Anthony Cole Training
DECEMBER 27, 2017
I’ve been working on growing sales for over 30 years. First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.” Not bad as in character, morals or integrity- just bad a selling.
ConversionXL
DECEMBER 13, 2017
Google Analytics and Google Tag Manager are tools that most marketers use on a daily basis. New stuff is added to both of them all the time. What’s something new and useful that was added in 2017 the top experts love? In no particular order. #1: Krista Seiden, Google. My favorite GTM release of the year is hands down the two new triggers released in October 2017: Scroll Tracking & Element Visibility.
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Sales Hacker
DECEMBER 18, 2017
Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless.
InsightSquared
DECEMBER 29, 2017
There are different uses of cement such as to make cement mortar, cement concrete which are used in various types of masonry and concrete structures.
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
DECEMBER 6, 2017
Technology was supposed to make our lives easier, and our teams more effective. Somehow, however, most sales teams are still caught in the same old traps as ever, just with new toys.
Hubspot
DECEMBER 28, 2017
What is relationship selling? Relationship sellers prioritize their connection with the customer over all other aspects of the sale. They develop trust -- usually by adding value and spending a lot of time with prospects -- before attempting to close. “Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
DECEMBER 7, 2017
In 2015, 9-figure apparel retailer Karmaloop.com filed for bankruptcy. The company had been bleeding cash, losing six figures per month. That summer a private equity fund acquired the assets of the company. They brought me in as CMO. Within three months all marketing KPIs had improved. Within a year-and-a-half the PE fund sold the company to a strategic buyer.
Sales Hacker
DECEMBER 1, 2017
Ever since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream. What is a Virtual Sales Assistant? A Virtual Sales Assistant is a remote contractor that you hire as a means of outsourcing a specific task or set of tasks in order to build a more efficient sales process.
PandaDoc
DECEMBER 7, 2017
If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on.
Membrain
DECEMBER 17, 2017
Get off Facebook. Get off LinkedIn. Get off Twitter. Get off the 3rd appendage. If aliens descended they'd be confounded with why humans have only one hand. The entire society is glued to a piece of plastic, silicon circuits, and flashing light through gorilla glass. It's unnatural, unhealthy, and sociologically inept.
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
DECEMBER 26, 2017
SDR/BDR Skills for 2018. Video prospecting. Highly customized outreach. Active listening. Great voicemails. Resilience and Coachability. We’re about to turn the corner into 2018. And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat?
Partners in Excellence
DECEMBER 26, 2017
Yours truly was thinking aloud about CTA’s recently: “As in, do CTAs really have the power to make or break website sales, as some inbound experts confidently claim, as they keep A/B testing their CTAs, over and over again?” Trust me, I didn’t have to look far and wide for an answer. Right around [ ] The post 5 Top Design Tips to Create Outstanding CTA Buttons appeared first on Search Engine People Blog.
A Sales Guy
DECEMBER 15, 2017
I’ve started using linked in video lately, and if you’re not doing it too, you’re missing out on a GREAT opportunity. I’m all over social, most of you know that. I used Twitter, Instagram, YouTube, Facebook, this blog, and LinkedIn as my primary social channels. I use each differently for different reasons, but when it comes to business, I mean straight business, nothing is performing like LinkedIn.
Sales Hacker
DECEMBER 13, 2017
In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. We’ll lean on our panel of experts and start by sharing their unique perspective, followed by 7 very specific questions to ask when interviewing a sales consultant or trainer candidate.
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Jill Konrath
DECEMBER 18, 2017
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.
Membrain
DECEMBER 20, 2017
Steven Rosen knows coaching. As the founder and CEO of STAR Results, he has been helping sales and business unit leaders “crush their numbers” for 14 years, by transferring focus from training to coaching.
Hubspot
DECEMBER 20, 2017
To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.
Openview
DECEMBER 21, 2017
At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. At the bottom of the funnel, sellers fixate over deals won and revenue attained. But what about the middle of the funnel? It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome.
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.
InsightSquared
DECEMBER 11, 2017
As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. A team of some of our top customers recently brainstormed ideas for how a sales leader can institute an effective, data-backed rep management process within their organizat
Sales Hacker
DECEMBER 21, 2017
What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. .
Understanding the Sales Force
DECEMBER 18, 2017
It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless. Several years ago, during one of the performances, it dawned on me that the orchestra's role in the show correlated very nicely to an effective sales presentation.
Membrain
DECEMBER 10, 2017
John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal interpretation of BANT may believe that the absence of a budget for a project should be a reason to disqualify an opportunity.
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.
Hubspot
DECEMBER 22, 2017
Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants.
Partners in Excellence
DECEMBER 8, 2017
I’m constantly amazed by the mistaken view too many sales managers have about their role. A reader called my attention to a discussion on LinkedIn. A sales manager was bragging about how he could “Sell Circles Around Anyone.” Clearly, he didn’t understand his job and with that attitude would fail his people, his company, and his ability to reach his goals.
Jill Konrath
DECEMBER 14, 2017
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.
Sales Hacker
DECEMBER 15, 2017
If you send an event follow up email, but no one is around to read it, does it even make a sound? No, not really. Imagine returning to your office from a business trip across country after an exhausting 3-day conference. Tired, hopefully inspired and motivated, but always playing catch up from being gone. You sit at your desk with 100+ new business cards to look through, notes on actions you wanted to take when you returned and hundreds of emails to sift through.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Understanding the Sales Force
DECEMBER 5, 2017
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.
Membrain
DECEMBER 27, 2017
It’s a tale as old as time. A sales team is closing in on a deal when, at the last minute, a competitor takes home the win. Being the good salespeople that they are, the team checks in with the customer to find out why they lost the deal, and the answer frustrates them. The buyer made the decision based on utterly meaningless criteria.
Hubspot
DECEMBER 19, 2017
Selling Skills 2018. Video skills. Ability to be honest. Tech savviness. Framing skills. Challenger selling. Knowledge of Data Analysis. EQ. Product expertise. Imagine you wake up in 1958. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions.
Partners in Excellence
DECEMBER 21, 2017
We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. I hope the days of the sales person being the most gregarious person, always quick with a joke or story, slapping people on the back, are long past.
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.
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