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

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 108

Sales 108

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

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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

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

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

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

Hubspot

JANUARY 8, 2019

Nowadays, marketers can measure almost everything, giving us an unprecedented ability to gauge the performance of our marketing campaigns. But, sometimes, we can get overly obsessed with the metrics that look good on paper but don’t provide as much insight we think, like clicks and views. A high dose of traffic can prove your headline’s quality if you’re a blogger, but it doesn’t tell you the whole story of what path your visitors take on your blog, or how exactly they engage with the page.

A/B testing 98

A/B testing User Experience Conversion Campaign 98

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 90

Government Represent Presentation Meeting 90

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

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.

Product

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

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 96

Objectives and Key Results Quota Drivers/motivators Negotiate 96

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 88

Repeat business Referrals Pipeline Meeting 88

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

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

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

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 91

Real Estate Negotiate Contract Commission 91

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 88

Manufacturing Engineering Technology Technology 88

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

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

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

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

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 85

Pitch Up-sell Pipeline Prospecting 85

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 77

Contract Consult Presentation B2B 77

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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

Predictable Revenue

JANUARY 10, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.

Consult 76

Consult Sales 76

RAIN Group

JANUARY 9, 2019

This article was first published on PropertyCasualty360.com and is republished here with permission. All rights reserved. The way millennials purchase insurance is worlds apart from the approach taken by baby boomers. A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers.

Sell 76

Sell Sales Consult 76

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 81

Customers Pitch Presentation Prospecting 81

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 76

Referrals Pipeline B2B Service 76

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

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 78

Non-Profits Finance Government 78

Score More Sales

JANUARY 11, 2019

RESOURCE #1. Max Altshuler and Sales Hacker’s Ten Most Important Sales Trends that Will Define 2019 (and Predictions). RESOURCE #2. Sales Development Resources: The updated Tenbound blog , with webinars, nearly 100 podcasts, and more. Get an overview of all the resources in a video by David Dulany.

Sales 70

Sales 70

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

Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. This post digs into four more influencers for modern sellers to be aware of with our prospects and clients. Decision By Committee There are more people involved in decision-making processes today, and the more complex the decision, the more people will be involved.

Negotiate 70

Negotiate Sales Clients Price 70

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