Anthony Cole Training

SEPTEMBER 10, 2019

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.

Prospecting 129

Prospecting Process Contact Sales 129

ConversionXL

SEPTEMBER 10, 2019

I love running growth teams. It’s everything I could want from a job. It directly impacts the company, is fairly autonomous, works great with a few high-caliber folks, and involves a ton of A/B tests. I’ve spent years running these teams—but I don’t know if I’ll ever build one again. I doubt that I’ll even have a growth team at any company I’m managing in the future.

Growth 133

Growth A/B testing Non-Profits Engineering 133

Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Gong.io

SEPTEMBER 11, 2019

It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. . Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals. Everyone rattles off the same thing: a list of their deals, next steps, and forecasts for the month. .

Pipeline 101

Pipeline Sports Meeting Sales 101

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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

The 5% Institute

SEPTEMBER 13, 2019

As a startup Entrepreneur, you are full of hope, drive, and ambition to create something you know will not only benefit your ideal audience – but create awesome income and meaning for your life too. However, as the days, weeks, and even months go on; you start to notice the struggle of working alone (also known as a Solopreneur ). You may have clients who pay well and enjoy your services or products, but as it usually does; the toll of working on your own slowly sets in.

Teamwork 98

Teamwork Legal Contact Referrals 98

Understanding the Sales Force

SEPTEMBER 9, 2019

You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your basement! You've decided to eat better and lay-off carbs, and someone suggests ordering pizza! These are all crazy opposites of what you were focused on and they cause you to ask, "whaaat?".

Sales 99

Sales Consult Sell 99

Membrain

SEPTEMBER 8, 2019

As a sales leader, there is one overarching thought to keep in mind: It is your responsibility to push your sales reps to greater heights than they would achieve on their own. Otherwise, you are excess cost.

Sales 92

Sales 92

The 5% Institute

SEPTEMBER 11, 2019

Sales scripts are a popular topic in weekly training sessions , sales training programs, and of course in various sales and marketing books. But do sales scripts actually work? And more importantly – have new consultative ways of selling killed off the premise of using exact sales scripts when you’re trying to sell? In this article, we’ll explore: Should you be using sales scripts.

Sales 98

Sales Clients Up-sell Trust 98

SalesProInsider

SEPTEMBER 11, 2019

Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll…. What’s great about how “stuck” that is in our minds is that it’s also a powerful approach when we feel under fire when faced with an objection in a sales conversation.

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Follow-up Prospecting Conversion Sales 89

Partners in Excellence

SEPTEMBER 11, 2019

I was reading a LinkedIn discussion thread, it started with a premise that people love to buy stuff. I’m not sure that’s true, at least in B2B. But Bob Apollo and Scott Santucci started a great sub-discussion. I wanted to expand on this. Too often, because we focus on our jobs and achieving our goals, we lose track on why customers buy, instead focusing on selling.

Customers 88

Customers B2B Sell Conversion 88

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

SEPTEMBER 11, 2019

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

CRM 116

CRM Sales 116

The 5% Institute

SEPTEMBER 10, 2019

The difference between general Salespeople and Sales Professionals that seem to excel in sales; no matter what they’re selling – is their ability to follow the best practices for sales. As the famous saying goes, “ How you do anything, is how you do everything ”. This demonstrates that the principles we follow daily behind the scenes when nobody is watching, is the key to sales success.

Objectives and Key Results 98

Objectives and Key Results Sales Lead generation Presentation 98

ConversionXL

SEPTEMBER 11, 2019

Webinars can establish a relationship with leads and teach them how your product can improve their lives. Some 75% of marketing and sales leaders say webinars are one of the most effective methods to generate high-quality brand awareness. But not every webinar is a success— 78% of webinars have 50 or fewer attendees. A major reason? Poor promotion. If you can promote your webinar the right way, you can gobble up more viewers and increase conversions.

Promote 87

Promote Process Education Prospecting 87

Engage Selling

SEPTEMBER 12, 2019

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you? It’s an important thing to quantify.

Clients 93

Clients Prospecting Quota Pipeline 93

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

Women Sales Pros

SEPTEMBER 13, 2019

Tiger Woods produced one of the greatest comebacks in sports history last week, winning the Masters. It was his first win at a major in 11 years. Many, including Woods, counted him out of the game after public scandals rocked his golden image and four back surgeries impaired his ability to play. His story provides many lessons for coming back from defeat and failure.

Sports 83

Sports Sales Up-sell Consult 83

InsightSquared

SEPTEMBER 11, 2019

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts. You have a starting point (the campaign) and a finish (the deal), and it is your attribution model that will reveal how your buyer travelled from point A to point B.

Campaign 78

Campaign B2C B2B Contact 78

Partners in Excellence

SEPTEMBER 9, 2019

You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too quickly…… Now, I’ve got you worried and wondering, particularly long time readers. Many of you would say, Quality. You would be partly right. “Aha,” you think, “It’s both!” You would be partly right.

Pipeline 75

Pipeline Sales Territory Gaming 75

SalesLoft

SEPTEMBER 13, 2019

If you’ve been in sales for any length of time, you’ve probably had the occasion to craft and present a close plan. If today is your first day on the job or you wound up on this page via an errant web search, here’s how close plans work. When deals are of a certain dollar amount or level of importance, sales leadership will often want to huddle with sales executives to outline a plan for sealing the deal.

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Closing Strategize Prospecting Start-ups 78

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

SEPTEMBER 10, 2019

There’s a simple point I’ve been talking about a lot lately, but it’s a super important one: When the time comes when you have enough momentum, capital, etc. to hire a real VP or two … you don’t have to start with the VP of Sales. It’s the natural place many of us start. We get 1-2 reps to hit quota, and we realize we need help to scale past that.

Quota 75

Quota Sales Start-ups Closing 75

The 5% Institute

SEPTEMBER 9, 2019

One of the common objections Sales Professionals and Business Owners regularly face, is the comment “Your price is too high” – also known as the price objection. In this article, we’ll look at where the price objection comes from, when you should start talking about price and money; and how to handle the price objection. “Your Price Is Too High” – How To Handle The Price Objection.

Price 98

Price Finance Presentation Prospecting 98

G2

SEPTEMBER 11, 2019

Recruiters lose an average of 14 hours per week manually completing recruiting tasks such as candidate sourcing, screening and hiring. However, most of these tasks can be automated, and investing in software to do so is almost a no-brainer.

Technology 75

Technology Technology 75

SalesLoft

SEPTEMBER 12, 2019

Not only do we have a featured guest, but also a guest host on this special episode of the Hey Salespeople podcast. SalesLoft’s CEO, Kyle Porter , sits down with the CEO of ZoomInfo and DiscoverOrg, Henry Schuck , to discuss how to scale a sales organization. If you’re interested in growing from one sales rep to 20 or 20 to an entire enterprise sales function, listen in on this conversation.

Sales 74

Sales Gaming Promote Appointment 74

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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

SaaStr

SEPTEMBER 8, 2019

You can back into it. Ultimately, in most SaaS models, in the U.S., sales reps will take home about 20% of the total deal value they close. In the early days, especially if the company is venture-backed, it might be more, as much as 30% or even a smidge higher with accelerators, etc. VC dollars are there to accelerate growth, and if paying a bit more to the sales reps helps there, that can often be worth it.

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Inside sales Quota Sales Closing 74

Heinz Marketing

SEPTEMBER 11, 2019

By Matt Heinz , President of Heinz Marketing – Originally posted on Demandbase. Leadership is about solving problems and building consensus. What’s working well already gets less attention, for better or worse. So when we invited B2B chief marketing officers to join us for breakfast with Demandbase in three cities last month, we talked less about their successes and more about their challenges.

Pipeline 75

Pipeline Inside sales Account management Follow-up 75

Sandler Training

SEPTEMBER 10, 2019

As sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five… The post Five Ways to Improve Communication with Current Customers appeared first on Sandler Training.

Customers 73

Customers Closing Sales Process 73

Engage Selling

SEPTEMBER 13, 2019

?????????????????????????????????When we’re making a sale, we’re asking someone to make a change—a change in business, strategy, software, people, or products. However, more importantly, change is difficult.

Sales 69

Sales Sell Process Product 69

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

Hubspot

SEPTEMBER 12, 2019

I recently bought a new laptop. Before deciding which one was right for me, I poured through Yelp and Google reviews to make an informed decision. Once I narrowed my search down to a couple of models, I visited the store to examine specs in person before committing. To put this in a different way, I was “pulled” into brands by their marketing of laptops for a young professional.

Commission 78

Commission Niche Launch Campaign 78

Partners in Excellence

SEPTEMBER 10, 2019

As much as we want to, and should, focus on our sales successes, a large part of sales has to do with failure. We win some, we will always lose some. We try a certain approach, say a prospecting program, or a new sales initiative, or a deal strategy. In the “old days,” we used to do win/loss reviews. They don’t really seem to be part of the vocabulary of most sales managers.

Prospecting 62

Prospecting Customers Sales Sell 62

Sandler Training

SEPTEMBER 10, 2019

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time. Read Time: 8 Minutes.

Customers 73

Customers 73

Sales Hacker

SEPTEMBER 9, 2019

One of the biggest challenges organizations face (always) is aligning marketing and sales. In truth, only a fourth believe they’ve achieved it. Perhaps alignment isn’t the real issue, though. To take it back a step, if Marketing can figure out how to scale account-based programs, and do it in a coordinated (between Sales and Marketing), measurable way — alignment would easily follow.

Prospecting 65

Prospecting Sales Follow-up Contact 65

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