Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

Conversion 150

Conversion Pipeline Drivers/motivators Prospecting 150

Women Sales Pros

JANUARY 24, 2019

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. Easy, peasy – right? Not so fast. It turns out that you have quite a diverse sales audience with varying levels of sales acumen.

Entertainment 107

Entertainment Strategize Inside sales Consult 107

Membrain

JANUARY 20, 2019

Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their current culture looks like, how they got where they are today, and what needs to change to make them more successful.

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Sales 103

Openview

JANUARY 24, 2019

Editor’s Note: This article first appeared on LinkedIn here. . “Who knows, you may be that close. You could be uncovering a blind spot or two away to take your career to the next height…” Assegid Habtewold , The 9 Cardinal Building Blocks: For Continued Success in Leadership. Blind spots, we all have them and they have the potential to be damaging.

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Sales Clients Growth Conversion 94

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

RAIN Group

JANUARY 23, 2019

There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM.

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Sales 102

Women Sales Pros

JANUARY 22, 2019

Take a look at the word “kickoff.” It’s charged with excitement, anticipation, and energy. Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently say we held some great sales kickoffs. They were a combination of entertainment and education that made salespeople excited to be part of a great sales organization.

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Territory Entertainment Consult Sales 97

Understanding the Sales Force

JANUARY 22, 2019

Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news. When I listen to and watch the news, it seems that those on the fringes and representing special interest groups get the most attention, benefit of the doubt, dictate how everyone else should think and act, and cause tremendous tension and stress.

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Represent Sales Consult Process 94

Membrain

JANUARY 23, 2019

Once upon a time, my youngest brother - who wasn’t very tech savvy at the time - worked with me selling enterprise IT automation software. He was very successful, far more than seasoned IT salespeople on the team, and I couldn’t quite explain why.

Technique 94

Technique Sell 94

Women Sales Pros

JANUARY 21, 2019

Remember from last year’s Sales Kickoff? The theme? The awards ceremony? That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to? How many of those are actually being used 10 months later? Here’s a sobering fact: 77% of what we learn within a week is forgotten.

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Presentation Sales Follow-up Up-sell 96

Hubspot

JANUARY 21, 2019

Guess what? Global marketing is no longer reserved for brands with deep pockets, nor is it a huge hassle for already over-burdened marketing managers. In fact, a global presence is possible for any business with a creative strategy and an understanding of world markets. What Is Good Global Marketing? Global marketing is the act of focusing a product on the needs of potential buyers in other countries.

Territory 101

Territory Trust Hospitality Campaign 101

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

SaaStr

JANUARY 24, 2019

As you scale your salesteam, unless you are very careful whom you hire and how you train them, incentives being what they are in variable compensation, some negative behavior will creep in. Prospects will be … if not lied to … then told half truths. Told that the product does something it doesn’t quite do. That a use case makes sense, when it doesn’t.

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Commission Sales Closing CRM 89

Understanding the Sales Force

JANUARY 23, 2019

Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs he had created. For the first time in recent memory, salespeople as a profession GOT BETTER! That's right, when we compared the results of the 85,000 or so salespeople that were evaluated in 2018 to the 80,000 or so salespeople that were evaluated in 2017, there was a measurable improvement in overall scores!

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Growth Sales 88

Women Sales Pros

JANUARY 23, 2019

Sales kickoff events are learning events. And even with online learning gaining prominence in sales organizations, these live, in-person events are still critical to skill development and sales results. Your annual sales kick off needs to serve as a learning experience, providing the content and connections that sellers need to win more business. These tips are focused on how to create the right learning environment for your sales teams.

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Objectives and Key Results Relationship building Sales Strategize 92

Hubspot

JANUARY 21, 2019

Starting a YouTube channel is a lot of work. Not only do you have to spend time scripting, producing, and editing videos, but you also have to find a topic you’re passionate about and make sure it resonates with people. To help inspire you, we found nine popular YouTube categories that you can start a channel about. Read on to learn why viewers love to engage with these types of YouTube videos, and start ideating your YouTube channel today.

Entertainment 94

Entertainment Technique Education Follow-up 94

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

CloserIQ

JANUARY 21, 2019

Hiring candidates for entry-level sales positions can feel like a perilous endeavor. Most candidates lack sales experience, and that tends to make hiring managers nervous. But while selecting inexperienced candidates may seem like a gamble, it’s not. Even if a candidate doesn’t have a sales record, there are still plenty of ways to evaluate his or her potential to sell.

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Gambling Construction Entertainment Sports 92

Partners in Excellence

JANUARY 23, 2019

This morning, I’m doing work in a rare day in the office. A sales person calls. He’s actually pretty interesting, but I pause him mid-pitch, asking, “What caused you to call me now? Is there something that caused you to think it’s critical for us to talk about the issue this week, versus in 6-9 months.” I have to credit the sales person, he was at least honest with me, “Your company is on my call list for today, but I don’t know what you might be interes

Prospecting 87

Prospecting Pitch Campaign Clients 87

Women Sales Pros

JANUARY 25, 2019

With so many underperforming sellers, why put on an annual “rah rah” event only to turn everyone loose to go back to what they did before that hasn’t worked? Take the SKO as a time to regroup and re-focus on the priorities of the sales team’s mission. LEADERSHIP SETS THE STRATEGY Leaders – from CEO down set the stage for what is important for sellers to focus on this year.

Sales 86

Sales Presentation Contact Up-sell 86

Hubspot

JANUARY 24, 2019

Manual data entry might be one of the most tedious and inefficient tasks in the working world. Not only does it put you to sleep, but it also wastes precious time and resources, slashing your productivity to bits. In fact, data entry wastes over 10 hours per week for certain sales teams. Fortunately, there’s technology that can automate these mind-numbing tasks, eliminating human error and letting you focus on the work that actually matters -- workflow automation.

Finance 94

Finance Technology Technology Trust 94

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Pipeline

Engage Selling

JANUARY 25, 2019

?????There’s an expression floating around these days that I love: corporate promiscuity. What exactly is that and how does it relate to us as sales leaders?

Sales 89

Sales Clients Customers Sell 89

Sales Hacker

JANUARY 23, 2019

Last week, I got a marketing email announcing a major promotion (three months free) about a product I had just purchased and paid full price for. When I contacted my Sales rep to ask about the promotion and see if they could grant me the discount, he said he knew nothing about it. Needless to say, this made him look bad in my eyes. I mean, why did I know more about his company than he did?

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Teamwork Sales Healthcare Follow-up 88

Partners in Excellence

JANUARY 22, 2019

We all know the importance of conducting discovery calls. In principle, a discovery call is to help us learn more about the customer, their needs, problems, dreams, and goals. Once we “discover” these, we can determine whether the customer has a need that we can address, we can assess the urgency and interest the customer might have in addressing those needs.

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Non-Profits Pitch Process Growth 83

Hubspot

JANUARY 22, 2019

When Liam Harwood , a Software Engineer at HubSpot, was in elementary school, he loved playing video games. But unlike most kids his age, he also created them. As a 10 year-old, Liam would spend hours hunkered over an old computer in his basement, coding simple games in QBASIC or Quick Beginner's All Purpose Symbolic Instruction Code. Liam quickly mastered QBASIC and created the most advanced games he could in the rudimentary language.

Engineering 90

Engineering Gaming Drivers/motivators Represent 90

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

Jeff Shore

JANUARY 22, 2019

By Jeff Shore. ?Decision-making is really an exercise in how to process uncertainty. Where there is no uncertainty, there is no decision. I’m hungry – should I eat? Not much of a decision, right? There is certainty in the facts (I’m hungry) and so the outcome is fait accompli (I eat!). But what should I eat? I’m at a Cheesecake Factory and I have literally hundreds of options in front of me.

Process 80

Process Sales Technique Drivers/motivators 80

Gong.io

JANUARY 25, 2019

Quick Links 1. Magic Bullet Questions 2. Learning Questions 3. Experience Questions 4. Motivation Questions 5. Leadership Questions 6. Miscellaneous. You may want to bookmark this page for future interviews. Making a great hire comes down to the interview questions you ask your sales candidates. And so many sales leaders get them wrong. They stick with generic , run-of-the-mill questions such as “Why should I hire you?”.

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Quota Sales Drivers/motivators Objection handling 80

Partners in Excellence

JANUARY 21, 2019

I am flattered that Brandon Bornancin wants to interview me for his upcoming book on the secrets to selling. I fear that I may be a little disappointing. When Brandon and his team first asked, my response was, “The real secret is there are no secrets. You have to do the work!” I’ve been saying this in this blog, in keynotes, on LinkedIn—wherever I have the opportunity.

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Sell Pitch Technique Up-sell 82

Hubspot

JANUARY 21, 2019

Welcome. I’m glad you're here. You might be in the midst of launching a startup. Maybe you’ve planned out your path into the world of startups and have yet to start … or perhaps you’ve simply dreamed about your startup behind-the-scenes. Regardless, welcome. We know this journey is emotional, difficult, scary, exciting, risky, and rewarding. I get it, and I’m honored you’ve chosen HubSpot as a key resource.

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Non-Profits Agriculture Growth Launch 85

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

Miller Heiman Group

JANUARY 25, 2019

Without an effective sales enablement strategy , your sales team can say goodbye to meeting quota at the end of the year. That’s because sales enablement is a framework for predictably increasing sales productivity by providing content, training, and coaching to sales professionals. Just as steel is the framework of modern industry—enabling everything from overseas travel to seventy-floor skyscrapers—a sales enablement framework should be at the center of your sales team’s growth strategy.

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Quota Sales Follow-up Service 77

Outreach

JANUARY 24, 2019

In outbound sales, it takes brain more than brawn to engage prospects and close deals. The spray-and-pray strategy may get some replies, but it is a waste of valuable time and resources. You can, in theory, build pipeline by spamming every email on an event list or every executive on LinkedIn, but 99% of those leads won’t convert to customers. As we learned recently , aggressive sales emails may get more total replies, but a targeted, helpful, consultative approach will get more positive replies

Prospecting 80

Prospecting Pipeline Sales Consult 80

Partners in Excellence

JANUARY 22, 2019

I wrote about how badly too many sales people conduct discovery with their customer: Are You Guilty Of Conducting “Non-Discovery?” It’s useful to expand on that initial post. We know the importance of focusing your prospecting and pipeline development efforts on people and companies fitting your Ideal Customer Profile (ICP). These are the customers who are most likely to have the problems/challenges that our solutions address.

Pipeline 76

Pipeline Education Prospecting Start-ups 76

SalesforLife

JANUARY 24, 2019

Assuming you’ve been reading our blogs, you know I whole-heartedly believe and execute towards helping the modern, digital sales organization.

Sales 85

Sales Sell 85

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service