4 Rules to Help Salespeople Maximize Initial Prospect Meetings
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
Engage Selling
NOVEMBER 20, 2020
Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.
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Membrain
NOVEMBER 22, 2020
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.
Partners in Excellence
NOVEMBER 9, 2020
Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Be sure to read that, to understand the thinking and rationale. Let’s first understand the basics of project management. Project management is basically a work plan/process that enables us to accomplish our objectives in a disciplined, effective, and efficient manner.
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.
Force Management
NOVEMBER 4, 2020
Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.
Understanding the Sales Force
NOVEMBER 17, 2020
At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things. In today's article, we'll discuss the next set of steps you should take so that selling over video can be as effective as possible.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 13, 2020
Recently, Gartner shared intriguing research to a group of us sales experts.
Membrain
NOVEMBER 29, 2020
This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.
Partners in Excellence
NOVEMBER 25, 2020
My life seems to be spent in one meeting after another. Reviews of all types, planning sessions, problem solving sessions, training—you name it, I go from meeting to meeting. In most of those meetings, we are trying to address some issue–how to win a deal, how to address performance issues, how to address organizational/structural issues, how to address new opportunities or problems.
Force Management
NOVEMBER 19, 2020
The way you launch and implement a new sales methodology is critical to its success. In fact, it may be even more important than the methodology you choose to adopt in the first place. That’s the findings from the latest study from MetaCX. Researchers surveyed 400 revenue leaders within B2B SaaS companies on sales methodology trends. Not surprisingly, the research shows that application powers success.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
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.
SaaStr
NOVEMBER 19, 2020
IME, rough order to make hires in: VPM: $0.2m ARR VPS: $1-$1.5m ARR VPCS: $2m ARR VPP: $3m-$4m ARR VPE: $5m-$6m ARR CFO: $10m ARR COO: $20m ARR. More here: [link]. — Jason BeKind Lemkin (@jasonlk) July 21, 2019. The other day I was meeting with a great CEO who had raised a modest seed round. Enough to invest, but not enough to go crazy with. He’d found several good First VP candidates, in particular, a strong first head of marketing and a strong first head of product.
Anthony Cole Training
NOVEMBER 12, 2020
H. Personal Goal Setting from Anthony Cole Training on Vimeo.
The 5% Institute
NOVEMBER 25, 2020
Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. But what exactly is sales professionalism? And what ingredients are needed to carry and present yourself as a true sales professional? In this article, we’ll explore what sales professionalism is, as well as the five key factors you need to position yourself as the easy choice for your potential clients.
Membrain
NOVEMBER 11, 2020
When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms.
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
Partners in Excellence
NOVEMBER 29, 2020
I read a fascinating discussion led by Jeff Molander on the Copy Culture. Much of the discussion revolved around how we look at best practice, finding things to copy or emulate to improve the ability for others to achieve higher levels of performance. We develop scripts and templates, that help us leverage those practices and experiences that have worked, minimizing those that don’t work.
Force Management
NOVEMBER 24, 2020
The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.
SaaStr
NOVEMBER 12, 2020
I held off for 6+ years and 3000+ Quora answers on writing a post on Board Meetings. Why? Because every investor in the world writes lengthy posts on How to Have a Great Board Meeting. How to Have a Great Pre-Board Meeting. How to Have a Great Board Meeting Week. Etc. etc. etc. etc. VCs, once they have been doing it a while, basically become professional Board Members, and they write a lot about that.
Engage Selling
NOVEMBER 13, 2020
I don’t know many people whose 2020 went “according to plan.” As we approach the end of the year, here’s some sales advice to be considering right now. 1.
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.
The 5% Institute
NOVEMBER 24, 2020
Something we teach Sales Professionals and Business Owners that make their sales conversations a lot more successful, is an intent statement – also known as a pre-frame. An intent statement is a game changer. It positions you as a trusted advisor , builds trust, gets you the information you need to close the sale, and even eliminates some objections.
Membrain
NOVEMBER 1, 2020
Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.
Heinz Marketing
NOVEMBER 11, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. With technological advances we’ve seen over the last two decades on data visualization and integrating data from various sources, there are still gaps in how we process that data, how we present it, and how we tell the story behind it. In my early career days I had been guilty of presenting all the data I could find into ‘pretty’ charts and would scroll through my slides in a room full of executives.
ConversionXL
NOVEMBER 10, 2020
I recently faced a familiar scenario: My team wanted to buy a new SaaS tool, so my boss asked me how much budget to request. I had no idea about pricing, so I Googled around and asked for pricing tiers from several vendors in the space. Unfortunately, I received a handful of all too common, unhelpful responses. “Let’s jump on a call for a demo and maybe we can talk about pricing at the end.
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.
SaaStr
NOVEMBER 19, 2020
Shopify has grown so quickly, it’s tough to even comprehend. From A $1.6B run rate a year ago to $3.2B today. Wow. Zoom is the most obvious “Covid Beneficiary”, but Shopify in many ways isn’t far behind: Ok the issues marching to $4b in ARR are a bit removed from what most founders experience. But, there are still many interesting things we can learn from Shopify, especially since it sells to so many SMBs, has been late to go upmarket, and combines a payments/fintech e
RAIN Group
NOVEMBER 24, 2020
The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going. You chat around the coffee pot for a few minutes about the local restaurant you visited last night.
The 5% Institute
NOVEMBER 18, 2020
Warm calling is an effective prospecting activity when done correctly; so, what is warm calling, and how can you do it effectively? In this article, you’ll learn what is warm calling, as well as how to make your cold calls into warm calls. What Is Warm Calling? So, what is warm calling exactly? Put simply; warm calling is a call to a prospective client when they already know you exist, and you’ve already made contact with them in some way.
Membrain
NOVEMBER 18, 2020
Everybody knows that great customer service is key to retaining and growing accounts, right? As an industry, we believe this so strongly that we invest countless hours and boundless resources into developing customer success teams whose sole job is to ensure that clients are so happy that they continue to buy and increase spending.
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Heinz Marketing
NOVEMBER 10, 2020
Guest post by Caroline Tien-Spalding CMO at Aptology. As of this writing, there are over 211,000 jobs on Indeed in the category of “product marketing.” On the flip side, there are only 19,000 jobs under the “demand generation” category. How can it be that the need for marketing a product can be so much higher than pipeline creation and lead gen? . The answer is surprisingly (and sadly) simple: Companies are building products and trying to fit them into a marketplace that never asked for that sol
Partners in Excellence
NOVEMBER 3, 2020
We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). We couldn’t manager our personal or organizational performance, without metrics, though, I’ve observed we tend to have too many metrics, and tho
SaaStr
NOVEMBER 18, 2020
Second-timers know the playbook and can execute against it faster. But often times, they also have a bit of healthy skepticism, a bit of baggage, from the last time. First-timers often know very little, but are baggage free. That can be very powerful. I’ve had a chance to watch a whole cohort of SaaS first-time founders go from $1m to $10m ARR in 5 quarters or less (more on that here ) and just been awestruck by how much better than me they are as founders, and how much better they̵
Engage Selling
NOVEMBER 27, 2020
We’re approaching that time of year. And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base.
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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