Anthony Cole Training
JUNE 11, 2020
In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.
Partners in Excellence
JUNE 7, 2020
Just got a note from a good friend. About 6 months ago, he and I discussed a new job he was considering. It was a dream job, he accepted it. He reached out the other day to catch up and get some coaching. A phrase in his note struck me, “… It’s more challenging than I expected… ” My knee jerk reaction was, “Fantastic!
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Understanding the Sales Force
JUNE 8, 2020
Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm. Four weeks laster, we still don't have the glass replaced. One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again.
SaaStr
JUNE 12, 2020
There are some questions in SaaS that are, at some level, almost a mystery: Why was Veeva able to burn only ~$10m net on its way to an IPO? Yet Box needed $250m? Both sell to the Enterprise. So it’s not that. Yes, Veeva has a very high ACV, with prepaid contracts. That helps a ton. Yet … is that really the whole story? Why did Atlassian essentially need no capital to IPO, yet Slack raised epic amounts ?
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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.
Salesmate
JUNE 9, 2020
Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. But sadly, few things are missed out when you do things in a hurry. Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. 79% of marketing leads don’t convert into sales.
Membrain
JUNE 10, 2020
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JUNE 8, 2020
Given that so many VC pitches are over Zoom now, I thought it would be worth re-freshing this classic SaaStr post on things it’s easy to get wrong when pitching investors. Pitching VCs is like anything. You’ll get better at it over time. Later, you’ll even get great at it. Once you know how it works, it’s not even that hard to knock it out of the park.
SalesProInsider
JUNE 11, 2020
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience.
Engage Selling
JUNE 12, 2020
Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.
Partners in Excellence
JUNE 8, 2020
I have to admit, I’m going stir crazy. My days are filled with back to back Zoom, Team, Skype meetings. I’m “connecting” with people, perhaps more than before. But I’m longing to jump on a plane and go to a face to face meeting. There’s something about physical presence that virtual meetings cannot replace, at least yet.
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.
SaaStr
JUNE 9, 2020
For us SaaS Old Timers, it’s still all sort of about Salesforce. We built apps on Salesforce. We hired our VPs from Salesforce. We learned from Salesforce. We “copied” Salesforce. It remains the #1 pure SaaS company by far and is a force of nature. A $150 billion+ mega-company. The first to $1b in ARR, the first to $10b in ARR, and likely, the first to $100b in ARR.
Membrain
JUNE 7, 2020
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us.
Engage Selling
JUNE 12, 2020
In this week’s Sales Leader, I examine the difference between an objection and a heckle. Objections Versus Heckles An objection comes after a substantive discussion. It’s a legitimate question you have to answer.
Partners in Excellence
JUNE 9, 2020
Anyone who has spent any time with me knows that I’m focused on planning and preparation. Whether it is applying design thinking to the next meeting with a customer, or a manager doing a pipeline review, or developing and executing a deal plan; I am hard over on planning and preparation. I can quote all sorts of statistics on the difference in results produce by those who plan and prepare, and those that wing it.
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 Hacker
JUNE 9, 2020
It’s easy to see communication skills as a gift — either you’ve got them or you don’t. But communication skills can make or break your success. If you’re a skilled communicator, you’re more likely to be perceived as an expert. If you speak eloquently at a job interview, you’re more likely to get the job. In fact, according to a recent survey of approximately 1,000 employers, effective oral communication is the most desired skill in job candidates.
Force Management
JUNE 10, 2020
Over the past few months new challenges may have forced the need for changes and shifts in your sales process. As you consider ways to help reps faster qualify opportunities, improve forecast accuracy, and increase win rates, make sure you’re looking beyond the process.
SaaStr
JUNE 10, 2020
How much do you talk about Customer Marketing? Be honest. While the concept may sound old hat to those that have been in the software business for a long time, in SaaS in particular, very little tools, processes, and software are applied to marketing to customers after they are closed. Over the last 5+ years, we’ve all started to turn Customer Success into a science and a key discipline in SaaS.
Partners in Excellence
JUNE 8, 2020
So much of what I hear and read focuses on “getting back to normal,” or “the good old days (pre-pandemic).” It’s stunning how short our memories are. Reflecting back, as little as six months ago, “normal” wasn’t so great. The “good old days,” weren’t very good. Think about it: The majority of sales people were not making quota.
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!
Sales Hacker
JUNE 11, 2020
Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. What you actually need is a strategy that incorporates both. Prospecting is something every sales organization needs to master. Without it, there would be no deals to close. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.
The 5% Institute
JUNE 12, 2020
Inside sales refers to any sales role, where you speak to your potential and ideal clients remotely. Over the last few years – and even more so today; inside sales is becoming increasingly popular, because it’s got excellent benefits compared to Sales Professionals that don’t sell remotely. Just some of the business methodologies utilising inside sales include: Software as a service.
Salesmate
JUNE 12, 2020
Well, you might have been taught by sales managers in your induction program that closing sales deals is an art and it is really simple. You have to be prepared, show up for your sales meetings, leave a mark on your prospects, navigate through their objections, pitch your proposal, and follow-up! Seems so simple right? When given a practical view, the selling process is a lot more complicated than this.
SalesHood
JUNE 11, 2020
The number one goal for any sales enablement team is to empower effective sales. Ideally, this is done on every level in the company - although your first knee-jerk reaction might be to turbocharge the sales team only, and have sales enablement be grouped with sales teams. The fact is that the whole [ ] The post Who Owns Sales Enablement? Sales?
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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
JUNE 11, 2020
By 2027, the live video market is expected to surpass $184 billion. And brands are taking notice. By the end of 2018, marketers were using live video as part of their social media strategy. Since then, this number has likely grown as brands continue to use a number of online platforms to stream virtual events, Q&As, and other content that their audiences will value.
The 5% Institute
JUNE 9, 2020
Every sale initially starts with a conversation; therefore – improving your sales conversations are critical to your closing success. But what makes an excellent sales conversation? And how do you utilise them to make them effective? In this article, you’ll learn five critical tips to improve your sales conversations, so that you can win more sales, and serve more people consistently. 5 x Effective Tips To Improve Your Sales Conversations.
Sales Hacker
JUNE 10, 2020
During the week of March 14th to March 21st, 2020, video conferencing apps hit a record number of 62 million downloads. For years, companies have been gradually discovering the benefits of replicating face-to-face interactions with video. However, in 2020, video meetings quickly evolved from something that was nice to have into something that is a critical tool.
Heinz Marketing
JUNE 8, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
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
JUNE 11, 2020
70% of companies are actively investing in content marketing, and 60% regard it as an important part of overall strategic planning. These points emphasize the need for a strong content marketing strategy. A strategy is only as good as its tools. If you have a winning strategy, but unreliable resources to pull it all together, your plan might fall apart at the execution level.
KO Advantage Group
JUNE 8, 2020
Reaching out to people when times are uncertain can be hard or intimidating. How should you approach it? 2020 has been one surprise after another, with a global pandemic, a recession, or civil unrest. But this too shall pass! When approaching clients or contacts, take away from the immediate sale! Focus on the future. Want to learn more about what sales looks like for your company?
Sales Hacker
JUNE 10, 2020
An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. And that’s simply not true. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier. And the potential rewards make it more than worth the extra trouble. The difficulty lies with the fact that salespeople forget the true value of a C-suite sale.
Heinz Marketing
JUNE 12, 2020
By Maria Geokezas , VP of Client Services at Heinz Marketing. Here at Heinz Marketing we are really proud of the experience we offer our clients through each and every engagement. A large chunk of our business is from returning clients and we think that’s the best proof of a positive customer experience. To be honest, our customer experience has developed quite organically.
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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