Anthony Cole Training

NOVEMBER 15, 2019

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

Prospecting 144

Prospecting Sales Consult Sell 144

Neuromarketing

NOVEMBER 14, 2019

Roger Dooley's book Brainfluence has just been released in an Italian translation. The post Brainfluence Now Has An Italian Translation appeared first on Neuromarketing.

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ConversionXL

NOVEMBER 13, 2019

I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. Spoiler alert: It all comes down to people. Professional networks are the starting point (and growth engine). The familiar name of an agency CEO is a proxy for trust.

Referrals 110

Referrals Clients Networking Start-ups 110

SaaStr

NOVEMBER 9, 2019

Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before.

Start-ups 111

Start-ups Closing Growth Sales 111

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

Women Sales Pros

NOVEMBER 15, 2019

If you were new to the career of professional selling and you looked on Amazon for top sales books today, you’d find them authored by men (nearly ALL of them, with a few standout options.) If you went to the airport bookstore to find a sales book, it will be authored by a man, nearly every time. I looked for sales classes on Udemy this week. The first 45 courses I saw were authored by men.

Manufacturing 102

Manufacturing Sales Represent Consult 102

The 5% Institute

NOVEMBER 13, 2019

Sell me this pen is a line made famous by the movie The Wolf of Wall Street. In the movie, Belfort (played by Leonardo DiCaprio) leans in and asks someone to sell me this pen. When the person starts presenting, he gives them a look as though they have failed and carries onto the next person. So why did they fail? And how do you correctly respond to the sell me this pen question?

Sell 98

Sell Pitch Presentation Clients 98

Hubspot

NOVEMBER 12, 2019

Here's a little exercise for you: Check the timestamps on the emails you've gotten in the past day. What have you found? For me, I noticed that most of my emails, especially my subscription emails, were sent between 9-10 AM, or 5-6 PM. This isn't a coincidence, either. While the answer to “ What’s the perfect time to send an email to my customers? ” isn't an exact science, there are some key findings we've discovered through heavy research, and those times listed above are right in line with wha

Click Through Rate 101

Click Through Rate CTR Represent Launch 101

Partners in Excellence

NOVEMBER 14, 2019

We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV, MRR, ARR, TCV, LTV, CAC, Churn, Retention, Bookings, Revenue, Quota Attainment, SQL, MQL, Conversions, ATV, Win Rates, Velocity, Customer Growth, Product Growth, Share, Onboarding Time, % of people at quota, Voluntary/Involuntary Attrition, CRM Utilization, Pipeline Loading, Account Planning, Dials, Appointments, Proposals, Customer Meetings, Demos, Time spent per call, Number of questions

SQL 94

SQL Quota Appointment Pipeline 94

Engage Selling

NOVEMBER 14, 2019

Sometimes, it’s OK for your business and sales not to grow. You read that right. The general theme behind most advice online is to “grow, grow, grow!

Sales 98

Sales Growth Pipeline 98

SalesProInsider

NOVEMBER 13, 2019

Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if you’d found that out sooner, you may not only have saved yourself some headache, but had more time to spend on the right ones.

Clients 91

Clients Referrals Sales Conversion 91

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

Hubspot

NOVEMBER 15, 2019

In 2019, Google Ads is one of the most effective advertising tools to get more traffic to your website, and generate more leads. In fact, most businesses see an average of 200% ROI on their Google Ad spend. To create better, more powerful ads on Google, it can be helpful to receive a Google Ads certificate. Additionally, it's a great resume booster.

Engineering 101

Engineering Start-ups Consult Process 101

Sales Hacker

NOVEMBER 15, 2019

Have you ever wondered what other salespeople’s days are like? Or wished you could see what makes them tick? We probably all have. Lucky for you this series goes behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw.

CRM 92

CRM Meeting Follow-up Inside sales 92

Score More Sales

NOVEMBER 15, 2019

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.

Prospecting 90

Prospecting Clients Referrals Customers 90

Partners in Excellence

NOVEMBER 13, 2019

Mentoring takes all forms, some of the more unusual are the most helpful, particularly in my experience. Through my own career, I have had a number of “formal mentors.” Early in my career, in addition to great managers who coached my day to day performance, I was assigned to very senior executives in my company. We would have formal discussions, monthly, and every once in a while they would invite me to participate (most often as a fly on the wall) in key meetings they conducted.

Finance 84

Finance Consult Outside Sales Clients 84

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

Hubspot

NOVEMBER 11, 2019

One of my favorite things to do in my free time (besides binge reality shows Love Island and Vanderpump Rules ) is to take free marketing courses online. Industries change all the time, especially in marketing, and keeping fresh up on my skills is something I've found to be not only vital to excelling at my job, but really fun. The best thing about online courses is that I usually don't pay a cent for them, and the ones I do pay for are worth it.

E-commerce 101

E-commerce Price Technique Contact 101

Heinz Marketing

NOVEMBER 12, 2019

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Video in the B2B landscape has exploded, becoming a staple in today’s modern marketing toolkit. Yet as more companies invest in video, the gaps between execution and performance are widening. While sales and marketing professionals may understand the value of video, what are they doing to actually act on it?

B2B 91

B2B Pipeline Campaign Conversion 91

Predictable Revenue

NOVEMBER 12, 2019

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click. After chatting with hundreds of CEOs and sales leaders over the last couple years, I know they too feel the pressure when things aren’t working because, ultimately, the buck stops with them. But unlike those in leadership positions, a junior SDR tends to be pointed in a specific direction by a superior and will, by default, trust they’re being pointed in the right direction.

Trust 83

Trust Start-ups Sales 83

Adaptive Business Services

NOVEMBER 13, 2019

Let’s talk a bit about power partners. Power partners are the secret sauce of the networking world. They can and should be a subset of every networking type group that you belong to and particularly in any leads group. They also function as a standalone networking resource. I’ll start with a true story. . In 2005 I resigned from my last management job.

Networking 78

Networking Construction Electricity Referrals 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

Hubspot

NOVEMBER 13, 2019

Just like Sharpay Evans from "High School Musical" says, "It's out with the old, and in with the new.". Although Sharpay is talking about fabulous summer plans, that adage also applies to podcasting. With 32% of the population listening to podcasts regularly , podcast shows should continue to evolve as the industry does. Of course, in order to build a successful podcast, you need the right tools and services at your disposal.

Price 99

Price Gaming Service Start-ups 99

Partners in Excellence

NOVEMBER 11, 2019

I was struggling to meet with a sales manager. He really wanted to talk, we had critical issues he had asked for help in addressing. He kept postponing our calls, “Dave, I’m running all out, I’ve really got to be out in the field closing business for my people… ” We finally had our meeting. I started the meeting asking, “Bill, how’d all those deals go, did you close them… ” Bill went on and on, using a lot of our meeting time, talking about t

Closing 76

Closing Sales Meeting Price 76

SaaStr

NOVEMBER 13, 2019

Q: Are there any examples of a unicorn startup that was bootstrapped? From the 2019 Forbes Cloud 100, here are the SaaS/Cloud “start-ups” that are bootstrapped, i.e. $0 in disclosed capital raised: Mailchimp. Closing in on $1,000,000,000 in ARR and 1,000+ employees with no outside capital raised. That’s impressively efficient. Yardi. A software oldie in property management.

Closing 79

Closing Start-ups 79

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made. Yet many sales organizations don’t see this, instead promoting top sellers to managerial roles based on their excellent selling skills and deal results.

Manufacturing 75

Manufacturing Technique Sales Promote 75

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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

Hubspot

NOVEMBER 12, 2019

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. However, what if selling for the sake of selling wasn’t your main mission? Enter value-based selling. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).

Sell 82

Sell Pitch Trust Contact 82

Force Management

NOVEMBER 12, 2019

There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment.

Engineering 68

Engineering Quota Sales 68

SaaStr

NOVEMBER 12, 2019

Progress in SaaS is never as linear as it looks years down the road. Everyone has rough quarters (often at least 1 in 5). And we almost had a full Year of Hell, often during a tough transition. I certainly did (twice). More on that here: The SaaS Year of Hell. And Then – Reignition. But there’s one thing it is important to be honest about, to do a root cause analysis when times are tough: After about $2m-$3m in ARR, your organic leads should always be growing, You may have troub

Referrals 78

Referrals Niche Growth Closing 78

Engage Selling

NOVEMBER 15, 2019

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.

Sales 73

Sales Closing Sell 73

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

NOVEMBER 13, 2019

In this very special episode of Move the Deal podcast—our last of season 1—host Greg Moore takes the stage at Showpad Transform 2019 in Chicago for a live episode all about achieving customer centricity through enablement. Joining Greg for this special episode is Helen Yu, chief customer officer at Showpad, and Doug Knight, vice president, global sales enablement at Ivanti.

Customers 73

Customers Contact Networking Sales 73

Sales Hacker

NOVEMBER 13, 2019

It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter. You frantically look to see if there’s something you can pull forward, but with only 2 weeks left in the quarter, there’s nothing that can be accelerated to close the gap.

Pipeline 75

Pipeline Sports Sales Quota 75

The 5% Institute

NOVEMBER 11, 2019

Does that make sense? This is a common question used by Sales Professionals and Business Owners, just before they transition to a new section of their sales process ; whether it be asking questions or presenting. But does the “Does that make sense” question actually work – or is it overused? In this article, we’ll look at whether it still works, when it doesn’t work, and what other questions you can ask in its place.

Consult 75

Consult Technique Up-sell Clients 75

Hubspot

NOVEMBER 15, 2019

As salespeople and professionals, I'm sure you can relate to the sheer number of cold emails I get every hour of every day of every week. With so much noise in our inboxes (not to mention the issue of limited time), there’s a good chance we're not opening all of those emails. But when I receive an email from a salesperson I’m about to meet, the odds are much better that I’ll open the email and review the content.

Meeting 79

Meeting CRM Prospecting Represent 79

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