Anthony Cole Training
DECEMBER 18, 2019
In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.
SaaStr
DECEMBER 19, 2019
We kicked off our 5 Interesting Learnings series with “newer” SaaS companies for the most part, and learnings as they IPO’d: 5 Interesting Learnings from PagerDuty, as It IPOs. 5 Interesting Learnings from Slack at $700m in ARR. 5 Interesting Learnings from Zoom. As it IPOs. 5 Interesting Learnings from Bill.com’s IPO. HubSpot is a great one that IPO’d way back in 2014 ??
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Sales Hacker
DECEMBER 20, 2019
What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad? To find out, our Training and Development Manager Joseph Grieves, analyzed over 500 sales calls in a 6-month period. What we learned was that ALL the best-converting sales pitches include the exact same elements.
Gong.io
DECEMBER 19, 2019
There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Yeah. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL story. As you know, Gong lives — check that, thrives — on (big) data.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Membrain
DECEMBER 18, 2019
How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit?
SaaStr
DECEMBER 18, 2019
Are you already a fan of the Impossible to Inevitable book? You’re in luck. The audiobook has been released and we’ve saved a few FOR FREE just for our readers. Read more to find out how! Impossible Goals, Inevitable Successes. Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Score More Sales
DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
The 5% Institute
DECEMBER 17, 2019
Engineer to sales; no matter what new role you may be taking up in the sales world, this can be a bit of a career change. However, if you put in the hard work that got you to become an Engineer in the first place, continue learning with an open mind, and execute what you learn – you can potentially have an excellent career in sales. In this article, you’ll learn why going from Engineer to sales can sometimes make people feel hesitant, the things to be careful of when going from an Engineer to sa
G2
DECEMBER 20, 2019
These days, every aspect of our lives is connected in some way to the internet.
Hubspot
DECEMBER 20, 2019
Sometimes, improving UX can cost a lot of money. And oftentimes, some of the problems website visitors have are easy, simple fixes. That begs the question: How can you find out if customers are enjoying their website experience? The answer may be simpler than you think. Having forms on your website is an effective way to get customer feedback about their experience during their visit.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SaaStr
DECEMBER 15, 2019
Q: What are the biggest mistakes first time founders make after $50K MRR in SaaS? A partial list of the ones I see all the time (and mistakes I made myself): Not having a VP/Head of Marketing in place. $50k in MRR is plenty “late” to have someone spending 50+ hours a week just getting you more leads and managing the leads you do have better. What if at even just $50k MRR, you had a head of marketing that go you just 20% more leads?
Understanding the Sales Force
DECEMBER 16, 2019
Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand. TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.
PandaDoc
DECEMBER 20, 2019
There’s no doubt that having a solid sales stack is a must. In fact, 82% of SDRs agree that sales technologies are critical for closing deals while the companies that don’t use any software for sales enablement are known to be less likely to achieve their goals. Yet, just like a proper sales stack can boost your productivity and help you close more deals, relying on wrong tools can significantly harm your business.
Hubspot
DECEMBER 18, 2019
This morning, as usual, I started my day by checking my emails. While this process doesn't usually excite me and is just my method for waking up, I came across a subject line that made my heart race with excitement: Knowing that I would be starting my day with a new music video from one of my favorite bands made me smile. It also made me feel valued as a subscriber to their record label's emails — with just one video, Specialist Subject Records strengthened the consumer relationship I have with
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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.
SaaStr
DECEMBER 19, 2019
Q: What are the biggest mistakes new founders make when they start a business? My list: Not budgeting 24 months to get to a viable business. Most founders assume 6–8–12 months is enough. It almost never is, especially in B2B/SaaS. It almost always takes 24 months from “go”, or longer, to build a real business in SaaS. More here: If You’re Going to Do a SaaS Start-Up … You Have to Give it 24 Months | SaaStr.
Outreach
DECEMBER 18, 2019
Sales operations is the unsung hero of the sales world. Its role is far-reaching and yet is critical for frontline reps and for your revenue's health as a whole. As a sales ops leader, the scope of the role can be overwhelming, but don’t worry. We’ve compiled a list of five must-read books for sales operations leaders to help you support your sales team with day-to-day tactics or a winning long-term strategy.
Force Management
DECEMBER 17, 2019
Many of you are prepping for your sales kickoff. We often put so much into the planning of the SKO, that sometimes we fail to give the same amount of attention to the actual presentation we will give at the event. The sales kickoff is often the one chance sales leaders have to get the momentum going at the beginning of the fiscal year. Past quarters are over and done with and the SKO is a time to start fresh, right the course and chart the path towards increased sales productivity and revenue.
Hubspot
DECEMBER 17, 2019
Sometimes, in the marketing industry, you have to close your eyes and take a leap of faith. Other times, you can calculate your moves to execute a strategy with a proven track record. But what about a method of strategic planning that involves taking a leap of faith and calculation? I'm talking about customer targeting, which is a way to divide your target audience further into groups and use fresh, new strategies to capture their attention during the buyer's journey.
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.
G2
DECEMBER 19, 2019
Investing in real estate can be an incredibly profitable and fulfilling journey.
Membrain
DECEMBER 15, 2019
December is always ripe for prognostication and advice for success in the New Year. Pundits, consultant, vendors of Sales/Marketing automation tools will offer endless insight and advice on how to beat your goals, how to be successful, how to have a fast start for the New Year.
The 5% Institute
DECEMBER 19, 2019
In this article, you’ll learn a variety of words that sell in both your sales conversations, as well as in writing. The type of language we use; both in our conversations with potential clients, as well as what we write for our ads are very important, as it can create emotion and persuade people to buy. In this article, we’ll be covering words that sell in your sales conversations, as well as words that sell in replacement of usual words you may use in your copy writing.
Hubspot
DECEMBER 17, 2019
The era of the high Google click-through rate is nearing its end and the age of the low-click landscape is dawning. While Google is still the number one traffic source for most sites on the web, over half of all searches these days result in no click at all. There are a multitude of reasons to explain this shift. More searchers are finding the information they need from featured snippets, which have increased in prevalence tremendously in recent years.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
criteria for success
DECEMBER 19, 2019
It can be tempting to think of sales process development as a one-time thing. You build your process and you’re good, right? Unfortunately, that's not the case. Over time, you’ll need to review and revise your sales process. If you don’t, you’ll eventually need to start back at the beginning and develop a process from [.]. The post Sales Process Development: How to Keep It Fresh appeared first on Criteria for Success.
G2
DECEMBER 18, 2019
Marketing’s central objective for B2B companies is to generate leads.
The 5% Institute
DECEMBER 17, 2019
High ticket closing is a popular niche within sales that many Sales Professionals are moving towards, because when done correctly – it can be very profitable. But what is high ticket closing; and what is the step by step system needed to make your high ticket closing journey successful? In this article, we’ll explore what is the definition of high ticket closing, as well as the exact step by step process required to sell high ticket products on a consistent basis.
Hubspot
DECEMBER 16, 2019
After reaching roughly 800 million active users within a year and a half of its 2018 launch, TikTok has become one of the fastest-growing social media apps of the last decade. Like any trendy social platform with a huge global audience, influencers and brands are flocking to TikTok. As a marketer who's considering TikTok opportunities, you might be wondering if you should start an account for your brand, or if you should leverage influencers who joined early on and already know how to create eng
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Engage Selling
DECEMBER 18, 2019
There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets and sink the morale of your entire sales team…effortlessly.
Partners in Excellence
DECEMBER 19, 2019
As usual, I’ve stuck my nose into some on-line discussions. This time, the discussion started on “creating value,” and devolved into a discussion of discounting. Bob Apollo kicked off the discussion with the premise: Discounting is a sign of failure. It’s something I wholeheartedly agree with. Without meaning to repeat Bob’s post, discounting comes as a result of our inability to get the customer to understand the value that we provide and create.
The 5% Institute
DECEMBER 15, 2019
Investing in yourself is one of the most important, and smartest things you could ever do with your income. Although there are various ways you can invest your time and money; investing in yourself can be one of the most profitable; for reasons we’ll explore in this article. In this article, you’ll learn what investing in yourself means, why you should be investing in yourself regularly, how to start investing in yourself, and ways in which you can invest in yourself.
Hubspot
DECEMBER 18, 2019
Sales efficiency: the sales metric that pits your team’s gross revenue against its cost of operation. It’s a gold standard for measuring how well a sales team, department, or process is performing. It’s a simple, straightforward benchmark that can tell you how well your sales efforts stack up with your goals and your competitors’ performance. It might go without saying, but I’ll say it anyway: you want your salespeople, teams, and processes to be as efficient as possible.
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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
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