Anthony Cole Training

SEPTEMBER 27, 2018

“It’s not you, it’s me!” I love that scene from Seinfeld.

Consult 186

Consult 186

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, we caught ’em, you skin ’em.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets

Assembly Line 119

Assembly Line Sales Process Account management 119

Membrain

SEPTEMBER 23, 2018

It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer , look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive.

Sales 118

Sales 118

Understanding the Sales Force

SEPTEMBER 27, 2018

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right? To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world.

Territory 117

Territory Sales Sell 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

A Sales Guy

SEPTEMBER 25, 2018

I’m so tired of the stupid and annoying emails salespeople send to buyers and prospects and so are they. It’s time to stop. You’re emails and your cold outreach suck. They don’t offer value, they just beg your prospects and buyers for their time. It’s pathetic. I did this video to help you understand how to create emails and cold call messages that don’t make you a digital beggar and improve response rates.

Cold Call 113

Cold Call Prospecting Sales 113

ConversionXL

SEPTEMBER 25, 2018

Data is the life blood of any SaaS company. Data will empower you to make better decisions and help you grow faster. However, few companies make the most of their existing data or get access to the data they need. This guide is meant to help you go from zero to analytics proficient as quickly as possible. It doesn’t matter if you’re starting from scratch or if you’re simply trying to level up your existing data strategy.

A/B testing 107

A/B testing Referrals SQL Start-ups 107

Understanding the Sales Force

SEPTEMBER 25, 2018

Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.

Closing 105

Closing Construction Sales Consult 105

Women Sales Pros

SEPTEMBER 28, 2018

If you sell, you’ve suffered from the ‘Stall’. Your prospect isn’t returning calls or emails and your project seems as if it’s been put on the permanent ‘Back burner’ or worse. Is there anything that sellers can do to avoid the stall? Yes! What Causes the Stall? To avoid the stall, you need to understand what causes the stall. Some of the reasons are on the prospect’s side but most are on the seller’s side.

Strategize 102

Strategize Follow-up Trust Prospecting 102

Hubspot

SEPTEMBER 28, 2018

You’ve heard it before -- forms are the gold standard when it comes to capturing leads , learning about industry trends, doing market research, and even just getting some customer feedback. It might be one of the older methods in the book, but old is gold. Before we dive into the best form builder tools for 2018, though, let’s talk about what a form builder exactly is.

Contact 101

Contact A/B testing Lead generation CRM 101

Engage Selling

SEPTEMBER 22, 2018

The days of the “ideal buyer” have gone the way of the dinosaurs. So has the routine sales pitch.

Pitch 98

Pitch Service Objection handling Customers 98

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

Membrain

SEPTEMBER 26, 2018

In July, German grocery chain Lidl announced that it was calling it quits on a massive project to upgrade their inventory management system, a project they had spent around $500 million on.

CRM 94

CRM Sales 94

Partners in Excellence

SEPTEMBER 27, 2018

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. If you’d allow me to think out loud. Everyone in an organization is accountable for producing “outcomes” they are responsible for producing.

Quota 93

Quota Pipeline Growth Drivers/motivators 93

Hubspot

SEPTEMBER 28, 2018

If you spend time optimizing your blog or website's content, headers, subheaders, and meta descriptions for search engines, the following image should alarm you: Today, Google's search engine results pages (SERPs) deliver just as many image results as they do text-based results. The screenshot above is the first SERP Google produces for the search term, "email newsletter design.

Education 101

Education Represent Sports Engineering 101

Engage Selling

SEPTEMBER 28, 2018

??A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.

Sales 92

Sales Customers Clients Sell 92

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B2B

Sales Hacker

SEPTEMBER 24, 2018

Sometimes, simple ideas can spark revolutions. What if I can bring and use a phone anywhere I go? (Hello cellphones; goodbye phone booths !). What if my friend can receive my letter as soon as I send it? (Goodbye snail mail; hello email!). What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars?

Cross-sell 91

Cross-sell Sales CRM Quota 91

Women Sales Pros

SEPTEMBER 26, 2018

We are big advocates of implementing ways to work smarter rather than harder in all aspects of business. One area you will want to apply this technique is when you are deciding which prospects to add to your weekly prospecting list. If your current strategy involves calling a random list of prospects, chances are you are not seeing the results you want, or it’s the reason you procrastinate prospecting.

Prospecting 90

Prospecting Cold Call Objectives and Key Results Represent 90

Hubspot

SEPTEMBER 28, 2018

In the past few years, the U.S. has made some small but mighty strides towards inclusivity, and language plays a big part in that. We've become rightfully cautious when we label other people, and are learning the importance of asking permission before identifying someone as a certain gender. In my English class in college, for instance, my teacher was progressive enough to say, "Please let me know which pronoun you'd prefer I use for you.

Meeting 101

Meeting Conversion Campaign 101

Heinz Marketing

SEPTEMBER 25, 2018

By Brian Hansford , VP of Performance Management at Heinz Marketing. Heinz Marketing and CaliberMind have partnered to deliver the “2018 State of Revenue Marketing” report. We surveyed over 200 B2B marketing leaders in the United States to explore how the best marketers think about, measure, report on, and operationalize revenue marketing using data, analytics, and automation to meet their company revenue goals.

B2B 90

B2B Pipeline Lead generation Strategize 90

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

Openview

SEPTEMBER 27, 2018

To sell or not to sell – that is the question among startup founders. As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. Why not? I had a strong sales background, and who knew the product better than me?

Appointment 89

Appointment Contract Sales Up-sell 89

Partners in Excellence

SEPTEMBER 26, 2018

I’m a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their newly released 2018-2019 Sales Performance Report. The very first set of data, in a packed report, fascinated me. It was a comparison of Plan vs Quota Attainment: 2018 SRP Metrics.

Quota 89

Quota Sales Non-Profits Represent 89

Hubspot

SEPTEMBER 27, 2018

Ask any professional athlete or business executive how they became successful, and they’ll tell you they mastered a process. By figuring out which of their habits led to success, which didn’t, and learning from past successes and failures, they could improve their efficiency, effectiveness, and productivity at work. But implementing a process into a business, department, or even a team is a completely different animal than honing your own personal process.

Represent 101

Represent Follow-up Process Start-ups 101

Outreach

SEPTEMBER 26, 2018

The pressure and expectation of sales reps to be more efficient and effective at their trade, more focused on higher profitability, and more reliant on data rather than intuition can feel like an uphill climb perpetuated by innovation - AI, Machine learning, data science, etc. And the truth is, it shouldn’t be! It should be a downhill roller coaster fueled by data science and controlled by the rep, taking the rep straight to the cash prize.

A/B testing 82

A/B testing Non-Profits Technology Technology 82

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

Heinz Marketing

SEPTEMBER 22, 2018

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. How to Explain Content Marketing to Anyone [Fresh Examples]. Explaining content marketing is a never-ending challenge.

B2B 82

B2B Technique Customers Sales 82

Partners in Excellence

SEPTEMBER 28, 2018

Too often, as I work with organizations, teams, and individual, I find people “settling.” By that, I mean, there seems to be some sort of fatalistic attitude or closed mindset that keeps them from doing their very best and seeking the very best from everyone around them. We see it manifested in all sorts of ways: Sales people not taking the time to prepare or research, because they are too busy.

Pitch 82

Pitch Closing Meeting Conversion 82

Hubspot

SEPTEMBER 26, 2018

Asking "How is everyone?" at the beginning of every meeting isn't always the best way to encourage connection and team bonding. Sometimes, you need to take it a step further with an ice breaker. The best ice breakers have the power to strengthen coworker bonds, stimulate better brainstorming sessions, and create an atmosphere of inclusivity. But it's easier said than done, and the wrong ice breaker questions can lead to awkwardness or even increased tension.

Gaming 101

Gaming Meeting Start-ups Promote 101

Sales Hacker

SEPTEMBER 24, 2018

How do modern buyers like to be sold to? Does cold outreach on Linkedin ever work? Is 1 to 1 video an effective selling medium? Does anyone pick up the office phone? A new sales engagement survey from The Bridge Group, Modern Sales Pros and Sales Hacker provides answers to all these questions and more, based on data from nearly 800 survey respondents.

Sales 80

Sales Gaming Up-sell Prospecting 80

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

Jeff Shore

SEPTEMBER 26, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Kelly Riggs, author and speaker, shares his insights with Jeff about the importance of the sales person. After all if sales really just a matter of having the right information, then the internet would be the only place people buy things. No fuss, no muss. Would it surprise you to learn that the sales professional is the single biggest factor in someone’s purchase decision?

Strategic planning 80

Strategic planning Price Represent Sales 80

CloserIQ

SEPTEMBER 25, 2018

So, you’ve landed a sales job. Mazel tov! Now, it’s time to start working. If you want to succeed in your new position, you’ll need to do some early legwork so you get off to a strong start. Here are nine items for your to-do list: 1. Find a mentor and take advantage of their knowledge. An internal mentor is critical for helping you to get accustomed to company culture.

Sales 76

Sales Sports Represent Start-ups 76

Hubspot

SEPTEMBER 25, 2018

If your website is like a house, then your website’s URL is like that house’s address. It defines where your website lives online, similar to how your home address determines where you live in a neighborhood, helping your visitors easily find your site. URLs also help Google understand what your website's pages are about. There are technically five elements of a URL, and they’re discreetly important for optimizing your site’s UX and SEO.

UX 101

UX Networking Up-sell Clients 101

Sales Hacker

SEPTEMBER 25, 2018

This week on the Sales Hacker podcast, we interview Andrea Gellert , one of the most respected marketing and sales executives on the East Coast. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Andrea started her career at American Express and worked extensively on the OPEN program there before making the leap to start-ups.

Process 74

Process Drivers/motivators Strategize Cross-sell 74

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Sales