Anthony Cole Training
FEBRUARY 21, 2019
In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.
A Sales Guy
FEBRUARY 20, 2019
Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility. Sales is the greatest profession in the world in my opinion.
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Gong.io
FEBRUARY 12, 2019
Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did something different: I asked over 50 sales leaders and professionals which sales blogs THEY rave about.
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.
ConversionXL
FEBRUARY 18, 2019
Social media isn’t a perfect source of market research: It’s not a representative sample and, for small businesses, it’s simply too small of a sample. But for large organizations, it’s still a critical one. Why? Because it includes your most passionate fans. It’s also a rare source of candid consumer opinion: 80% of social media posts are about ourselves, and those opinions and beliefs—expressed individually and within a community—are not interrupted or biased by participation in a formal
Engage Selling
FEBRUARY 21, 2019
Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
FEBRUARY 15, 2019
In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply.
Gong.io
FEBRUARY 1, 2019
If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.
Partners in Excellence
FEBRUARY 10, 2019
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help.
ConversionXL
FEBRUARY 13, 2019
U.S. companies spend billions on training each year. What about marketing departments? How much do they spend? What are they getting out of it? And what are they struggling to solve? We surveyed 462 marketing leaders—CMOs, VPs of Marketing, Marketing Directors—to find out. Respondents completed a 10-question survey that covered: The perceived skill level of marketing teams.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
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.
Engage Selling
FEBRUARY 28, 2019
Getting sales calls returned is almost always on a salesperson’s mind. Especially when a prospect seems completely ready to move forward with you, it can be frustrating when you hear radio silence. Some sellers fear coming across as desperate.
Anthony Cole Training
FEBRUARY 27, 2019
Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.
Women Sales Pros
FEBRUARY 2, 2019
There is an infamous Superbowl commercial for some of us that played in 2015 called #LikeAGirl and in honor of Superbowl weekend I’d like to share a great blog post sales strategist and best-selling sales author Jill Konrath wrote about that commercial. With no further ado, please enjoy, I Sell #LikeAGirl. Lori Richardson is President of Women Sales Pros and is working to see more women in sales and sales leadership in companies where there are male-majority sales teams.
SaaStr
FEBRUARY 24, 2019
Recently for the SaaStr Annual, we were “the largest customer” for 3 vendors. All 3 lied to us: One vendor was a friend of a departed contractor. This is a pretty common way deals are done, even today. The champion’s favorite vendor. They misled us in terms of scale and capabilities. One vendor was a well-established software vendor, but misrepresented their experience at scale.
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
Membrain
FEBRUARY 17, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that….
ConversionXL
FEBRUARY 20, 2019
You invest in your employees—mentoring, conferences, training. Yet over time, unused knowledge fades. Employees take other jobs. How do you protect your investment? Marketing had the highest turnover rate (17%) of any profession in 2018. It isn’t the only cause of knowledge loss. Retirements, promotions, intracompany transfers, and “the forgetting curve” all play a role, too.
Engage Selling
FEBRUARY 8, 2019
??????Last month, I was working with a client who told me that a core group of their targeted market was interested in speed because whoever gets there the fastest will win the business, regardless of price.
Anthony Cole Training
FEBRUARY 6, 2019
Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.
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.
Women Sales Pros
FEBRUARY 8, 2019
I never aspired to enter a career in sales, but I had a natural gift for connecting with people, which made sales a natural fit. My non-traditional path to sales started early in my professional career when I lost my first marketing job in NYC. It was during this challenging time that I became fascinated with what motivates people, what keeps some moving forward in times of great stress and what makes others fold under pressure.
SaaStr
FEBRUARY 28, 2019
I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’d closed Qualcomm in Year 1 for the grand total of $10,000. Not all of Qualcomm, but a nice division. It was a great logo in Year 1, and our champion and buyer did 3 webinars for us, an external case study — and an internal case study at Qualcomm. They were magic, these pieces of content.
RAIN Group
FEBRUARY 20, 2019
This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.
ConversionXL
FEBRUARY 6, 2019
The classic graph for the product lifecycle is a sales curve that progresses through stages: a sharp rise from the x-axis as a product transitions from Introduction to the Growth phase; a sustained, rounded peak in Maturity; and a gradual Decline that portends its withdrawal from the market. Each stage of the product lifecycle has implications for marketing.
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.
Membrain
FEBRUARY 13, 2019
According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.
Miller Heiman Group
FEBRUARY 28, 2019
Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? If only. Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. According to CSO Insights’ 2018 Buyer Preferences Study , the average salesperson must now navigate six or more buying influences to close a single deal (which can take five months or more).
Women Sales Pros
FEBRUARY 22, 2019
Strategies to Increase Retention, Expand Relationships and Drive Referrals This week I moved my business from one of my long-time vendors – hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with in terms of availability and response time. So why did a move? Good question and an important one to know the answer to if you want to know how to succeed in today’s marketplace.
SaaStr
FEBRUARY 14, 2019
Here’s what I look for to try to get a sense if they’ll perform: Do they call out top performance with metrics ? The best reps are often quite precise. E.g., hit 152% of Quota last year, 143% year before, etc. Maybe they are exaggerating, that’s besides the point. The question is, do they love to win and have a history of it? Metrics are a good indicator here.
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Heinz Marketing
FEBRUARY 22, 2019
Editor’s Note: What started as an email string complaining about bad sales emails became… this. It’s a stark comparison to say the least, but a handful of B2B buyers we showed a draft of this to agreed wholeheartedly. Special thanks to Marilyn Cox , a B2B marketing veteran and recipient of a constant barrage of sales pitches, for writing this for us.
ConversionXL
FEBRUARY 5, 2019
Years ago, when I first started split-testing , I thought every test was worth running. It didn’t matter if it was changing a button color or a headline—I wanted to run that test. My enthusiastic, yet misguided, belief was that I simply needed to find aspects to optimize, set up the tool, and start the test. After that, I thought, it was just a matter of awaiting the infamous 95% statistical significance.
Sales Hacker
FEBRUARY 26, 2019
Here’s the scene: you’ve worked hard (really hard) to get a deal to the “verbal yes” stage. Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. Or this: “We’re ready to go, but I just need to make little revision to the contract…”. Think about how you’d respond. What would you say that could help you win at this point in a negotiation?
RAIN Group
FEBRUARY 6, 2019
"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice. Fact: Bad or inexperienced coaches tell their clients what to do and are constantly giving advice.
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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