Anthony Cole Training
JUNE 26, 2017
As the owner of Hire Better Salespeople, one thing I hear consistently from my clients in regards to hiring is “I’m tired of looking through the same set of resumes over and over again.” If you have had the same thought, trust me, you’re not alone. Resume sites are flooded daily with recycled candidates. So, how do you go about finding the new, fresh candidates out in the market place?
Engage Selling
JUNE 5, 2017
Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.
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ConversionXL
JUNE 13, 2017
Agile marketing may not be a phrase you hear often, but it’s becoming increasingly popular and important. Traditionally associated with development and product management, agile is a lightweight and, well, agile framework for software development and bringing features and products to market. It stands in opposition to “waterfall” production methods that treat analysis, design, coding, and testing as discrete phases – where in agile they are treated as continuous.
Understanding the Sales Force
JUNE 19, 2017
Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
A Sales Guy
JUNE 24, 2017
Ego is a silent killer of sales and marketing teams. Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. No one gives a s**t about you or your company. Prospects and customers only care about their business and what you can do for them.
Hubspot
JUNE 1, 2017
The other day at work, my colleague, HubSpot Marketing Director Ryan Bonnici, sent around a link on Slack -- to a website called “ Will Robots Take My Job ?”. We were thrilled to learn marketing managers had only a 1.4% chance of our jobs being automated or replaced by robots and artificial intelligence. And although I breathed a sigh of relief that writing has only a 3.8% chance of being automated, it made me think about job roles that weren’t so lucky.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
JUNE 29, 2017
How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask?
Closing Bigger
JUNE 12, 2017
The Art of Asking Questions that Close Sales. Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sal
ConversionXL
JUNE 8, 2017
Did you know that Netflix has only 90 seconds to find a show that suits a user before she gets frustrated and quits? According to a recent academic study, “a typical Netflix member loses interest after perhaps 60 to 90 seconds of choosing, having reviewed 10 to 20 titles (perhaps 3 in detail) on one or two screens.” How does Netflix manage to find the right show for the right user so quickly?
A Sales Guy
JUNE 6, 2017
The next installment of The Real Deal of Sales is out and again it’s fire. In this one, I ask sales leaders about their proudest moments. Sales leaders have an amazing impact, and if they are good can change people’s lives. So, I wanted to know, what their most proud moment was. The stories are fantastic. There are some good sales leaders out there.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Hubspot
JUNE 16, 2017
You might know that video is important, that your audience wants to see it, and you might even want to make it a part of your strategy. But you're still asking the big question: "How?". If you aren't producing video content because you don't think you have the ability, time, or resources to do it, we have some good news: Your answer to the video content question could be sitting in your pants pocket.
Anthony Cole Training
JUNE 5, 2017
Ok, let’s start here - there are no secrets! The Internet and the digital world have pretty much eliminated ignorance and secrets to success in sales and about how to do almost anything. All you need is a mobile device (could even be a watch) with access to the internet and you can find just about anything you want to know.
Engage Selling
JUNE 8, 2017
This common error costs more sales than most sales leaders are willing to admit.
Understanding the Sales Force
JUNE 15, 2017
Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
ConversionXL
JUNE 20, 2017
Technology and consumer preferences are quickly evolving (seemingly by the hour), but in this turbulent world of fast-paced change we often forget that some core tenets of sensory perception and human psychology remain the same. One of those functions is how we view and process visual information, and in particular, visual hierarchy. Humans are visual creatures.
A Sales Guy
JUNE 12, 2017
I love my job. I was recently reminded of how much I love what I do a few weeks ago in Toronto where I was speaking for Uberflip, a fantastic content experience platform. Loving what you do is at the core of a badass life. We spend more time at our jobs than anything else. We might as well love it. And when we love something we’re good at it and when we’re good at it, we love it.
Hubspot
JUNE 14, 2017
Doesn't it seem like we don't go a day without hearing about employee burnout -- mostly what a problem it is? In a survey conducted last year by Morar Consulting, 95% of human resources professionals blamed the loss of good employees on job burnout. Headlines call it a “ crisis. ” Type the words “employee burnout” into the Google search bar, and one of the autocomplete phrases likely ends with, “is becoming a huge problem.
Partners in Excellence
JUNE 25, 2017
Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice President, Alliances and Strategic Partnerships for CenturyLink. We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers. I thought I’d share some of our discussion. Dave Brock (DB): Bill, before we get into it, can you share a little of your background?
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
Engage Selling
JUNE 22, 2017
You read that right. When it comes to objections, there is no reason you should be unprepared to handle them.
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b
ConversionXL
JUNE 15, 2017
If you’re not following form design best practices, you might be leaving a significant amount of money on the table. While forms aren’t the sexiest part of conversion optimization , they tend to be the closest to the money, the macro-conversions. Spending a little time optimizing forms can be some of the most important optimization work you can do. Of course, best practices don’t work the same on all sites.
A Sales Guy
JUNE 20, 2017
I spent the last week at Momentum Ski Camp. It was their “adult” week. Momentum is a mogul and terrain park ski camp that leverages some of the best skiers in the world as coaches to help clowns like me get better. When I say some of the best skiers in the world, I mean it. Look at this list: Mikael Kingsbury – Silver Medalist Sochi Olympics Moguls, 2 Time World Champion and 6 Time World Cup Champion.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Hubspot
JUNE 8, 2017
Be honest. Do you know what your non-marketing colleagues do all day? Sure, you might have a general idea of what your co-workers in sales, finance, and HR do, at least categorically. But it seems that many of us -- myself included -- have those days, weeks, and months when we’re so bogged down in our own daily hustle, that we become a bit oblivious to what everyone else around us is working on.
Partners in Excellence
JUNE 1, 2017
There a number of people with views that sales can learn a lot from manufacturing and applying lean and agile manufacturing methods to the sales function. I tend to agree, a lot of the underpinnings of great manufacturing have great applicability to selling. At the same time, there are some real limitations, which we can’t be naive about in applying manufacturing techniques where they don’t fit (Read my “Customers Are Not Widgets,” and related posts.
Engage Selling
JUNE 16, 2017
Most companies take a reactive approach to client retention and that is the wrong way to think about this issue. That means two things.
The Sales Hunter
JUNE 23, 2017
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].
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ConversionXL
JUNE 26, 2017
Elite Camp is a traffic and (mainly) conversion event held in Estonia every summer. It’s among the very best CRO events in the world, and of course in Europe. Elite Camp 2017 had an enviable line-up of heavy hitters and rock stars. Here are top insights from every speaker of this year’s event. Thanks to the inimitable Karl Gilis for all the photos below.
A Sales Guy
JUNE 19, 2017
Being a sales manager has some interesting side challenges. One of them is the unpredictability of people. People do the craziest things when they aren’t happy or when things aren’t going their way. In this episode of The Real Deal of Sales, I asked sales managers to share the craziest moments they’ve experienced. You will NOT believe some of these stories.
SalesProInsider
JUNE 6, 2017
It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll want to keep reading for this very important “What Not to Do When You Hear a Sales Objection.” Although the “but” can come anytime, it seems toughest after you’ve completed a productive review of the buyer’s prob
Partners in Excellence
JUNE 15, 2017
Virtually every organization I know is struggling with making their numbers. Every sales person, manager, executive inevitably says: “We need to make our numbers, we need more wins, we need more in our pipelines!” Inevitably programs du jour are launched. Sales people are told, “Get more into your pipeline.” They’re told to prospect, we start counting prospecting conversations, and counting pipeline deals.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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