Anthony Cole Training
MAY 23, 2019
Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.
Miller Heiman Group
MAY 23, 2019
In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. (Despite what many believe, he didn’t discover continental North America or even set foot there.).
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Jill Konrath
MAY 19, 2019
I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”.
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.
The Sales Hunter
MAY 21, 2019
We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen. I would be happy to settle even if the entire process only took 24 hours. The fact is that too often leads don’t go anywhere and we’re left with a painfully slow journey to try to get the next customer.
SaaStr
MAY 19, 2019
Xero is one of those SaaS companies most of us have heard of and know is a big success and sort of know about, but, not really ??. What lessons can we learn from this huge Kiwi SMB success, for other founders? Here are a few: All the way until $600m+ ARR, the majority of Xero’s new bookings and revenue still came from Australia and New Zealand!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
MAY 23, 2019
An elite sales organization is one that drives higher win rates , larger deal sizes , higher margins , and predictable revenue. Can you confidently say you and your team excel in all of these areas? Whether you're launching a new product, moving to a subscription model or trying to meet accelerating growth rates, it is difficult to scale if you don't have the foundation in place.
Engage Selling
MAY 23, 2019
Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people.
Sales Hacker
MAY 21, 2019
What Does an Account Executive Do? An Account Executive (AE) is responsible both for serving the account needs of existing customers, and closing new deals. They typically have a revenue target, and are paid commissions on each sale they close. In SaaS sales, an AE usually works with a Sales Development Representative (SDR). The SDR specializes in the cold outreach and high-frequency communications needed to catch a prospect’s attention and set a sales meeting.
Partners in Excellence
MAY 19, 2019
James Muir published an outstanding post, “ Is it ok to manipulate clients for their own good? ” It’s a must read. Basically, James describes a conversation with a sales person who feels it’s OK to manipulate and pressure a customer because that sales person knows how happy the customer will be with the solution. Most of you would, hopefully, find this premise not only arrogant, but preposterous.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
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.
SalesProInsider
MAY 22, 2019
How did getting new clients get so hard? When you started it was easier: You had people to talk with and maybe even some existing client relationships that followed you, but now you aren’t getting the “Yeses” you used to. What happened? Did you get bad at selling? Do you need to change your pricing? Is your business model all wrong? If you’ve asked yourself these questions, you’re not alone.
Hubspot
MAY 24, 2019
Would you like to become a sales operations manager? Or are you considering hiring one? Research from CSO Insights found that 79.1% of organizations in the technology industry already have a dedicated sales enablement initiative or function, compared to an average of 50% across other industries. If you're like these companies, who need to create effective sales systems so salespeople can be productive and effective in their roles, then it's likely time to hire a sales operations manager.
Women Sales Pros
MAY 24, 2019
Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or energy. But can enthusiasm be a liability? In a coaching session with a junior sales rep this morning, I was role-playing the client and the rep was playing herself on a sales call to a major account. After “Hello,” I, as the “client,” thought a tornado had suddenly entered the room.
Partners in Excellence
MAY 21, 2019
I’m following a fascinating discussion in LinkedIn. You should read it here. The author makes a fair point that executives must constantly look for opportunities to learn, improve, and grow their businesses. He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions will give the customer insights and ideas to improve their business.
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 22, 2019
I’ve seen it time and time again… A company’s marketing team dedicates their already stretched resources to develop strong, accurate buyer personas — but no one actually uses it. Let alone the sales team, where it would do the most good. As it turns out, buyer persona research is one of — if not THE — most critical foundations for successful sales.
Hubspot
MAY 23, 2019
Did you know this? HubSpot Research found that 82% of consumers rate an "immediate" response as important or very important when they have a marketing or sales question. And 90% of consumers rate an "immediate" response as important or very important when they have a customer service question. Speed is everything for today's buyers and customers. Web chat tools can be used at almost every stage of the customer lifecycle.
InsightSquared
MAY 22, 2019
Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. I have assumed that your product is enterprise-ready and that you have determined relevance in this new segment.
Miller Heiman Group
MAY 21, 2019
It may seem counterintuitive to think that the secret sauce to winning deals isn’t something you do or say—rather, it’s silence. But ask any competent journalist how to get a great interview, and you’ll learn that the key is what you don’t say: the pause while you wait for a reply. Give the person you’re speaking with the chance to fill the void, and you’re likely to learn something invaluable that they may not have told you otherwise.
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.
Outreach
MAY 21, 2019
Outreach is a proud paradox: we balance explosive growth with unwavering values. We believe in agility and pivoting quickly, but we don't compromise on high standards or delivering the best quality for our customers. Every member of the Outreach Family owns what they do, and they truly want to do the right thing, whether that’s by their customers, their colleagues, or the Sales Engagement community as a whole.
Hubspot
MAY 22, 2019
You've finally done it. You're entering the final stages of the deal you've been trying to close for weeks. The time has come to create a quote for your customer. But how do you go about doing that? Sales quote software makes it easier to create a quote and send a proposal to your potential customer. And many quote software options even sync information with your CRM to automate the process.
Sales Hacker
MAY 23, 2019
Sales will always be a numbers game. But when you express those numbers as minutes in the day, they suddenly become a more visibly finite resource: Just 1,440 minutes in the day. Still, fewer minutes in a workday. Even with a 12-hour work schedule, there are just 720 minutes (or 43,200 seconds) in a given workday. The question is, how many of those minutes are spent managing the close?
SalesLoft
MAY 21, 2019
Companies are spending more than ever before on technology, but fewer reps are hitting quota (Forbes tells us only 53% of reps hit quota , for example). This is the worst nightmare of anyone managing a sales tech stack. However, forward-thinking, innovative sales organization are continuing to thrive. How? They’ve adapted. They dispelled the myths about Sales Engagement technology and are using it to execute on strategies that are customer-focused and authentic.
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.
SaaStr
MAY 18, 2019
Almost all of our 4,000+ pieces of content and 300+ SaaStr sessions and 250+ podcasts are really just about how to do … better. A smidge better. A bit better. Since SaaS compounds, even doing just 5% better now can compound dramatically over time. Everything doesn’t have to be 10x better to move the needle, if it compounds. But a lot of advice takes time to pan out.
Partners in Excellence
MAY 18, 2019
I suppose I’m being naive. I had always thought “social platforms,” were a way that we could connect and engage with each other. While they wouldn’t replace face to face and personal connections, they might expand our relationships. They would enable us to expand our relationships–though they wouldn’t be close, with people we might not otherwise meet.
Heinz Marketing
MAY 19, 2019
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Chances are your company is creating content and using social media to distribute it. If you’re looking for a new simple way to attract more attention to your latest infographic or whitepaper, give Ripl a try. For a small monthly fee, Ripl takes your photos and customizable content to create videos and slideshows that can be posted directly to most social media platforms.
RAIN Group
MAY 22, 2019
Fitness centers are packed in January—everyone's motivated to lose those holiday pounds. Then, a month later, the place clears out. What happened? Where did everyone go? I can tell you: their motivation crashed and burned. There one month, gone the next. Is it gone forever? Thankfully, no. What happens, though, is that most people wait for motivation.
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.
Outreach
MAY 23, 2019
You don’t need a crystal ball to see where B2B sales is going. For its most successful practitioners, B2B sales is fast becoming a fusion of technology, transparency, and talent — all optimized to pamper customers with decision-bending experiences. Since a few years back, technology has been the prominent item on annual trends-related forecasts, with artificial intelligence, machine learning, and data science consistently topping the list.
Partners in Excellence
MAY 23, 2019
It’s been a while since I’ve whined about the stupid prospecting emails I get. I could literally post every day–even if I set the criteria “I’ll only post unsolicited marketing emails from ‘Global 1000’ corporations.” Today, I received an intriguing email from a Fortune 50 corporation. I’ll overlook: The fact that our company is already a customer, using some of the services they are trying to get me to buy.
Hubspot
MAY 24, 2019
Nowadays, voice-enabled devices such as Amazon Alexa and Google Home are becoming increasingly commonplace. Additionally, mobile searches for local services continue to rise, and by 2021, mobile devices are expected to influence $1.4 trillion in local sales. All of which is to say -- people searching online for local services is now more prevalent than ever before.
Heinz Marketing
MAY 18, 2019
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 6 Top Copywriting Techniques Every Writer Should Know. Some really helpful copywriting tips you need to know.
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