Anthony Cole Training

JANUARY 4, 2019

2018 was a great year here at ACTG and we are excited to wish you a Happy 2019! However, the new year can be a bit overwhelming, don't you think?

Sell 150

Sell Sales 150

ConversionXL

JANUARY 3, 2019

With a single click, a user can destroy Google Analytics data: Moving from an AMP page to the main site or the main site to a payment processor can turn one visit into multiple sessions, mucking up source data along the way. Critically, those clicks often happen at high-value transition points—from anonymous visitor to logged-in user or from the pre- to post-purchase moment.

Referrals 127

Referrals GTM Clients Follow-up 127

Understanding the Sales Force

JANUARY 3, 2019

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. I’ve compiled a list of resolutions that all salespeople should make and follow.

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Process Sell Sales 120

Jeff Shore

JANUARY 3, 2019

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness.

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Trust Sales Presentation Conversion 113

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

Anthony Cole Training

JANUARY 3, 2019

Sales success starts with a resolution, but finishes with a revolution.

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Sales Sell 149

ConversionXL

JANUARY 2, 2019

As a SaaS company, both your product and service are unique solutions, and your pricing page should reflect that. It’s tempting to model your pricing strategy on successful companies. But by simply copying what your competitors are doing, you do your product and customers a disservice. You are falling in line with other options instead of communicating what sets you apart.

Price 119

Price A/B testing Territory Growth 119

Openview

JANUARY 2, 2019

The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.

Pitch 106

Pitch Customer Relationship Management Clients Sales 106

CloserIQ

JANUARY 3, 2019

Succeeding in sales is all about developing the right habits. But not all habits are sales-generating. The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals. If you’re still doing these things, you’re not offering real value to your customers: 1) Trying to sell to everyone.

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Contract Sales Consult Prospecting 102

Hubspot

JANUARY 4, 2019

Workplace culture and strong internal relationships are undeniably critical for your company's long-term success. Focusing your efforts on cultivating good relationships between employers and employees can help your Human Resources department mitigate conflict, build trust between team members, and decrease turnover rates. At its core, employee relations is a branch of human resources that deals with policies regarding your employees' relationships with their employers, and each other.

Contract 101

Contract Negotiate Trust Drivers/motivators 101

Partners in Excellence

JANUARY 3, 2019

Long time readers of the blog will know for the past 18-24 months I’ve been obsessed with the concept of micro-improvements—how do I get 1% better each day? For closed to two years–well up to 6 weeks ago—I tracked and scored myself on a series of questions. Thing like, “Did I set clear goals for the day; Did I do my best to achieve those goals; Was I getting the right exercise; Am I minimizing distractions… ” For over a year, scoring myself every day, re

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Follow-up Gaming Meeting Closing 93

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

Women Sales Pros

JANUARY 4, 2019

Often sellers don’t get to what’s of most interest to a prospect until 10, 20, 30 minutes or more into a demo. Turns out, that’s too late! Gong.io analyzed 67,000+ SAAS demos and found that “Following a linear path or going through a series of workflows before getting to the end result is an unsuccessful approach.” Traditional linear demos are ineffective: Traditional demos typically start with the salesperson walking through some slides that talk about his company, their customers, and the prob

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Presentation Technique Technology Technology 93

Engage Selling

JANUARY 3, 2019

I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?

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Presentation Meeting Sales Clients 92

Hubspot

JANUARY 3, 2019

As a marketer, you need to record your computer screen more often than you’d think. Whether you’re teaching a new hire how to use a tool, explaining a complex project when an email just won’t do, or recording a personalized product demo, you need to know how to record your computer screen. Fortunately, we’ve put together a quick and easy guide for recording your computer screen on a Mac and Windows 10.

Gaming 101

Gaming Follow-up Product Start-ups 101

Partners in Excellence

JANUARY 3, 2019

I participated in a fascinating discussion about Disqualification. It was on LinkedIn, led by Steve Hall. Click on the link to look at the comments, it’s pretty interesting. But a part of the discussion was really intriguing and brought out how badly we understand pipeline’s and our numbers. As a result, we drive for the wrong things and fail to produce results.

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Pipeline Quota Gaming Start-ups 93

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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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Heinz Marketing

JANUARY 3, 2019

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. We feature a new B2B sales, marketing or business leader with our own version of “How I Work” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

Gaming 91

Gaming B2B Follow-up Start-ups 91

Membrain

JANUARY 2, 2019

You know this story. Sales thinks marketing is out of touch. Marketing thinks sales is lazy.

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Sales 91

Hubspot

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. A "yes" or "no" hinges on far more than just the specific closing sentence or question.

Closing 101

Closing Contract Technique Drivers/motivators 101

Partners in Excellence

JANUARY 1, 2019

Sales is about the only profession, where each fiscal year, we have the opportunity to start at zero. What we have done in the past year, good or bad, is past. We all have a clean slate to start all over again. As we look at this clean slate, we have an opportunity. We can continue to do the same things we have always done, replaying past years over and over, probably producing similar results.

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Start-ups Sales Product 92

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

G2

JANUARY 3, 2019

“The worst they can say is ‘no.’”.

Follow-up 91

Follow-up Sales 91

Engage Selling

JANUARY 4, 2019

??It is common for me to get questions like, “How do I get my sellers to reach their sales goals?” Here’s my answer. First of all, you have to make sure they know what your sales goals are.

Sales 87

Sales Drivers/motivators Sell 87

Membrain

DECEMBER 30, 2018

Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn something valuable from us. Most sales methodologies stress the importance of asking intelligent questions at the appropriate time and with the relevant context.

Prospecting 87

Prospecting Customers Sales 87

Partners in Excellence

DECEMBER 31, 2018

As we start a new year, perhaps your plans are locked in. But perhaps there is an opportunity to rethink or, even to reinvent what we think about the sales function and how we sell. So much of what we do is done just because, “That’s the way we’ve always done things.” We think we may have evolved, but in reality we’ve just applied a layer of technology and updated language and jargon.

Sales 87

Sales Consult Sell Process 87

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

GTM

SalesforLife

JANUARY 4, 2019

Sales 82

Sales Campaign Consult Growth 82

Sales Hacker

JANUARY 4, 2019

Summary: One of the earliest steps in my professional journey — a stint as an SAT and ACT preparation instructor for college-bound students — has unexpectedly prepared me for training sales talent. Here’s what standardized test prep has in common with coaching sales professionals in high-pressure settings. As a college freshman, choosing to teach SAT and ACT test preparation courses to high schoolers was pretty much a no-brainer.

Represent 79

Represent Sales Education Start-ups 79

Hubspot

JANUARY 4, 2019

In a world hooked on instant gratification, one of the worst things a brand can do is not give their audience what they want. If your website visitors see a 504 Gateway Timeout Error page when they're looking for help or information to do their jobs better, they could get annoyed and lose trust in your brand, permanently damaging your reputation. Unfortunately, 504 Gateway Timeout Errors are rather mysterious.

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Networking Trust Service Process 78

Heinz Marketing

DECEMBER 29, 2018

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. Ten Questions You Need to Ask When Planning Next Year. Some great questions to ask yourself while planning for the new year.

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B2B Lead generation Customers Sales 76

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

Score More Sales

JANUARY 3, 2019

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond. One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales.

Sales Support 75

Sales Support B2B Sales 75

RAIN Group

JANUARY 3, 2019

Most leaders agree the opportunity to improve sales performance through coaching is tremendous, including: Maximizing sales wins for their most important opportunities. Filling the pipeline with new, qualified opportunities. Maximizing sales to key accounts. Focusing sellers’ time on the most important activities. Developing skills, knowledge, and attributes to get to the next level of performance.

Pipeline 70

Pipeline Sales Drivers/motivators 70

Hubspot

JANUARY 3, 2019

Companies often need mission statements to define their values, and ensure they're remaining focused on reaching their goals without getting side-tracked. At its core, a good mission statement helps a company demonstrate who they are, and how they're different from other businesses. For instance, consider JetBlue's mission statement -- "To inspire humanity -- both in the air and on the ground.".

Education 78

Education Represent Networking Technology 78

Heinz Marketing

DECEMBER 30, 2018

Screen Time is an app that comes preloaded on iPhones (or available with a system update) that tracks the time you spend on your phone on specific apps and how many times you pick it up. While Screen Time is specific to iPhone users, there are tons of similar apps available for Android or other operating systems ( here are a few ). The app breaks out your screen time between different categories such as social networking, productivity, and other – allowing you to see how much time you spend on d

Drivers/motivators 70

Drivers/motivators Networking Product 70

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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

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