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 149

Sell Sales 149

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.

Process 120

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.

Trust 113

Trust Sales Presentation Conversion 113

Advertisement

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

Anthony Cole Training

JANUARY 3, 2019

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

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Sales Sell 148

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

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.

Contract 102

Contract Sales Consult Prospecting 102

Sales Hacker

JANUARY 2, 2019

In 2017 I received a LinkedIn message asking if I felt like I was living my life to my fullest potential. What followed was a year of massive change, self-discovery, and transformation. It has included a new job, a budding romantic relationship, a move from San Francisco to Seattle, a renewed spiritual perspective, and my favorite – a new perspective on my own self-identity.

Sales 101

Sales Negotiate Contract Quota 101

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

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

Presentation 93

Presentation Technique Technology Technology 93

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

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.

Pipeline 90

Pipeline Quota Gaming Start-ups 90

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 89

Prospecting Customers Sales 89

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 100

Gaming Follow-up Start-ups Product 100

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

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

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.

Start-ups 90

Start-ups Sales Product 90

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 88

Gaming B2B Follow-up Start-ups 88

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 95

Contract Negotiate Trust Strategize 95

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 84

Pipeline Sales Drivers/motivators 84

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

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

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

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?

Presentation 92

Presentation Meeting Sales Clients 92

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 75

Represent Sales Education Start-ups 75

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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

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

Follow-up 84

Follow-up Gaming Meeting Closing 84

Membrain

JANUARY 2, 2019

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

Sales 96

Sales 96

Hubspot

JANUARY 2, 2019

An online photography portfolio is often going to be the first introduction potential clients have to your work, so it's critical you create a memorable and sleek website to display your content. Additionally, many potential clients will use your photography portfolio as an opportunity to check out past clients with whom you've worked to get a gauge for how legitimate you are.

Clients 78

Clients 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

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

Predictable Revenue

JANUARY 4, 2019

The very foundation of the Predictable Revenue methodology is designing, and building, efficient outbound sales teams that generate consistent new pipeline. The post The unpredictable, complicated nature of ad sales appeared first on Predictable Revenue.

Pipeline 65

Pipeline Sales 65

criteria for success

JANUARY 3, 2019

Welcome, 2019! A new year means a new you - but in order to make this year better than the last, you need to hunker down and start planning for your success! The key here is that you must be willing to put in the work. You have to get rid of that negative "head trash", identify [ ] The post 5 Key Steps to Planning for Success appeared first on Criteria for Success.

Sales 64

Sales 64

Hubspot

JANUARY 2, 2019

On most stock image websites, the pictures you download are usually so big they can fill up your entire screen. Needless to say, blown-up images don’t usually enhance the aesthetics of your content. But manually resizing images with one of your computer’s built-in programs can be a tedious task. Fortunately, there are a number of free tools on the internet that can quickly resize your images -- without making you download any new programs.

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Heinz Marketing

DECEMBER 31, 2018

By Matt Heinz, President of Heinz Marketing. Over three years ago Sales Pipeline Radio , began. We’re live every Thursday at 11:30 a.m. Pacific. The show is thirty minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 68

Pipeline Sales B2B Start-ups 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