Anthony Cole Training
JULY 2, 2018
In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.
Women Sales Pros
JULY 5, 2018
There are lots of motivational quote lists but none that we know of which are all quotes from women. Why all women? The women listed below are all great role models for other women (and men) building sales careers. Sellers (and sales leaders) have a challenging role. If you are a seller, you deal with rejection and you help people and companies make changes for the better.
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Jeff Shore
JULY 3, 2018
By Ryan Taft. ?Anyone who knows me would agree that I wasn’t a dog person…until recently. I will spare you the details of how I became a dog person and skip to the point of this blog. As I have been a dog owner for just over a year now, I have noticed how great my dog, Odie, is at sales. With that backdrop, here are seven things I have learned, or been reminded of, about selling from Odie. 1.
Membrain
JULY 22, 2018
Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Gong.io
JULY 6, 2018
Google “sales call tips.”. In.43 seconds, you’ll see that the Internet is polluted with articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? They’re the only ones backed by data , rather than opinion. Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls.
ConversionXL
JULY 30, 2018
You are probably ending your A/B tests either too early or too late. The standard best practice in the conversion optimization industry is to wait until two conditions have been met before ending an A/B test. First, that a representative sample is obtained. Second, that the winner of the test can be declared with 95% certainty or greater. You can see the latter standard touted here and here and here.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
JULY 13, 2018
Those pesky competitors! They seem to show up in every deal and exactly at the wrong time too. Also, the numbers of competitors is multiplying at an alarming rate. You need a strategy to beat them and you need it quickly. Start by analyzing your competitor from your customer’s perspective. In other words, how does your customer or prospect view your competitor’s strengths and weaknesses?
Jeff Shore
JULY 10, 2018
By Jeff Shore. Sometimes we come across customers trapped in their own mental dilemma. They like what you have to offer, but they are hesitant to make a change. What you are dealing with is what psychologists refer to as the “Status Quo Bias.”. In short, people make decisions from a baseline; that baseline is their current situation. As they consider moving away from the baseline, they face the discomfort of the unknown.
A Sales Guy
JULY 30, 2018
Look, I get it. Closing has been a part of the sales lexicon for decades, shoot maybe even centuries. But, just because it’s been around for a while, doesn’t mean it’s accurate or valid. Here’s the deal. Closing isn’t something you do to someone. I argue in this video, that if you’re a closer, you’re a bad salesperson and I offer a rather compelling argument why.
Membrain
JULY 4, 2018
I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a large number of sales teams, technology is completely irrelevant.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
ConversionXL
JULY 4, 2018
Discover insider secrets on how to successfully build a high-performing growth team. How can you leverage CXL Institute, Kolbe tests and other online resources to genuinely impact your bottom line? Which skills truly matter for fast growth, and which are the nice-to-haves? In this conference talk (from Elite Camp 2018) by Chris Out from Rockboost will show you a behind-the-curtain look on how they operate at RockBoost, and how you can leverage this knowledge for your agency or in-house.
Hubspot
JULY 23, 2018
Peanut butter and jelly. Batman and Robin. Eggs and ham. You’ve probably heard of these famous pairs (or, in some cases, noshed on them), but for inbound marketers, there’s one pair in particular that goes hand-in-hand: content and marketing. Ninety percent of marketing companies use content marketing as part of their strategy. Still, that doesn’t mean all the content they create is top-notch, compelling, valuable content.
Women Sales Pros
JULY 27, 2018
Referral leads arguably close easier, race through the pipeline to close faster than other lead source and generate higher loyalty and lifetime value. Referrals work because people trust people, more than they trust any other source of information. A recent study revealed 84% of people completely trust recommendations from people they know. The most important ingredient for a successful referral program is to “be referable”.
Jeff Shore
JULY 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Bob Burg, author of The Go-Giver Influencer, talks with Jeff about the difference between influence and manipulation. Trust is powerful, and once we have it from our customer, do we as sales professionals use it to help our customers or take the opportunity to advance our own agenda? When we see sales as service, then it becomes easy to be an influencer and not a manipulator.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Understanding the Sales Force
JULY 23, 2018
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.
Engage Selling
JULY 19, 2018
Sure, you’ve probably read numerous articles online dedicated to helping you make more sales. You’ve probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused.
ConversionXL
JULY 19, 2018
The robots are taking over. They’re going to be better than us, and then steal our jobs, and eventually turn on us and conquer the world. That’s the kind of hyperbolic language you’re probably hearing everywhere today. But some of it is true. Will the skills you’re learning today be obsolete by tomorrow? Is there a point to learning new things if artificial intelligence (AI) is going to do it better?
Hubspot
JULY 23, 2018
LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Outreach
JULY 5, 2018
Hey, this is Andrew, and I want to officially welcome you to the World of Improv and how it relates to sales. About 3 years ago (and right before I joined Outreach.io ), I started taking improv classes. And in no time, this little hobby became intertwined with how I interact with people on the daily. I started using all of the techniques and exercises I learned in improv classes and have become a student of people, emotions, and building storylines.
Jeff Shore
JULY 24, 2018
By Ryan Taft. Two weeks ago, Shore Consulting held our annual Jeff Shore Sales Leadership Summit , where sales leaders from across North America and beyond gathered to learn new techniques, adopt new processes, and acquire new tools. ?It was an honor to be able to teach how great coaches get the best out of their teams. I want to share part of that process with you now.
Women Sales Pros
JULY 20, 2018
Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles based on research of 6,000 individuals. Challenger. Lone Wolf. Hard Worker. Problem Solver. Relationship Builder. This research indicates that individuals with a Challenger profile will outperform all other profile types.
Membrain
JULY 1, 2018
Sometimes, I reflect on the “good old days.” Things were certainly different, I do think at a macro level things are far better than whatever our image of the good old days were.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
RAIN Group
JULY 25, 2018
Becoming more productive is about changing your habits. It's not something you do some of the time; it becomes part of the way you approach your work and get things done.
Hubspot
JULY 19, 2018
With all the joy and excitement of landing a new job, you can feel just as much fear and anxiety. Overcoming your new role’s learning curve and the desire to make a lasting impression on your employer can put a lot of pressure on you. What if you can’t adapt in time? Fortunately, there’s a way to organize and prioritize your time and tasks, helping you seamlessly adapt to your new environment.
SalesLoft
JULY 19, 2018
What enables one sales rep to perform better than another? Is the secret in the process of top sales reps? Recent research (provided by TOPO), Best Practices of Top Performing Sales Reps , explores where sales reps spend their time, what tools they use, and how these daily choices separate top performers from average performers. The habits and tools that sales reps leverage to get their jobs done have a material impact on an organization’s ability to meet revenue targets.
Jeff Shore
JULY 19, 2018
By Amy O’Connor. ?Why are we so terrified of buyer objections? We wince, we cringe and do all we can to avoid them. But why? What’s the very worse thing that could happen? They don’t buy! I’ve gotta tell ya, we don’t lose sales by dodging buyer objections. It’s actually the opposite. We lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Women Sales Pros
JULY 31, 2018
Hello. It’s Shari here. Writing from beautiful Park City, Utah. I have been blown away by the number of requests I’ve received on social media and email asking me to share prior video posts from my LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite whether it’s The #1 Reason Your Deal Didn’t Close , to The Five Commitments You Must Get to Close a Sale , (filmed live at the taco truck) to Blindspotting, with Jill Konrath.
Engage Selling
JULY 12, 2018
A lack of speed kills sales. We live in an “on-demand” world. Your favorite show or movie is available on Netflix at the click of a button.
Miller Heiman Group
JULY 18, 2018
How satisfied are you with the rollout and adoption of your CRM system? When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum
Hubspot
JULY 13, 2018
Chrome Keyboard Shortcuts. Open a new tab: hold Command and press T. Close the current tab: hold Command and press W. Reopen last tab closed: hold Command and Shift, then press T. View next tab: hold Command and Option, then press the right arrow key. View previous tab: hold Command and Option, then press the left arrow key. Jump to a specific tab: hold Command and select the appropriate number.
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