Anthony Cole Training

SEPTEMBER 25, 2019

There is an age-old debate about which came first, the chicken or the egg?

Conversion 129

Conversion Sales 129

ConversionXL

SEPTEMBER 25, 2019

Like many marketers, you may fantasize about the amazing things you could do if you learned to code. But before you get there, you need to decide which language to learn. Several languages come up : Python, SQL, Bash, JavaScript. But only two are full-fledged programming languages—JavaScript and Python. If you’re interested in programming, these are the two languages that you should compare.

SQL 117

SQL GTM Campaign Start-ups 117

Partners in Excellence

SEPTEMBER 22, 2019

We and our customers live in worlds of paradox, uncertainty, confusion, complexity, overwhelm, overload, and constant change. Organizationally and individually, we are afraid of missing something—FOMO. We constantly move from one thing to another and then to the next. We see the latest technique, strategy du jour, technology, competitor and want to do the same thing.

Meeting 115

Meeting Technique Technology Technology 115

SaaStr

SEPTEMBER 26, 2019

So, despite SaaS multiple and the public markets being at near record highs, we’ve seen things start to … wobble a bit overall in tech: The WeWork IPO simply failed , and the Peloton and Direct Smile IPOs were broken. No one really expected this. Having a high profile IPO like this fail is a bit scary. The Fed’s Repo market had to essentially be bailed out by the government.

Contract 112

Contract Government Negotiate Price 112

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

Hospitality

Membrain

SEPTEMBER 25, 2019

In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.

Process 111

Process Sales 111

A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. 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. Upcoming: Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time.

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Cold Call Sales CRM Gaming 108

Sales Hacker

SEPTEMBER 24, 2019

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Sales 107

Hubspot

SEPTEMBER 26, 2019

It was a Saturday night, around 11 PM, and I was innocently scrolling on Amazon to look for a gift for my best friend’s birthday. But then, it happened. I had an impulse to purchase everything. The female empowerment mug? The wine tumbler? The pillow that said "Nap Queen"? I wanted it all. I added everything I liked to my cart. $200. Let’s be honest, $200 was going to be hard to pull off.

Customers 101

Customers A/B testing Promote Entertainment 101

Heinz Marketing

SEPTEMBER 25, 2019

By Lauren Dichter , Marketing Consultant at Heinz Marketing. The VP of Sales is one of the most important roles within a B2B company. They’re at the top of the sales totem pole (unless there’s a CRO) and are therefore the internal face of the organization’s success. But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine?

Strategize 100

Strategize Drivers/motivators B2B Sales 100

The 5% Institute

SEPTEMBER 27, 2019

Insert Video. Tie down sales techniques are one of the commonly proposed sales techniques that came out of the 70’s and 80’s. Made famous by Speakers from that era such as Tom Hopkins, they served as a key ingredient and a part of your everyday sales conversation toolkit. Do tie down sales techniques still work though? In this article we’ll look at: What tie down sales techniques are.

Technique 98

Technique Sales Closing Prospecting 98

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.

High impact

Sales Hacker

SEPTEMBER 27, 2019

How do your peers tackle their roles? Structure their days? Overcome their challenges? Do they even struggle with the same challenges? These are the questions we set out to answer in this series. Here, you’ll get a glimpse of the behind-the-scenes of top salespeople’s typical day and week. Today, we’re looking at the VP of Strategic Accounts role, and for that, we talked to Ryan Staley.

Strategize 103

Strategize Pipeline Meeting Networking 103

Hubspot

SEPTEMBER 25, 2019

Transitioning to a career in sales can happen in a variety of ways, however, few roles can set you up for a successful career in sales like a sales associate role can. As a sales associate, you are often the first touchpoint potential customers have to your company, providing valuable experience that can set you up well for your career. Not only do you get hands-on experience selling directly to consumers, but you have the opportunity to represent your company and gain valuable knowledge about t

Retail 101

Retail CRM Sales Up-sell 101

G2

SEPTEMBER 26, 2019

For some reason, a number of businesses tend to forget about the importance of customer onboarding.

Customers 96

Customers 96

The 5% Institute

SEPTEMBER 26, 2019

Sales training is an important ingredient when you’re building a sales team that’ll perform time and time again. But how do you measure the impact of sales training ? Whether in person or online; there are so many different types of sales methodologies to choose from. In this article, we’ll look at the five key areas to measure the impact of sales training you’re conducting (or having conducted) with your team. 5 X Ways To Measure The Impact Of Sales Training.

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Profit margin Price Sales Clients 98

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B2B

Partners in Excellence

SEPTEMBER 27, 2019

I got a call from one of the most inspiring leaders I know: “Dave, I’m so frustrated, I have a vision for what we could be doing to grow the business, I think we can achieve so much more than we are–we are making our numbers. But we can do so much more, I can’t get people to move forward!” What this leader faced is, probably, the root challenge of all leaders.

Presentation 94

Presentation Sell Product Trust 94

Hubspot

SEPTEMBER 27, 2019

Sales has traditionally been an intuition-driven profession. What do I mean by this? Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. In recent years, however, sales data and technology has changed the way that sales teams think and feel — no longer does intuition sit in the driver’s seat.

Territory 99

Territory CRM Sales Cross-sell 99

Membrain

SEPTEMBER 22, 2019

It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being far more valuable than their ability to regurgitate product features, functions and benefits.

Sell 89

Sell B2B Product Sales 89

The 5% Institute

SEPTEMBER 24, 2019

Selling skills are a much needed and required asset in today’s busy landscape, due to level of and amount of competition in the marketplace. The difference between landing clients for life and making a meaningful difference to your business’s bottom line – or being just another average Salesperson or Business Owner, comes down to your understanding and implementation of selling skills.

Sell 98

Sell Up-sell Niche Closing 98

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.

Sales

SaaStr

SEPTEMBER 23, 2019

We’re adding a bunch of exciting things to 2020 SaaStr Annual, including our first-ever SaaStr CXO Summit. This will be an incredible event-within-an-event on March 11, bringing together 150+ top enterprise CIOs, CDOs, CMOs and more (i.e., leading buyers of enterprise Cloud products) and 200+ of the top SaaS and Cloud CEOs at $20m-$2000m ARR. Join the CIOs and CEOs of Adobe, Nutanix, Zoom, Coupa, PagerDuty, G2, Box, and 100s more!

Meeting 88

Meeting Product Growth 88

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. That’s not hard to believe. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. Even starting small, though, most companies fail to make this transition. And those that do often struggle through the transition, leaving behind a churn of leadership and sales resources after every funding milestone.

Growth 87

Growth Cross-sell Contract Education 87

criteria for success

SEPTEMBER 23, 2019

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Jon Ferrara. Jon is the Founder and CEO of Nimble, a CRM solution for small to mid-sized businesses. He's also the Creator and Co-Founder of Goldmine Software, the first CRM, and has won multiple awards including the Forbes Top 10 Social Salespeople and Forbes [.]. The post Let’s Talk Sales!

CRM 86

CRM Sales Growth Process 86

The 5% Institute

SEPTEMBER 24, 2019

Change in leadership? One of the common changes that can bring about anxiety and insecurity within an established team, is when new management enter the business. So how should you handle a change in leadership? Should it always be a cause of concern, or should you just go about your everyday business like normal? In this article, we’ll look at why a change in leadership can bring anxiety to a team, what to look out for when leadership changes, and what you can do as a Manager when a change in l

Start-ups 98

Start-ups Follow-up Process Sales 98

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.

Sales

Understanding the Sales Force

SEPTEMBER 24, 2019

At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages. Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages.

Pitch 85

Pitch Construction Sales Sell 85

SaaStr

SEPTEMBER 24, 2019

By Frank Weishaupt, Owl Labs CEO. If you told me there was an employment strategy that would improve my company’s employee retention, hiring, and productivity — yet I ignored it — I bet you’d question my leadership. . I find it shocking whenever businesses limit their growth opportunities when the data stares them right in the face. The 2019 State of Remote Work report found that more than half (62%) of U.S. employees work remotely — that means nearly 2 in 3 employees are worki

Referrals 85

Referrals Trust Technique Networking 85

Women Sales Pros

SEPTEMBER 27, 2019

I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social sellingand the importance of sales reps staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.

Sell 85

Sell Cold Call Referrals Clients 85

G2

SEPTEMBER 24, 2019

In our digital age, when we are overloaded with information and advertising, the real things we strive for are authenticity and honesty.

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Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

Product

Sales Hacker

SEPTEMBER 26, 2019

In April 2019, I stepped into a new job as Vice President of Enterprise and Commercial Sales. . I was excited to join a company with a strong reputation for sales excellence. Not only does the sales team have strong performers, but the entire company’s mission is focused on changing the industry’s approach to sales by giving sellers the information they need to close more deals. .

Drivers/motivators 82

Drivers/motivators Sales Commission Pipeline 82

SaaStr

SEPTEMBER 21, 2019

So we are gearing up now for the 6th (!) ever SaaStrAnnual , March 10-12 in San Jose / SF Bay Area. So much has changed. We’ve added 200+ SaaS unicorns and 30+ IPOs. The Cloud has grown 700% since the first Annual, if we use AWS as a proxy. For 2020 Annual, we’ll have: 20,000 attendees (our goal. we will at least come close). 5,000 mentoring sessions and 1-on-1s. 1,000 VCs. 400 sessions and workshops.

Represent 84

Represent Education Start-ups Up-sell 84

SalesforLife

SEPTEMBER 26, 2019

A couple of weeks ago, I had a phone conversation with Phil Howarth , Frost & Sullivan’s Managing Director of European operations. Phil is a fantastic leader of leaders, and highly accountable to his team in helping them become modern, digital sellers. Phil’s team has gone above and beyond modern digital selling, and have now hired an agency to superpower their lead generation efforts, using modern, digital sales actions to fuel leads and attain their goals.

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CRM Territory Government Contact 82

InsightSquared

SEPTEMBER 27, 2019

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