Anthony Cole Training
MAY 11, 2018
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective in your work will lead to more sales and more profitable sales.
Openview
MAY 30, 2018
We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act.
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ConversionXL
MAY 16, 2018
You need to run experiments. The one who runs the most experiments wins. BUT – most marketing experiments are done wrong. What’s missing is hypothesis driven testing across all inter-business disciplines. Nearly everything we use in our daily lives came about as a direct result of an experiment. The cars we drive, the computer or mobile device you are using to read this sentence, the Great Wall of China, Abercrombie and Fitch advertisements – all of them have gone through some form o
Jeff Shore
MAY 31, 2018
By Amy O’Connor. Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.
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
Gong.io
MAY 3, 2018
Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working).
Membrain
MAY 13, 2018
I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
MAY 24, 2018
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
Hubspot
MAY 31, 2018
In 2017, 71% of small businesses had a website, and 92% of businesses without a website said they’d have one by the end of 2018. Today, having a website is as necessary for a company as having a phone number. Maybe you’re starting a new business venture or developing your personal brand. Or, maybe you’re looking to update your company’s outdated website.
Jeff Shore
MAY 3, 2018
By Ryan Taft. ?“Character is the real foundation of all worthwhile success.”. John Hays Hammond. These days, I see two different schools of thought about what defines great salespeople. One school revolves around the “Coffee is for Closers” mentality (Glenngary Glenn Ross anyone?). And the other school subscribes to the viewpoint that “The sale isn’t about the salesperson.
Women Sales Pros
MAY 4, 2018
How many of you are old enough to remember when you were really excited to have an ironing board in your hotel room? (How many of you even know what an ironing board is?) Today, an ironing board isn’t even considered a perk. Somebody moved the ironing board from a perk to a commodity — and that person was the customer and/or your competitor. In a world gone global and viral, it’s easy for competitors to catchup and copy your version of the ironing board.
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.
ConversionXL
MAY 15, 2018
There are already a bazillion resources out there that spell out how to “craft the perfect value proposition.” In fact, the whole concept of “unique value propositions” (UVPs) is — at least at first glance — really Marketing 101 material. So why keep talking about it? For one very good reason: Most courses & books on value propositions FAIL to show you how to actually create value proposition through empirical, quantified research.
Anthony Cole Training
MAY 9, 2018
I’m stuck this morning. I’m reading “ Building A Story Brand ” by Don Miller and I'm looking over my own book “ The Best Prospecting Book Ever Written ”. Don points out in chapter 7 that in order to get a prospect to push the ‘buy now’ button they have to trust that everything is going to turn out okay. That means that they have to trust you and everything you’ve said and presented to them.
Engage Selling
MAY 17, 2018
I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.
Hubspot
MAY 28, 2018
The other day, my friend asked me why I was buying another pair of yoga pants. “Why do you need another? You pretty much only wear the same two, anyway.”. It was true. I have at least ten pairs of yoga pants, but there are two in particular I wear the most … for at least, let’s say, 80% of my yoga classes. You might not know who Vilfredo Pareto is, and you might not explicitly recognize the 80/20 rule, but I have no doubt you’re already familiar with the concept.
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Jeff Shore
MAY 10, 2018
By Jeff Shore. I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. And think about why for a moment. On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there. On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople.
Women Sales Pros
MAY 11, 2018
Sales managers have many different leadership styles. But most know the difference between telling their staff what to do and actually coaching their team. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they want. However, there’s imminent danger in telling sales people what to do when asked versus helping them to figure it out for themselves.
Outreach
MAY 13, 2018
Six years ago, I became a single mom who had her kids 100% of the time. I was 24 with 3 kids under the age of 10 years old. I needed a job that would complement my #1 job- being a mom. Just like most salespeople, I found my way into sales in an unconventional way. Through a road paved by making Frappuccinos, planning weddings, leasing apartments, and other random jobs, an obvious next step in my career would be software sales ;) However, I soon realized that the skills that I had that made me go
Anthony Cole Training
MAY 31, 2018
Velfredo Perato -- the 15 th century economist -- demonstrated time and again the 80/20 rule. Yes, sometimes it's a 70/30 rule or a 60/40 rule. That is the obvious. There is nothing blinding about that. The blinding glimpse – the glimpse that causes you to blink like you are being blinded -- is when you look at the opposite end of the 80/20 rule.
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.
Sales Hacker
MAY 17, 2018
Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level. We’re charging forward with 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.
Hubspot
MAY 30, 2018
Just like in the world of sales, the follow up advice out there can be a little conflicting. You don't want to annoy the interviewer, but you also don't want to be forgotten, right? So whether you're applying for a job or following up with a prospect, it can be a little confusing on whether or not you should follow up. Regardless of what advice you read, it's proven that a follow up is important.
Jeff Shore
MAY 22, 2018
By Jeff Shore. The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale. Why is this the case? Because an early price conversation will draw your customer’s mind in the wrong direction.
ConversionXL
MAY 24, 2018
Have you ever received an email from a “noreply@” address? Of course, you have! This is a “standard practice” that many companies do that removes the human element from your emails. Do you want your customers to open and engage with your emails? Don’t be a robot. In this video, I give you an easy step to make your emails more human.
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.
Outreach
MAY 17, 2018
View and take action on Opportunities directly from Outreach while tying every activity back to expected revenue lift.
Membrain
MAY 6, 2018
Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.
Understanding the Sales Force
MAY 30, 2018
I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics. Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies.
Hubspot
MAY 24, 2018
It’s likely you’ve heard of Facebook Business Manager, which Facebook describes as their tool to “manage ad accounts, Pages, and the people who work on them -- all in one place.”. If you haven’t heard of it, or if you don’t know much about it, Facebook Business Manager is a useful tool if you have more than one ad account, if you need to track separate clients’ ads or pages and create reports for them, or if your company uses Facebook for different services related to your business.
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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.
Jeff Shore
MAY 24, 2018
By Ryan Taft. ?Imagine getting on an airplane, settling in to your seat; prepared for a long and uneventful flight when suddenly you hear the captain announce the following: “Welcome to flight 1299, non-stop from Phoenix to Atlanta. My name is Captain Fergueson and my First Officer is Jim Tuttle. We hope to get you to Atlanta in one piece, but since this is our first time flying, we could use all the luck we can get.
ConversionXL
MAY 29, 2018
If you just started an agency or became a consultant, where did your first clients come from? In the beginning, finding clients, let alone the right clients can be difficult. You can go to friends and family, but that gets old real fast. In this video, I give you my best advice on how you can not only get clients but form valuable relationships with industry leaders and peers.
Outreach
MAY 22, 2018
I’m very excited to share the news that as of yesterday , Outreach closed our $65M Series D round of financing, bringing our total funding to $125M. We welcome our new investors Spark Capital and Sapphire Ventures and look forward to partnering with them to continue to lead and grow the Customer Engagement category. In 2017, we doubled our customer base and experienced over 100% revenue growth.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
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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