Women Sales Pros
AUGUST 22, 2018
If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. But then management tells you that you also need to be a sales leader.
Anthony Cole Training
AUGUST 15, 2018
In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must. Equally important is the regular distribution of sales training content that is memorable.
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Engage Selling
AUGUST 23, 2018
Let’s face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.
ConversionXL
AUGUST 30, 2018
In many organizations, user research creates friction. It directly challenges the intuition of others, often at the highest levels. It slows product development. It costs money. It has no clear ROI. But it’s also essential— 89 percent of customers stop doing business with a company after a bad experience. User research delivers the quantitative and qualitative insights to improve those experiences.
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.
Membrain
AUGUST 19, 2018
Sales Enablement is a hot buzzword bingo term these days. The problem is, were you to ask 10 companies what Sales Enablement is, you’d probably get 13 different answers.
Sales Hacker
AUGUST 8, 2018
A sales CRM is a foundational tool for modern sales organizations. Here’s a closer a look at the evolution of customer relationship management and where it’s headed. Let’s face it—most B2B tech brands are unsexy. It’s not a bad thing, but you won’t see hundreds of customers lining up outside at 4:00 am to wait for the next big product release from some IT cloud storage company.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
AUGUST 3, 2018
As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream. All the while, I continued to be amazed by the sales lessons I learned during our daily adventures.
Hubspot
AUGUST 30, 2018
When you're trying to grow a following on Instagram, you depend on hashtags and engagement to expand your audience and reach. So it can feel more than a little disheartening when it suddenly seems like your content isn't showing up anywhere. If you feel like your posts are receiving fewer likes and comments, or aren't appearing for certain hashtags, you might be shadowbanned.
ConversionXL
AUGUST 8, 2018
Does investing in employees marketing skills pay off? Or is it just a waste? Businesses spent nearly $94 billion on corporate training in 2017—a 33% increase over 2016. Per employee, expenditures ranged from $399 at large companies to $1,886 at smaller organizations, according to the same report from Training magazine. Within marketing departments, an estimated 4.2% of the total marketing budget now goes to training programs, up from 2.7% in 2014.
RAIN Group
AUGUST 8, 2018
Email is an essential part of the prospecting process. In fact: 77% of buyers have responded favorably to an email from a new provider in the last 12 months. 31% of sellers say sending 1-to-1 emails manually after doing research and customizing the message is very/extremely effective (this ranks in the top 5 most effective prospecting tactics). 80% of buyers prefer to be contacted by sellers via email.
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.
Understanding the Sales Force
AUGUST 27, 2018
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best sal
Women Sales Pros
AUGUST 3, 2018
Most sales people agree that planning ahead of time for important sales calls is a precursor for successful call outcomes. However, based on my observation in working with hundreds of sales people over the years, many continue to ‘wing it’. Sales call after sales call, they leave the entire outcome to chance. Pre-Call Planning Overview. The goal of pre-call planning, used in all stages of the sales process, is to think through all the important aspects of a sales call in advance of the meeting
Anthony Cole Training
AUGUST 20, 2018
Before the Salk Vaccine:
Hubspot
AUGUST 28, 2018
One of the worst feelings in the world is forgetting a great idea. All you had to do was write it down, but you were confident that you’d never be able to forget such a compelling idea. When the idea slid out of your mind, though, the easy loss of such an insightful thought nearly crushed your soul. Taking the time to jot down your ideas right when they pop into in your head is one of the best ways to remember them and, ultimately, bring them to life.
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
Engage Selling
AUGUST 17, 2018
?????????????????????????????Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints. Instead, I want you to focus on the audience and the message that you’re sending to them.
Accent Technologies
AUGUST 13, 2018
Accent Technologies and SiriusDecisions are partnering to bring a sales enablement webinar series covering some of the most common challenges SE leaders face today. Sales Enablement (SE) is one of the fastest-growing functions in companies today. However, the term means something different to almost every organization. (more…).
RAIN Group
AUGUST 29, 2018
Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers. In our study on Top Performance in Sales Prospecting , we studied 488 buyers responsible for $4.2 billion of purchases and the prospecting habits of 489 sellers.
Women Sales Pros
AUGUST 24, 2018
I’ve always looked at sales as a mind game because there is so much planning and strategy involved. One could even say sales is a lot like golf. You’d never hit the ball until you analyze and reflect on the lie, wind speed, distance and direction and a hundred other variables on each hole; and plan how you’re going to reach your ultimate goal.Even the best planned strategy must constantly flex to overcome the next unexpected challenge or opportunity.
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.
Sales Hacker
AUGUST 6, 2018
Finding the best live chat software in a crowded marketplace can be tricky. Fortunately, this just means there’s bound to be an option that fits perfectly with your business model. If you owned a store, you could directly interact with the customers who come in each day. The same principle doesn’t traditionally work with websites. Sure, you can see the visitors who pop in, thanks to tools that gather data on where they’re coming from.
Hubspot
AUGUST 27, 2018
Nowadays, Instagram is often someone's initial contact with a brand, and at least 30% of Instagram users have purchased a product they first discovered on the platform. If it's the entryway for one third of your potential sales, don't you want it to look clean and inviting? Taking the time to create an engaging Instagram feed aesthetic is one of the most effective ways to persuade someone to follow your business's Instagram account, or peruse your posts.
Jeff Shore
AUGUST 7, 2018
By Jeff Shore. All too often, the sale is lost before it ever really gets started. Too many sales professionals practice bad habits right out of the gate, seriously jeopardizing their chances of success. Here are three common sales mistakes that get made in the first half-minute of far too many sales conversations. 1. Lack of a Clear Outcome. This isn’t so much a technique problem as it is a mindset problem.
Adaptive Business Services
AUGUST 8, 2018
Powerful Sales Results. Every Lead. Every Time”. Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello” ? The author of this book, Weldon Long, had me at his dedication page …. “This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession.
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.
Engage Selling
AUGUST 2, 2018
This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?
Women Sales Pros
AUGUST 29, 2018
We hear from salespeople all the time who think price is the most important factor to buyers, and loyalty from working with preferred vendors and partners no longer exists. But is this true? We brought together a panel of buyers for a webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations where sales professionals discover what it takes to earn their business, build strategies and, ultimately, earn their respect and trust.
Sales Hacker
AUGUST 16, 2018
When a high-stress job meets low emotional intelligence (EI), doomsday happens. That’s what research, experience, and common sense will tell you. And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study.
Hubspot
AUGUST 31, 2018
Have you been tasked with the job of creating a request for proposal, or an RFP? Whether you have no idea what that is or haven’t written one in awhile, today’s guide can help. We’re diving into the specifics of what an RFP actually is, why you might need one, and how to create your very first one today. To start, you should understand what all these letters even mean.
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Score More Sales
AUGUST 24, 2018
If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?
Membrain
AUGUST 22, 2018
Perhaps more than anyone else in the world, Tamara Schenk knows sales enablement. She has been conducting research and publishing studies and research-based blog posts on the topic with CSO Insights for many years and is the top expert to consult when you want hard data and deep insights.
Outreach
AUGUST 2, 2018
At Outreach, we believe sales is the lifeblood of innovation, and salespeople are the backbone of any business. Our economy was built on the back of sales; the world’s products and services rely on sales teams to be brought to market — sellers who are committed to solving prospects’ pain points and problems. That’s why we’ve made it our mission to support, and amplify the efforts of, every member of the revenue team — from quota-carrying prospector to AE to visionary CEO.
Women Sales Pros
AUGUST 10, 2018
We work with companies, small and large, suffering the same issues when it comes to hiring. They all have difficulty attracting, selecting and on boarding the right salesperson. Hiring the wrong salesperson not only wastes countless hours, it will likely cost the company three to five times the hire’s annual compensation when they don’t work out. Sales is the most difficult hire.
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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