Anthony Cole Training
DECEMBER 3, 2021
We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.
Veloxy
NOVEMBER 29, 2021
60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. And when they do the needed followup, it’s driven by such things as intuition, geography, account size, the customer’s job title, or their position on a call list or spreadsheet.
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Tibor Shanto
NOVEMBER 30, 2021
By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.
Partners in Excellence
DECEMBER 2, 2021
Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being inflicted on her. She complained about the emails, the constant junk calls on her mobile, the inept and inappropriate LinkedIn and other social media outreaches. Everyone piled on, sharing their experiences and their “favorite” bad prospecting ploys (Found a lot of great materials for Hank Barnes’ #FridayFails.).
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
Martech
DECEMBER 2, 2021
Drew Neisser, the founder of B2B brand strategy boutique Renegade, discussed the findings from the company’s 2021 State of Account-Based Marketing (ABM) Report in a recent webinar on MarTech. The survey brought together salespeople and marketers to understand how ABM could address some of their interdepartmental challenges. “Our goal was to identify the current state of the relationship between sales and marketing, quantify the impact of martech — specifically ABM — and identify any gaps and opp
The 5% Institute
DECEMBER 2, 2021
In this article, you’ll learn exactly how to improve your sales win rate, by following these proven and effective sales techniques. These techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front, or using any old school and gimmicky techniques. Read on to learn how to improve your sales win rate.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
DECEMBER 1, 2021
Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.
Martech
DECEMBER 3, 2021
“When it comes to empathy and marketing, I’m not talking about campaigns that pull on the consumer’s heartstrings or a video that makes us feel something,” said Tara Dezao, Product Marketing Director at Pegasystems Inc., in her presentation at our MarTech conference. “I’m talking about treating your customers well in every interaction — that you care what they’re going through and you provide them with exactly what they need.”.
Search Engine Land
NOVEMBER 30, 2021
This update surprised many, since it started to roll out on November 17th and continued rolling out over the largest online shopping period for the year. Please visit Search Engine Land for the full article.
SaaStr
DECEMBER 1, 2021
So with the end of the year coming up again, it’s time to update a classic SaaStr post. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). When there really is no need to buy then … at all. Not really. Lol agreed. — Sam Blond (@samdblond) January 3, 2021.
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.
Predictable Revenue
NOVEMBER 29, 2021
Cold calling scripts approved by the most successful and reputable B2B sales leaders and practitioners in the sales development industry. The post The 4 Cold Call Scripts That Actually Book Meetings appeared first on Predictable Revenue.
Martech
NOVEMBER 30, 2021
Most marketing professionals know personalization is a key ingredient to successful customer engagement. But it’s not always clear how to put together a winning strategy. “One path is traditional broadcast thinking,” said Ehren Maedge, GM of North America at customer engagement platform MoEngage, in his presentation at our MarTech conference. “We think about creating a small amount of content distributed to a broad audience.
Search Engine Land
NOVEMBER 30, 2021
IndexNow is an initiative by Microsoft and Yandex to push content to search engines that launched in October 2021. Please visit Search Engine Land for the full article.
RAIN Group
DECEMBER 3, 2021
In What Sales Winners Do Differently , we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.
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Membrain
NOVEMBER 28, 2021
At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.
Sales Pop!
DECEMBER 2, 2021
We are in the midst of a crisis. COVID-19 has significantly altered the way that things are done, on many different levels. One of the things that are a challenge to people now, and will continue to be challenging in the future, is how to effectively lead an organization, and yourself, out of this crisis and into a new reality. Changing with change.
Martech
DECEMBER 1, 2021
“The mobile phone is quickly becoming the source of our identity,” said George Corugedo, CTO of customer data platform Redpoint Global, in his session at our MarTech presentation. “In a few years, your driver’s license, your passport — all these documents of identity — are going to be digitized to be displayed when necessary.”. With so much personal data going digital, consumers are now aware of gaps in their online privacy.
SaaStr
NOVEMBER 30, 2021
Is your CS team growing as fast as your sales team? If not, are you sure your have this right? — Jason BeKind Lemkin (@jasonlk) November 29, 2021. What should be growing faster — your sales team or your customer successteam? The answer can vary, but if you’re well enough funded, it may well make sense to grow the success team even faster than sales.
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.
Membrain
DECEMBER 1, 2021
BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.
Sales Pop!
DECEMBER 2, 2021
Having a car is not simply a luxury for many people but a necessity. However, new cars can be expensive. Because of this, it might be a much better option for you to shop for a used car instead. Before you begin shopping, it’s important to know what to look for in a used car. Benefits of Buying a Used Car. Buying a used car carries numerous benefits.
Martech
DECEMBER 3, 2021
“Often organizations are using a one-size-fits-all approach of sending out the same message to everyone,” said Ganesh Subramanian, Director of Product Marketing for cloud data company Snowflake, at our recent MarTech conference. Businesses that get stuck in this rut aren’t leveraging the data they have, which means they have to pull it together and also put it to good use in messaging and experience.
SaaStr
DECEMBER 2, 2021
When I sold my first company, I used a banker, an M&A advisor. When I sold my second, I did not. Not using a banker the second time was a mistake. The benefits are nonobvious, somewhat counterintuitive — and large. You don’t get THAT much from a banker for their seemingly huge fees: They don’t get you another offer. It’s too late by the time they jump in.
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.
JBarrows
NOVEMBER 30, 2021
In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.
Sales Pop!
NOVEMBER 29, 2021
Major account growth. It’s a noble goal pursued by all selling organizations that play in the enterprise space. The concept of expanding your business in your current large accounts is attractive for so many reasons and on so many levels. Consider the compelling statistics. Most selling organizations derive 80% of their revenues from 20% of their clients – the Pareto Principle.
Understanding the Sales Force
DECEMBER 1, 2021
Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles. Unlike recruiters, I don't work on a contingency because I take responsibility for the entire recruiting process from soup to nuts and then the client makes the decisions on who to hire.
SaaStr
DECEMBER 2, 2021
With 500+ episodes and almost 5 years behind us, we thought this would be a fun time to share the Top 25 episodes of all time. A lot has changed since 2016, but SaaStr is still bringing you the best advice from industry leaders, and we don’t plan on stopping. Today, we’ll dive into 25-13. We’ll be back tomorrow with the Top 12. #25 SaaStr 214: New Relic CRO Erica Schultz on What It Takes To Successfully Scale Into Enterprise & How The Very Best Reps Build Relationships With
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.
Martech
NOVEMBER 30, 2021
Deciding whether or not your company needs an ABM tool calls for the same level of evaluation involved in any software adoption, including a comprehensive self-assessment of our organization’s business needs, staff capabilities, management support and financial resources. Use the following questions as a guideline to determine the answers. Have we identified our ABM goals?
Search Engine Land
DECEMBER 3, 2021
Google is working on a fix for the ad image upload feature in Google Ads Editor. Please visit Search Engine Land for the full article.
Heinz Marketing
NOVEMBER 30, 2021
By Brittany Lieu , Marketing Consultant at Heinz Marketing. How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . Validating Your ICP with Data. Indisputably the first foundational step in building a predictable and profitable pipeline is validating the perfect-fit company that your organization serves and solves for.
Sales Hacker
NOVEMBER 29, 2021
Traditional cold calling is killing your company’s bottom line. If your salespeople regularly spend hours looking for leads on the phone, you’re wasting time and losing money. If your business approaches cold calling like most companies, you likely have your sales reps dialing unverified, unvetted numbers off a list you got from a data vendor or database.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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