STAR Results
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
Anthony Cole Training
DECEMBER 13, 2018
Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.
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A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so
ConversionXL
DECEMBER 11, 2018
Plenty of us have witnessed a marketing campaign gone wrong. Remember that recent Pepsi commercial featuring Kendall Jenner trying to settle a Black Lives Matter protest with a can of Pepsi? I just remember thinking (as I gagged), “How did that actually make it to market?!”. Yet despite some major fails, marketing continues to be the differentiator that sets a brand apart within a crowded market.
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.
Engage Selling
DECEMBER 13, 2018
When all signs are pointing to your market slowing down, it’s important that you don’t give in to a “slow down” mindset! Here’s the thing, most sales professionals will complain about the market, perhaps even your colleagues.
Anthony Cole Training
DECEMBER 11, 2018
Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
DECEMBER 13, 2018
For many, Google Analytics 360 is a black box. Marketing and sales collateral from Google is spartan, and common refrains about key features—like unsampled data—seem unworthy of a six-figure bill for most sites. That disconnect exists because many, myself included, have understood Google Analytics 360 primarily as an expansion of the data caps we encounter with the free version.
Openview
DECEMBER 12, 2018
The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year.
Women Sales Pros
DECEMBER 12, 2018
If you are a woman and have been told by a manager or leader in your company to consider a sales (or sales leadership) role but feel that you are not 100% qualified, I’m suggesting you APPLY ANYWAY. If you are looking at roles at another company in sales or sales leadership and you don’t match 100%, apply anyway. Yes, apply anyway. For three reasons.
Sales Hacker
DECEMBER 12, 2018
If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs.
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.
Hubspot
DECEMBER 14, 2018
If you’re a blogger, it’s probably safe to assume you want a website that's equally as stylish, unique, and high quality as the content you share. You also want visitors to have a positive experience navigating your site — reading posts with ease, searching for topics of interest, and discovering other content that makes them excited to return. A WordPress blogging theme can help you achieve the exact look, feel, design, and layout you envision … without the need for coding.
Understanding the Sales Force
DECEMBER 10, 2018
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the pe
Heinz Marketing
DECEMBER 13, 2018
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s. Every week on Thursdays we feature a B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
Sales Hacker
DECEMBER 13, 2018
Success begins with setting goals. Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. In contrast, goals lend clarity and purpose to your organization. They enable your team to track collective and individual performance. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth.
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
Hubspot
DECEMBER 12, 2018
Whether you're an entrepreneur looking for investors for your small business, or the CEO of a large corporation, a business plan can help you succeed and is a critical component for long-term growth. In fact, one study found companies that use business plans grow 30% faster than those that don't. A business plan includes a company overview, your company's short-term and long-term goals, information on your product or service, sales targets, expense budgets, your marketing plan, and a list includ
ConversionXL
DECEMBER 13, 2018
Learn how to run conversion optimization experiments the right way. In this video, I sit down with Chad Sanderson, Program Manager on the Microsoft Experimentation Platform team, to discuss statistical testing, calculating sample size, and selecting the right tools to help you run statistically significant conversion optimization tests. [This post contains video, click to play].
Jeff Shore
DECEMBER 11, 2018
By Jeff Shore. ?One thing I know about sales leadership – it’s a lonely business. Seriously, there are days when you feel like you are on some kind of weird island where all you do is walk around putting out fires. At the end of the day you are totally exhausted but unfulfilled. This is not a job you want to do on your own. A lack of both coaching and support will only lead to frustration, disillusionment, and a serious case of burnout.
Topline Leadership
DECEMBER 9, 2018
Have you ever been frustrated by a thickheaded sales rep whom you’ve coached over and over again but they simply don’t get the message? Or by a sales rep who simply refuses to acknowledge that their behavior is a problem? Here are seven tips for how to confront an under-performing salesperson. Timely: Act as soon [ ] The post How to Confront an Under-Performing Salesperson appeared first on TopLine Leadership.
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.
Hubspot
DECEMBER 11, 2018
When I graduated college, I didn't have much prior work experience, besides a high school gig at a chocolate shop and a college internship at a publishing firm. However, I had something I believed made up for it -- hard and soft skills. Admittedly, some of these skills likely didn't stand out to recruiters as particularly impressive. "Facebook", for instance, is probably a skill I didn't need to include, seeing as I wasn't even applying for a social media position.
Membrain
DECEMBER 12, 2018
An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell.
Partners in Excellence
DECEMBER 9, 2018
We–or rather my wife–had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper told my wife, “I really don’t like what I have to do here. You have too many bathrooms, I only want to clean one–or I’d love not to clean any. I don’t like dusting the high spots on your shelves or the high ceilings.
Heinz Marketing
DECEMBER 11, 2018
By Mike Schultz, President, RAIN Group. Isn’t it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way. Then there are days when it’s a struggle to get out of bed and get to work.
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.
Hubspot
DECEMBER 8, 2018
When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both.
Membrain
DECEMBER 9, 2018
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.
Partners in Excellence
DECEMBER 11, 2018
I’ve been writing a number of pieces looking at the future of the sales profession. I’d be remiss not to include a discussion of stupidity in selling. Stupid works, and as long as stupid works, we will continue to see organizations invest in doing things stupidly. Stupid behavior exists everywhere, and selling is no more immune to stupidity than every other sector.
CloserIQ
DECEMBER 10, 2018
If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Hiring is time-consuming and expensive. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) to help them become as successful as possible as fast as possible. You’ll train them on your product and sales process, then put them on the phones.
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.
Smart Calling
DECEMBER 11, 2018
I recently heard one of the greatest questions of all time to use in response to an objection. And it wasn’t on a sales call. And it wasn’t really an objection, but we can adapt it. It was a television interview done with Facebook CEO Mark Zuckerberg. I had originally heard the clip while listening on a business radio show, and tracked down the video.
PandaDoc
DECEMBER 13, 2018
It’s no secret that there are many benefits to gamifying your sales process. It can help onboard reps faster, encourage friendly competition, and improve overall team morale. Gamification is easier than ever these days thanks to technology. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest?
Sales Hacker
DECEMBER 14, 2018
It’s the end of the year, which means buyers are rushing to use up all their year-end budget, ( hey there, favorite The Office clip ). Of course, this means salespeople are also hyper-motivated to negotiate to hit that all-important number. As such, steep discounts are often on the table in a way that can feel as thrilling as a 50% off Apple Watch on Cyber Monday.
Partners in Excellence
DECEMBER 12, 2018
One of my favorite authors/thinkers is John Gardner. About 35 years ago, a mentor introduced me to his work about 35 years ago. One of his most profound books is entitled Excellence, Can We Be Equal An Excellent Too. I reread the book at least once a year. There is one phrase in the book that I’m obsessed with, “ Do not let form triumph over substance. “ Too often, I see sales people, sales managers going through the motions.
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