Anthony Cole Training
MAY 1, 2018
There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.
Gong.io
MAY 18, 2018
A brilliant sales presentation has a lot going for it. Unfortunately, the “best” ideas floating around the Internet will likely land you dead in the water. Why? They are based on intuition, rather than actual data. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales.
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Jeff Shore
MAY 31, 2018
By Amy O’Connor. Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.
ConversionXL
MAY 14, 2018
Artificial Intelligence is powerful and will open doors we don’t even know exist at the moment. But there are some steps you can take today to ensure that you are making the most of this new capability and are not left behind. As this is such a nascent area, it serves to begin with a brief description of Artificial Intelligence and Machine Learning.
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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.
Membrain
MAY 13, 2018
I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.
Engage Selling
MAY 24, 2018
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Gong.io
MAY 3, 2018
Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working).
Jeff Shore
MAY 17, 2018
By Amy O’Connor. ?Ever wonder how those great salespeople outperform everyone else year in and year out? I mean, seriously, they don’t seem that great do they? They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? Here’s what gives. They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in.
Women Sales Pros
MAY 4, 2018
How many of you are old enough to remember when you were really excited to have an ironing board in your hotel room? (How many of you even know what an ironing board is?) Today, an ironing board isn’t even considered a perk. Somebody moved the ironing board from a perk to a commodity — and that person was the customer and/or your competitor. In a world gone global and viral, it’s easy for competitors to catchup and copy your version of the ironing board.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
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
Hubspot
MAY 18, 2018
Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.
ConversionXL
MAY 24, 2018
Have you ever received an email from a “noreply@” address? Of course, you have! This is a “standard practice” that many companies do that removes the human element from your emails. Do you want your customers to open and engage with your emails? Don’t be a robot. In this video, I give you an easy step to make your emails more human.
Gong.io
MAY 24, 2018
I have some bad news — by the time you try those slick closing techniques 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.
Jeff Shore
MAY 3, 2018
By Ryan Taft. ?“Character is the real foundation of all worthwhile success.”. John Hays Hammond. These days, I see two different schools of thought about what defines great salespeople. One school revolves around the “Coffee is for Closers” mentality (Glenngary Glenn Ross anyone?). And the other school subscribes to the viewpoint that “The sale isn’t about the salesperson.
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Women Sales Pros
MAY 11, 2018
Sales managers have many different leadership styles. But most know the difference between telling their staff what to do and actually coaching their team. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves.
Outreach
MAY 13, 2018
Six years ago, I became a single mom who had her kids 100% of the time. I was 24 with 3 kids under the age of 10 years old. I needed a job that would complement my #1 job- being a mom. Just like most salespeople, I found my way into sales in an unconventional way. Through a road paved by making Frappuccinos, planning weddings, leasing apartments, and other random jobs, an obvious next step in my career would be software sales ;) However, I soon realized that the skills that I had that made me go
Hubspot
MAY 14, 2018
How to Make a QR Code. Select a QR code generator. Choose the type of content you're promoting. Enter your data in the form that appears. Consider downloading a dynamic QR code. Customize it. Test the QR code to make sure it scans. Track and analyze performance. "Really? We're talking about QR codes?". Fair reaction. For several years now, QR codes have been at the center of the popular " is dead" trope we marketers love to argue when talking technology.
Membrain
MAY 6, 2018
Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.
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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.
ConversionXL
MAY 29, 2018
If you just started an agency or became a consultant, where did your first clients come from? In the beginning, finding clients, let alone the right clients can be difficult. You can go to friends and family, but that gets old real fast. In this video, I give you my best advice on how you can not only get clients but form valuable relationships with industry leaders and peers.
Jeff Shore
MAY 10, 2018
By Jeff Shore. I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. And think about why for a moment. On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there. On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople.
Understanding the Sales Force
MAY 30, 2018
I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics. Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies.
Gong.io
MAY 18, 2018
Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant with GDPR.
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.
Hubspot
MAY 22, 2018
Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work? What happens if you do nothing about the problem? Do you have a budget allocated for this project?
Outreach
MAY 22, 2018
I’m very excited to share the news that as of yesterday , Outreach closed our $65M Series D round of financing, bringing our total funding to $125M. We welcome our new investors Spark Capital and Sapphire Ventures and look forward to partnering with them to continue to lead and grow the Customer Engagement category. In 2017, we doubled our customer base and experienced over 100% revenue growth.
ConversionXL
MAY 31, 2018
Do you want to maximize your growth potential? If you are looking for a new job, do you know which job you should take? Definitely, not the easy one. In this video, I give you my reasons why you should not take the next “easy job” and what to look for during your job search. [This post contains video, click to play]. Subscribe to our YouTube Channel.
Jeff Shore
MAY 23, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: David JP Phillips and Jeff talk about how story changes everything. The stories our customers tell themselves about why they’re purchasing. The stories we tell our customers as sales professionals. Are you able to paint their future promise of their lives if they purchase from you? Can they see their story with your product?
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.
Membrain
MAY 23, 2018
A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining up emails, inmails and sales calls and talking customers into exploring their products & services. This model of sales started in Silicon Valley, and has been successful in expanding the reach of many SaaS and other technology companies.
Women Sales Pros
MAY 25, 2018
In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales potential. Why? Because their biggest enemy is their own perspective. Here are two main scenarios illustrating the point.
Hubspot
MAY 7, 2018
Sometimes, a press release about your company’s new product launch, significant hire, or acquisition fails to pick up the coverage you were expecting. Journalists crave juicy stories and viral marketing campaigns, but standing out in a sea of conventional pitches is one of the biggest challenges for any public relations professional. When you need a dose of inspiration, blogs like PR Examples are a great place to find the most compelling PR plays.
SalesforLife
MAY 11, 2018
Social selling has been celebrated as the solution to poor quota attainment among sales representatives. As older sales methodologies have become increasingly ineffective, most sales professionals have looked to social selling to boost slumping quota attainment percentages.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
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