Anthony Cole Training
FEBRUARY 27, 2019
Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.
Openview
FEBRUARY 25, 2019
Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.
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ConversionXL
FEBRUARY 27, 2019
“Email marketing is dead.” That’s what a digital marketer told me while trying to sell me his messenger bot software. But email isn’t going anywhere. Customers who buy through email spend 138% more than those who don’t sign up for email offers. And email marketing has an ROI of 28.5% compared to 7% for direct mail. If you’re unpersuaded by statistics, also recall that: If you own your email list, you pay nothing to reach subscribers.
Miller Heiman Group
FEBRUARY 28, 2019
Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? If only. Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. According to CSO Insights’ 2018 Buyer Preferences Study , the average salesperson must now navigate six or more buying influences to close a single deal (which can take five months or more).
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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.
Understanding the Sales Force
FEBRUARY 24, 2019
We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too. Fun! The jet was probably traveling 500 MPH but it's funny how when the air is smooth, it doesn't even seem like you're moving, but when you add some serious bumps, you can feel every single one of those 500 MPH.
Membrain
FEBRUARY 24, 2019
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
MARCH 1, 2019
You can’t achieve your revenue sales goal without monitoring interim sales and marketing metrics. Most business owners focus only on the end goals: closed sales and net new clients. But focusing only on the end goal won’t ensure you’ll achieve it. You have to look at how you’re doing all along the way to the closed sale. Now the question is, what to watch?
Gong.io
FEBRUARY 26, 2019
My hands were sweating again. Of all the things I expected from this sales meeting, an “easy win” was not one of them. I spent six months working on a deal with four tough senior managers. Each of them voiced a flurry of objections at every turn. And now I had my shot with the decision maker — an executive in her early 50’s with a reputation for relentless questions.
Outreach
MARCH 1, 2019
Herman Melville, author of Moby Dick , once said, “To produce a mighty book, you must choose a mighty theme.” We couldn’t agree more. *deep breath*. Today, we are proud to announce our labor of love, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale , is officially available for pre-order !
Sales Hacker
FEBRUARY 28, 2019
Have you considered reconnecting with your old sales leads? You’re not alone. Getting traffic and leads is the biggest pain of 63 percent of all businesses. Source: HubSpot. But MarketingDonut says 44 percent of salespersons give up after one rejection. Albeit, 80 percent of the time, business leads need about five follow-ups to convert to paying customers.
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.
Hubspot
FEBRUARY 26, 2019
Braden Becker ’s journey to becoming an SEO specialist at HubSpot is a slightly unconventional one. In college, he studied Writing & Rhetoric, which helped him land his first job as a copy editor at a B2B trade publication. As he progressed through his career, Braden pivoted to content marketing, where he worked as an editor at a SaaS company and then as a content manager at the world’s largest environmental services firm.
Engage Selling
FEBRUARY 28, 2019
Getting sales calls returned is almost always on a salesperson’s mind. Especially when a prospect seems completely ready to move forward with you, it can be frustrating when you hear radio silence. Some sellers fear coming across as desperate.
ConversionXL
FEBRUARY 28, 2019
Should you sell on Amazon.com? In this episode of The Pe:p Show, Austin Brawner from Brand Growth Experts discusses if your ecommerce business should sell on Amazon or take a chance growing your brand and services away from the ecommerce giant. [This post contains video, click to play]. Three things that you’ll never beat Amazon on Price, Convenience, or Selection.
Partners in Excellence
FEBRUARY 26, 2019
It’s clear that customers struggle to buy. The majority of complex B2B buying journeys end in no decision made. What we traditionally thought of as a relatively linear journey is now depicted as shown below. It turns out the challenge in B2B buying is not what we have traditionally thought, or what we have trained our people do to: Help the customer select a solution (Ideally ours).
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!
Hubspot
FEBRUARY 27, 2019
LinkedIn is a highly valuable tool to network with like-minded professionals. But here's something we don't talk about as much as we should: LinkedIn is also a highly useful inbound marketing platform. It might seem a little bit intimidating. You have enough on your plate … do you really need to figure out another way to create targeted content? Actually, yes.
Engage Selling
FEBRUARY 23, 2019
“How can I sell more?” I hear that question a lot from salespeople everywhere. More often than not, it’s framed around a false assumption: the belief that you need to get more to sell more.
RAIN Group
FEBRUARY 27, 2019
This RAIN Group article was originally published on the Heinz Marketing Blog. Isn't it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way. Then there are days when it's a struggle to get out of bed and get to work.
SaaStr
FEBRUARY 24, 2019
Recently for the SaaStr Annual, we were “the largest customer” for 3 vendors. All 3 lied to us: One vendor was a friend of a departed contractor. This is a pretty common way deals are done, even today. The champion’s favorite vendor. They misled us in terms of scale and capabilities. One vendor was a well-established software vendor, but misrepresented their experience at scale.
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
FEBRUARY 26, 2019
Even if you're not sure what a blog is, you've no doubt come across one at some point in time. Perhaps you've stumbled across a blog when you've searched "healthy dinner recipes". Alternatively, maybe you used a blog to get more information on SEO strategies. In fact, if you're reading this, guess what? You're on a blog. (Very meta, I know.). If your business doesn't have a blog, you might want to reconsider -- B2B marketers who use blogs receive 67% more leads than those who do not, and blogs h
Sales Hacker
FEBRUARY 26, 2019
Here’s the scene: you’ve worked hard (really hard) to get a deal to the “verbal yes” stage. Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. Or this: “We’re ready to go, but I just need to make little revision to the contract…”. Think about how you’d respond. What would you say that could help you win at this point in a negotiation?
CloserIQ
MARCH 1, 2019
It happens at every sales job interview. Towards the end, the interviewer will turn to you and ask if you have any questions. This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. The questions portion of the interviewer presents an opportunity for you. Your goal: to establish yourself as a serious sales professional who has the drive and intellectual curiosity to succeed.
SaaStr
FEBRUARY 28, 2019
I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’d closed Qualcomm in Year 1 for the grand total of $10,000. Not all of Qualcomm, but a nice division. It was a great logo in Year 1, and our champion and buyer did 3 webinars for us, an external case study — and an internal case study at Qualcomm. They were magic, these pieces of content.
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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
Hubspot
FEBRUARY 28, 2019
In Simon Sinek ’s famous Ted Talk “ How great leaders inspire action ”, he fleshes out a concept that some of the most inspiring leaders and organizations -- specifically Apple, Martin Luther King Jr., and the Wright Brothers -- leveraged to build loyal followings. It’s called Start With Why. Start With Why suggests that if your brand truly wants to inspire an audience to follow you, your core message should focus on your organization’s purpose -- not how you make your product or what your produ
Partners in Excellence
FEBRUARY 25, 2019
We tend to think of the Laws Of Physics as fundamental truths about how things behave.* For example, F=M x V (Force is equal to Mass times Velocity). We always calculate force using this formula, it is universal. These Laws represent fundamental behaviors of objects and very predictable properties. Somehow, we seem to treat many of the numbers we use in sales and marketing as “fundamental and unchangeable truths.” We accept them, we accept the mathematical relationship, and all our b
Score More Sales
MARCH 1, 2019
Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales.
Smart Calling
FEBRUARY 25, 2019
One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and post online and said they are incorporating them into their own training. He sent in this prospecting voice mail that his boss had received and uses in their training. Take a listen and see how many mistakes the caller makes in just a short period of time.
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.
Hubspot
FEBRUARY 27, 2019
I remember sitting in one of my career classes in college listening to my professor tell the class how long it can take to find a job. “Sometimes you’re completely qualified for the positions in which you’re applying for, yet it can take several months to find the right position,” he said. My professor wasn’t kidding. I started applying for my first job six months prior to graduation, and it took me all six months to find one I was excited about accepting.
Partners in Excellence
FEBRUARY 27, 2019
I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. We are all painfully aware of the struggles they face in solving problems and buying. We know that less than 50% result in a buying decision. We know our customers need help-less in understanding our products and solutions, but in helping them navigate their buying process.
PandaDoc
MARCH 1, 2019
One of the biggest challenges digital marketing agencies face is both generating leads, and then turning prospects into customers. In the State of Digital Agency Report carried out by Databox and HubSpot, 60% of digital agencies named “finding new clients” as their top pain point. It’s estimated that only 20% of leads are considered legitimate, and only 5-20% of prospects ever convert.
Miller Heiman Group
FEBRUARY 26, 2019
According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. There are two lenses in which to view that statistic: Sellers have a performance issue. Organizations aren’t setting quotas effectively.
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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