Anthony Cole Training
JULY 31, 2018
In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston.
Women Sales Pros
AUGUST 3, 2018
Most sales people agree that planning ahead of time for important sales calls is a precursor for successful call outcomes. However, based on my observation in working with hundreds of sales people over the years, many continue to ‘wing it’. Sales call after sales call, they leave the entire outcome to chance. Pre-Call Planning Overview. The goal of pre-call planning, used in all stages of the sales process, is to think through all the important aspects of a sales call in advance of the meeting
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Hubspot
AUGUST 3, 2018
The business world often uses the terms machine learning, deep learning, and artificial intelligence as interchangeable buzzwords. The problem? Each is uniquely different from its siblings. With so much terminology describing different pieces of the same AI puzzle, it’s easy to misunderstand various components. AI has been around for decades in business and government, but it’s still a relatively new addition to many sectors.
ConversionXL
JULY 30, 2018
You are probably ending your A/B tests either too early or too late. The standard best practice in the conversion optimization industry is to wait until two conditions have been met before ending an A/B test. First, that a representative sample is obtained. Second, that the winner of the test can be declared with 95% certainty or greater. You can see the latter standard touted here and here and here.
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
AUGUST 3, 2018
As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream. All the while, I continued to be amazed by the sales lessons I learned during our daily adventures.
A Sales Guy
JULY 30, 2018
Look, I get it. Closing has been a part of the sales lexicon for decades, shoot maybe even centuries. But, just because it’s been around for a while, doesn’t mean it’s accurate or valid. Here’s the deal. Closing isn’t something you do to someone. I argue in this video, that if you’re a closer, you’re a bad salesperson and I offer a rather compelling argument why.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
AUGUST 2, 2018
This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?
Women Sales Pros
JULY 31, 2018
Hello. It’s Shari here. Writing from beautiful Park City, Utah. I have been blown away by the number of requests I’ve received on social media and email asking me to share prior video posts from my LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite whether it’s The #1 Reason Your Deal Didn’t Close , to The Five Commitments You Must Get to Close a Sale , (filmed live at the taco truck) to Blindspotting, with Jill Konrath.
Outreach
AUGUST 2, 2018
At Outreach, we believe sales is the lifeblood of innovation, and salespeople are the backbone of any business. Our economy was built on the back of sales; the world’s products and services rely on sales teams to be brought to market — sellers who are committed to solving prospects’ pain points and problems. That’s why we’ve made it our mission to support, and amplify the efforts of, every member of the revenue team — from quota-carrying prospector to AE to visionary CEO.
Hubspot
JULY 31, 2018
For now, augmented reality (AR) is still largely a novelty -- AR's newness alone contributes to its ability to surpass print, online, and television advertisements in terms of shock-factor. As The Drum reports , AR can capture people’s attention for over 85 seconds, increase interaction rates by 20 percent, and improve click-through rates to purchase by 33 percent.
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.
A Sales Guy
AUGUST 3, 2018
The results are in. Sales coaching makes a difference in quota attainment. When people are coached, they are more likely to exceed quota by more than 10%. We wanted to know if coaching REALLY did make a difference when it comes to quota attainment in sales. Therefore, we surveyed over 100salespeople and sales leaders to find out exactly who’s being coached, what they’re coached on and the impact of coaching.
Jeff Shore
JULY 31, 2018
By Amy O’Connor . Let me start by saying that no one is interested in your excuses. No one. Ever. Harsh but true. Management cares about results not excuses. That is not to say there may occasionally be legitimate reasons (operational or product shortcomings) that contributed to the loss of your sale. These factors have nothing to do with your intentions or behaviors, but excuses are never the correct explanatory response to why you lost a sale.
Sales Hacker
JULY 31, 2018
This a summary of an inaugural survey by Sales Hacker and LeanData — the State of Revenue Operations 2018. The evolution of Rev Ops. Have we finally cracked the code to revenue bliss? Can Rev Ops really deliver? Key stats from the State of Revenue Operations survey. Top takeaway and full report. The Evolution of Revenue Operations. Businesses naturally obsess about revenue and creating a successful revenue model.
Hubspot
JULY 29, 2018
For many people, posting a tweet, hashtagging an Instagram caption, and sending out an invite for a Facebook event on Facebook has become common practice. (In fact, if you're highly experienced, you probably do all three at once.). But with new social media networks and innovative software cropping up almost daily, even seasoned social media users are bound to run into a term or acronym that leaves them thinking, "WTF?".
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
Gong.io
AUGUST 1, 2018
“Just stop,” s pat the COO from across the table. “I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. Yet this COO kicked my teeth in, leaving me and his ops manager twiddling our thumbs.
Membrain
AUGUST 1, 2018
Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.
Sales Hacker
AUGUST 1, 2018
With so many VoIP options , business may have a hard time choosing the best one. This guide will walk you through the information you need to assess and choose from among the best VoIp providers. At one time, if you were starting a new business, your first call was to the phone company. They’d come in and run wiring, then assign phone numbers to each sales rep’s desk.
Hubspot
AUGUST 1, 2018
What is Business Coaching? Business coaches help entrepreneurs, business owners, and professionals grow in a variety of ways. They receive payment and usually work on a fixed schedule to share actionable feedback, personalized advice, and growth plans for their clients to increase company revenue, accelerate their career, or increase business growth.
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.
Openview
AUGUST 3, 2018
Becoming the absolute leader in your market is not a luxury. It’s a necessity to survive. The old battlecry of “If we can get 1% of a $10 billion market, we’ll be rich!” is some of the biggest maladvice in business history. It sounds so good on paper (the young VCs always think they’re going to make their careers with these investments). But it’s not how markets work in reality.
Membrain
JULY 29, 2018
I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.
Sales Hacker
AUGUST 2, 2018
I love sales and the sales profession. As a kid, I was a terrible student. I got put in remedial classes and was told I needed prescription ADHD pills in order to focus. I didn’t go to a top college. But sales doesn’t care about any of that. The sales profession accepts all regardless of grades or education. On top of that, the amount of money you make will often directly correlates to how hard you work.
Hubspot
AUGUST 3, 2018
Real Estate Taglines and Slogans. “Move to What Moves You” - Halstead Property. “Your Gateway to a Richer Life” - Town and Country Real Estate, The Hamptons. “Move/Forward” - Bond Real Estate. “Where Dreams Come Home” - Coldwell Banker. “Find Your Nook” - Nooklyn.com. “Be Home” - Corcoran Group. “Let us Guide you Home” - Compass. Real estate is a crowded field.
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.
SalesProInsider
JULY 31, 2018
“Nancy… you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I read that email was advice I received early in my sales career: Never underestimate the laziness of your buyer.
criteria for success
AUGUST 1, 2018
Need some new sales training ideas? It's not always about reinventing the wheel. Sales leaders can improve performance by developing a training program that leverages existing resources. Specifically, these are best practices for selling that people on the team are executing. Your top performers are the people who are most likely to have this know-how. [ ] The post Leveraging Your Own Resources: 3 Sales Training Ideas appeared first on Criteria for Success.
Sales Hacker
AUGUST 1, 2018
The post How B2B Demand Gen Leaders Grow Demand (Without Spending More Money) appeared first on Sales Hacker.
Hubspot
AUGUST 1, 2018
How did your grandparents, parents, and younger siblings grow up gossiping about the latest party? I bet they’d all have different answers. Don’t believe me? Let’s take a trip back in time. First, we sent letters. If you think handwriting a card took a long time, think about the time it took to receive a response by plane, train … or pony. The 1800s brought many new technologies, including the telegraph.
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.
KO Advantage Group
JULY 29, 2018
How do your weekends look like? Does it look more like rest days with two side dishes of work or full meal courses of quality time with your family? As an entrepreneur, I acknowledge the importance of work but all the more, the significance of spending some quality time with my son and observing a work-life balance. Now, let’s talk about sales training and your road to becoming a sales rock star.
Accent Technologies
AUGUST 3, 2018
The key to creating effective sales presentations? Make it all about your buyers! SiriusDecisions’ Buyer-Centric Sales Presentation Framework breaks down how. What sets apart the presentation that’s going to close the deal from one that has buyers running away? It may seem like voodoo black magic, however, the answer is actually pretty simple. (more…).
Sales Hacker
JULY 31, 2018
This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in! If you missed episode 17, give it a listen here: PODCAST 17: The True Secrets to Successful Enterprise Sales. What You’ll Learn. The definition of sales enablement and the key elements.
Hubspot
JULY 30, 2018
In 2018, smart home systems and devices are more impressive and all-encompassing than ever. Using a smart system is no longer just about asking Alexa to tell you the weather or play that new Drake song -- now, you can use smart devices to grill chicken at your next family barbecue , turn the lights off in the living room while you’re watching a movie, or vacuum your floors.
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