Anthony Cole Training
MAY 16, 2019
In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says.
ConversionXL
MAY 14, 2019
YouTube is the second-most-visited site in the world. And YouTube mobile ads are 84% more likely to hold attention than TV ads. If you’re not running YouTube Ads campaigns , you’re missing out on key advertising opportunities. Although YouTube Ads campaigns run via Google Ads, YouTube advertising is different from other online ad options. The platform relies solely on video (of course), but it also includes unique ad options and specifications.
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Women Sales Pros
MAY 17, 2019
By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party has prepared in these ten ways and you have not, then you’re at an extreme disadvantage.
Understanding the Sales Force
MAY 15, 2019
I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Engage Selling
MAY 16, 2019
Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.
Partners in Excellence
MAY 14, 2019
For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, and all sorts of things.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
InsightSquared
MAY 15, 2019
“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. SDR. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range? Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses.
Heinz Marketing
MAY 17, 2019
By Sheena McKinney , Executive Assistant at Heinz Marketing. I don’t think of myself as one of those fussy, needy customers ( you know the kind ), but when I experience poor customer service, sometimes mild indignation rears up in me… and I blame it all on Nordstrom. As a young teen I worked for a lady who when she picked me up for babysitting, was accessorized, perfumed, and dressed to the nines.
Membrain
MAY 12, 2019
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference between the options open to them, they are likely to choose what they perceive to be the cheapest or safest option.
Gong.io
MAY 12, 2019
Google sales tactics and you’ll get plenty of articles with solid offerings. “Ask about pain points. Listen to your customer. Solve problems. Generate referrals.”. Yes to all those things. And a massive YES to specific sales tactics backed by data. Like the o nes from Gong.io. They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Force Management
MAY 14, 2019
You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.
SaaStr
MAY 12, 2019
Fastly isn’t quite as well known as the others in this 5 Interesting Learnings Series — Zoom, Slack, PagerDuty, etc. But it has some very interesting learnings for founders. Especially on how bigger deal sizes can work with free, freemium, self-service, etc. It’s also a great one to learn from, at $200m+ ARR ($45.5m GAAP revenue in Q1 ’19) because it’s in a space filled with strong competitors. 5+ learnings for founders: Developers control a lot of spend today.
Membrain
MAY 15, 2019
Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on. Along the way, companies bolt on numerous tools to their legacy CRM, one after the other.
Hubspot
MAY 17, 2019
With over 7,000 MarTech companies battling each other to win a spot in the technology stack of businesses today, sticking out from the crowd has never been more difficult. Almost every industry under the MarTech umbrella is saturated, so traditional inbound marketing can only turn so many heads. Fortunately, computer hardware, operating systems, and cloud platforms have decided to help their smaller tech counterparts out.
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
Sales Hacker
MAY 17, 2019
Have you noticed the disconnect between how executives talk about Sales Development and how they treat Sales Development leaders? Companies are beginning to understand the vital role SDRs play in building pipeline , but Sales Development leaders rarely have a seat at the proverbial table. The Reason? Sales Development can’t measure their outbound prospecting funnel in a meaningful way.
Partners in Excellence
MAY 15, 2019
Recently, I read an article about sales being more science than art. Perhaps, I was a little unfair in my comments, but the author’s premises were flawed. I think we want to see sales being more like science because of what we perceive as the predictability and certainty that seems to exist in science. We want to be able to say, “If this……then that….,” applying rigorous formulas that drive our success.
Miller Heiman Group
MAY 15, 2019
Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads.
Hubspot
MAY 16, 2019
When content marketing was gaining steam, there were really only a few techniques you could leverage. On a typical day, you’d write a blog post, hope it ranked on Google, send it to your email subscribers, and post it to your social media profiles. That was pretty much it. This is still the main strategy most marketers use nowadays, but since content marketing has exploded in popularity since its early adoption, it has developed into a much more nuanced and complex type of marketing with many te
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
The Sales Hunter
MAY 14, 2019
You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be. By getting answers to these four questions, you’ll also help turn them into better customers by offering them more value. Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line.
SaaStr
MAY 12, 2019
I’m not aware of any huge successes in SaaS that were active side projects while the founders worked at different companies. But there are a bunch that were side projects at the same company: Mailchimp was a side project while the founders ran a web-design agency. There are many start-ups born out of agenies and consultancies. It can be a tough transition, but it’s pretty common.
Partners in Excellence
MAY 12, 2019
My good friend, Brian MacIver , reminded me of the struggle sales people have in doing “Needs Analysis.” I suspect there are a lot of reasons. Much is simply the fact that “we” typically get involved in the customer buying process very late. Most data is now showing customers may be 70% or more through their buying process before they first involve sales.
Hubspot
MAY 14, 2019
Like many of the people who work in the industry, digital marketing was born in the 1990s. Back then, email was the age of most college graduates , AT&T launched the first banner ad , and the CRM industry was just starting to thrive. Needless to say, marketing has evolved at breakneck speed since then, sprouting many more types of marketing. Some are definitely more effective and relevant than others, so read on to learn about the top types of marketing around today.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
Openview
MAY 14, 2019
It’s always easier for Monday morning quarterbacks to say what should have been done than to plan for success. However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low. Here are some of the most common mistakes SaaS companies make, according to experts. 1. You seem the same as everybody else.
Outreach
MAY 14, 2019
What is B2B Sales? Business-to-business (B2B) describes a commercial relationship between business entities. Building on that definition, B2B sales is the process by which B2B companies engage decision makers at other companies to sell products or services. In general, it involves high price points, long and complex buying cycles, and direct outreach and follow-up to prospects via multiple communication channels.
Miller Heiman Group
MAY 16, 2019
The next episode of our Move the Deal podcast is live! Episode two features the Director of Sales Operations Management of Particle Measuring Systems —and Miller Heiman Group Icon —Kathy Venincasa. She and host Greg Moore discuss the growth of sales operations, the role it plays within sales organizations, and how to get sales forecasting right. Venincasa started in the accounting world and has since found her home in sales.
Hubspot
MAY 13, 2019
Picture this: You’re an email marketer for Run Central, a mid-sized athletic company selling running sneakers, clothes, and gear. You love your company, team, and customers. As an email marketer, you’re responsible for creating the content that goes out to all your customers, prospects, and leads. You write copy, segments lists, think about conversion opportunities, and report on monthly metrics.
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.
Openview
MAY 16, 2019
Your customers are your most valuable asset in more ways than one. Not only do they create revenue by making purchases, but they can also help you with leadership development, marketing and sales. Every customer you connect with has the potential to be a brand ambassador, and ultimately a source of sales revenue. Even better, they do this work without demanding a paycheck or health benefits.
Heinz Marketing
MAY 15, 2019
By Brenna Lofquist , Marketing Consultant at Heinz Marketing. I was looking through some of Heinz Marketing’s older blog content to see if there was anything I could repurpose or update and I stumbled across a blog post of Matt’s entitled Eight things to do when you have 10 minutes to kill. His post was a mix of work related items, things to refresh your mind, and things like calling your mom.
InsightSquared
MAY 16, 2019
We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! It really is a perfect match—Ramp is all about equipping revenue operations professionals with the foresight, skills, and connections required to become the strategic partner of today’s go-to-market teams demand. And Outreach’s mission of providing modern revenue leaders at high-growth companies with the insights and workflows they need to create predictable rev
Hubspot
MAY 17, 2019
What's a plan without a strategy? As the economist and business strategy guru, Michael Porter, says, “The essence of strategy is choosing what not to do.”. With strategic planning , businesses identify their strengths and weaknesses and choose what not to do and which opportunities should be pursued. In sales operations, having a clearly defined strategy will help your organization plan for the future, set goals, and achieve goals.
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