Sat.Jan 26, 2019 - Fri.Feb 01, 2019

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Stop Accepting "Think It Over (TIO)"

Anthony Cole Training

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

Pipeline 142
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7 Elements of “Insanely” Persuasive Product Demos

Gong.io

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.

Product 132
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Leading Questions: Great for Marketing, Terrible for Research

ConversionXL

Good user research asks the right questions to the right people. If you fail on either account, you may make million-dollar decisions on bad data. Leading questions are an easy way to poison your data. A leading question is “a question asked in a way that is intended to produce a desired answer.”. If you’ve worked in marketing or sales, you know leading questions well: They’re wonderfully effective at guiding consumers toward a “yes” for a product or service.

Technique 121
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Great Habits Start With Simple Things

Partners in Excellence

This post is another of my learnings on my personal learning journey on micro improvements. There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them. One is hugely simple to implement–it really focuses on my mindset. The other is theoretically easy, but takes a lot of practice to make it real.

Start-ups 117
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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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The Problem with Working After Hours and the “Right to Disconnect”

Heinz Marketing

By Joshua Baez , Engagement Manager at Heinz Marketing. We’re all busy. There’s no denying that. And in our line of work (that work being marketing, and even more specifically, agency marketing), being busy just comes with the job. It doesn’t matter whether it’s the first of the month or last of the month. Whether it’s the start or end of a quarter.

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How Neuromarketing Could Revolutionize the Marketing Industry

Hubspot

If digital and traditional marketers faced off in a debate about whose promotional philosophy is superior (which would probably get more heated than an NSYNC versus Backstreet Boys dispute), one of the points digital marketers could hang over traditional marketers’ heads is their ability to measure a campaign’s performance -- and their opponent’s inability to do the same.

More Trending

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The Buyer’s Journey, One Step At A Time

Partners in Excellence

Most sales people focus on the outcome of the deal. They want to get to the close and an order as fast as possible. Managers constantly reinforce this rush to completion in their “coaching conversations,” by asking, “When are we going to get this deal?” or “We need this to close this quarter!” Everything we do is focused on jumping to the end of the buying process.

Pitch 116
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Email is Amazing. You Just Have to Use It Properly.

SaaStr

One thing almost every founder I meet with these days has figured out is that outbound email campaigns work. But not always at first, not always the same wa y. It took me a while to figure it out, too. In my first start-up, I cold emailed the VP Engineering of a Fortune 100 company. He called me back the next day. I thought I was a genius! My second cold email, I got a Top 3 prospect to call me back in 24 hours!

Price 98
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The Ultimate Guide to Human Resources

Hubspot

When I initially applied for my role at HubSpot, I was immediately blown away by the hiring manager I was working with. She was professional, incredibly informative, and experienced. She had the answer to every question I had about the company, the role I was being interviewed for, and HubSpot’s culture. From the first point of contact with this HubSpot employee and throughout my onboarding process, she was the prime example of what I believed a person in human resources should be.

Education 101
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What’s The Customer Business Problem?

Membrain

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.”.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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The Top Five Strategies to Drive Sales Productivity

Openview

Editor’s Note: This article first appeared on Highspot’s blog here. . Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen.

Product 97
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PODCAST 42: How Sales Managers Should Build Their Career Path w/ Jamie Scarborough

Sales Hacker

This week on the Sales Hacker podcast , we talk to Jamie Scarborough , Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. . Jamie’s team worked with over 18,000 sales professionals in 2018 alone and shares her ideas, strategies, and tips on what makes a great salesperson, how to interview, and how to properly manage your career. .

Sales 97
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21 Great Examples of PowerPoint Presentation Design [+ Templates]

Hubspot

We can all agree there's more than one way of doing something. For example, some people default to the "loop, swoop, and pull" method when they tie their shoes, while others swear by the "bunny ears" technique. Either way you swing it, your shoes get tied, right? The trouble is, in some areas of life, different approaches don't always return the same results.

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An Easier Way to Coach Salespeople - For a While

Understanding the Sales Force

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.

Consult 95
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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5 Ways to Hit Refresh on Your Presentation or Pitch

Women Sales Pros

It’s a sad fact that most sales presentations and pitches are instantly forgettable. And forgettable presentations are unsuccessful presentations. One of the biggest reasons presentations are unsuccessful is because they follow a structure that has been around since the seventies. And how many of your prospects were even around in the seventies?! Does this mean you need to overhaul your entire presentation?

Pitch 95
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Doing What We’ve Always Done, When Everything Else Has Changed

Partners in Excellence

I’m constantly amazed conversations I have with otherwise smart people. Usually, they start with some sort of challenge they are having: We aren’t growing at the rate we need to grow. We aren’t hitting out numbers. The markets have changed dramatically. Our competition has changed. Our customers are changing. Our budgets are smaller, we don’t have the resources we used to.

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7 Creative Company Profile Examples to Inspire Your Own

Hubspot

We all know about the infamous rivalry between Dunkin' Donuts and Starbucks. At the end of the day, they both sell coffee -- but they've each cultivated strong, unique brands, and have attracted very different audiences as a result. You can often overhear heated arguments regarding the topic, with people vehemently claiming one coffee chain to be better than the other.

Sports 101
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Follow-Up Emails: The Smart Salesperson’s Guide

Sales Hacker

If you’re getting all the responses you’ll ever need on the 1st email you send to prospects, let me know. You’re a walking, talking miracle worker! If you’re like the rest of the sales world, and need to send several follow-up emails to get a response, this one’s for you. Here’s what we’re covering: Balance Scale with Personalization and Relevance. Have a clear purpose.

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State of AI in Sales & Marketing 2025

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.

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6 Sales Tools Your Team Should Be Using

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One way to do that? Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals.

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Using Data to Run Your Sales Development Team

InsightSquared

Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. During those years, there were many times when I was frustrated by the lack of reporting capabilities necessary to drive continuous improvement. Through it all, it was clear that having the right metrics presented with actionable insights was the key to getting better.

Sales 92
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Here's How to Value a Company [With Examples]

Hubspot

What's your company worth? It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. And like most complex mathematical problems, it depends on a variety of factors. If you're an entrepreneur , understanding the value of your company becomes increasingly important as the business grows, especially if you want to raise capital, sell a portion of the business, or borrow money.

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ServiceNow Closed 678 New $1m+ Deals. Just Last Quarter.

SaaStr

There are a few magical moments as you go upmarket in SaaS: The first time you close a $1m TCV (total contract value) deal. E.g., $250k a year for 4 years. The first time you close a $1m ACV deal. A $1,000,000 a year deal. The first time you close a $1m ACV deal — every month. 12 a year. This one takes a while to get to ??. But once you can close one $1m deal, you can close another, and eventually 10, and then, like ServiceNow, a stunning 600+ per quarter.

Closing 91
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The Intersection of AI and Sales: Personalization Without Compromise

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.

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8 things you need to know about hunting whales

Membrain

For the Inuit people of North America, hunting whales is serious business. They plan for whale hunting season all winter long and when spring comes, they station scouts to watch for signs that the ice is breaking up and the hunt can begin.

Sales 89
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Why Are You Good?

Engage Selling

Why are you good? Seriously. Have you asked yourself this question before? Let’s face it. Salespeople often come with healthy egos, to put it lightly. The good ones know that they’re good, but it’s vital to go beyond that.

Clients 87
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Authenticity

Partners in Excellence

Authenticity has become a buzzword tossed around social media too casually. We aspire to be authentic, we claim we are authentic. Or, at least, I’ve never met someone who claims to be inauthentic–though I suspect many of those who claim authenticity but are actually inauthentic. What is authenticity? To paraphrase Justice Potter Stewart, I know it when I experience it.

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I'm Sorry But Your Sales Process Sucks

Understanding the Sales Force

Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process. Towards the end of the article, they provided a sample of what an effective sales process should look like.

Process 84
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Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

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.

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Three Essentials to Upselling in Large Accounts

Miller Heiman Group

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process. 70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according to CSO Insights, the research division of Miller Heiman Group.

Consult 83
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More Sales Leader’s Resolutions to Keep Your Resolve Going in 2019

Sales Hacker

Statistically speaking, this is the point in the month when many people give up on their New Year’s resolutions. Then again, most people aren’t salespeople. Whether you’re still going strong on your original New Year’s Resolution or are ready to reset, let’s keep the Resolutions going because salespeople never quit and never get tired of giving it their all.

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What is the Difference Between Social Media Marketing and Social Selling?

SalesforLife

When sales and marketing work well together, social media marketing and social selling are powerful strategies for driving revenue. In fact, as recent social media statistics state, 64% of Twitter users and 51% of Facebook users are more likely to buy the products of brands they follow online.

Sell 82
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Stephanie’s App of the Week: Doodle

Heinz Marketing

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing We have all experienced a time in our career where it has been difficult to schedule a meeting with a client. Sometimes it takes multiple emails back and forth to find a mutual time to meet. Doodle is a fantastic productivity tool that you can download for free to create a poll amongst all meeting attendees on the best day and time to meet. .

Consult 81
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.