Anthony Cole Training
AUGUST 15, 2018
In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must. Equally important is the regular distribution of sales training content that is memorable.
Women Sales Pros
AUGUST 17, 2018
As a woman it’s something many of us say so much as if it is a filler word, like “um” – apologizing for bumping into someone, for not holding the door wide enough, for seemingly no reason at all when we call, text, or email someone. I had a bad habit of saying the phrase, “I am sorry”. Here’s how I stopped saying it nearly 95% of the time. Most of the time I said I am sorry when I could say something else.
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Gong.io
AUGUST 16, 2018
Dominating your competition today is not a “nice-to-have,” it’s a necessity. The battleground for competitive differentiation has shifted. The name of the game used to be having a unique product. Now, that’s nothing more than a ticket to play the game. It’s hardly a winning strategy by itself ( read more about why that is here ). Instead, sales conversations — what salespeople say, do, and write during the sales process — are where the perception of difference is c
Hubspot
AUGUST 16, 2018
Are you looking to expand your business’s reach and expose your brand to new people who are likely to be interested in what you have to offer? Welcome to the world of public relations. Commonly abbreviated to PR, public relations defines how a company communicates with people. It’s how brands manage the spread of their information, so it’s similar to branding.
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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.
Accent Technologies
AUGUST 13, 2018
Accent Technologies and SiriusDecisions are partnering to bring a sales enablement webinar series covering some of the most common challenges SE leaders face today. Sales Enablement (SE) is one of the fastest-growing functions in companies today. However, the term means something different to almost every organization. (more…).
Sales Hacker
AUGUST 16, 2018
When a high-stress job meets low emotional intelligence (EI), doomsday happens. That’s what research, experience, and common sense will tell you. And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
AUGUST 15, 2018
In high school, one of my friends was determined to find the perfect time to post her Instagram photos to maximize the amount of likes she got. She was surprisingly scientific about it, posting at different times of the day and jotting down each of her posts’ “likes per minute”. After weeks of testing, she figured out which post time raked in the most likes, and, from then on, she could easily get 200 likes on all her Instagram posts.
Membrain
AUGUST 15, 2018
Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement.
Gong.io
AUGUST 15, 2018
“We had a ton of inbound leads,” Paul told me with a serious look on his face. “But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Planted in the heart of downtown Toronto — a place swarming with tech talent — TouchBistro was lucky enough to have a top-notch marketing team.
Engage Selling
AUGUST 17, 2018
?????????????????????????????Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints. Instead, I want you to focus on the audience and the message that you’re sending to them.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
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
AUGUST 14, 2018
59% of U.S. workers say communication is their team’s biggest obstacle to success, followed by accountability. Managing multiple projects at once, delegating tasks, and collaborating across teams is difficult on a good day -- but can become downright impossible when unforeseen obstacles get in the way. Miscommunication and inefficiencies in your project management process can lead to confusing and stressful experiences for your employees, and hinder your company's ability to satisfy your clients
Membrain
AUGUST 12, 2018
An interview with Smart Selling Tools founder, Nancy Nardin.
Jeff Shore
AUGUST 14, 2018
By Ryan Taft. The older I get, the more I realize how important time is. Specifically, I am more aware of what I am, and am not, accomplishing. If you ask my wife she would tell you that I am always planning, scheduling and attempting to figure out how to maximize every moment to be my most productive self. Of course, I fail at this fairly often. And…there are a few things I have figured out that have yielded fantastic results. ?
Accent Technologies
AUGUST 17, 2018
Working with sales to form new content approaches can skyrocket revenue in bold new ways. A few fundamental ingredients are needed to make positive changes. Let’s not sugar coat things. Your sales team hates your content. They don’t think it generates enough high-quality leads. They don’t feel you know the audience as well as they do. And even when you do produce content that sales would love, they don’t know it exists or they can’t find 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!
Hubspot
AUGUST 12, 2018
Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the
Outreach
AUGUST 15, 2018
This is the second post in our series on how learning improv can improve your sales skills. The first post can be found here. When you’re in sales, it can be easy to think the most important quality is being a good talker. But as an 11-year-old kid, helping my single mom, Maria, get her X-ray business off the ground, I discovered talking is only one part of the package.
Partners in Excellence
AUGUST 12, 2018
I was sitting in yet another deal review. The sales person was describing the deal, focusing on what the customer wanted to buy. The sales person described the products, the volumes, the competition, potential pricing… At some point, I raised my hand, asking, “Why are they buying?” The sales person looked at me, perhaps noticing by silver hair, thinking, “Poor old guy, doesn’t realize senility is setting in, I’ll humor him.” He responded, “Becaus
Sales Hacker
AUGUST 17, 2018
The post 4 Sales Plays to Exceed Quota and Close Out This Year Strong appeared first on Sales Hacker.
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
AUGUST 14, 2018
The saying "lead by example" is important in politics and leadership roles -- and it's also critical in marketing. Sure, you can tell potential customers your marketing team is the best at running YouTube campaigns or effectively increasing a website's cost-per-acquisition (CPA), but until you offer examples, they're going to have a hard time believing you.
Heinz Marketing
AUGUST 17, 2018
By Lisa Heay , Senior Marketing Consultant at Heinz Marketing. It’s hard to know what you don’t know. Marketing Automation is complex, and even after almost a decade using tools like this, I’m still learning new things and new ways to get the job done better, faster, more efficiently. Here’s a list of 10 things you may not know about Marketo: Batch Campaigns and Wait Step Priority.
Openview
AUGUST 16, 2018
Every new year brings with it trendy buzzwords related to sales – (like freemium ), but one word has show up time and time again: data. With phrases like data analytics, sales data, big data and data sets, the collection of information is driving everything from sales coaching and productivity to predictivity technologies and marketing campaigns. No matter how big your business, if you’re not using data analytics to drive your sales, you’re going to fall behind your competition.
Sales Hacker
AUGUST 13, 2018
The post RIP or ROI? Is In-House Sales Development a Revenue Generator or Cost Center? appeared first on Sales Hacker.
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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
AUGUST 17, 2018
Have you ever searched stock image websites and thought, None of these truly represent my brand? It can be difficult to stand out, or delight your readers, if you're using the same cheesy "marketing person on computer" image as everyone else. But what's the alternative, besides finding room in the budget to hire a freelance photographer? You might want to rethink your strategy a bit.
Selling Power
AUGUST 13, 2018
Our two-year research shows a strong correlation between quota attainment and sales pipeline management.
Jeff Shore
AUGUST 16, 2018
By Jeff Shore . What is more important: skillset or mindset? Come on – you know the answer. You can have all the techniques in the world, but if your head ain’t on straight, it’s over before you get started. The best of the best (and that’s you, right?!) actively work on building and sustaining the proper mental approach. Call it the X-factor, that part of your achievement drive that will not be tamed.
Heinz Marketing
AUGUST 14, 2018
By Lauren Dichter , Marketing Coordinator for Heinz Marketing. Multicultural marketing. Diversity marketing. Ethnic marketing. International marketing. Global marketing. Diaspora marketing. What do all these phrases have in common? Well, for the most part, they can all be boiled down to a single concept. But they’re not the same. So what makes them unique?
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
AUGUST 13, 2018
Sales forecasting can play a major role in your company’s success ( and your own career development ). According to research from the Aberdeen Group , companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota. But despite the advantages, many sales leaders struggle to create sales forecasts that are anywhere near reality.
Selling Power
AUGUST 15, 2018
When I listen to salespeople on recorded calls, in role plays, or when personally observing them sell, I hear nearly a mistake per minute with prospects.
Gong.io
AUGUST 14, 2018
In Michael Porter’s seminal book Competitive Strategy, he highlights three competitive advantage strategies: Cost leadership. Focus. Differentiation. Cost leadership is for the “Amazons of the world.”. Their economies of scale allow them to reap insane profits despite charging razor thin prices. They “make it up in volume.”. Focus is for companies that narrow in on a niche.
Sales Hacker
AUGUST 14, 2018
This final part of the 5-part sales coaching series focuses on coaching for sales success. Part 5 Overview: Commitments vs. Conversations. Coaching vs. Conversations. Salespeople Stay Where They Are Celebrated, Not Tolerated. Use Follow-Up Meetings to Calibrate Your Rep’s Strengths. The Coachability Quadrants. The 8 Types of Salespeople in EVERY B2B Team.
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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