Anthony Cole Training
MAY 9, 2019
Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals. In this article, we will discuss the 4 must-do sales activities and the characteristics that all successful salespeople share when striving for the freedom of success.
ConversionXL
MAY 8, 2019
Ecommerce marketing often focuses on the bottom of the funnel—remarketing ads for abandoned carts, time-limited email discounts, etc. Yet the average ecommerce conversion rate is between 1 and 3%. The overwhelming majority of ecommerce site visitors are non-purchasers. One key to transition visitors into purchasers is building trust. Social proof and trust seals can do that at the point of purchase.
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A Sales Guy
MAY 7, 2019
Not many salespeople enjoy sales training. The idea of taking an entire day out of the field sit and listen to some so-called expert, who hasn’t sold in years tell you how to sell isn’t what most salespeople pine for in their day-to-day. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training.
Women Sales Pros
MAY 10, 2019
When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals and your bottom line results will always reveal your sales skills or lack there of! You can learn a lot from watching what sales professionals do to get the sale, but even more so from what they don’t do.
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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.
Gong.io
MAY 9, 2019
What is a discovery call in sales? It’s the most important conversation in the sales process. Discovery calls set the trajectory of your deal and will determine how you’ll do everything else in the sales process. If you do it right, you’ll be able to establish an authoritative relationship with your buyer. If it goes wrong, you’ll be playing catch during all of your conversations, until your prospect eventually ditches you.
Sales Hacker
MAY 8, 2019
A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. In fact, 36% of sales teams regard it as the most challenging part of the sales process, and 28% say it’s their top priority.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
CloserIQ
MAY 7, 2019
The sales paradigm has drastically changed. Businesses are expected to be more customer-centric. The buyers are well-informed and cautious with a vast amount of information flowing on the web. Sales reps who are just interested in customer’s money are doomed to failure. Customers want to deal with companies who understand their business pain points and challenges to growth.
Understanding the Sales Force
MAY 8, 2019
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both?
Sales Hacker
MAY 9, 2019
A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin.
Membrain
MAY 8, 2019
Like many Americans, we Swedish celebrate the New Year with fireworks, sparkling wine, and lots of snacks. Among our children, "tomtebloss" are a particular favorite. In the US, I think they're called sparklers.
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.
RAIN Group
MAY 8, 2019
There's abundant advice on how to be more productive. Endless hacks, tips, motivational quotes, trainings , apps, and tools all promising to increase your productivity. It's enough to make your head spin. It definitely made our heads spin over the years as we tried to help our clients increase execution and accountability after training programs. So, we asked the question, "What actually helps people be more productive?".
Hubspot
MAY 10, 2019
Whether pop-culture, local or global news, work, or the brands I use and wear, Twitter is a powerful social networking tool and search engine in which I can typically find the latest information about virtually any topic. This also includes updates from the companies and businesses I care about. Businesses, like HubSpot , are able to market on Twitter to engage users and followers, increase brand awareness, boost conversions, and more (we’ll discuss the “more” shortly).
Openview
MAY 10, 2019
Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Achieving this “recipe for success” poses quite a challenge—especially for those in the highly competitive IT industry, where a rapidly changing industry and strategic change further complicate the ability for sales executives to meet customer needs
SalesforLife
MAY 6, 2019
Over the last two weeks, two prospective customers have approached me with different ideas they had for their businesses. The first company wanted to hire a Director of Social Selling who could develop their social selling skills inside the business—almost like a train-the-trainer model, who could sell social selling to their team. The second company told us they were struggling to understand how a multi-week training program (which could be a virtual, instructor-led training program with e-lear
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!
Outreach
MAY 7, 2019
There’s been a lot of discussion around the possibility of automating sales development reps. Some people think they’ll be replaced by technology, and others believe the human element is a crucial part of their success. Whatever your sales development stance and process is, there’s one thing that needs to be really thought out. How they manage their time.
Hubspot
MAY 9, 2019
Benjamin Franklin once said, “An investment in knowledge always pays the best interest.”. That’s never been truer than it is today. With new technology emerging at breakneck speeds, there's a palpable pressure to continuously upskill. Whether you want that job promotion or to sidestep into a new field, you'll need to commit to learning new skills. However, learning new skills can be both time-consuming and challenging.
Openview
MAY 7, 2019
Bringing in outside training and/or building a sales enablement function is an expensive investment, yet it’s critical to the success of your sales organization. But when do you do it? Well as in life, timing is everything. Too early and your team won’t have the proper baseline or pipeline to measure the results of these efforts. Too late and they are locked into bad habits and poor practices that impact your scalability.
Partners in Excellence
MAY 10, 2019
Stephen Covey’s famous 2nd Habit is: “Begin with the end in mind!” It’s great advice for most things, but stunning advice as we think about our deal/opportunity strategies. Sadly, too few sales people leverage this habit/principle effectively. The immediate reaction to this will be, “Dave, you’re crazy, sales people always do this, they are focused on getting the order and producing results!
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!
The Sales Hunter
MAY 7, 2019
You probably think your competitor is the big evil company that just came out with a more superior product than yours. No! That big evil company is not your primary competitor. Your two biggest competitors are: 1. Your own self-limiting doubts about what you can’t do. 2. The “no decision” response that too many customers ultimately decide on.
Hubspot
MAY 8, 2019
In the business world, professionals are obsessed with tactics because they can help them meet their short-term goals. But if all you do is focus on the short-term, you won’t spend enough time or energy figuring out how you can succeed in the long-term. Fortunately, building a strategy can help you achieve both your short-term and long-term goals. Strategy focuses on principles, which help you think, instead of tactics, which help you execute, so it allows you to concentrate on why your business
Openview
MAY 5, 2019
The post Pluralsight will acquire GitPrime for $170M appeared first on OpenView.
Partners in Excellence
MAY 8, 2019
I’ve come to learn about a seasonality effect on queries I get on Forecast Accuracy. We’re mid way through the second calendar quarter of the year. Executives are seeing they missed the number in the first quarter, we’re now midway through the second quarter and they are starting to worry. For some with XaaS models or long sales cycles, if they are off on YTD attainment, it will be a real struggle to fill the gap and make their numbers.
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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
SalesLoft
MAY 8, 2019
Want a blueprint for how to become the best salesperson in the world? Or how about a yardstick by which to measure your leadership abilities? The good news is that you don’t need a career counselor or full 360 to get that additional insight. All you need is to be self-aware. Be honest with yourself about where you’re really strong and where you can struggle.
Hubspot
MAY 9, 2019
In the paid acquisition world, clicks can seem like the holy grail. But if you really think about it, clicks only tell you if people arrive to your content. They don’t reveal whether they stayed or not. But how do you know if your content is engaging and emotionally resonant enough to persuade your audience to stay and ultimately buy your product or service?
Closer's Coffee
MAY 6, 2019
“In the real world outside economic theory, every business is successful exactly to the extent that it does something that others cannot”. – Peter Thiel. I was at my favorite restaurant last week and the time it took to get seated was twice as long as on my previous visit. A quick check with the hostess confirmed my thinking. She explained that with the recent opening of two large employers in the area, the restaurant had been abnormally busy.
Partners in Excellence
MAY 4, 2019
We know how difficult it is to change our personal habits. For example, at the start of every new year, we make a resolution to lose weight and get fit. We may go so far as to join the gym, sign up for a class. It lasts for a few weeks, then we miss one session–we always have a good excuse, then the next session, again a good excuse. All of a sudden, we have forgotten that commitment and displacing it with something else.
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.
Engage Selling
MAY 9, 2019
We’re approaching the halfway mark of the year (already!), will you hit your goals? At the beginning of the year, most of us had goals set for the next 12 months.
Hubspot
MAY 7, 2019
In many ways, marketing is a game of trend watching. The marketer who’s best at spotting and using trends earns their business market share, brand recognition, and ultimately, revenue. But how do you search for trends? And where do you start? Well, since they own about 92% of the global search engine market, the answer to both of these questions is, “Google.”.
SaaStr
MAY 6, 2019
A few thoughts in the early and early-ish days: Segment your leads, once you have enough reps to do so. At least, by Small, Medium and Larger leads (if they aren’t all the same size). Let reps specialize at the business process changes, questions and needs of customers of a specific size. Reps may all want the “bigger” deals, but in reality, a rep that can close fast can often make as much or more money serving a higher volume of faster-closing leads.
PandaDoc
MAY 6, 2019
Long ago, in a time before the internet, sales organizations struggled to gather enough quality data. Activities were manually logged in spreadsheets or on paper and CRMs didn’t exist as we know them today. Decisions based on guesswork or intuition were the norm. It was a dark time. Today, we have the opposite problem. We wear “data-driven” like a badge of honor, but in truth, many B2B sales professionals simply suffer from data overload.
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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