Anthony Cole Training

DECEMBER 7, 2018

Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”.

Drivers/motivators 146

Drivers/motivators Sales Sell 146

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.

Conversion 116

Conversion GTM UX Start-ups 116

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.

Clients 111

Clients Start-ups Drivers/motivators Networking 111

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.

Drivers/motivators 109

Drivers/motivators Sales Growth Sell 109

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

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.

Prospecting 134

Prospecting Pitch Customers Sales 134

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.

Customers 102

Customers Sales 102

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.

Process 101

Process Sales Presentation Consult 101

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).

A/B testing 100

A/B testing Campaign Contact Sales 100

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.

CRM 99

CRM 99

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.

Campaign 101

Campaign Launch Follow-up Trust 101

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.

Product

ConversionXL

DECEMBER 6, 2018

Digital Marketers wanting to land B2B deals are often optimizing for the wrong metrics, focused solely on conversion rate and getting low-quality leads. You’re doing it wrong! That’s why I interviewed my friend and seasoned B2B expert, Bill Leake, to discuss the most common mistakes in b2b marketing and how to optimize your website to land b2b deals the right way.

B2B 98

B2B Conversion Lead generation 98

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.

Pitch 97

Pitch Territory Presentation Follow-up 97

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.

Up-sell 97

Up-sell Sales Sell 97

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.

Networking 101

Networking Engineering Trust Promote 101

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

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

Technology 96

Technology Technology Sell CRM 96

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.

Quota 87

Quota Sales Pipeline Closing 87

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).

Follow-up 86

Follow-up 86

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.

Lead generation 101

Lead generation Strategize Campaign Technology 101

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

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.

CRM 92

CRM Sell Growth Process 92

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?

Commission 85

Commission Quota Pipeline Territory 85

Selling Power

DECEMBER 5, 2018

Let’s unpack the biggest barriers that keep your sales enablement efforts from hitting pay dirt.

Sales 85

Sales 85

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.

Prospecting 99

Prospecting Up-sell Technique Service 99

Advertisement

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

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.

Conversion 86

Conversion Sales Quota Up-sell 86

Engage Selling

DECEMBER 6, 2018

We’ve talked repeatedly, especially this year, the importance and value of your relationships.

Presentation 84

Presentation Meeting Sales Clients 84

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.

Networking 82

Networking Sales Growth Price 82

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.

Strategize 80

Strategize 80

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

Partners in Excellence

DECEMBER 6, 2018

I’ve written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future. I’ve even gone so far as to suggest we stop training sales people in traditional selling skills, focusing on skills critical for the future. One might expect, the same applies for sales leaders/executives.

Sales 83

Sales Networking Trust Strategize 83

Hubspot

DECEMBER 7, 2018

When you think about optimizing your content for search engines, what comes to mind? Building inbound links? Incorporating the optimal keywords? Developing authority on topics? What about compressing your images’ file size? According to Braden Becker , HubSpot’s Historical Optimization Lead, your images’ file size directly affects your website’s page load speed, which is one of the ten most important Google ranking factors.

Engineering 78

Engineering 78

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.

B2B 77

B2B Lead generation Inside sales Commission 77

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.

Lead generation 75

Lead generation Process Growth Sales 75

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