Anthony Cole Training

JANUARY 11, 2019

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.

Prospecting 146

Prospecting Process Cold Call Networking 146

ConversionXL

JANUARY 9, 2019

Website redesigns are a huge risk. You can throw away years of incremental gains in UX and site performance—unless you have a battle-tested process. But what does that process look like? And how do you know if your team—or the one you’ve hired—is focusing on the most important things ? Many areas yield minor improvements, but to make a real difference, and protect past progress, you need a repeatable, evidence-based approach.

UX 131

UX Process User Experience Technique 131

Jeff Shore

JANUARY 10, 2019

By Jeff Shore. ?Alright, so there are more than five, I get it. There are a lot of irritating behaviors that sales professionals exhibit. Let’s call these five the most irritating and common behaviors of less-than-professional sales professionals. 1. Talking Too Much. How have we not figured this out? Salespeople influence decision-making when they deeply understand the customer’s issues and can identify a solution to their problems.

Technique 104

Technique Sales Presentation Closing 104

Membrain

JANUARY 6, 2019

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training.

Sales 103

Sales 103

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Partners in Excellence

JANUARY 11, 2019

It seems everywhere one looks, one is confronted with incivility. Virtually everything we see in the news–regardless where you live, what your political leanings, it seems our leaders cannot be civil with each other or even to the people they represent. Social media is plagued with incivility. Whether hiding in anonymity, emboldened by not having to deal face to face, every day we experience unspeakable behaviors and actions.

Government 101

Government Represent Presentation Meeting 101

ConversionXL

JANUARY 9, 2019

Most hurricanes that reach the United States start off the coast of West Africa. Those storms join and split with other minor systems as they move across the Atlantic. Some dissipate into a mild breeze; others devastate coastal areas along the Eastern seaboard. So what does an afternoon rainshower over Cape Verde tell you about the next Category 5 hurricane?

Conversion 127

Conversion Sales CRM Contact 127

Membrain

JANUARY 9, 2019

CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

Sales 100

Sales 100

Women Sales Pros

JANUARY 6, 2019

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor?

Contract 100

Contract Strategize Consult Meeting 100

Partners in Excellence

JANUARY 9, 2019

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Over time, the value proposition became a financially justified business proposal, demonstrating the specific improvements the customer should expect from our solutions.

Manufacturing 98

Manufacturing Engineering Technology Technology 98

Hubspot

JANUARY 9, 2019

Real estate is a linchpin industry in our society. People need to buy and sell property, and they need experts to help understand and manage the transactions. In the past decade or so, software and websites have amended the traditional real estate process. But regardless of how much technology advances, it’ll never replace the real estate middleman — the agent.

Real Estate 101

Real Estate Negotiate Contract Commission 101

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Openview

JANUARY 7, 2019

“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.

Sales 94

Sales Gaming Clients Process 94

CloserIQ

JANUARY 8, 2019

If you’ve been to a network event or perused LinkedIn lately, you know there is a glut of job seekers out there. And with so many people vying for sales jobs, it can be tough to make yourself stand out during your sales interview. Fortunately, you don’t have to do anything extreme. By taking the following steps, you can differentiate yourself as a standout sales professional who is ready to contribute. 1) Get a great professional photo for your LinkedIn profile.

Pitch 94

Pitch Sales Technique Closing 94

Partners in Excellence

JANUARY 6, 2019

“Lazy” sales people are among my favorites–let me qualify that. “Lazy” sales people who always make their goals are among my favorites. “Lazy” sales people, or at least those who seem to accomplish a lot with minimum effort have broken the code. They’ve understood exactly what they need to do to achieve their goals.

Repeat business 94

Repeat business Referrals Pipeline Meeting 94

Hubspot

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 49% of organizations have zero or limited means of measuring sales productivity.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

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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.

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Sales Hacker

JANUARY 7, 2019

This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Facebook for Work initiatives within the global Facebook organization. . Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.

Strategic partnership 93

Strategic partnership Pitch B2B CRM 93

Understanding the Sales Force

JANUARY 7, 2019

Image Copyright iStock Photos. Have you ever watched a news program where they presented poll results, like the number of people in favor of legalizing marijuana? The poll shows popular opinion, but not the facts, logic, or impact on arrests, the economy, traffic accidents, unemployment, addiction, death rates, etc. There is a huge difference between people's often uninformed opinions, versus what the facts might suggest.

Legal 90

Legal Sales Presentation 90

Topline Leadership

JANUARY 10, 2019

This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019. The post 5 Sales Coaching Tips that Are Easy to Implement appeared first on TopLine Leadership.

Sales 88

Sales Growth 88

Hubspot

JANUARY 10, 2019

Whether you're doing your own accounting with accounting software , or you hired an accountant to prepare your financial statements, you've likely seen the balance sheet. The balance sheet, along with the income statement and statement of cash flows provides an overview of a business' financial standing. Why is the balance sheet important? It's used by business owners and investors to see what the company owns and what it owes, and its primary use is to track earnings and spending.

Non-Profits 97

Non-Profits Finance Government 97

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

Sales Hacker

JANUARY 8, 2019

For those of us reading the business and financial news regularly, you’ll start to notice two common threads: that millennials work differently than other generations and often have a hard time integrating into the workforce, and that most sales teams need more quality people. In fact, a recent Bloomberg article tracked statistics that tell us that millennial men just aren’t in the workforce at the rates we would expect based on historical statistics.

Sales 90

Sales Networking Drivers/motivators B2B 90

Partners in Excellence

JANUARY 8, 2019

Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my news feed reading blog posts on sales, sales management, marketing, business management. I spend a few minutes looking at conversations on LinkedIn, Twitter, and other sources. Day after day, month after month, year after year, it’s the same thing. I’ve been actively writing this blog since 2007.

Pitch 87

Pitch Up-sell Pipeline Prospecting 87

Heinz Marketing

JANUARY 5, 2019

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 ways the most organized leaders stay on track. Some helpful tips for staying organized and ready for any situation.

B2B 85

B2B Campaign Follow-up Conversion 85

CloserIQ

JANUARY 7, 2019

The job market for enterprise sales professionals is tough, and you can expect a rigorous interview process. Here are thirteen things that are likely to happen during the interview—and how you can prepare for them. 1) Interviewers will examine your resume and LinkedIn profile. Once you get to the later stages of the interview process, hiring managers really will scrutinize your resume and LinkedIn profile.

Process 85

Process Quota Pitch Sales 85

Advertiser: ZoomInfo

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GTM

Sales Hacker

JANUARY 9, 2019

My whale hunting story (no Orcas were harmed in the telling of this tale). Call me Ishmael. For over a decade, I’ve been doing business as a Whale Hunter. As an enterprise account consultant, I’ve consulted with hundreds of small and midsize companies (most in the range of $10m to $150 annual revenue) and trained thousands in how to grow fast by selling big deals into the enterprise market.

Contract 90

Contract Consult Presentation B2B 90

Partners in Excellence

JANUARY 10, 2019

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.” I think there is a lot of truth to the statement. Perhaps the reality is that too many sales people aren’t even identifying the customer problem–the customer is. There’s some evidence to support this, increasingly, sales people are getting involved later in the customer buying process.

Customers 84

Customers Pitch Presentation Prospecting 84

Jeff Shore

JANUARY 8, 2019

In This Episode of The Buyer’s Mind with Jeff Shore: Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff to talk about the success of their podcast. With over 500 episodes, they are the number one sales podcast, not only because they’re great but they started early and outlasted their competition. That seems like some great sales advice that could be used by any sales professional.

Sell 82

Sell Price B2B Consult 82

Engage Selling

JANUARY 11, 2019

???Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, “Colleen, how do I coach someone through ego?

Sales 78

Sales Drivers/motivators Sell 78

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

Hubspot

JANUARY 11, 2019

Think about a website you frequent — what’s that site’s overall functionality like? How long do the pages take to load? Is the site navigation easy to use? Are you able to quickly find the information you’re looking for? These are all aspects of a website’s user experience (UX). UX applies to every part of your website, including your web forms , in regards to accessibility, ease of use, and convenience.

UX 78

UX Follow-up User Experience Conversion 78

Partners in Excellence

JANUARY 7, 2019

The big problem sales people have is their obsessive focus on their need to sell. Every sales person I talk to is obsessed on their targets and goals, “I’ve got to make this many calls; I’ve got to have this many meetings: I’ve got to make this many proposals: I’ve got to close this many deals to make my number…… ” If a sales person is behind, the intensity of focus (at least for people who aren’t losers) gets far more intense—sometimes

Customers 79

Customers Pipeline Sell Meeting 79

Jeff Shore

JANUARY 8, 2019

By Ryan Taft. ?I coach sales managers on a weekly basis. One of the most common topics we discuss is time. Whether you are a coach, a sales leader or a sales person, I believe one of the most important skills you should master is the skill of productivity. For most, including myself, productivity is often quite elusive. Sure you have the best intentions, but things get in the way.

Product 82

Product Gaming Follow-up Start-ups 82

Heinz Marketing

JANUARY 11, 2019

Late last year I started 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 , Power of Thank You, Strategy is Choosing and Plans aren’t as important as Adjustments. Today I want to talk about the importance of giving freely without keeping score.

Referrals 78

Referrals Pipeline B2B Service 78

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