Anthony Cole Training

APRIL 23, 2020

Guest Blog Post from Gaia Hawkes.

Sales 274

Sales 274

Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.

Sales 166

Sales Sell Service Product 166

Engage Selling

APRIL 10, 2020

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.

Growth 163

Growth Sales Clients Conversion 163

Cerebral Selling

APRIL 20, 2020

If you’re a salesperson, getting customers and prospects to respond to your outreach at the best of times can be challenging. In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. I’ve also provided some tactical advice on how to get them to pay attention.

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

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.

Sales

Partners in Excellence

APRIL 12, 2020

There’s a certain feeling of helplessness we each feel as we look at the current global health crisis, things happening in our companies, in our communities, even with our families. We are all facing things few of us, individually or organizationally, have ever faced. We each are struggling to find answers and to make sense of what’s happening.

Customers 158

Customers Trust Sales 158

Membrain

APRIL 8, 2020

Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.

Sales 154

Sales 154

Understanding the Sales Force

APRIL 17, 2020

It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home.

Sell 160

Sell Territory Consult 160

Engage Selling

APRIL 29, 2020

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.

Relationship building 161

Relationship building Networking Sell Sales 161

SaaStr

APRIL 3, 2020

Things are so crazy right now, and beyond that, the pace of change is almost incomprehensible. Zoom has grown 20x in usage in a little more than a month. But at the same time, we added 6,000,000 new to the unemployment rolls. SaaS for some industries is being decimated in just a week or two. In other cases, unexpected upgrades and leads seem to come out of nowhere.

Networking 145

Networking Start-ups B2B Closing 145

Partners in Excellence

APRIL 8, 2020

Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks. Some people have been asking me for hints/tricks about working from home, knowing that I have had a home office for the past 20+ years.

Clients 147

Clients Technology Technology Networking 147

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.

Objection handling

Membrain

APRIL 15, 2020

It’s no secret that I believe that many sales organizations are overspending on technology. Right now, while many organizations are cutting payroll and looking for other ways to grow lean during a challenging time, I want to encourage you to take a good, hard look at your tech spend.

Sales 145

Sales Technology Technology CRM 145

Anthony Cole Training

APRIL 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

Growth 235

Growth Sales 235

Understanding the Sales Force

APRIL 6, 2020

What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home. Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more. In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners,

Meeting 153

Meeting Sales 153

Engage Selling

APRIL 9, 2020

As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what’s working.

154

154

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

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Such is the way as you grow. And one thing I’ve been shocked about is how few sales processes have kept up. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well.

Product 145

Product Contract Construction Negotiate 145

The 5% Institute

APRIL 8, 2020

The sales pitch is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering your sales pitch can mean the difference between closing the sale – and breaking rapport and starting all over again. In this article, we’ll explore why so many Sales Professionals and Business Owners make mistakes when delivering their sales pitch, and what steps you need to include prior to delivering yours.

Pitch 145

Pitch Sales Clients Presentation 145

Membrain

APRIL 1, 2020

Most of Europe and the United States has been in a state of response to the novel Coronavirus pandemic for a few weeks now, and most of us are settling into a new sense of “normal.”.

Sales 143

Sales 143

Anthony Cole Training

APRIL 14, 2020

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

Sales 211

Sales Prospecting Consult Product 211

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.

Retail

Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to

Sell 147

Sell Consult Pipeline Closing 147

Engage Selling

APRIL 17, 2020

During these times, what are you doing to stay visible? Obviously, many industries are being impacted, some more heavily than others by COVID-19.

Service 147

Service Product Sales 147

SaaStr

APRIL 20, 2020

Never Quit If … 1. Never Quit If … You Have 10 Unaffiliated, Happy Paying Customers. And Aren’t Completely Out of Money. It’s almost impossible to get anyone to buy any new business web services. The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. You got 10 paying customers out of the ether, that aren’t your friends, folks that work at your old company, your old boss, etc.?

Growth 144

Growth Engineering CRM Service 144

Sales Hacker

APRIL 28, 2020

Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good.

Cold Call 142

Cold Call Sales Trust Prospecting 142

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

Partners in Excellence

APRIL 2, 2020

One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the family was some place else in the house.

Contract 140

Contract Price Customers Sales 140

Heinz Marketing

APRIL 12, 2020

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Amid the COVID-19 pandemic, finances have been tight for lots of people and families around the country. I am thankful to still be working but, finances and budgeting have still been top of mind. For the past few months I’ve been using an app on my phone called NerdWallet and I love it.

Finance 138

Finance Education Consult Service 138

SalesProInsider

APRIL 2, 2020

Have you heard the saying, “People don’t care how much you know until they know how much you care?”. Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for business in the future, whether that’s short term or long term.

Referrals 135

Referrals Clients Trust Conversion 135

Membrain

APRIL 22, 2020

The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.

Technology 133

Technology Technology Sales 133

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B2B

SaaStr

APRIL 23, 2020

So little old Team SaaStr just put on our first digital event, SaaStr Summit: Bridging the Gap. We had over 16,000 registrants in the end, and learned a lot. The speakers were incredible, from the CEO of Slack and Twilio and Zuora, to the CIOs of Zendesk and Nutanix, to the CMO of TripActions and Microsoft for Startups, to the CROs and heads of sales from Brex, Atlassian, Pandadoc, Salesforce, and much more.

Presentation 143

Presentation Technology Technology Closing 143

Sales Hacker

APRIL 8, 2020

Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. The obvious solution, of course, is credibility. Credibility helps you stand out and build trust with prospects who are complete strangers to you.

Closing 138

Closing Prospecting Referrals Trust 138

A Sales Guy

APRIL 28, 2020

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.

Sell 131

Sell Price Pipeline Gaming 131

Heinz Marketing

APRIL 13, 2020

By Matt Heinz , Founder and President of Heinz Marketing. For three weeks, the idea of “selling with empathy” dominated discussions in sales management circles. That may have shifted late last week, as some sales executives in our new Sales Leader Cocktail Talks series started encouraging their prospects to organize, decide and act to save (even grow) their businesses amidst the current economic shutdown.

Sell 137

Sell Sales Prospecting Pipeline 137

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.

Start-ups