Anthony Cole Training
JUNE 4, 2018
In my previous blog article, I discussed the importance of looking at your sales production in terms of the 80/20 rule and flipping it so you can see the impact your bottom performers are having on your overall sales growth goal. If you have not already done so, click here to read the article.
A Sales Guy
JUNE 5, 2018
There is a myth in sales that says salespeople need to be extroverts, to be gregarious and outgoing to be successful. Well, I call b t. Your personality has little to do with how well you sell. In this LinkedIn video, I break down why that’s the case and what really matters. Selling has nothing to do with being an extrovert and everything to do with being able to solve problems.
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Jeff Shore
JUNE 7, 2018
By Ryan Taft. Every one of us, at some point in time, has been a part of that awkward moment called, “The first kiss.”. You know what I am talking about. At the end of a first date, you found yourself at the front door saying goodnight wondering if that magical first kiss will happen. It is certainly an awkward moment, right? Women across the country have shared with me in seminars that if a guy waits too long during that awkward moment, the kiss doesn’t happen and the man is banished into the c
Hubspot
JUNE 5, 2018
Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. I don’t know about you, but I never stroll over without a detailed plan of what I’ll say and how I’ll say it. After all, people form a first impression of you in a tenth of second -- so as crazy as it sounds, a lame opening line could sabotage the entire relationship.
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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.
Understanding the Sales Force
JUNE 4, 2018
In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the first major weakness causes the salesperson to become emotional, at which time their listening skills become compromised.
ConversionXL
JUNE 7, 2018
How do you become an expert? Well, it starts by first deciding you want to be an expert then putting in the time to gain expert knowledge. In this video, I break down a key way you can not only become an expert but also prove it.n}}. [This post contains video, click to play]. Subscribe to our YouTube Channel. Transcript: How to convince people that you are really the true expert at whatever.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JUNE 5, 2018
Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. It’s your opening line, your verbal business card, and the first thing your customer will hear when you call or meet with them. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.
Understanding the Sales Force
JUNE 6, 2018
I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste. Perhaps you have an irrigation system with a rain sensor that tells the controller that your lawn and flower beds don't need to be watered today because it is pouring outside.
Membrain
JUNE 6, 2018
U.S. companies spent $90.6 billion on training in 2017 *. Of that, about $20 billion was spent on sales-specific training, representing an average expenditure of about $5000 per representative per year *.
ConversionXL
JUNE 5, 2018
You can improve your private and business life just by being proactive and incorporating good habits into your routine NOW. In this video, I break down the things in my personal and professional life that I should have started earlier and why it’s important to focus on longevity. [This post contains video, click to play]. Subscribe to our YouTube Channel.
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.
Hubspot
JUNE 7, 2018
Whether your marketing position requires you to send invoices to clients, track website analytics, or create budget and expense reports, you’ve undoubtedly found yourself working with spreadsheets in some form. And if you’re anything like me, those spreadsheets can feel frustratingly tedious when you’re under a time crunch. Fortunately, Google Sheets offers 26 pre-built templates, allowing you to create reports and analyze data in spreadsheets faster and more effectively.
Openview
JUNE 8, 2018
I have bad news. By the time you try that slick closing technique you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth. When the asteroid is far away, even a tiny shift in its trajectory will make it miss our little blue planet.
RAIN Group
JUNE 6, 2018
There is no magic way to achieve sales success. However, there is one significant concept that helps the companies and sellers who embrace it—those who make it part of the fabric of who they are and who their sales organization is—experience wildly successful sales results. If you want to boost sales and join their ranks, you must become a Value-Driving Sales Organization.
Jeff Shore
JUNE 5, 2018
By Jeff Shore . ? Author’s note: This is part three of a series on how to talk to your customers. Click here for parts one and two. Fair warning: A confused mind says…NO! That is a bit of truth that will help you convert more sales…or drive your customer away. Great sales performers find a way to constantly simplify things for their customers. If they don’t, confusion sets in.
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!
Hubspot
JUNE 6, 2018
When faced with an important decision, there are a variety of informal methods you can use to visualize various outcomes and choose an action -- perhaps you talk it out with a colleague, make a pros and cons list, or investigate what other leaders have done in similar situations. Particularly when it comes to marketing, this can feel risky -- what if my colleague is so attached to a new product, she doesn’t want to mention any of its shortcomings?
SalesforLife
JUNE 5, 2018
Sales professionals are keenly aware that the modern buyer has evolved in recent years. As technology continues to change the way people connect, it also changes their expectations about purchases and interacting with sales representatives.
Partners in Excellence
JUNE 7, 2018
As sales people, we are driven by our need to sell. Whether it’s the drive to win, attainment, commissions/earnings, or pressure from our managers, we have a high need to sell. Unfortunately, our need to sell is absolutely meaningless to customers. In fact, the more strongly we execute on that need, the more we alienate our customers. Regular readers know I’m prone to analogies.
Sales Hacker
JUNE 5, 2018
Customers want to be recognized as people, not account numbers or dollar signs. If you want to create sales emails that get responses, it’s this one fact that you need to focus on. No matter your industry, niche, product, or service, the ideal is to communicate with prospects and customers as individuals. How do you do that? With personalization. They want it, need it, and expect it.
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!
Hubspot
JUNE 8, 2018
You probably don’t typically alter the default margins in a Google Doc. But a marketing proposal or design project might require you to change the margins, and if you’ve never done it before, it can seem complicated. Changing the left and right margin space is easy. You simply click and hold the small blue triangle on the left and right side of the ruler at the top of your Google Doc, and drag it to another position: It’s important to note you must drag the blue triangle, not the rectangle right
Membrain
JUNE 3, 2018
Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers.
Partners in Excellence
JUNE 5, 2018
All of us revel in stories of the deal where we took dramatic actions and ultimately won–hopefully not by discounting. We get an Adrenalin rush in talking about this things that we did to pull the opportunity from the ashes and into the victory column. When we get together with our colleagues, over beer, we seek to outdo each other in stories about our heroics.
Outreach
JUNE 5, 2018
What’s the status of your Outreach sequences? It’s worth reviewing them, since sequences provide the power behind your sales process. Think of your sequences as the digital execution of your sales playbook. That means, as your product and strategy evolves, your sequences should adjust accordingly. To keep your content as fresh as your strategy, your best bet is to review your sequences every six months.
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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
Miller Heiman Group
JUNE 5, 2018
The Miller Heiman Group 2018 Buyer Preferences Study found that more than 70 percent of buyers said they wait until after they have already defined their needs to engage sellers. In this post, we look at the questions of whether buyers want to cut salespeople out of the buying process and why so many reps find themselves struggling to stay involved.
Hubspot
JUNE 5, 2018
Recently, we analyzed millions of tweets and found that some Twitter hashtags correlate with a 1,065% increase in engagement -- clearly, hashtags still matter in 2018. More specifically, we found tweets with no hashtags averaged 1.7 interactions per tweet. Tweets that included #ico, the most popular hashtag, had an average of 19.8 interactions per tweet.
Engage Selling
JUNE 8, 2018
??????????????????If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.
Partners in Excellence
JUNE 5, 2018
Companies are obsessed (Hmmm, maybe not) with customer experience. Many seem to want to understand people’s customer experience–how or if they pay attention is anyone’s guess. Along with this obsession comes the obsession with measuring that customer experience. That along with technology making it easy to do surveys in real time, it seems as though almost every interaction is surveyed and measured.
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.
Sales Hacker
JUNE 6, 2018
Sales is all about relationships—we know that. However, the focus tends to be on external relationships with customers. After all, that’s where the deals come from. But what can easily get overlooked are the many internal relationships in an organization. Today’s sale is difficult and complex —and it’s near impossible if you try to go it alone. Sales leadership, sales engineers, customer success, and marketing all play crucial roles in getting a deal to closed-won.
Hubspot
JUNE 4, 2018
In recent years, I feel a bit spoiled when it comes to filling out online forms -- typically, they’re able to auto-fill my information, and take less than a minute to get me what I need. Forms used to require so much information, you’d have to really, really want something to dedicate the time to filling one out. Now, we notice immediately if a form is cumbersome or time-consuming -- because so many forms aren’t.
Engage Selling
JUNE 2, 2018
Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked.
Partners in Excellence
JUNE 6, 2018
A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” Intrigued, I clicked on the link. The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” I thought, “Hmm, that must be me…” I’ve used that data, but so have a lot of others.
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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