Anthony Cole Training
MAY 1, 2018
There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.
Gong.io
MAY 3, 2018
Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working).
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Jeff Shore
MAY 3, 2018
By Ryan Taft. ?“Character is the real foundation of all worthwhile success.”. John Hays Hammond. These days, I see two different schools of thought about what defines great salespeople. One school revolves around the “Coffee is for Closers” mentality (Glenngary Glenn Ross anyone?). And the other school subscribes to the viewpoint that “The sale isn’t about the salesperson.
Women Sales Pros
MAY 4, 2018
How many of you are old enough to remember when you were really excited to have an ironing board in your hotel room? (How many of you even know what an ironing board is?) Today, an ironing board isn’t even considered a perk. Somebody moved the ironing board from a perk to a commodity — and that person was the customer and/or your competitor. In a world gone global and viral, it’s easy for competitors to catchup and copy your version of the ironing board.
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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.
Understanding the Sales Force
APRIL 30, 2018
Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data. If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.
Hubspot
MAY 3, 2018
Excel is one of the world’s most popular spreadsheet programs, with an estimated 750 million people using it for data summary and organization, analysis, and reporting. While it’s a commendable data system for teams within a business, it’s not free -- a standalone copy of Excel 2016 is $129.99, and the Office personal subscription is $69.99 per year for one user.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Score More Sales
APRIL 29, 2018
CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player. Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL).
Openview
MAY 3, 2018
When you consider the average employer spends 3.7 – 5.5 months replacing the role of a salesperson and spends $97,690 in doing so , there’s certainly commercial advantage to be gained by retaining top sellers. On the flip side, a Glassdoor survey reported that “only 19% of sales reps have no immediate plans to leave their companies. Meanwhile, 68% plan to look for a new job within the next year and 45% plan to look for a new job within the next three months.”.
Outreach
MAY 1, 2018
We are officially pinching ourselves! Unleash '18 is only a few days away, which means before we know it, we will all be whisked to beautiful San Diego for 3 days of incredible networking, top notch sessions from industry leaders, incredible learnings, and that special something in the air that can only mean Unleash has arrived. Unleash is truly a sales conference unlike any other.
RAIN Group
MAY 2, 2018
There are a lot of opinions on what to do to drive sales success. I Googled the topic and found over 60 distinct pieces of advice for what to do and not to do, but most of the advice was, indeed, just opinions. Any references to research or proven success was tangential at best. You deserve better!
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
SalesHood
APRIL 28, 2018
We live in an era where people expect a dynamic sales content library that's searchable and personalized with recommendations. The old static file repository of materials is not how we should be thinking of a modern sales content library. We get asked all the time: What should be in a sales content library? Before [ ] The post What Should Be In Your Sales Content Library?
Openview
MAY 1, 2018
For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. By that point, significant resources have been invested and the sales professional has dedicated much of her time to building the relationship, asking what she thinks are the right questions, and demonstrating value of the solution.
InsightSquared
APRIL 30, 2018
Dear Sales, I’d like to help you more. I’d like to help you faster. But to do so, I need your help. If you follow these three simple tips, there’s virtually no limit to the help you’ll get from me and my operations colleagues. What are they? Glad you asked. First: Give me context — even at a high level. I don’t need pages of detail (I don’t even want lots of detail), but I definitely need more than an orphaned screenshot and a frantic plea on Slack, like this error message I got yesterday:
Hubspot
MAY 4, 2018
When Bloomberg reported that Facebook was conducting market research to gauge interest in an ad-free, paid subscription model, we decided to do a bit of our own research. Facebook -- to most consumers, at least -- has long served as a free product. Advertisers, content creators, and publishers have enlisted the platform's various services for a fee, accounting for roughly 98% of its annual revenue in 2017.
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
Engage Selling
MAY 3, 2018
Beginning another phase of recruiting or simply want to increase your hiring success? There are certain things that should be automatic red flags.
Outreach
MAY 2, 2018
Outreach Meetings Prevents Meeting Cancellations and No Shows from Slipping through the Cracks. How many times has a prospect or customer missed one of your meetings? How much time does that cost you? Meetings are the most important part of a salesperson’s day, but they’re not effective if you’re the only one on your conference line. You’re not alone.
SalesforLife
MAY 3, 2018
You have a call today via video or phone, and you’re scrambling with your personnel research. Come unprepared with stupid questions like, “tell me a little about your history with XYZ” when it’s all over their LinkedIn profile… you’re a dead duck.
Hubspot
MAY 2, 2018
According to Addison Group , only 18% of employers rank cover letters as important. But if you had to flip through a hundred cover letters a day, and each one began, “To whom it may concern, I am applying for the digital marketing position at your company,” how important would you rank them? A cover letter might not always be the most important thing to a hiring manager, but if your resume or connections aren’t enough to get you through the door, a powerful cover letter could be the factor that
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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.
Accent Technologies
MAY 4, 2018
How do you know when it's time to adjust your sales strategy? Look for these warning signs that your plan may need to pivot. Implementing a successful sales strategy is a tough, complicated process. There are many moving parts and all parties have to come together to pull it off. Rarely will you reap the fruits of your labor immediately. But, at what point do you take a step back and say “This isn’t working.
Sales Hacker
MAY 4, 2018
The post How to Increase Conversion Rates by 580% With a Sales Conversation Roadmap appeared first on Sales Hacker.
SalesforLife
MAY 4, 2018
Congratulations! Your team just made a massive investment in LinkedIn Sales Navigator. It’s now time drive a massive return for this tool. My first piece of advice: Call in your marketing team!
Hubspot
APRIL 30, 2018
As an employer, there's no right way to host a job interview. But you can ask each candidate the right questions to learn the most important things about them. Learning what makes a person qualified to work for you is difficult, especially if you have just a half-hour interview with them in a conference room. Because of this time crunch, you might feel compelled to race through the candidate's resume, asking them questions about each job title and bullet point they've written down from top to bo
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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
Outreach
MAY 4, 2018
To all of you millennials reading this, I’m sorry you had to grow up with the Kardashians. I’m sorry that real Rock ‘N Roll only exists on classic radio stations now. I’m sorry that you’re living in an era when Snoop Dogg hangs out with Martha Stewart and not 2Pac. But don’t fret — for today’s blog post, I am bringing back the dulcet tones of a true O.G. — Skee-Lo.
Accent Technologies
MAY 2, 2018
Are you being as clear as you could be with your sales reps? Never assume everyone has your same frame of reference. Take our advice on how to approach preventative feedback for reps that may not be picking up on your implied expectations. One of your reps is testing your limits. They’re not underperforming, but their work for the most part is average at best.
SalesLoft
MAY 1, 2018
What do water, electricity, and humans all have in common? Besides not being a good combination, they all take the path of least resistance. There isn’t one simple solution that makes sales easier. It’s hard. Hearing “no” is hard. Not coincidentally, being a buyer facing a change can be equally as hard. However, there are ways a seller can make the buying journey as smooth and easy as possible.
Hubspot
MAY 3, 2018
There’s a frustrating truth every business deals with early into its growth. To reveal that truth, I’ll start with a song title by hip-hop legend, The Notorious B.I.G.: “Mo money, mo problems.”. The Notorious B.I.G. is literally saying “more money, more problems.” And although this hit song doesn’t dive into the intricacies of accounting, it does support a frustrating truth about business: the more revenue you generate from sales, the more you’ll have to spend to keep selling.
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.
SalesforLife
MAY 1, 2018
Business leaders and sales professionals are keenly aware that focusing on accounts over individual leads often yields better returns for the business.
Accent Technologies
APRIL 30, 2018
Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from April! We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read: (more…).
Partners in Excellence
MAY 2, 2018
I’ve stopped answering my phone–whether it’s my office, mobile, or home phone, I’ve stopped answering it unless: I recognize the phone number and it’s someone I know. I recognize the caller ID and it’s someone I’m willing to talk with–either someone I know or a company/person that I’m willing to talk with.
Hubspot
APRIL 30, 2018
Remember those speech bubbles that used to pop up at the start of almost every YouTube video years ago? They would instantly cover your screen, screaming “Subscribe to my channel!” or “Watch my next video!”, forcing you scurry over to your mouse and click exit on every bubble before they completely ruined the beginning of the video you were trying to watch.
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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