Anthony Cole Training
DECEMBER 4, 2018
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. So, we try to reach as many potential customers as we can, but we spin our wheels and end up stuck in the same place, week after week, month after month, or year after year.
Openview
DECEMBER 4, 2018
I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” And while I understand where my clients are coming from when they’re hung up on this, I have to respectfully disagree with them.
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ConversionXL
DECEMBER 6, 2018
Done right, optimized mobile forms can deliver more than an increased conversion rate: They can become a competitive advantage—a reason users choose to fill out a form on your site. It’s not hyperbole. Consider the number of interactions it takes to book a room on Hotel Tonight compared to its competitors, something Luke Wroblewski highlighted in his talk on mobile design : “Booking a hotel happens in 3 taps and a swipe.
Jeff Shore
DECEMBER 6, 2018
By Amy O’Connor. ?Proper influence and persuasion is about making it easy for people to do what is in their best interest to do. Our job in sales is to help people achieve whatever mission they are on. The best helpers are the most successful sale people. How do you become more helpful? Focus on these three character traits. Character Trait #1: Awareness of Self.
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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.
Anthony Cole Training
DECEMBER 7, 2018
Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”.
Membrain
DECEMBER 2, 2018
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been working with – knows how to buy.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Jeff Shore
DECEMBER 4, 2018
By Ryan Taft. Imagine you’re single and that we’re friends. We’re having a cup of coffee together when I say: “So, I hope this is okay…I met someone who kinda made me think of you. I mean I know you’re sort of looking for a relationship and I’m thinking this might possibly work. Again, I hope you aren’t mad at me, but I set up a date for you with this guy/girl on Friday night at Buffalo Wild Wings.
Gong.io
DECEMBER 5, 2018
In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research. Everything that follows is true. As far as I know. There was once a regional sales manager—a rising star in her company. Everyone knew she was destined to be crowned VP Sales. One of her quirks was that she documented everything.
Understanding the Sales Force
DECEMBER 4, 2018
Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example. When I watch my son hit he receives instant feedback from every swing of the bat. He usually crushes the ball and that suggests that no adjustment is needed.
Hubspot
DECEMBER 4, 2018
There are plenty of things that make each one of us unique. For instance, here are a few quirks of mine -- I put my phone on airplane mode every night around 9 p.m. to avoid distractions, even though plenty of my friends have pointed out that the silence button works too. I can't sit still for long periods of time, so I regularly do laps around the office.
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.
Membrain
DECEMBER 5, 2018
Atul Gawande is best known for his work in reducing patient death rates by 47% by implementing the simple practice of mandatory checklists among the surgeons.
Gong.io
DECEMBER 5, 2018
Whisper cracks the code on your top producers’ talk tracks and transforms average sellers into stars. The bell curve is the oldest problem in sales. You’ve got a handful of top producers who are killing it , far exceeding quota. But there’s only a few of them. Everyone else—the middle of the pack—struggles along at 80-90% of plan. Overachievement by your best reps is canceled out by underachievement from everyone else who hasn’t cracked the code.
Partners in Excellence
DECEMBER 7, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new world of selling, I imagined a call of the future: Alexa: Hi, Siri, I’m Alexa from Super Cool As A Service Software Tools Company, otherwise known as SCAASSTC. Can I have 5 minutes of your time? Siri: Oh no, is this another robo call? We understand your algorithm, our algorithm shows we aren’t in your ICP, so you are wasting my time, but of course your algorithm should have known this.
Hubspot
DECEMBER 4, 2018
It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects.
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!
Jeff Shore
DECEMBER 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Alice Heiman and Jeff talk about your greatest sales resource your network. A great salesperson thinks like an entrepreneur, networks like crazy, has high achievement drive and must win! But you can’t do it all on your own. Being connected and helping others connect, creates those opportunities for you to win.
CloserIQ
DECEMBER 4, 2018
Formulating a compensation plan for SDRs is one of the most important tasks sales VPs perform, one which will play a major role in SDR recruitment and retention. It also impacts your SDRs’ motivation, and how they spend their time on a day-to-day basis. What behaviors do you want most to incentivize? How are you defining poor, average, and excellent performance?
Partners in Excellence
DECEMBER 5, 2018
Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address an opportunity, enable other things to happen. In the case of selling embedded products, it may be to help customer achieve the goals they seek with the development of their new product.
Hubspot
DECEMBER 7, 2018
If you’re someone who produces videos professionally, sells video content, or simply creates videos as a hobby, you need a place to share your work online. Not every WordPress theme is set up to house your artwork — you’ll need a video theme that will create the experience you want your visitors to have the moment they enter your website. With the variety of WordPress video themes available, finding just one to use on your website may feel time-consuming and tedious.
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!
Heinz Marketing
DECEMBER 4, 2018
Last week I began a series of posts highlighting my “ ten lessons from ten years in business.” So far I’ve written about putting Values First , putting Yourself First , as well as two types of focus areas critical to success. Today I want to highlight a critical, simple strategy – the importance and power of Thank You. I have separated saying thank you from the broader concept of gratitude on purpose (I’ll address gratitude later in this series specifically).
SalesforLife
DECEMBER 7, 2018
As a Chief Revenue Officer, it’s daunting to think about your 2019 sales goals. The CAGR (Compounded Annual Growth Rate) might have your targets accelerate 10%, 20% or even higher next year.
Partners in Excellence
DECEMBER 2, 2018
In the “old days,” (about 20-30 years ago), my VP’s of marketing used to come to me for approval on major marketing campaigns. In those days, direct mail/direct marketing was still a primary communication channel. Marketing campaigns could be pretty expensive, there was design, printing, postage (they were always stamped because people opened stamped mail more then metered and trashed bulk mail).
Hubspot
DECEMBER 6, 2018
With only six seconds to grab a recruiter’s attention , conventional wisdom might tell you to cut right to the chase when you write your resume. A lot of people say a resume objective just waste precious space. But if you craft it in a way that highlights your qualifications, skills, and fit for a role, an objective can actually enhance your resume by giving recruiters a sneak peek of your background that prompts them to keep reading.
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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
Heinz Marketing
DECEMBER 7, 2018
I’ve been sharing some of my “ ten lessons from ten years in business ” here on the blog the past couple weeks. So far it’s included Putting Values First , Putting Yourself First , Two Types of Focus and the Power of Thank You. Today’s lesson I’ve learned is about what strategy really means. Many people equate strategy with prioritization.
Score More Sales
DECEMBER 7, 2018
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.
Partners in Excellence
DECEMBER 4, 2018
I was invited to participate in a roundtable on the topic, “Is technology hurting or helping our ability to sell and drive revenue?” It’s a fascinating topic, my response is an unequivocal YES!!! Before I go further, I have proclaim my obligatory fascination and bias toward all things technology. Most of my career has been working for or with leading technology organizations, spanning electronic components/devices, hardware/systems, licensed/cloud based software, all things c
Hubspot
DECEMBER 3, 2018
As a recruiter, your job isn’t just limited to finding qualified candidates to fill your company’s new roles. You also have to promote these roles and convince the best applicants to join your company. In other words, you’re not just a recruiter -- you’re also a marketer and a sales person. As a marketer of your employer’s mission and culture, you need to think like a content strategist, especially during the digital age.
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.
Sales Hacker
DECEMBER 7, 2018
Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Sales leaders serve as the generals and field commanders.
Score More Sales
DECEMBER 4, 2018
I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.
Partners in Excellence
DECEMBER 3, 2018
Yeah, I know it’s a tired analogy, but icebergs are still useful in thinking about marketing and selling. We all know about icebergs, the part of the iceberg we see is dwarfed by the part of the iceberg that’s under the water and we don’t see. We face the same with our marketing and sales efforts. Our focus is on what we see–customers actively engaged in the buying process.
Heinz Marketing
DECEMBER 2, 2018
Hat tip to Logan Lyles for turning me onto this one. SpeakPipe allows Web site visitors to literally leave you a voicemail right from your Web site. They can speak instead of type a question or comment to you. Also highly useful for capturing audience questions and comments for podcasts. If you’re looking for an easier way to capture customer comments, it’s definitely worth a look.
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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