Anthony Cole Training
JANUARY 19, 2018
Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.
Outreach
JANUARY 31, 2018
Bitcoin. Ethereum. Ripple. Cardano. Stellar Lumens. No, this isn’t the beginning of some Star Trek fan-fiction, although the world of cryptocurrencies would fit right in on an episode of Deep Space Nine. Most cryptocurrencies are built on a revolutionary technology called the blockchain , which at a high level is an extremely secure, public ledger that is shared and verified by a distributed network of computers.
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Hubspot
JANUARY 11, 2018
"Ladder -- a growth hacking company" had a nice ring to it when I started my company a few years ago. As one of the few agencies in the industry using data-driven methods to launch and scale companies, I thought associating our brand with "growth hacking" would make us seem like a valuable, forward-thinking group. Without an established brand, I needed something relatable, accurate, and marketable that our audience could use to identify the type of service we provided.
A Sales Guy
JANUARY 18, 2018
It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
ConversionXL
JANUARY 8, 2018
Search Engine Optimization (SEO) is one of the biggest levers that a business can use within their acquisition strategy as part of their Growth goals. You’re likely familiar with the different Growth frameworks like AARRR (Acquisition, Activation, Retention, Referral, Revenue). It all start with Acquisition. Getting users familiar with your product by visiting them on your site or in app.
Openview
JANUARY 18, 2018
Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
InsightSquared
JANUARY 29, 2018
During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”. We spoke to several operations professionals to help us better define revenue ops, and understand how the role fits into an organization relative to sales ops.
Membrain
JANUARY 14, 2018
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.
A Sales Guy
JANUARY 4, 2018
LinkedIn is a great tool for selling, but most salespeople are using it wrong. They’re treating it it’s a telephone or email and spamming people. We’ve all gotten them (and many of you have sent them). I’m talking about the LinkedIn connect requests that are then instantly followed by some lame pitch or request for your time so push some irrelevant ware on us.
Engage Selling
JANUARY 25, 2018
This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader’s work, you’ll find a plethora of great strategies, practices, and ideas that you can apply in your business.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Sales Hacker
JANUARY 23, 2018
Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. They’ll move to another vendor faster than you can blink, leaving your pockets empty. Knowing the most common mistakes will help you avoid them.
Score More Sales
JANUARY 30, 2018
We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.
Understanding the Sales Force
JANUARY 17, 2018
I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. Pitch black on a moonless night on a narrow winding road with no street lights; on a 4-lane highway in white-out conditions where you can't see where the sides of the road are, down-hill on black ice with zero control of breaking and steering; snow-covered, two-lane road with cars st
Hubspot
JANUARY 31, 2018
I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
A Sales Guy
JANUARY 9, 2018
The title of this post says it all, people. That is the basis of selling. I’m at a Sales Kick Off event and about to go on, when the vendor of this company talks about why she/they bought from this company and what they look for in salespeople. Her money quote was simply, “Understand my problem and show me how to fix it.” She’s right.
Membrain
JANUARY 10, 2018
In the five years since we launched the Membrain platform (time flies!), the sales industry has seen a lot of new technologies grow popular. Software like marketing automation and online collaboration tools, as well as better hardware like smartphones and tablets, have made a big impact. Some of these new technologies, when used as part of a solid sales effectiveness strategy, can be critical to improved performance.
Sales Hacker
JANUARY 11, 2018
At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner.
Score More Sales
JANUARY 10, 2018
It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Understanding the Sales Force
JANUARY 15, 2018
Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.
Hubspot
JANUARY 24, 2018
It's the start of a new year, and there couldn't be a better time to look ahead at what the next 12 months might hold for video marketers. Here at Wyzowl , we've just published the results of our fourth annual State of Video Marketing Survey, and the numbers suggest this is set to be another big year for video -- among both marketers and consumers. These statistics were gathered by surveying 570 unique respondents in December 2017.
SalesforLife
JANUARY 22, 2018
I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s something about social selling that I think a lot of people seem to forget these days….
A Sales Guy
JANUARY 10, 2018
Supply and demand, you get it. The lesser the supply, the greater the demand. So why are you playing in the high supply side? Why do you look like everyone else, every other salesperson, every other marketing manager, every other sales VP, every other accountant, dog walker or software developer? Why? Why do you insist on looking like, acting like, working like and doing your job like everyone else, yet get frustrated that you’re not considered for promotion more often, that it takes you m
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Sales Hacker
JANUARY 30, 2018
In this article, you’ll learn how to write a sales proposal, along with a pre-meeting checklist to follow in order to maximize your chances of closing the deal. Simple Sales Proposal Evaluation Checklist. Is it organized? Is it readable? Does it address the prospect’s pain? Does it address pricing and timeline? Is it organized? Often, when we spend weeks working on a proposal, we know our way around the document just as well as our own home.
Openview
JANUARY 24, 2018
Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike. While they might not be appreciated in the moment, they do perform a necessary function as they help sales professionals identify problem areas in their pipelines while also providing leaders a better view of weighted probability and an opportunity to coach.
Understanding the Sales Force
JANUARY 3, 2018
I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Junk. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email. The email read like this: Hi Dave, I hope this message finds you well. We spoke in the past regarding the copier equipment in your office.
Hubspot
JANUARY 17, 2018
Best Sales Podcasts. B2B Growth Show. The Advanced Selling Podcast. Sales Gravy. The Salesman Podcast. Linking Into Sales Podcast. In the Arena. The Ziglar Show -- Inspiring Your True Performance. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Accelerate! Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
SalesforLife
JANUARY 30, 2018
It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as the defining factor allowing some B2B leaders to post operating profits 8X greater than their peers on 5X greater revenue growth. In fact, overall, these leaders can post an average profit growth of 13.5 percent while the rest of the industry watches their margins shrink.
Score More Sales
JANUARY 18, 2018
As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales.
Sales Hacker
JANUARY 17, 2018
In this guide, I will teach you the fundamentals of Lead Qualification for inbound and outbound sales development, and give you actionable steps you can take to maximize your Revenue per Lead. What Is Lead Qualification? Lead qualification is the process of using metrics, scoring, and other criteria to ascertain whether or not a given sales prospect fits your ideal customer profile (ICP), and has strong mathematical probability of becoming a long term customer.
Membrain
JANUARY 28, 2018
How many people are involved in the customer buying decision? If you are a fan of CEBs research, the answer is 6.8. Other research says there is always a single dominant decision-maker. Still other research suggests there is a dominant influencer (or mobilizer), that drives the decision-making.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
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