Anthony Cole Training
DECEMBER 23, 2019
In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.
SaaStr
DECEMBER 19, 2019
We kicked off our 5 Interesting Learnings series with “newer” SaaS companies for the most part, and learnings as they IPO’d: 5 Interesting Learnings from PagerDuty, as It IPOs. 5 Interesting Learnings from Slack at $700m in ARR. 5 Interesting Learnings from Zoom. As it IPOs. 5 Interesting Learnings from Bill.com’s IPO. HubSpot is a great one that IPO’d way back in 2014 ??
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Membrain
DECEMBER 1, 2019
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.
Sales Hacker
DECEMBER 20, 2019
What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad? To find out, our Training and Development Manager Joseph Grieves, analyzed over 500 sales calls in a 6-month period. What we learned was that ALL the best-converting sales pitches include the exact same elements.
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
DECEMBER 30, 2019
Previously, we looked at how important it is to beware of talk traps.
SalesHood
DECEMBER 26, 2019
Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes. Align your people, processes and priorities with your go-to-market metrics and revenue outcomes and watch the magic of sales enablement come to life at your company. [ ] The post What Is Sales Enablement?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
DECEMBER 29, 2019
Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years.
SalesProInsider
DECEMBER 4, 2019
We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together.
Sales Hacker
DECEMBER 30, 2019
So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales performance globally is in steady decline. We’re so focused on perfecting our sales process , we ignore the buyer.
Understanding the Sales Force
DECEMBER 9, 2019
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!
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
DECEMBER 18, 2019
How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit?
Anthony Cole Training
DECEMBER 9, 2019
In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.
SaaStr
DECEMBER 27, 2019
You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot. Or anywhere in between. Because it costs next to nothing to deliver.
Gong.io
DECEMBER 9, 2019
Why is research on decision-making psychology critical to your sales messaging? How do you make the customer feel like the hero of the story? What’s the difference between prospect and customer messaging? On a recent episode of the Reveal podcast, we connected with Tim Riesterer for answers to these and other questions that are top of mind for revenue leaders.
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Sales Hacker
DECEMBER 6, 2019
Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Let’s get started. Handling objections vs. negotiating.
Hubspot
DECEMBER 30, 2019
Although Cyber Monday is described as the biggest online shopping event of the year, more than $7.4 billion in online purchases were made on Black Friday in 2019. While a majority of Black Friday purchases happened online, a Fiserv study found that brick-and-mortar store purchases rose by 4.2% compared to 2018. The same study found that a quarter of people traveled 25 miles or more to stores with Black Friday discounts.
Score More Sales
DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
Anthony Cole Training
DECEMBER 11, 2019
In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".
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.
SaaStr
DECEMBER 9, 2019
(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota.
Highspot
DECEMBER 11, 2019
Hypergrowth means rapid change. Over the last 12 months, we raised our Series D , launched our EMEA operations, released industry-first SmartPage technology , doubled our revenue growth and customer base, leased a new Seattle headquarters (that we move into next week), and a whole lot more. But through this evolution, one thing has remained constant: our commitment to people — our customers, investors, partners, and each other.
Sales Hacker
DECEMBER 3, 2019
Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose. Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. And as more companies mature from making impulsive decisions based on data in spreadsheets to making data-driven decisions based on statistics collected through automation, more marketers are minimizing risk to play their cards by the numbers.
Hubspot
DECEMBER 20, 2019
Have you ever visited a webpage that was in a different language, and your browser asked you if you wanted to change it to your first language? It's a life-saver, right? Now think about whether you've provided the functionality so your own webpages are ready for a global audience. If you haven't properly tagged or re-directed your content to be optimized in different languages, it may not be gaining the traffic it could be.
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.
Gong.io
DECEMBER 3, 2019
Sorry! My bad! Forgive me! . These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon.
Anthony Cole Training
DECEMBER 2, 2019
In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!
SaaStr
DECEMBER 28, 2019
So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place. Even better. With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions. Pick a few that work for you: Get That Key VP Hire Done in Q1.
The 5% Institute
DECEMBER 6, 2019
Professional sales skills are a must learn if you want to be reach the top 5% of your chosen industry in selling. By professional sales skills – we mean skills that’ll position you as an authority and separate you from the competition. It’s not always easy; you get so busy doing your day to day tasks such as prospecting , meeting with potential clients and trying to get referrals , that you may forget to up-skill your personal and sales development.
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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.
Sales Hacker
DECEMBER 9, 2019
Are you looking for B2B sales techniques that actually work? You’re not alone! Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. What I found was shocking!
Hubspot
DECEMBER 20, 2019
Sometimes, improving UX can cost a lot of money. And oftentimes, some of the problems website visitors have are easy, simple fixes. That begs the question: How can you find out if customers are enjoying their website experience? The answer may be simpler than you think. Having forms on your website is an effective way to get customer feedback about their experience during their visit.
criteria for success
DECEMBER 4, 2019
Poor leadership can have some devastating effects on your team. That's because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal. This is why leaders are a valuable part of any business, [.]. The post 6 Ways Poor Leadership Impacts Your Business appeared first on Criteria for Success.
Anthony Cole Training
DECEMBER 5, 2019
Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.
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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