improvements in result, but they weren’t using it. They struggled to produce results. The manager knew he was supposed to coach his people. He knew that coaching was the most effective way to improve performance and drive results.
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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.
Hubspot
MARCH 28, 2019
Peanut butter and jelly. Puppies and the park. Beach days and ice cream. Some things just obviously go together -- but what if I put sales and marketing together in that list? Would you still think they worked better as a pair? More than likely, you haven't quite considered your sales and marketing to be the "peanut butter and jelly" of your company.
SaaStr
MARCH 28, 2019
We’re not that far off from the second-ever SaaStr Europa, again back in Paris, on 12-13 June. Just bigger and better! More new friends! More Unicorns! More amazing sessions! More mentors! And as part of Europa, we’re bringing the Meet-a-VC program from Annual to Europa. Apply now , and we’ll do our best to match you with a handful of top-tier VCs that might be a good fit for your SaaS start-up.
The Sales Hunter
MARCH 29, 2019
Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies. Anyone working with wood has been told this valuable phrase: measure twice, cut once.
Partners in Excellence
MARCH 23, 2019
I got an interesting prospecting note recently. It came, as so many do, disguised as a LinkedIn invitation. Honestly, I do try to look at these things to see if there is some value, something I can learn from the invitation, or from the individual if we connect. With this one, perhaps the biggest learning is how not to do things. Anthony is right, no one needs another random LinkedIn connection.
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.
Hubspot
MARCH 28, 2019
No matter what industry you’re in, email list building is still an important and high impact marketing activity. Though you may see the occasional article proclaiming “email marketing is dead,” you can safely continue your campaigns, and know that “the money is in the list” ( as they say ). Now, there are many ways to build an email list - tactics and tools beyond simple sidebar lead magnets and popup forms.
Sales Hacker
MARCH 28, 2019
To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. But those two steps on their own are not enough to drive true equality in our male-dominated industry. After hiring, the real work begins. In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did.
InsightSquared
MARCH 27, 2019
Marie Kondo, the well-known author of the book “The Life-Changing Magic of Tidying Up”, often teaches aspiring organizers to take an objective approach to decluttering by asking oneself “does this item spark joy for me?” This simple methodology is the basis of her entire approach when she works with clients to feel more comfortable and secure living in their own home.
Women Sales Pros
MARCH 29, 2019
There is a common belief that sales force turnover is always a bad thing. I’ve even read several articles supporting this point of view. Well, I am here to say that some sales force turnover is a good thing. Anytime someone leaves, it affords you the opportunity to upgrade your talent. I suppose most employers look at it differently, though, if they don’t have a predictive tool to hire salespeople correctly.
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.
Hubspot
MARCH 27, 2019
In 2017, HubSpot experienced something that has never happened to us before -- our blog’s monthly traffic flattened. Even worse, it started to decline. So after months of stressing over the mysterious cause of our blog’s traffic plateau, we decided to sit down, chug a bunch of coffee, and find the culprit. What we discovered is that our strategy of brainstorming topics and relying on our intuition to determine our audience’s content preferences didn’t suffice anymore.
Sales Hacker
MARCH 25, 2019
This week on the Sales Hacker podcast, we interview Simmone Taitt , CEO of HeartSpace Consulting , and a longtime sales leader and consultant in the New York community. Simmone talks about her experience building Gilt City and Kidpass as a woman of color and how she advises companies to build diversity and inclusion into their hiring practices and sales teams.
ConversionXL
MARCH 25, 2019
Should you follow a list of best practices when working on a conversion optimization project? Maybe. Best practices in the conversion optimization world get a bad rap, but it doesn’t mean they are wrong. In this episode, Peep discusses why following some best practices at the beginning of a project, is actually a good thing. If you don’t have enough data, best practices can at least give you somewhere to start.
The Sales Hunter
MARCH 24, 2019
View every problem as an opportunity. Instead of looking at what has gone wrong, focus your thinking on the solution. This will move you forward with your customers and make them see you in a different light. You have an opportunity to demonstrate leadership. Will you choose to lead in the next problem that you face? Copyright 2019, Mark Hunter “The Sales Hunter.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Hubspot
MARCH 27, 2019
Prior to September 2017, YouTube provided a built-in tool that allowed you to edit your videos before publishing to the platform. However, as of last September 20, 2017, YouTube's Video Editor tool is no longer an option. On YouTube's Help Forum , Community Manager Marissa explained, "We've seen limited usage of these features, so we've retired them to focus our efforts on building new tools and improving on other existing features.".
Selling Power
MARCH 25, 2019
There are four interrelated elements to the away-game selling process. Here’s how you can use them to succeed with customers.
Engage Selling
MARCH 23, 2019
It’s one of the toughest jobs out there at the best of times.
ConversionXL
MARCH 27, 2019
How do you achieve growth through conversion optimization? You need high-quality research and experimentation. In this episode, Peep discusses why research is critical to understand the problems on the website and why you need to develop multiple hypotheses in order to find the right solution. [This post contains video, click to play]. Subscribe to our YouTube Channel.
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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
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