Anthony Cole Training
AUGUST 25, 2017
Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls.
ConversionXL
AUGUST 23, 2017
Customer journey mapping is a widely used and impactful technique that can help you make better product, marketing, UX, and merchandising decisions. However, like other UX research techniques (including user personas ), there’s some vagueness and obscurity around how to actually create customer journey maps. This article will draw processes and customer journey mapping examples from experts in the field, and you’ll hopefully walk away with a real and clear picture of how to do it on
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A Sales Guy
AUGUST 21, 2017
If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return.
Hubspot
AUGUST 21, 2017
In April, LinkedIn announced it had reached 500 million members, making it one of the most popular social networks for professionals and one of the top social networks overall. But are you using LinkedIn to its fullest potential? With new social networks sprouting up constantly, LinkedIn is a platform that often gets underutilized or put on the back burner.
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
Partners in Excellence
AUGUST 20, 2017
Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” It leapt out of the page, somehow it seems obvious. Yet too often, it seems we behave just the opposite. The very first emails, set the tone–they are some variant of, “Let me tell you why you should buy my product.” Every subsequent outreach, whether by email, telephone, or face to face is about the product or solution.
Engage Selling
AUGUST 25, 2017
I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
AUGUST 24, 2017
Direct mail regularly gets a bad rap as an exclusively outbound-focused tactic that doesn’t keep up with the ways buyers want to consume content. But in the right situations, direct mail could be a crucial differentiator in a world where 78% of consumers have unsubscribed from a company’s email list because the company was sending too many emails. Just as a product that’s similar to a dozen competitors will struggle to take off, marketing that looks like everyone else’s simply won’t be memorable
Partners in Excellence
AUGUST 24, 2017
Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close. I suspect the that number is far larger today. In trying to understand this, broadly, it came down to two reasons: Poor or nonexistent call planning, poor execution.
Engage Selling
AUGUST 24, 2017
The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.
A Sales Guy
AUGUST 25, 2017
Yes, that’s what I said. You’re trying to steal from your prospects and it’s getting irritating? What am I talking about? Why am I saying you’re stealing? Because everytime you send out an email or leave a voicemail asking for “ just 15-minutes of your time” without offering something of equivalent value for that time, you’re stealing.
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.
Hubspot
AUGUST 24, 2017
Two threads on Hacker News recently have shed light on the utter failures of leadership in tech. The first was an honest question: “ Women in tech, how do you find non-toxic work environments? ” The second was in response to an article, “ Why Good People Leave Large Tech Companies.”. These threads read like the Inept Executive Handbook -- failures to address cultural issues, ignorance of the reality of day-to-day life for their employees, mishandling of everything from HR complaints to stock o
Partners in Excellence
AUGUST 23, 2017
It might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. I reflect on the emails and calls, astounded, thinking, “Why do they possibly think I might be interested in a conversation or that I could even be a prospect for their solutions?
Score More Sales
AUGUST 22, 2017
Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn.
A Sales Guy
AUGUST 23, 2017
Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore to understand selling and to sell better you have to understand your buyer’s motivation to change. People need a reason to move, to change and you need to know it.
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Hubspot
AUGUST 23, 2017
As we approach 2018, two things about the near future of marketing are clear: the way we approach social is transforming , and messaging apps are undeniably on the rise. Now more than ever before, having a coherent, actionable Facebook strategy to grow your business is absolutely essential. But as you probably know from experience, this is easier said than done.
The Sales Hunter
AUGUST 25, 2017
We all have 24 hours in a day, and if that’s the case, why is it some people simply get far more done in a single 24-hour period than others over a span of multiple 24-hour periods. Time is a finite resource. In fact, it’s the only finite resource we have, which means our […].
Partners in Excellence
AUGUST 23, 2017
Knowledge is power—this has been acknowledged for years. Let’s assume that’s correct. Many people leap from this statement to saying, the customer has all the power in the buying process. After all, they are at least 57% through their buying process, perhaps according to some research they are as much as 90% through the process before they even get sales involved.
Understanding the Sales Force
AUGUST 21, 2017
Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing? Ken Leeser, a regular reader, suggested that I check out t his article on eliminating bias from hiring. That sounded like it would be a really good thing until I considered this.
Advertiser: ZoomInfo
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Hubspot
AUGUST 22, 2017
I write content for the HubSpot Blog every day, and after more than a year of doing it, I like to think I have a good system. It starts with drinking seltzer and listening to instrumental pop music, and it usually ends with a finished article. But I wondered if others might have better strategies and more efficient hacks than Polar's Dragon Whispers seltzer and 2Cellos' cover of "Despacito.".
The Sales Hunter
AUGUST 22, 2017
It’s time you quit thinking that your inability to close sales is the reason you’re not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […].
SalesLoft
AUGUST 25, 2017
When your opportunities shift from mid-market to enterprise level, deals get larger as more decision makers and money become involved. The length of your sales cycle will undoubtedly increase as well. According to TOPO’s 2017 Benchmark Report, the average sales cycle of enterprise deals is 7.7 months. So roughly 2/3 of the year can be spent working a single account from lead to close.
Adaptive Business Services
AUGUST 23, 2017
Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out! While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden inside this regular curation.
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.
Hubspot
AUGUST 21, 2017
Nothing will impact the way we communicate quite like chatbots. Whether you need to summon a Lyft, book a flight, or even test out a new shade of lipstick, it’s now safe to say, “There’s an bot for that.” By plugging into the messaging apps we already use to talk with friends every day, chatbots sit at the intersection of convenience and utility, redefining what it means for brands to be helpful for their customers.
The Sales Hunter
AUGUST 20, 2017
Are you making the most of the big opportunities that come your way? Today I challenge you to get in the game and pay close attention to the opportunities around you. You have to be intentional, and when you are, you will realize that these opportunities are stepping stones toward success and sales motivation. Check […].
SalesLoft
AUGUST 23, 2017
Account-based sales development requires at least 16 to 20 touches per contact according to TOPO research. To successfully complete that high number of touches, your account-based efforts require strategy and alignment across your entire sales organization. Just like an offensive coordinator in football, sales managers have the visibility to see the entire playing field and can help your reps carry out the right tasks.
Sell Or Die
AUGUST 22, 2017
1:16 - Jeffrey Gitomer joins Mike Pici, Director of Sales at HubSpot, for their Inbound Sales Day 9:42 - Why Jeffrey reads the 1-star reviews 16:30 - How to overcome the "bad experience last time" barrier 22:50 - Is there a difference between selling a product vs. a service? 26:34 - What happens when you're in a situation you're not prepared for? 32:00 - HubSpot developer and inbound sales expert Jon Pavoni joins for a lead-gen and content creation talk you can't miss. 33:10 - People consume co
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.
Sales Gravy
AUGUST 19, 2017
So many ways and places to interact with potential clients; its like your companys own virtual new prospect goldmine!
The Sales Hunter
AUGUST 24, 2017
In September, I will be speaking at one of this year’s premier conferences for sales leadership, sales enablement, and sales operations. I would like to personally extend an invitation for you to join me at the event for your special VIP treatment from yours truly! The Sales 3.0 Conference in Las Vegas will you with […].
SalesLoft
AUGUST 21, 2017
When the stakes are high and quota is on the line, your sales reps’ knee-jerk reactions may be to focus on the accounts that are later in the sales cycle. Their rationale is that the rest of their pipeline can be put off until an account warrants their attention. For now, they need to go for the guaranteed close. As a sales leader, you know that brushing the rest of the pipeline off is a mistake.
Hubspot
AUGUST 22, 2017
These days, agencies tend to get caught up in near-constant talk of creativity, innovation, and disruption. But all that noise can drown out the real reason you’re in this business: to make money. The truth is that you’re trying to make a living -- for yourself, your family, and your employees. And no matter how hard you work to serve clients, when you don’t make money, it’s pretty tough to sustain enthusiasm.
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