Anthony Cole Training

AUGUST 26, 2019

In this article, we discuss the 3 challenges facing salespeople today:

Sales 216

Sales Sell 216

Openview

AUGUST 27, 2019

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.

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153

ConversionXL

AUGUST 28, 2019

Lead generation is vital for any business. Once you’re generating some leads, the next logical step is to improve the conversion rate. Depending on your niche, there are different tactics and methods for improving conversions. One you may not have heard of is creating and optimizing micro funnels. This post covers what micro funnels are and how and when they’re best used—especially as a means to track form interactions.

GTM 129

GTM UX Niche Conversion 129

Membrain

AUGUST 25, 2019

I was speaking to a friend the other day.He’s VP of Sales Enablement for a large technology organization. He had just come out of a meeting of his peers–the top management in the sales organization. He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.”.

Technology 117

Technology Technology Meeting Sales 117

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

Anthony Cole Training

AUGUST 30, 2019

The buyer's cycle has changed. These days, when a buyer wants to make a purchase, they have all of the tools located in the palm of their hand. If you are not making the buying process as frictionless as possible, then you are most likely going to lose out on a sale.

Sales 201

Sales Process Closing 201

A Sales Guy

AUGUST 28, 2019

Register here –> INBOUND19. The post Join me at Inbound19! appeared first on A Sales Guy.

Sales 109

Sales 109

Hubspot

AUGUST 30, 2019

Inbound marketing is in the middle of an interesting evolution. Historically, search has been a major source of traffic and leads for businesses leveraging online marketing. But, with the growth of social networks, social media marketing is even more heavily embraced today. But, you might ask, which is more important? The answer? Both can be key to your strategy.

Engineering 101

Engineering Networking Presentation Follow-up 101

Membrain

AUGUST 28, 2019

Everyone has goals, big and small. Some we meet, some… not so much.

Quota 100

Quota Meeting Sales 100

SalesforLife

AUGUST 30, 2019

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers so they can execute on these plans.

Sales 100

Sales Pipeline Consult Strategize 100

ConversionXL

AUGUST 27, 2019

You want to do amazing marketing. You want to empower your team, collect the right data, create unique content, automate funnels, personalize communication, report with ease, act on insight, and achieve the snowball effect. If you’ve read my book or taken my course , you know that marketing technology is vital to your success. Now, you’re ready to learn about the mistakes that marketers have made—so you can avoid them, build marketing leadership skills , and get ahead faster.

GTM 124

GTM X-functional CRM Technology 124

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

Hubspot

AUGUST 28, 2019

If you're a frequent online shopper like I am, you're likely already well-acquainted with order confirmation emails. At its most basic, an order confirmation email needs to signal to the customer that their order has been processed -- without receiving one, a customer might believe their transaction hasn't gone through properly. But an order confirmation email can do more than just act as a digital receipt.

Cross-sell 101

Cross-sell Lead generation Entertainment Drivers/motivators 101

The 5% Institute

AUGUST 27, 2019

Whether you’re a Business Owner or Sales Manager; if you’re going to grow your team you’re going to eventually hire staff who can sell your products or services. As a part of the hiring process, you’re going to want to hire the most capable people, with the best capacity to fulfil the role. To make this easier, we’ve jotted down 10 very important sales interview questions to help you with this.

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Sales Territory Drivers/motivators Up-sell 98

SaaStr

AUGUST 28, 2019

I remember the first time I lost a six figure customer. It was a surprise: They used the product every day, and constantly. They had done a case study for us. In fact, they were on our homepage. They renewed the contract and added additional seats. And then one day, we got a call. Our competitor had been there, on site. And convinced them they had a better solution for a few critical 10x features.

Customers 98

Customers Contract Promote Product 98

Understanding the Sales Force

AUGUST 26, 2019

While this should be a fun, end of summer article I'm guessing that you don't actually believe that the Beatles taught us about selling. The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other artists to bring the total to 20! The Beatles. Can you name the song that went on and on about building relationships?

Sell 97

Sell Appointment Meeting Prospecting 97

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B2B

Hubspot

AUGUST 27, 2019

Instagram is an undeniably powerful channel for businesses to reach a larger audience -- in fact, approximately 80% of the platform's one billion users follow at least one business on Instagram. The platform is ultimately a site for engagement: we "like" friends' photos, comment on their posts, and tag friends in influencer giveaways to try and win a free pair of yoga pants.

Entertainment 101

Entertainment Follow-up Niche Retail 101

The 5% Institute

AUGUST 30, 2019

You may have an awesome product or service; but without knowing how to it get in front of the right potential audience – you’re not going to have much success. An effective way in crafting how to do this, is putting together something called a marketing strategy. In this guide, you’ll learn what a marketing strategy is, as well as what you need to focus on to make it successful.

Real Estate 98

Real Estate Lead generation Niche Consult 98

CloserIQ

AUGUST 26, 2019

In sales, it’s important to know the market and to know the best-practice techniques, but it’s not everything. At the end of the day, there is no use in knowing the market if you don’t know how to approach a prospect or handle a client. Effective communication is the link between your skills and knowledge and closing a deal. . It’s as if your know-how is the theoretical part of being a salesperson, and communication is the practical part of it ?

Technique 95

Technique Clients Follow-up Closing 95

SaaStr

AUGUST 24, 2019

Many do and have. As we see more and more SaaS companies cross $1b+ in ARR (wow!), Twilio being the latest, we see more and more adding new core products to their existing core products. Twilio started with SMS. Now that’s just a piece of Twilio, and its 81%+ growth at $1b (double wow!) was fueled by its entry into email marketing by buying Sendgrid: Twilio Crossed $1 Billion in ARR Growing 81%.

Product 93

Product Cross-sell Sell CRM 93

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

Hubspot

AUGUST 28, 2019

Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own. Finish the year strong and find your new favorite technique in this list. 1.

Technique 100

Technique Quota Sales Drivers/motivators 100

The 5% Institute

AUGUST 25, 2019

Although many Salespeople focus on learning the latest closing techniques ; the most important part of your sales process by far is the art of asking the right sales discovery questions. Sales discovery questions open dialogue with your prospect to discover pain, their biggest desires; and help them sell themselves on the idea of doing business with you.

Sales 98

Sales Prospecting Technique Up-sell 98

Women Sales Pros

AUGUST 30, 2019

Do you struggle with titles? Do they seem a bit arbitrary, and for the most part, irrelevant? There are some who say that it may be time to do away with titles, and I might agree. But I also know that there are always going to be those that take comfort in them because titles are a way to assign value, place, or order. At the same time, we seem to be questioning traditional titles like CEO, as we are starting to change them to mean something else, like Chief Experience Officer.

Non-Profits 92

Non-Profits Quota Clients Consult 92

Sales Hacker

AUGUST 28, 2019

Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. Letting them learn through trial by fire. But coaching salespeople into sales champions doesn’t happen in the extremes. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. Because extremes — personally and professionally — can end in disaster.

Sales 91

Sales Objectives and Key Results Meeting Follow-up 91

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

ConversionXL

AUGUST 26, 2019

How do you become a great copywriter? Do you blindly follow copywriting best practices and what people say online? I scoured the internet to find 12 things people say you must do and ran them past my friend, Momoko Price one of the best conversion copywriters out there. You’ll be surprised to hear what she says. [This post contains video, click to play].

Price 89

Price Growth Conversion 89

InsightSquared

AUGUST 28, 2019

It is crucial to have a “clean” Salesforce instance, but it’s another daunting task to maintain it. Startups are built from the ground up and one of the major stepping stones is promoting an environment of accountability among your sales reps to properly input data and to follow sales best practices. If reps are not accurately updating opportunities properly (MANA, close dates, value, next step fields, etc) then the validity of your sales process diminishes.

Pipeline 87

Pipeline CRM Follow-up Process 87

SaaStr

AUGUST 24, 2019

Recently there was a lot of discussion around if there are truly “10x engineers” or not. It’s a complicated topic. But one thing that is clearly true — there are 10x Features. Talk to any experienced SaaS sales leader in a competitive space. She’ll agree. What’s a 10x Feature? It’s a feature that, for a material number of customers and prospects, wins the deal vs. the competition.

Negotiate 87

Negotiate Contract Launch Contact 87

Sales Hacker

AUGUST 26, 2019

“Just Google it.” Today, the first stage in any purchase is a Google search. And B2B buyers are no different. In fact, most won’t talk to a salesperson until they’re nearing the final stages of the buying journey: 94 percent of B2B buyers perform online research before making a purchas ing decision. . 45% of buyers are spending more time on research before making a purchase.

Lead generation 90

Lead generation Conversion A/B testing Pipeline 90

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

Partners in Excellence

AUGUST 26, 2019

HBR recently published an article, “Why ‘Tell Them Something They Don’t Know’ Is Bad Advice In B2B Sales.” The title is very “clickbaity,” upon reading it, the theme was very different, though perhaps not well explained. I don’t think anyone would argue, insight is important. It’s key to capturing the attention and imaginations of our prospects and customers.

Finance 87

Finance Prospecting B2B Presentation 87

Engage Selling

AUGUST 29, 2019

Are you clear on your prospecting? You’re probably familiar with the saying “always be closing.” Sure, not a bad idea.

Prospecting 86

Prospecting Closing Sell Clients 86

SaaStr

AUGUST 25, 2019

The best angels and seed investors can often serve the role of a mentor quite well, especially if they were CEOs or had similar operational experience. Where it breaks down is using a Series A-B-C investor as a mentor. While they will be highly engaged in your business, it’s also tough to truly share all your struggles and challenges with someone that has invested many millions in your company.

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Sales Hacker

AUGUST 28, 2019

You did it! You just hired a new Sales Development Representative ! He or she is 24 years old, with plenty of lead generation experience, is sharp, and is ready to crush it. Now what? Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently. It’s your responsibility to show them the ropes so they can start producing for your company.

Objectives and Key Results 89

Objectives and Key Results Cold Call Objection handling Inside sales 89

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