Anthony Cole Training
JULY 8, 2019
In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force. While sales people are monitored on their calls, emails, CRM activity, and follow-up methodologies, the same cannot always be said for sales management.
G2
JULY 11, 2019
There’s an interesting paradox in the digital marketing and analytics landscape.
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ConversionXL
JULY 10, 2019
“Getting great results” and “creating great reports” are very different skill sets. If you’re like most marketers, you’d rather sharpen your subject-matter expertise than spend time in PowerPoint. The result is that reporting becomes an afterthought rather than an opportunity—a “necessary evil” with imperfect solutions: Manual reporting is too time-consuming, but it’s been the only way to report on the right platforms with the right analysis.
Understanding the Sales Force
JULY 11, 2019
86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those four elements of success are less dependent on their knowledge of selling than what they believe.
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.
Anthony Cole Training
JULY 11, 2019
Becoming, and staying, a sales manager is hard work. Becoming an extraordinary sales manager is grueling and time consuming. It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, and consistent activity and patience.
Women Sales Pros
JULY 12, 2019
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size). Perhaps retaining your largest customer depends on your ability to convey why your customer should remain loyal to you against a sea of competitors. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JULY 11, 2019
A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospect and customer’s problems. You can only solve a customer’s problems if you know the product you are selling cold.
Anthony Cole Training
JULY 11, 2019
Today’s buyer isn’t your grandpa’s, or even your dad’s, buyer. They are coming to you much deeper into the sales process, meaning they are much more aware and informed than ever before.
Membrain
JULY 10, 2019
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
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.
SaaStr
JULY 7, 2019
Many start-ups and even larger SaaS customers are reluctant to provide a Service Level Agreement — an SLA — that says they will, well, stay up. It’s not our fault, they think. What if Amazon goes down? Or our email provider? That’s not our fault. The lawyers tell you to try to not to do this. Sometimes, the accountants too.
ConversionXL
JULY 7, 2019
If you run an ecommerce shop, you’re always trying to boost your sales. Here’s how to increase the conversion rate of your ecommerce site. What’s a good ecommerce conversion rate? Don’t worry about “average” ecommerce conversion rates. A good conversion rate is one that’s better than what you have right now.
G2
JULY 10, 2019
“Hey, there’s this great podcast you should check out.”.
Hubspot
JULY 10, 2019
Effective marketing is difficult to get right. Between creative demands, budget limits, and channel decisions, marketers have a lot to juggle when developing their marketing strategy. The biggest determinant of effective marketing, however, is your audience. If you’re not properly targeting your buyer persona, your promotions and advertisements will likely fall on deaf ears.
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
SaaStr
JULY 9, 2019
Recently I was catching up with an exec from a SaaS company well in excess of $100m ARR. One of the key platforms their app integrates with has started to … slow down their access. Slow down access to new features, to semi-documented APIs. Slow down access to their team. In fact, the partner’s sales team appears to have quietly dropped them entirely as a recommended app.
Partners in Excellence
JULY 8, 2019
At the outset, I’ll apologize. This post is likely to rub some executives the wrong way. The premise is that many organizations are under performing their potential—possibly by huge amounts. The immediate reaction from many might be, “We’ve been beating our numbers year after year! How can you say we are under performing our potential?
Membrain
JULY 7, 2019
Technology is great when it’s used effectively for the right reasons. But far too often sales enablement technology simply allows us to do harmful and ineffective things quicker and in greater volume.
Hubspot
JULY 8, 2019
When I scrolled through Instagram this morning on my commute, I commented on a friend's post about her vacation, scrolled right past an advertisement for a comforter, and double-tapped an influencer's post about a skincare brand. That's the thing about influencers -- you follow them for a reason, so you don't mind interacting with their sponsored content.
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.
SalesProInsider
JULY 10, 2019
Why aren’t your sales up to snuff? Is the problem your lead generation (not having enough leads) or lead conversion (not converting those leads to paid clients)? It’s an age-old business question like the chicken and the egg (which did come first?). The question then becomes: If my firm isn’t growing as desired, where should I put my efforts? In marketing and lead generation, or in stronger lead conversion?
Partners in Excellence
JULY 10, 2019
Several years ago, Gartner research on how customers allocate their time in the buying process indicated about 17% of their time is meeting with sales people—all sales people, not just us. We just get a fraction of that 17%. (I’d be interested in seeing an update to that research, I suspect it will be less than 17%.). Customers are looking for, and finding, answers in other places.
The 5% Institute
JULY 11, 2019
If you’re new to sales, you may be struggling with the idea about how to sell in person. Meeting new people every day – from different backgrounds and different personalities may seem daunting. In this guide, we’re going to show you a step by step process to follow, to help you on your way to learn how to sell in person. How To Sell In Person – A Step By Step Guide.
Hubspot
JULY 12, 2019
When I first built my email list, I was ready to create some drip campaigns. Just one little problem: I didn't know what to say. I felt like a salesperson with this perfect prospect, but I couldn't find the words to convey how I could change this person's business. I started chatting with a few of my friends in sales to learn more about their best secrets and corresponding open rates, and David Sneider , Sendbloom's former head of growth and current CEO of Deco.Network, provided the following qu
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.
Engage Selling
JULY 12, 2019
????????????????????????When I ask sales teams what’s the number reason why their pipeline isn’t more full—how come they’re managing a pipeline so lean it’s going to be impossible for them to hit their targets—they give me an excuse.
Partners in Excellence
JULY 9, 2019
I was talking to a team of sales people about engaging their customers with insight and getting them to think about their businesses in different ways. They happened to sell supply chain management software. The software, like most other supply chain software solutions enabled their customers to better understand and manage inventory, orders, quality, scheduling and other things with their supplier.
The 5% Institute
JULY 8, 2019
One of the most powerful tools you can have in your sales toolkit, is the ability to ask open ended sales questions. Most Sales Professionals and Business Owners have a flawed sales process ; they start by building a little bit of rapport, and then go into ‘pitch’ mode – talking about their fabulous features and benefits , hoping that something will stick.
Hubspot
JULY 9, 2019
When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. But what about considering the people who are working to sell your products every day? Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily.
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.
G2
JULY 8, 2019
Between the 11th and 7th century in ancient China, merchants would play their bamboo flutes and sell candy.
Score More Sales
JULY 12, 2019
We all have buyers and future buyers who stop replying to us – for a myriad of reasons. Some of the biggest reasons are: They just don’t see enough value to spend time communicating.
The 5% Institute
JULY 9, 2019
Sales prospecting methods can be confusing for Sales Professionals and Business Owners. However, whether you’re in B2B or B2C , sales prospecting should be a part of your daily activities. One of the reasons why Sales Professionals don’t do it daily, is because they either don’t know the sales prospecting methods to use, or they aren’t clear on the targets they need to hit to make it efficient and effective.
Hubspot
JULY 7, 2019
Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.
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