Anthony Cole Training
JULY 1, 2019
Sales and marketing go hand-in-hand. Without leads, salespeople will have a hard time selling. Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients.
A Sales Guy
JULY 30, 2019
Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.
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G2
JULY 30, 2019
Nothing sells as well as visual content.
ConversionXL
JULY 10, 2019
“Getting great results” and “creating great reports” are very different skill sets. If you’re like most marketers, you’d rather sharpen your subject-matter expertise than spend time in PowerPoint. The result is that reporting becomes an afterthought rather than an opportunity—a “necessary evil” with imperfect solutions: Manual reporting is too time-consuming, but it’s been the only way to report on the right platforms with the right analysis.
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
Women Sales Pros
JULY 19, 2019
5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no issues, and your timing is impeccable because they say they are ready to buy. You shake hands, leave the call, then nothing.
Partners in Excellence
JULY 23, 2019
I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JULY 11, 2019
86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those four elements of success are less dependent on their knowledge of selling than what they believe.
G2
JULY 11, 2019
There’s an interesting paradox in the digital marketing and analytics landscape.
ConversionXL
JULY 31, 2019
Have you ever gotten a bill that—inexplicably—is two or three times more than usual? What was your reaction? Probably something like this: [A SaaS vendor] pulled a massive price increase on us (over 300%!) and that was it. I don’t care how much I like their product, I’m gone. We use Drift now. I got that from a user who junked her paid account after a vendor jacked up their price by 300%.
A Sales Guy
JULY 15, 2019
Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.
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.
Partners in Excellence
JULY 28, 2019
Losing fast, having the courage to walk away from a deal that you are highly unlikely to win is tough for everyone. But it’s actually one of the important things you can do to drive your sales performance. In the past 4 weeks, I’ve walked away from 2 deals. The first, I knew I could win. It was a very small deal, but the CEO was putting constraints around the project that were unreasonable, they hampered our ability to produce the results he expected.
Anthony Cole Training
JULY 16, 2019
A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.
Membrain
JULY 3, 2019
You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything.
G2
JULY 25, 2019
To quote Brooks Hatlen from the The Shawshank Redemption , “the world went and got himself in a big damn hurry.”.
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B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
ConversionXL
JULY 18, 2019
How do CRO professionals run experiments in 2019? We analyzed 28,304 experiments, picked randomly from our Convert.com customers. This post shares some of our top observations and a few takeaways about: When CROs choose to stop tests; Which types of experiments are most popular; How often personalization is part of the experimentation process; How many goals CROs set for an experiment; How costly “learning” from failed experiments can get.
Women Sales Pros
JULY 12, 2019
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size). Perhaps retaining your largest customer depends on your ability to convey why your customer should remain loyal to you against a sea of competitors. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation.
Partners in Excellence
JULY 2, 2019
None of us like to admit failure, we tend to want to celebrate our successes. We have a mindset that says, “Do more of what causes you to succeed!” I suppose it’s human nature to accentuate the positive, but I think it limits us, individually and organizationally. Success is not the strict opposite of failure. Focusing on why we succeed limits us to understanding a small subset of the opportunity.
Anthony Cole Training
JULY 11, 2019
Becoming, and staying, a sales manager is hard work. Becoming an extraordinary sales manager is grueling and time consuming. It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, and consistent activity and patience.
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
JULY 20, 2019
Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.
G2
JULY 30, 2019
The march is on to establish digital identities that fully mirror the real-life identities of individuals.
ConversionXL
JULY 10, 2019
Links to blog posts or long-form resources increase their search visibility and build awareness. They also help sites rank for bottom-of-funnel terms—a rising tide lifts all boats. Some content marketers have it “easy,” working in highly visual industries (e.g. food, fashion) with wide appeal. That simplifies content creation and link building compared to, say, trying to promote niche B2B software.
Sales Hacker
JULY 1, 2019
The Executive Suite is considered one of the most challenging (and important) groups in an organization to sell to. It can be tough to get their attention, and once you do, giving a sales presentation to this experienced audience can also be tough. So how do you make sure your sales presentation is what stands out amid their sea of competing priorities?
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.
Partners in Excellence
JULY 10, 2019
Several years ago, Gartner research on how customers allocate their time in the buying process indicated about 17% of their time is meeting with sales people—all sales people, not just us. We just get a fraction of that 17%. (I’d be interested in seeing an update to that research, I suspect it will be less than 17%.). Customers are looking for, and finding, answers in other places.
Anthony Cole Training
JULY 11, 2019
Today’s buyer isn’t your grandpa’s, or even your dad’s, buyer. They are coming to you much deeper into the sales process, meaning they are much more aware and informed than ever before.
SaaStr
JULY 11, 2019
A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospect and customer’s problems. You can only solve a customer’s problems if you know the product you are selling cold.
G2
JULY 30, 2019
Would you volunteer time for your employees to volunteer?
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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.
ConversionXL
JULY 2, 2019
Every company dreams about creating high-performing teams. For us at OWOX , that dream centered on our analytics department, which included 12 specialists—junior analysts, mid-level analysts, senior analysts, and QA specialists. Collectively, our analysts were responsible for consulting clients on data analysis and improving our marketing analytics tool.
Membrain
JULY 10, 2019
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
Partners in Excellence
JULY 8, 2019
At the outset, I’ll apologize. This post is likely to rub some executives the wrong way. The premise is that many organizations are under performing their potential—possibly by huge amounts. The immediate reaction from many might be, “We’ve been beating our numbers year after year! How can you say we are under performing our potential?
Anthony Cole Training
JULY 19, 2019
In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.
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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