Anthony Cole Training

NOVEMBER 28, 2018

I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.

Drivers/motivators 134

Drivers/motivators Technology Technology Sell 134

ConversionXL

NOVEMBER 27, 2018

If you’ve ignored the design and content of your “thank you” page, you’re neglecting: Recent purchasers. New leads. These are some of the highest value segments of an online audience, yet what most sites decide to show them is an afterthought. Whether you’re confirming access to a PDF download or thanking someone for a four-figure purchase, there are ways to add value for users—and get more value for your business.

Cross-sell 133

Cross-sell Hospitality Referrals Real Estate 133

Jeff Shore

NOVEMBER 27, 2018

By Jeff Shore . ?Alright, it’s time to rattle a few cages and ruffle a few feathers. I’m a student of the sale. I hope you can say the same thing. As professionals, we should always be seeking to improve our craft, and that means we must regularly challenge long-held practices. The techniques of decades past must be put on trial. If they pass the test for how to take care of people today, then by all means – keep on keepin’ on.

Technique 124

Technique Commission Strategize Sales 124

Membrain

NOVEMBER 25, 2018

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

Sales 110

Sales 110

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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.

Sales

Anthony Cole Training

NOVEMBER 26, 2018

Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.

Clients 134

Clients Relationship building Sales 134

ConversionXL

NOVEMBER 29, 2018

Freemium and free-trial signups have one thing in common: Neither generates revenue. You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. This post details the freemium and free-trial models and considers the key questions—about your business, your market, and your product—that guide you toward the best option.

Customers 119

Customers Cross-sell Referrals Networking 119

Hubspot

NOVEMBER 26, 2018

In video marketing, choosing the right soundtrack can be the difference between a video that grips your audience from start to finish and one that they can barely get halfway through. Play a fitting soundtrack or jingle in your video, and you can grab your audience’s attention and evoke the specific emotions and feelings you want them to associate with your brand.

Construction 101

Construction Sports Gaming Follow-up 101

Partners in Excellence

NOVEMBER 27, 2018

Categorize this post as “thinking out loud.” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technolog

Sell 94

Sell Objection handling Assembly Line Territory 94

ConversionXL

NOVEMBER 28, 2018

Will PPC look like this in 2020? Probably not. Nonetheless, there are some amazing automation opportunities that make the life of Marketing Managers, CMOs, and PPC experts quicker and more efficient—especially for fast-growing companies that need to scale their campaigns. PPC automation is a massive topic. In this post, I focus on automation within Google Ads.

A/B testing 117

A/B testing Campaign Click Through Rate Start-ups 117

Membrain

NOVEMBER 28, 2018

Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.

Sales 93

Sales 93

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.

Product

Jeff Shore

NOVEMBER 29, 2018

By Amy O’Connor. Sales leaders wear many hats. Probably too many hats in my humble opinion, but that’s a different topic altogether. Out of all the hats that a sales leader wears, perhaps the most important hat would don the word “coach” on the front. Great sales leader understand the value of coaching and carve out designated time for one-on-one development with their sales professionals.

Real Estate 93

Real Estate Strategize Sales Technique 93

Hubspot

NOVEMBER 28, 2018

To improve your team's productivity, reduce turnover rates, and drive increased revenue for your company, it's critical you take the time to focus on your employees' job satisfaction. If you're wary about the tangible benefits of job satisfaction, consider this -- happiness has shown to increase employee productivity by at least 12%. Undoubtedly, your company will grow faster if you invest in your employees' happiness.

Campaign 100

Campaign Gaming Promote Education 100

ConversionXL

NOVEMBER 28, 2018

ABM works – when it’s done right. Taking shortcuts can cost you time and money. In this video, Steve covers what account based marketing is and how your marketing and sales teams can close bigger B2B deals faster with an effective ABM program. [This post contains video, click to play]. Subscribe to our YouTube Channel. The post What is Account Based Marketing?

B2B 100

B2B Closing Sales 100

Partners in Excellence

NOVEMBER 29, 2018

Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates. Other areas that one would expect is demonstrating superior value in both the solution and how we engage the customer in their buying process drive higher win rates.

Pitch 86

Pitch Cross-sell Sales Presentation 86

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!

Sales

Jeff Shore

NOVEMBER 28, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Anthony Iannarino, host of Into the Arena podcast and author of Eat Their Lunch joins Jeff to discuss prospecting and serving clients who aren’t being served by their current salespeople. You don’t have to throw any dirt, in fact, all you have to do is be there. In sales, you get into solutions and the solutions may be great, but what people are buying is the future outcome.

Clients 79

Clients Objectives and Key Results Start-ups Pitch 79

Hubspot

NOVEMBER 30, 2018

Whether you’re a blogger, editorial writer, journalist, or any other type of writer, there are a number of different WordPress themes that allow you to share your content with your visitors on your website. Newspaper WordPress themes — despite their name — work for all types of writing. No matter your content type, the layout you’re looking for, or the design you envision for your website, there are hundreds of newspaper themes to choose from.

User Experience 99

User Experience Engineering Start-ups Price 99

Heinz Marketing

NOVEMBER 30, 2018

By Lauren Dichter , Marketing Coordinator at Heinz Marketing. For a while, I just couldn’t choose a topic for this month’s blog post. So I swallowed my pride and asked our president, Matt Heinz , if he had any ideas. He said, “You know what, I actually have been really curious about Instagram. Can you write about that?”. My immediate thought was “Uh, YEA, I look at that app way too often!

B2B 85

B2B Objectives and Key Results Represent B2C 85

Partners in Excellence

NOVEMBER 26, 2018

The word “transformation,” has become the buzzword for 2018. Every consultant, guru, prognosticator talks about transformation. Within organizations, executives proudly present their transformation strategies. Yeah, I also use the word–possibly too much. The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/market

Objection handling 82

Objection handling Cross-sell Technology Technology 82

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!

Customers

Sales Hacker

NOVEMBER 28, 2018

You’re collecting all this sales data but are you really getting your best use out of it? Is your data working for you? Is it bettering your business and helping you make smarter choices? One study found that 43% of companies gain little benefit from their data, while 23% gain nothing from their data at all. The key here is to collect clean data, gain insight through analytics and use that insight to make positive change for your organization.

Process 81

Process CRM Sales Territory 81

Hubspot

NOVEMBER 29, 2018

As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real estate mogul, Barbara Corcoran , began by recording videotapes of her listings. They were initially recorded on VHS tapes, but she found the greatest success when she uploaded the videos to her website.

Real Estate 98

Real Estate Angle Non-Profits Clients 98

Gong.io

NOVEMBER 27, 2018

In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Follow me to read upcoming research. I’m not a natural salesperson. I had to learn to sell manually. And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I can almost hear your mind racing during sales calls,” he told me.

Sell 76

Sell Technique Meeting Presentation 76

Partners in Excellence

NOVEMBER 29, 2018

The other day, I published a post, “ Are Traditional Selling Skills Even Relevant Anymore? ” It’s generated a lot of great ideas and good discussion on both sides of the topic. One of the premises I had in the article is that the skills/challenges we face in driving change within our own organizations, and that those customers have within their organizations are not much different than the conversations/engagement that sales people and buyers have.

Conversion 81

Conversion Customers Manufacturing Finance 81

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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

Sales

Sales Hacker

NOVEMBER 30, 2018

Why successful sales people walk away. When you’re young and new to sales, there’s a strong compulsion to chase after every opportunity that comes your way. It’s not surprising, just getting prospects to engage at all has become so hard! So, when you get someone to actually talk and you spot a possible opportunity, you’re onto it all guns blazing! There’s a sort of die hard, “I’m a sales guy/gal, I’m relentless, I never give up” type mentality that sets in.

Commission 77

Commission Manufacturing Negotiate Quota 77

Hubspot

NOVEMBER 27, 2018

Growing a business requires investment capital. Scaling businesses need money to launch products, hire employees, service customers, and expand. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail?

Finance 90

Finance Represent Manufacturing Launch 90

CloserIQ

NOVEMBER 27, 2018

The most successful Account Executives (AEs) aren’t just smart and driven. They also know how to make efficient use of their time, and stay on top of client relations. Of course, using the right tools makes these tasks a lot easier. Here are seven indispensable tools every AE should try out. 1) Remote presentations/video conferencing applications. The ability to communicate with prospects and clients remotely is critical for sales success.

Contract 76

Contract Pipeline CRM Clients 76

Partners in Excellence

NOVEMBER 26, 2018

Metrics are important. They provide a means of helping us understand whether we are on target to achieving our goals. They also give us insight into potential changes in the market. As we “instrument” more of the selling process, whether through CRM, mobile tools, and other means, we have the capability of measuring many more things than we have in the past.

Profit margin 81

Profit margin Pipeline Contact Follow-up 81

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.

User Experience

Sales Hacker

NOVEMBER 29, 2018

Let’s set a scene. Company raises money and is now ready to “scale the sales team.” Their current seller has done a great job, so the natural inclination is to assume that we want to replicate that person and sales will continue to grow, right? “John is our best AE– I need 10 more Johns!”. Fast forward 1 year later: “Oh no, my entire sales team looks the exact same…”.

Process 75

Process Sales Technique Pipeline 75

Hubspot

NOVEMBER 30, 2018

As an entrepreneur , cash is necessary to fund your operations. Whether you need new equipment for your business or a larger office space, you'll have to raise funds to pay for these investments. Funding can come from a loan, investor, business line of credit , or you can pay cash. Cash and short-term assets that can be quickly converted to cash are called current assets.

Real Estate 78

Real Estate Manufacturing Government Finance 78

Heinz Marketing

NOVEMBER 28, 2018

Over the past ten years, I’ve learned to Put Values First and simultaneously Put Myself First. My third of “ ten lessons from ten years in business ” is to Recognize and Prioritize Two Distinct Levels of Focus. I work day to day from a combination of to-do lists and a calendar that together keep me focused. In the midst of a busy workday, I want to know where my time is best spent.

Start-ups 75

Start-ups Product 75

Partners in Excellence

NOVEMBER 28, 2018

I just read a report, “ The Mood Of The B2B Buyer.” The results weren’t surprising, reinforcing most of the other research I see. There was one piece that provoked me to reflect. It was the response to the question, “In what circumstance might you opt for a more expensive solution to address a specific business need or pain point?

Construction 78

Construction Negotiate Price Pitch 78

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.

Sales