Anthony Cole Training

OCTOBER 18, 2018

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough?

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Sales 177

ConversionXL

OCTOBER 18, 2018

When I last checked, there were 987,119 “thought leaders” on LinkedIn. Soon, there’ll be more than a million. How many of those do you trust? “False expertise” is misidentified competence: We perceive expertise where there is none or evaluate expertise based on irrelevant factors. False experts include legions of self-appointed “gurus” and “visionaries” who saturate social media with bad advice.

UX 188

UX Strategize Appointment Education 188

InsightSquared

OCTOBER 15, 2018

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.

Sales 110

Sales Negotiate Contract Quota 110

Understanding the Sales Force

OCTOBER 16, 2018

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?

Account management 105

Account management Consult Process Sales 105

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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

Openview

OCTOBER 15, 2018

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.

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Quota Electricity Pitch Sports 104

ConversionXL

OCTOBER 16, 2018

There’s a reason why people say “the first impression is the last impression.” Some 51% of customers never approach a business again after one bad experience. That puts pressure on every interaction—and every missed opportunity—with potential customers, recent purchasers, and long-time users. Web chat is often the first impression for customer service interactions.

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Represent Service Contract Conversion 112

Hubspot

OCTOBER 19, 2018

In 2017, there were 3.7 billion email users across the globe. That number is expected to reach 4.3 billion by 2022. With half of the world’s population on email, and the ability to reach people at any time of day, email marketing remains a crucial technique to build a customer base. So how do you attract people to your email list? There are a few important steps, but it all starts with an email sign up forms.

Start-ups 101

Start-ups User Experience Technique Customers 101

Engage Selling

OCTOBER 18, 2018

Could you be solving the wrong sales problem? In other words, is the culprit behind a lack of sales the real issue, or an easy “scapegoat” which is masking the real problem?

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Sales Clients Closing Service 99

Partners in Excellence

OCTOBER 17, 2018

It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1. Define problem, 2. Identify priorities, requirements, 3. Assess solutions, 4. Select solution, 5. Implement. It seems we are suddenly recognizing that customers struggle in buying, they wander, they start/stop, the majority of buying decisions end in “no decision made.” Even

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Process Manufacturing Launch Up-sell 96

Women Sales Pros

OCTOBER 19, 2018

Is your sales funnel bloated? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. The solution is an intense cleansing process to get your funnel in ship shape.

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Pipeline Strategize Contract Sales 96

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

Hubspot

OCTOBER 17, 2018

Growth Hacking is a popular buzzword, but does anyone really know what it means? Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses " analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. " But how can one pull off that kind of growth -- especially with a limited budget and resources?

Growth 101

Growth Objectives and Key Results A/B testing Campaign 101

Membrain

OCTOBER 17, 2018

Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online programs, and bringing in onsite training. Every year, most of that investment goes straight down the drain.

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Sales Process 95

RAIN Group

OCTOBER 17, 2018

This piece originally appeared in the August 2018 edition of Independent Agent magazine and is reprinted here with permission. Word of mouth, repeat business and referrals used to be enough to maintain a thriving sales organization. But today, buyers have more options than ever before, they're more educated, and the phone doesn't ring like it used to.

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Pipeline Meeting Repeat business Referrals 93

Partners in Excellence

OCTOBER 18, 2018

Imagine sitting in some sort of sales kickoff meeting or conference, and the keynote speaker enthusiastically jumps on the stage and shouts, “You need to do more of what doesn’t work!” Your initial reaction might be, “WTF!?!??” But the speaker continues, pacing back and forth, showing great slides, extorting you to do more of what doesn’t work.

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Pitch Pipeline Customers Go To Market 92

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

OCTOBER 19, 2018

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. It’s evident there’s a market for real estate agents. But how can you reach prospects?

Real Estate 101

Real Estate Promote Click Through Rate Campaign 101

Membrain

OCTOBER 14, 2018

When leaders build or rebuild sales teams, they often move quickly to hire the best individual contributors available and allow each to leverage their own skills and experiences to find success.

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Sales Process 88

Engage Selling

OCTOBER 19, 2018

??????I think it’s fair to say that our buyers are busier than ever before because we’re in a virtual employment situation.

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Sales Pipeline Quota Process 85

Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. If you’ve never attended, it’s one you need to put on your future agenda. Even if you aren’t a Challenger fan, it is probably one of the best learning experiences I can recommend. One of the panelists, Myke Hawkins of Kelly Services, made a statement that struck me, “We don’t have the luxury of not transforming what we do… ” Suddenly I realized how unusual Myke’s perspective

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Customers Service Process Sales 89

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

OCTOBER 16, 2018

Instagram is an undeniably powerful marketing tool, but with over 25 million businesses on the platform today, it's critical you take the time to create well-designed and thoughtful Instagram posts to stand out. You'll need to apply a strategic design plan to your business's Instagram to attract a loyal following and find success on the app, long-term.

Follow-up 101

Follow-up Strategize 101

ConversionXL

OCTOBER 17, 2018

Are you sending the right ad to the right person at the right time? In this video, Mercer talks about the funnel BEFORE the funnel. He uses his “Behavioral Funnel” technique to build custom audiences for Facebook and LinkedIn along with Google Analytics events to prime customers at the stages before becoming a lead. If you aren’t using Google Tag Manager, now is the time to start!

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Technique Customers 83

CloserIQ

OCTOBER 17, 2018

Do you have a sales strategy to capture all your referral business ? With a follow up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Because if you’re only asking clients for a review once after your sale and never again, you’re not tapping into this massive sales and growth engine. And unfortunately, it’s costing you serious revenue.

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Follow-up Referrals CRM Contact 81

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems. CSO Insight’s 2018 Buyer Preferences Survey show only 23% of buyers consider Vendor Sales People as one of the top three resources to help solve their business

Customers 83

Customers B2B Trust Sell 83

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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

OCTOBER 15, 2018

As a hiring manager, you probably ask similar questions to most of your candidates -- "What's the greatest challenge you've overcome? What interests you in our company?". Most of these questions are standard and evoke similarly typical responses. In fact, if a candidate has plenty of experience interviewing, she can probably answer without much thought.

Up-sell 101

Up-sell Education Start-ups Drivers/motivators 101

Accent Technologies

OCTOBER 17, 2018

Discover blogs and podcasts from some of the most productive people on the planet. Follow your favorites to begin the journey toward a more productive you. Productivity. Everyone wants more of it, but few people have achieved it to the fullest. To be truly effective in business and life, we need to adopt new mental models. Armed with better ways of thinking and optimized habits, productivity becomes a way of life where anything is achievable.

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Product 79

Heinz Marketing

OCTOBER 14, 2018

Partner marketing has always been hard, for many reasons. Let’s say you create a full campaign for partners to execute. Best laid plans right? Unfortunately, translating your sample campaign into execution often results in widely inconsistent design and implementation let alone measured results. This is the problem xAmplify is solving. It’s an easy-to-use platform that makes it drag-and-click easy to control which elements of marketing materials your partners can customize, makin

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Campaign Customers 74

Jeff Shore

OCTOBER 16, 2018

By Ryan Taft. ?A few years ago I wrote a blog on 5 Ways Great Salespeople Should Begin Their Day as a sales professional. In contrast, I thought I would share the five things you should quit doing at the end of your day to achieve the same goal. We live in a world where every second counts and it seems, if we aren’t squeezing the life out of every one of those seconds, we might be missing something.

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Gaming Product Sales 71

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

OCTOBER 15, 2018

What's the difference between the sales email no one opens and responds to and the one that generates dozens of new customers?Is it the subject line, the length, the way the copy is written, or the ideas contained in the content? The answer is a combination of all of the above. B2B Email Template. If you have a targeted lead list and your response rate is less than 10% with personalized emails, your emails could use some work.

B2B 101

B2B Customers Sales Clients 101

Sales Hacker

OCTOBER 19, 2018

A couple weeks ago Zoominfo , a premiere B2B contact database, acquired Datanyze , a more recent pioneer that arms sales teams with technographics about their leads. The sales world is abuzz about these two joining forces! Both have ranked very highly in recent years as top tools for startup sales tech stacks, as shown by Bowery Capital’s most recent Annual Sales Stack Report here.

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X-functional Technology Technology Sales 65

Heinz Marketing

OCTOBER 19, 2018

By Lisa Heay , Senior Marketing Consultant for Heinz Marketing. It’s October – the time for pumpkin spice, corn mazes, trick or treating, and spooky stories. Speaking of spooky stories, here’s one you might have heard before. Marketing operations approaches sales and says, “Hey – I want to clean up our database, and I plan to delete a whole bunch of leads.

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Campaign Quota Consult Follow-up 71

Jeff Shore

OCTOBER 18, 2018

By Jeff Shore. ?A customer wants to buy a computer. The salesperson knows all about computers and gets into the details – fast. He’s quickly talking about terrabytes and RAM and screen resolution and gaming speed. Only one problem: the customer basically wants to check Facebook, manage the calendar, and watch an occasional YouTube video. Of course, that’s not the real problem.

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Customers Gaming Process Product 68

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