Anthony Cole Training
MAY 2, 2019
Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this? This article will provide you with a list of questions to ask yourself, and your producers, when your sales team is underperforming and improvements need to be made.
Openview
MAY 5, 2019
The post Pluralsight will acquire GitPrime for $170M appeared first on OpenView.
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ConversionXL
MAY 2, 2019
Two percent is the average conversion rate for ecommerce sites. While every site is different—and you’ll benefit far more by focusing on your conversion rate—that’s where most sites are today. But what if a 2% conversion rate isn’t enough to stay profitable? Right now, many ecommerce companies can still grow with an average conversion rate. This is largely thanks to the ecommerce industry growing by about 23% year over year.
Women Sales Pros
MAY 17, 2019
By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party has prepared in these ten ways and you have not, then you’re at an extreme disadvantage.
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.
Understanding the Sales Force
MAY 15, 2019
I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there.
Engage Selling
MAY 16, 2019
Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MAY 1, 2019
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest runners and were closely watched by critics and fans. They did well in the first two legs of their qualifying round, but in the final leg, Darvis Patton failed to place the baton into his teammate Tyson Gay’s hand.
ConversionXL
MAY 29, 2019
In my experience, I find that teams and organizations report many winning A/B tests with high uplifts, but somehow they don’t seem to bring those uplifts in reality. How come? Five types of A/B test “wins” can exaggerate discovered uplifts. I use the acronym “de FACTO”: F alse winners; A nti-winners; C hanging winners; T ricked winners; O verestimated winners.
Women Sales Pros
MAY 3, 2019
Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went by in a blur. One of my personal resolutions was to post a new article to our blog every week to keep you current on what we’re finding is working in sales and marketing.
Understanding the Sales Force
MAY 29, 2019
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". Many readers left comments about the importance of relationships as a means to preventing resistance from going up. I left a comment that said, " Thanks Tom.
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.
A Sales Guy
MAY 7, 2019
Not many salespeople enjoy sales training. The idea of taking an entire day out of the field sit and listen to some so-called expert, who hasn’t sold in years tell you how to sell isn’t what most salespeople pine for in their day-to-day. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training.
Anthony Cole Training
MAY 23, 2019
Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.
Miller Heiman Group
MAY 23, 2019
In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. (Despite what many believe, he didn’t discover continental North America or even set foot there.).
ConversionXL
MAY 14, 2019
YouTube is the second-most-visited site in the world. And YouTube mobile ads are 84% more likely to hold attention than TV ads. If you’re not running YouTube Ads campaigns , you’re missing out on key advertising opportunities. Although YouTube Ads campaigns run via Google Ads, YouTube advertising is different from other online ad options. The platform relies solely on video (of course), but it also includes unique ad options and specifications.
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
Understanding the Sales Force
MAY 3, 2019
I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no. They almost always want help with their biggest problem child.
Jill Konrath
MAY 19, 2019
I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”.
Anthony Cole Training
MAY 16, 2019
In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says.
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.
Partners in Excellence
MAY 14, 2019
For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, and all sorts of things.
ConversionXL
MAY 1, 2019
If you’ve ever worked at an agency, you know the value of client education. Results aren’t persuasive if reports seem like a jumble of acronyms. Trend lines aren’t impressive if they track metrics that appear distant from business goals. Client education is central to marketing messaging, too, especially for sellers with long sales cycles. Prospects spend a limited amount of time on your site.
Membrain
MAY 5, 2019
In any given year, I may be involved in doing 100’s of deal or opportunity reviews.
Understanding the Sales Force
MAY 8, 2019
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both?
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.
Women Sales Pros
MAY 13, 2019
Every week, someone asks me (at least once) about a specific situation a woman has had in the workplace – usually on a sales team – either to get some advice, tell what happened, or simply to share in a safe space about an incident involving them or someone they know. I’m happy to be a sounding board and while I have some solid opinions based on 30+ years in sales in male majority workplaces, I’m aware that I don’t have all the answers.
Anthony Cole Training
MAY 30, 2019
In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.
Sales Hacker
MAY 30, 2019
The 2019 version of the SalesTech landscape includes several changes from my last SalesTech landscape , reflecting a vibrant industry. The influx of new entrants is not stopping. Markets across all industries are becoming more crowded. Even if the economy is doing well, it is becoming harder for sellers. This hardship, combined with the CRM transition to the cloud and the rise of digital selling, has created a mini gold rush for sales software fueled by abundant VC money.
Score More Sales
MAY 31, 2019
It is that time of year where you and your sellers are going to be more distracted with that upcoming vacation, parents / friends / other family visiting, and other benefits of the summer season.
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Membrain
MAY 19, 2019
Let's cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best.
InsightSquared
MAY 15, 2019
“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. SDR. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range? Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses.
Women Sales Pros
MAY 31, 2019
I can’t tell you how many times people tell me they “could never” be in sales. When I ask why, I get vague answers about not liking to sell or not being good at it. Eventually, when I bring it up, they’ll agree that one of the big issues is, they couldn’t handle the rejection. Most people’s default in life and in their business is to avoid having people say ‘no’ to them at all costs.
SaaStr
MAY 27, 2019
The main advantage is you can pursue a market or opportunity that is not worth their time. Yet. Big, established tech companies aren’t stupid, or ignorant. Not at all. They are better aware of tech trends than you are, usually. After all, they have all the customer data. But so many things just aren’t worth their time … yet. As a rough rule, anything < 10% isn’t material or worth their time.
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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