Anthony Cole Training
FEBRUARY 21, 2019
In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.
A Sales Guy
FEBRUARY 20, 2019
Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people 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. Sales is the greatest profession in the world in my opinion.
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ConversionXL
FEBRUARY 18, 2019
Social media isn’t a perfect source of market research: It’s not a representative sample and, for small businesses, it’s simply too small of a sample. But for large organizations, it’s still a critical one. Why? Because it includes your most passionate fans. It’s also a rare source of candid consumer opinion: 80% of social media posts are about ourselves, and those opinions and beliefs—expressed individually and within a community—are not interrupted or biased by participation in a formal
Membrain
FEBRUARY 17, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch (?) is no longer than 9.1 minutes, that….
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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.
Women Sales Pros
FEBRUARY 22, 2019
Strategies to Increase Retention, Expand Relationships and Drive Referrals This week I moved my business from one of my long-time vendors – hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with in terms of availability and response time. So why did a move? Good question and an important one to know the answer to if you want to know how to succeed in today’s marketplace.
RAIN Group
FEBRUARY 20, 2019
This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
FEBRUARY 20, 2019
In order to sell someone, you first have to get them to book a meeting with you. And as salespeople know, this is far easier said than done. Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Finally, someone does -- and what do they say? "I'm too busy for this.". "Can you just send some information?".
CloserIQ
FEBRUARY 21, 2019
New Account Executives are coming to your company with more sales experience than SDRs. So it’s tempting to think that the onboarding process just isn’t that important. In fact, it is still critical for AEs’ long-term success. According to a study conducted by Click Boarding , new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more.
The Sales Hunter
FEBRUARY 20, 2019
Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science. People are quick to point out the number of new sales tools created by advances in technology; however, all of this is just noise.
Partners in Excellence
FEBRUARY 19, 2019
One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting. Getting that first contact or engagement is something nearly everyone struggles with. Given the difficulty we have with these first contacts, one would expect we would be driven to create the very best first impression we possibly could.
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
SalesforLife
FEBRUARY 21, 2019
You can argue that all investment funds are difficult to acquire from the CFO – but purchasing services like sales training to improve performance and consulting companies is a tough sell internally. I get it. Remember the CFO is also not a seller, and doesn’t always understand that sales skills are sharpened like a knife, not turned on/off like a blender.
CloserIQ
FEBRUARY 19, 2019
No pipeline, no quota attainment. Prospecting is a vital aspect of sales success. Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. It’s turned into a full-on, anti-cold calling trend, which is not the right move in our books. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting.
SaaStr
FEBRUARY 16, 2019
Cash collections is a topic we haven’t discussed much on SaaStr, but boy it can be important all the way until you have a CFO. And often after. What’s the issue? The issue is that most SaaS start-ups are terrible at collecting cash that doesn’t come from a payment gateway. Just terrible. – terrible at collections. start-ups without an A/R function often have $250k-$500k in uncollectible receivables. – metrics that break and don't make sense. starts to harm yo
Partners in Excellence
FEBRUARY 21, 2019
At a kickoff meeting earlier this week, I was having a disturbing conversation with a group of sales people. It seemed a big part of their “prospecting,” was trolling customers for RFPs and RFIs. I probed them on this, their response was, “It’s so easy, these are people who already want to buy, they’ve put together their requirements, all we have to do is just respond to the RFPs!
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
SalesProInsider
FEBRUARY 21, 2019
No Matter What You Think…Any Client Is Not Better Than No Client. This week I’ve spoken with three different financial advisors about a very important factor when adding new clients: Not EVERYONE is going to be a good client/customer fit for you. The difference in whether the client will be a good fit or an ill-fit is found in the criteria you have to qualify them as good clients…or ill-fit clients.
Engage Selling
FEBRUARY 21, 2019
Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle.
Sales Hacker
FEBRUARY 21, 2019
There’s something so positive and energizing about kicking off a meeting. It’s the open door every salesperson craves. But that thrill is easily toppled. With one wrong move, you can get off on the wrong foot and put your entire sales process in jeopardy. A derailed meeting is a derailed process. How do you kick off a meeting well? Chatter away and smile until your cheeks hurt?
KO Advantage Group
FEBRUARY 22, 2019
This is an excerpt from Kim Orlesky's new book - Sell More. Faster. There’s no exact figure, but it is estimated that 250 babies are delivered every minute. You can’t be so sure that one of these adorable infants are born to become a sales knockout. Excelling in sales takes time and practice. It’s like learning to walk—you start one step at a time. With every tumble and experience, you’ll eventually learn to run fast and far.
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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.
The Sales Hunter
FEBRUARY 22, 2019
Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it. I feel like we too often over complicate it and then wonder why our customers aren’t buying.
Score More Sales
FEBRUARY 22, 2019
Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives.
Selling Power
FEBRUARY 20, 2019
Shifting from acquiring new business to expanding and extending the customer life cycle is not only worthwhile, but also a potential game changer for your revenue potential.
Engage Selling
FEBRUARY 22, 2019
????????We’re finding that buyers are limiting contact with sellers to manage their time. In fact, Jill Konrath put it best when she said, “buyers are busy and long-term planning is sometimes only a few weeks.
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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
The Sales Hunter
FEBRUARY 18, 2019
Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week! Don’t forget: A coach can help you excel in your sales career. Invest in yourself by checking out my coaching program today!
Heinz Marketing
FEBRUARY 17, 2019
Leaving politics out of the discussion, journalism is alive and well. Printed newspapers may be in decline, but great reporting and content is in more demand than ever. If you’re a sports fan and not reading The Athletic , you are missing out on some of the best sports journalism today. They’ve pulled together some of the best writers in all of the major sports, with deeper in-depth coverage of sports in several of the nation’s largest markets as well as many of the most popu
Hubspot
FEBRUARY 20, 2019
When you begin implementing a social media strategy for your business, one of the first questions you'll ask yourself is this one -- Should my business be on Twitter, or Facebook? Both social media sites offer considerable opportunities to connect and engage with a network, increase brand awareness, and drive traffic to your site. But they're also incredibly different in terms of purpose.
Selling Power
FEBRUARY 18, 2019
Here are three key actions every sales leader can take to accelerate and maintain strong sales performance in a tough sales environment.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Sales Hacker
FEBRUARY 18, 2019
This week on the Sales Hacker podcast , we talk to Brian Birkett , the SVP of sales at LeanData. Brian is a long time sales executive and sales leader. He’s responsible for leading global revenue at LeanData. He brings a diverse background in sales management experience spanning from startups to large public companies in both field and inside sales.
Heinz Marketing
FEBRUARY 16, 2019
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 Ways Companies Can Bring Humanity Back to Business. Sales and marketing don’t have to be a numbers game, humans need connection.
Hubspot
FEBRUARY 20, 2019
Trust and transparency are fundamental to business success. A recent survey by Ernst & Young found that less than half of global professionals trust their employer, boss, team or colleagues. A host of factors improve trust in the workplace -- from diversity and inclusion to individual leaders being more open and transparent with their teams. To discuss trust in the workplace, I spoke with best-selling author Marcus Buckingham , who recently finished his latest book Nine Lies About Work (co-a
SaaStr
FEBRUARY 17, 2019
It took me a while to understand the power of events and field marketing. One thing is clear — events are expensive. Putting on your own event is expensive — and complicated. Exhibiting at someone else’s event is expensive — and bounded. Events: Are They Worth the Big Expense? Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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