Anthony Cole Training

MARCH 16, 2020

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

Sales 261

Sales Consult Prospecting Growth 261

Partners in Excellence

MARCH 21, 2020

The COVID 19 and related issues have brought about a plethora of “Should We Be Selling” articles. I’ve made my position clear in previous posts. But I saw a headline that caught my attention. Should we be selling? The answer is simply, “no” We should be humanizing. I was struck by this, not for what it said, but by the clear implication that selling is not about “humanizing,” and we should, in this crisis, shift our focus.

Sell 170

Sell Technology Technology Customers 170

Membrain

MARCH 22, 2020

Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light.

Technology 157

Technology Technology Prospecting Customers 157

Gong.io

MARCH 12, 2020

60-something years ago, sales was a very different game. . Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm.

Sales 153

Sales Gaming Trust Up-sell 153

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

Hospitality

G2

MARCH 18, 2020

When it comes to digital marketing for businesses, as the saying goes: content is king.

145

145

SaaStr

MARCH 19, 2020

Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products. They will keep innovating. And I also know that the best investment you can make today is in your existing customers. The vast majority aren’t going anywhere, and may even upgrade to more seats.

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Meeting Closing Up-sell Product 145

Partners in Excellence

MARCH 4, 2020

We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe To Fail, Hogwash!” There’s a lot of social pscho-babble on failure, the thinking parallels the thinking that, “everyone gets a trophy, win, lose, just show up… , it’s the effort that counts!

Quota 159

Quota Account management Price Prospecting 159

Membrain

MARCH 4, 2020

In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?

Sales 148

Sales 148

Gong.io

MARCH 16, 2020

The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 Make Pipeline Reviews Strategic.

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Pipeline Quota Sales Strategize 145

Understanding the Sales Force

MARCH 3, 2020

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.

Teamwork 141

Teamwork Sales 141

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.

High impact

SaaStr

MARCH 23, 2020

It can really tough to think through the short-term pressures of churn. SMBs are hurting the most, and the churn will be highest there. Enterprises are churning less, but slowing new purchases way down. Just remember one thing as your North Star here: No Customer Wants to Leave a Vendor They Count On. You may have 1000s or more customers. But often, your key stakeholders only manage a few key, core applications they need.

Trust 141

Trust CRM Gaming Customers 141

Anthony Cole Training

MARCH 5, 2020

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

Sales 195

Sales Consult Prospecting Growth 195

Partners in Excellence

MARCH 7, 2020

Knowledge is power. We try to accumulate as much knowledge as we can. It gives us deeper understanding, it gives us insight, it helps us learn things or become aware of things we may have missed. The more knowledge we have, the better prepared we might be in addressing challenges, recognizing new opportunities, and managing risk. Knowledge is power.

Trust 154

Trust Conversion Customers Product 154

Sales Hacker

MARCH 8, 2020

Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results. They’re driving themselves crazy, stressing out over finding the best outbound sales cadence, especially when the sales numbers aren’t meeting expectations.

Inside sales 141

Inside sales Cold Call Sales Prospecting 141

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B2B

Membrain

MARCH 11, 2020

Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.

Consult 138

Consult Sales Customers 138

Understanding the Sales Force

MARCH 16, 2020

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean? One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret th

Price 138

Price Sell Presentation Sales 138

SaaStr

MARCH 10, 2020

We’re obviously in a very unique situation today. The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. Even just in the past 2 weeks, SaaStrAnnual.com has gone from what we thought was one of the safest events out there to … rescheduled for September. Today is different from other times. But I suspect in SaaS, it will be like ’08-’09 downturn — just faster.

Retail 140

Retail Growth Price Closing 140

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

Sales 30

Sales Consult Conversion Growth 30

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

A Sales Guy

MARCH 31, 2020

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale.

Sell 136

Sell Commission Drivers/motivators Quota 136

Sales Hacker

MARCH 13, 2020

As the coronavirus sweeps across the country, more and more people are finding themselves working from home. How do you stay motivated, connected, and successful? What does it take to thrive with remote work? After working from home for more than a decade, I’ve developed some routines that keep me productive and happy. But I wanted to hear from others as well.

Objectives and Key Results 140

Objectives and Key Results Meeting Start-ups Cross-sell 140

Membrain

MARCH 8, 2020

I cannot stress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management Group on about 5,500 managers and their teams.

Sales 137

Sales 137

Understanding the Sales Force

MARCH 12, 2020

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.

Consult 135

Consult Process Sell Sales 135

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

SaaStr

MARCH 29, 2020

What has a higher chance of making you money, being a venture capitalist or a startup founder? VCs have a much higher chance of making good money. There own investors (“LPs” or Limited Partners) pay them for a decade more than fairly to manage their investments, no matter how well or poorly they perform. But — truly great founders make the most by far.

Meeting 138

Meeting Closing 138

G2

MARCH 19, 2020

Do you want your visuals to set your brand apart from the competition?

135

135

Partners in Excellence

MARCH 16, 2020

It’s a unique time in history. We are all struggling with fear, uncertainty, risk. Physical separation and isolation is becoming increasingly important, both for our own safety, but also for the safety of others. Unfortunately, this separation and isolation creates social isolation–which is very unhealthy. Human beings are social creatures, we are used to and thrive on day to day interaction with our colleagues, suppliers, customers.

Customers 135

Customers Pitch Meeting Conversion 135

Outreach

MARCH 25, 2020

A month ago we were cranking out calls, traveling to meet clients, and shaking hands with colleagues. Now, we are facing dramatic change that we have never experienced before. I used to travel around the country to meet with Outreach’s largest customers to partner on strategic engagements with their teams. Now I am hiding from my toddler who is supposed to be watching Frozen 2 again (thanks, Disney+!).

Sell 134

Sell Pitch Strategize Meeting 134

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Sales

Sales Hacker

MARCH 27, 2020

Sales must go on. I get it. But in the face of COVID-19, everything has changed. So how do you approach sales during a global crisis? That’s what I’m going to talk about in this article. Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times. Getting Your Mindset Right.

Prospecting 132

Prospecting Sell Commission Quota 132

Membrain

MARCH 1, 2020

Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.

Sell 132

Sell Sales 132

SaaStr

MARCH 1, 2020

The good news today, is there are tons of customer success veterans out there. So you can find folks to join you. Even just a few years ago, there weren’t enough folks when enough experience to be your first “head of customer success.” But the bad news is, many can’t really do the job a start-up needs at a leadership level.

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Customers Growth Start-ups Product 131

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. You’re home now, not in the office. Remote work is here for the foreseeable future. You’re used to having people right next to you to get advice. Or you’re used to coaching your team on the sales floor. Now you need to engage everyone from afar.

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Quota Territory Trust Up-sell 131

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

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