Anthony Cole Training
NOVEMBER 19, 2018
While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day. “You came to Ann Arbor with perhaps the most hype of any coach in the history of the Big Ten. Maybe in all of college football.
A Sales Guy
NOVEMBER 19, 2018
It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions.
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SalesProInsider
NOVEMBER 20, 2018
We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving. There are no gifts to stress over, no need for fancy clothes (comfy is key with the hearty food), and a day when taking a nap is acceptable!
Jeff Shore
NOVEMBER 20, 2018
By Amy O’Connor . Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. ?Here are the top five beliefs that dramatically limit many sales professional’s success: 1. Buyers won’t buy without a discount or incentive. ?. ???Not true! Buyers buy when they see personal benefit in what you are selling, and they feel good about the value.
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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
NOVEMBER 22, 2018
Another day, another great resource available from us here at Anthony Cole Training Group.
RAIN Group
NOVEMBER 20, 2018
Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
NOVEMBER 19, 2018
I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.
Openview
NOVEMBER 20, 2018
Editor’s Note: This article was first posted on LinkedIn here. . Bellies full of beignets, my parents and I were exiting San Francisco’s Just for You Cafe when when a middle-aged man called my name. “Andy, it’s Christoph!” he shouted. “Do you have time for a quick question about messaging ?”. (Later, my mom asked, “People stalk you for messaging advice?”).
Hubspot
NOVEMBER 22, 2018
Imagine you own a delicious gluten-free cafe in Boston. If someone were to search “gluten-free cafe near [insert a neighborhood in Boston]” on Google, it’s safe to assume you’d want your WordPress website to come up at the top of the search results, right? This way, the people who are searching for gluten-free cafes in Boston are more likely to see your site, click on your information, and become customers (whether that’s online or in-store).
Partners in Excellence
NOVEMBER 22, 2018
I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other therapy to make me less pushy. But, to be honest, I like being pushy. My customers and clients, for the most part, appreciate it too–though at some times my pushiness makes them uncomfortable. (I’ll come to that later.).
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.
Engage Selling
NOVEMBER 17, 2018
Lost sales often happen for reasons that are entirely within our control. Quite frequently, they’re caused by the kinds of internal rules we create in businesses of all sizes.
Membrain
NOVEMBER 18, 2018
Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on?
Hubspot
NOVEMBER 19, 2018
The key to any relationship is communication. This includes romantic relationships, of course, but it also applies to friendships, coworker relationships, manager-team relationships, and even brand-customer relationships. Any scenario that requires you to convince, inform, entertain, or engage with another involves communication. The topic of communication is quite broad, right?
Partners in Excellence
NOVEMBER 21, 2018
Every once in a while, I have a truly outstanding week. These are weeks where my clients and I take on big challenges and tough issues, trying to figure out what courses of actions should be taken. Last week, I was with several clients, one in luxury real estate, two in high technology. Each is a top performer, not just within their own industries or regions, but they are viewed as top performers by those in other sectors.
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!
Jeff Shore
NOVEMBER 21, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Today Jeff explores the confusion your customer feels when they’re overloaded – overloaded with information, overloaded with choices, overloaded with brands. How do you make it easier for your customer to do what they want to do anyway – make a purchase? When our customer’s brain gets locked up in complexity, the mind says, “No.
InsightSquared
NOVEMBER 19, 2018
It’s two weeks until December. Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. Tis’ the season! December around the corner also means your sales year is coming to an end.
Hubspot
NOVEMBER 21, 2018
Studies have shown recruiters typically scan a resume for only about six seconds before making a decision on whether an applicant is fit for a role. With only six seconds to demonstrate your qualifications for a position, every detail counts. To evoke a sense of style, professionalism, and uniqueness, it's critical you put effort and consideration into your font choice.
Sales Hacker
NOVEMBER 21, 2018
Like a long and arduous hike that seems to go on and on, a prolonged sales cycle can leave your team feeling drained, exhausted, wondering if they’ll ever reach the summit … and if they do, whether they’ll have the energy to climb the next mountain! We’ve all had at least one instance where we’ve felt overstressed, overworked, and under quota due to a long, drawn-out sales cycle.
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!
Membrain
NOVEMBER 21, 2018
Whenever someone tells me they have 10 years of experience, I always wonder: Do they really have ten years, or do they have one year of experience multiplied by ten?
CloserIQ
NOVEMBER 20, 2018
When it comes to hiring new SDRs for your startup, writing the job description seems like it should be one of the easiest parts of the process. But it’s not so simple, and it certainly shouldn’t be something that you attempt to start and finish in five minutes’ total. Think about it. At any given time, there are thousands of sales job descriptions on sites like Glassdoor and ZipRecruiter.
Hubspot
NOVEMBER 21, 2018
Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary.
Sales Hacker
NOVEMBER 21, 2018
There’s an unwritten rule that women need to support other women at work. Countless articles are detailing how we are supposed to be each other’s champion, encourager, and referrer. Some have even gone so far as to say that achieving equal rights starts with treating one another as equals. The ideas of how to receive equal pay, equal treatment, and equal status to our male counterparts have been on the minds of millions of women for decades and remain hot topics even today.
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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
Selling Power
NOVEMBER 19, 2018
When sellers give prospects the guidance and support they need to get to their destination, it’s a journey modern buyers won’t forget.
Heinz Marketing
NOVEMBER 17, 2018
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. Training Your Prospect That You Will Go Away. A single attempt to call your dream client is not prospecting, and you can’t expect it to produce any real results.
Hubspot
NOVEMBER 21, 2018
It can feel like a David and Goliath scenario. As a startup, you may be tempted to look at the established giants in your niche and believe you have no chance of beating them. They have the reputation, reach, and budget to acquire and retain customers. But if the biblical allegory teaches us nothing else, it does demonstrate that an informed and savvy underdog can defeat a perceived champion.
Outreach
NOVEMBER 19, 2018
Down-shifting a "Do it now" approach. I recently found myself in a situation where I was working really long hours for several weeks. I was making trade-offs with down time in a daily (and nightly) press to get everything done now. I was pushing hard, and my company and clients were happy. The only problem? I wasn’t. The long hours had started to wear on me.
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.
SalesLoft
NOVEMBER 20, 2018
In Hollywood’s most famous movie about sales, Glengarry Glen Ross , Alec Baldwin’s character, Blake, hammers home the “ABCs” to his salespeople. In the middle of his tirade, he tells a burned out, tired-looking group of men, “Always Be Closing!”. The speech Blake gives is the epitome of the empathy-lacking, money-hungry stereotype of a salesperson. He doesn’t care about prospects or their needs.
Heinz Marketing
NOVEMBER 18, 2018
I’ve had these guys on our radar for quite some time, and Brian was equally impressed with them at this past week’s MarketingProfs B2B Marketing Forum. Here’s his description of Hushly back to our client services team: Increase landing page conversions, regardless of the MA platform used. Hushly can reduce the friction from gated content with interesting processes and techniques to achieve conversion responses. .
Hubspot
NOVEMBER 23, 2018
Troubleshooting a 502 Bad Gateway Error is like solving a mystery. You don’t know what exactly happened or why -- all you know is that something’s wrong and you need to fix it. To guide you through the hassle of fixing the dreaded 502 Bad Gateway Error, let’s go over what it exactly is and its most common causes and solutions. What Is a 502 Bad Gateway Error?
SalesforLife
NOVEMBER 23, 2018
When you walk the sales floor, or you conduct your 1-on-1’s with your sales team this week, did you think “wow, do we ever have ‘random acts of prospecting’? Seller A is so different than Seller B, and Seller C has no plan, and Seller D is so objective with their process”. You’re not alone! These are very common things I see inside sales organizations around the world.
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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