Anthony Cole Training

APRIL 10, 2019

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Prospecting 169

Prospecting Cold Call Sales Referrals 169

ConversionXL

APRIL 10, 2019

PPC campaigns continue to become increasingly well-targeted. More and more companies are using tactics like single-keyword ad groups ( SKAGs ) and single-product ad groups ( SPAGs ). While those tactics may have differentiated your campaigns in the past, they no longer do (or won’t soon). One way to stand out is to go beyond keyword targeting and create PPC campaigns for specific targets—an account-based marketing (ABM) strategy.

Campaign 131

Campaign Quota Promote Prospecting 131

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. There are specific coaching methods you can use today.

Objectives and Key Results 121

Objectives and Key Results Sales Territory Quota 121

Women Sales Pros

APRIL 12, 2019

The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?

Sales 114

Sales Strategize Follow-up Consult 114

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.

Sales

SalesProInsider

APRIL 10, 2019

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

Lead generation 113

Lead generation Cold Call Conversion Referrals 113

ConversionXL

APRIL 10, 2019

You spend plenty of marketing dollars trying to get someone to your form. But how much goes to waste at that stage? According to data from Formisimo, roughly two-thirds of those who start filling out a form never complete it. Why? If you’re not tracking form analytics, you don’t know. The data between a pageview and a form completion (or abandonment) is missing.

Price 130

Price Start-ups Campaign Conversion 130

RAIN Group

APRIL 10, 2019

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

Negotiate 110

Negotiate Sales 110

Understanding the Sales Force

APRIL 11, 2019

This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere.

Sales 106

Sales 106

Jill Konrath

APRIL 7, 2019

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

Closing 105

Closing 105

Sales Hacker

APRIL 8, 2019

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. Don’t get us wrong: it does matter. In a survey from Deloitte , 94% of executives and 88% of employees said they believe a distinct workplace culture is important to business success.

Objectives and Key Results 107

Objectives and Key Results Quota Sales Drivers/motivators 107

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

Membrain

APRIL 7, 2019

I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.

Growth 117

Growth Sales 117

Hubspot

APRIL 12, 2019

As a baseball player turned blogger, my blogging platform is just as important to me as my bat was to me. If I went up to the plate with a quality bat that I personally preferred swinging, I would feel more confident, boosting my chances of getting a hit. If I didn’t, I would most likely tap a dribbler back to the pitcher. Similarly, when blogging eventually replaced baseball in my life, I discovered using a blogging platform I was comfortable with and liked enabled me to produce better work and

Legal 101

Legal Promote Referrals Trust 101

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account.

Territory 92

Territory Account management Price Contract 92

Partners in Excellence

APRIL 10, 2019

AI, “Bots” and related technologies can do a lot to help improve our effectiveness and efficiency. The technology enables us to unload mundane tasks, both making us more effective and efficient. And, of course, there are those that enable the users to do terrible things. We hear reports, almost daily, of concerted efforts to exploit social and other networks with these bots.

Technology 91

Technology Technology Networking Price 91

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

SalesforLife

APRIL 9, 2019

Video marketing is getting more popular and effective every day. Marketers from all over the world are using videos to achieve a variety of different goals. Video is not only a useful educational tool, but they also help users to understand products and services, Website traffic sources show that videos not only cover a good percentage of traffic converting into leads, but also improve customers’ experience.

Education 88

Education Service Product Customers 88

Hubspot

APRIL 9, 2019

If you really think about it, the content formats we rely on today have an uncanny resemblance to the content formats we relied on yesterday -- our blog posts look like print articles, our offers look like books, and our slide decks like look presentations. Relying on the content formats we used yesterday to educate and entertain our audience today is fine, though.

Entertainment 101

Entertainment Government Angle Promote 101

Sales Hacker

APRIL 8, 2019

This week on the Sales Hacker podcast, we interview Rob Jeppsen , CEO of Xvoyant and host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. If you missed episode 51, check it out here: Approach Sales with Gap Selling w/ Keenan.

Sales 91

Sales Pipeline Gaming Up-sell 91

Partners in Excellence

APRIL 7, 2019

The SDR role is a critical role for many, if not most, organizations. SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. When the SDR finds an opportunity, it is usually passed to a sales person to manage through closure. It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us.

Manufacturing 86

Manufacturing Pipeline High impact Prospecting 86

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

SaaStr

APRIL 6, 2019

Much has been written about Zoom’s impressive financials as it prepared to IPO, growing > 100% at $425m+ in ARR! But as part of our new 5 Interesting Learnings series, I thought it might be helpful to go beyond the top line growth and pick out 5 learnings of particular interest to SaaStr founders: Zoom has a classic “Small-Medium-Large” customer distribution, currently about 20:50:30.

Contract 90

Contract Growth Engineering Start-ups 90

Hubspot

APRIL 12, 2019

"Success is making those who believed in you look brilliant.". This is one of my favorite quotes in regards to my job at HubSpot. It inspires and motivates my work and, no matter my mood, I find it to be an uplifting message to ponder and drive my performance. Not to mention, it’s a quote from (and often repeated by) one of our co-founders, Dharmesh Shah.

Hospitality 101

Hospitality Campaign Drivers/motivators Promote 101

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. And more than likely, they’ll still fall short of reaching their goals. Clearly, new strategies alone aren’t enough to motivate a sales team. So what’s the missing link? According to behavioral intelligence (BQ), it’s all about how you motivate your team.

Extrinsic 86

Extrinsic Drivers/motivators Intrinsic Commission 86

Partners in Excellence

APRIL 7, 2019

I was intrigued watching a LinkedIn video from a prospecting expert. He touted his great results, showed videos of him making prospecting calls. I suppose it was to promote his expertise in prospecting. He was leveraging all the best predictive dialing and software technologies, exploiting his glibness/provocativeness on those conversations he had. His numbers, roughly 1250 dials, roughly 50 conversations, roughly 2 meetings.

Meeting 86

Meeting Conversion Pipeline Prospecting 86

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

Sales

Smarter With Gartner

APRIL 8, 2019

In 1967, Rollin Kin and Herb Kelleher drew a triangle on a napkin. At each point was a city: Dallas, San Antonio and Houston. The two men created a vision for a low-cost commuter airline moving passengers between the three cities. And so, Southwest Airlines was born, alongside a new industry for low-cost air transportation. As the CIO becomes more involved shaping the future of an enterprise, it is time to become more involved in the strategy.

Transportation 77

Transportation Strategize Service Technology 77

Hubspot

APRIL 12, 2019

A majority of businesses are using some form of marketing automation nowadays -- in fact, studies cite around 51% of businesses currently use the technology, and that number continues to grow. According to a 2018 Forrester report , 55% of marketing decision-makers plan to increase their spending on technology, with one-fifth of the respondents expecting to increase by 10 percent or more.

E-commerce 101

E-commerce CRM Campaign Start-ups 101

Sales Hacker

APRIL 10, 2019

Imagine knowing the actual close date of a deal months in advance…. Better still, imagine getting your prospects to tell you both who their key players are and all the gory details of their organization’s buying process –– and having it verified by the buyer before you even submit a proposal. Think of the hundreds of hours you’d save chasing bad deals… the good deals you could stop from slipping into next quarter… and the trust you’d build by making your prospects feel they’re in saf

Process 85

Process Contract Sales Up-sell 85

Partners in Excellence

APRIL 10, 2019

In the past week, I’ve participated in two reviews where the sales person has made the statement about some individual in the buying group, “So and so is incompetent… ” One wanted to hammer home the fact by saying, “I spoke to a friend selling other products to the same company, he agrees… So and So is incompetent!

Customers 83

Customers Meeting Sell Prospecting 83

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

Miller Heiman Group

APRIL 10, 2019

Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. For more than 40 years, Miller Heiman Group has embedded sales and service leaders within customer organizations, providing on-the-ground support and expert instruction for tens of thousands of alumni.

Strategize 77

Strategize Represent Clients Networking 77

Hubspot

APRIL 7, 2019

A crucial aspect of being a great marketer is being able to measure your success. No matter which metrics you use, you want to prove to your boss (and the company) that you're worth your salt. You deserve your budget -- and maybe need more of it -- and you deserve to dedicate time to the marketing activities that work. Building UTM codes that track your campaigns' success is the best way to prove it.

Campaign 101

Campaign Promote Referrals Follow-up 101

Sales Hacker

APRIL 9, 2019

Summary: Society has no shortage of opinions on the unique workplace habits of Millennials. The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals. For years, the sales world has heard endless stories about Millennials and what makes them tick. Let’s be honest: We’ve probably formed opinions and let them shift into stereotypes without much firsthand experience.

Pharmaceutical 80

Pharmaceutical Sales Technology Technology 80

Predictable Revenue

APRIL 11, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly. The post How Lessonly’s Kyle Roach teaches his team to sell the dream appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Sell 80

Sell Sales 80

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