Anthony Cole Training

SEPTEMBER 6, 2018

Child: "Can I have ice cream for dinner?".

150

150

Understanding the Sales Force

SEPTEMBER 6, 2018

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

Sales 130

Sales Consult Closing Growth 130

Membrain

SEPTEMBER 5, 2018

In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging and closing enterprise business, without adding necessarily new members to the team.

Closing 94

Closing Sales 94

Partners in Excellence

SEPTEMBER 6, 2018

I can already picture half the readers. Raising their eyebrows, perhaps rolling their eyes, thinking, “Well Dave, the answer is obvious…… ” The obvious answer is to address needs, perhaps to solve a problem. Once that is acknowledged, the more sophisticated immediately leap to understanding the buyer’s journey. Too many focus only on the “seller’s journey.” hoping the buyer is interested in riding along.

Manufacturing 93

Manufacturing Up-sell Sell Customers 93

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

Jeff Shore

SEPTEMBER 4, 2018

By Jeff Shore. We are sales professionals, and therefore we very much love three letters: Y-E-S. Is there a sweeter sound than that of a hard-earned “yes” at end of a sales presentation? I think not. The converse, of course, is also true. The word “no” is like a dagger in the heart. The word falls upon us as if weighing two tons, and we are Wile E. Coyote under its crushing weight.

Presentation 91

Presentation Prospecting Conversion Customers 91

Openview

SEPTEMBER 6, 2018

Editor’s Note: This article first appeared on the Avenue Talent Partners blog here. If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. It is PAINFUL when your best people leave you and you’re left figuring out how to rebuild. But if you’ve experienced this first hand, you’re not alone – some of the data swirling around on sales retention for tech startups is a little scary:

Gambling 88

Gambling Sales Promote Trust 88

Partners in Excellence

SEPTEMBER 6, 2018

We all know how difficult it is to change. Whether it’s our own personal habits/behaviors, those of our teams, our organization/company, or getting our customers to change. There endless pithy quotes both about the importance of change and the challenges of change. There are 1000’s or articles (add one more to the stack) about how to drive change.

Teamwork 89

Teamwork Territory Pipeline CRM 89

Heinz Marketing

SEPTEMBER 5, 2018

Why is B2B marketing so bad so often? Sure, there are plenty of smart and talented marketers who produce some interesting campaigns that generate incredible results. They are exceptions and not the standard. Don’t be offended. I’m not here to socially shame or condescendingly lecture the world of B2B marketers. I’m the first to admit I make lots of mistakes and my learning journey is full of potholes, mistakes, and wrong turns.

B2B 87

B2B Teamwork Campaign Strategize 87

Sales Hacker

SEPTEMBER 6, 2018

Sales is a hyper-social, customer-facing role that can get highly stressful. In this article we talk about the top indicators of sales burnout and how to tackle them. We all know Sales is the job for the people person — the high-flying, always-on-the-go charmer that’s on the phone, in meetings and/or closing deals. The same goes for recruitment — you’re constantly talking to people, helping them find their next big opportunity.

Quota 84

Quota Sales Follow-up Meeting 84

Women Sales Pros

SEPTEMBER 5, 2018

Some called him a war hero, others a giant of the senate, still others, a truth teller, regardless of politics or party. Late Saturday night, John McCaina great leader father and husband departed from life. His daughter, Meghan McCain, wrote a stunning tribute, one that any parent could only hope to receive from their child. Meghan’s unfailing love and admiration for her father got me thinking about who we are to others – how we show up in the boardroom, the sales room and the living rooms in ou

Cold Call 87

Cold Call Quota Sports Sales 87

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

CloserIQ

SEPTEMBER 4, 2018

The research is very clear: more diverse sales teams do better. According to an article written by sociologist Cedric Herring and published in The American Sociological Review , companies with the highest levels of diversity brought in 10-15 times as much revenue as compared to companies with the lowest levels of diversity. Diverse companies tend to have greater revenues, market share, and customers.

Sales 81

Sales Pipeline Market share Meeting 81

Jill Konrath

SEPTEMBER 5, 2018

I trudged into the coffee shop, ordered a large mocha and sat down in the corner. I was dripping professional discouragement. It's been five months since I published my weekly newsletter—something I've done religiously for over a decade.

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39

Sales Hacker

SEPTEMBER 5, 2018

Doug Landis is a Growth Partner at Emergence Capital and on this episode, he chats about his top strategies to improve sales productivity. Tune in! If you missed episode 22, check it out here: PODCAST 22: Being a Successful Account Executive — There’s More to it Than Hitting Quota. What You’ll Learn. What messaging helps sales teams win and how to tell a story effectively.

Product 82

Product Sales Up-sell Growth 82

Membrain

SEPTEMBER 2, 2018

Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer.

Meeting 79

Meeting Customers Sales 79

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B2B

Hubspot

SEPTEMBER 7, 2018

Instagram Stories has extended the amount of time people spend in the app by approximately ten additional minutes. But, while that extra time means more attention and focus on your brand, it won't translate to much if you can't get that traffic back to your site. If you have over 10,000 followers or you're a verified user, you have an incredibly effective tool at your disposal -- the swipe up link.

Campaign 78

Campaign Follow-up Service Product 78

Partners in Excellence

SEPTEMBER 4, 2018

One of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I pose the question, “Who’s your ideal customer,” it’s usually met with an eye roll and sigh. It’s usually answered with: “It’s the organizations that buy our products… ” “It’s the enterprise… ” “It’s a C-level executive…” “Every company can

Customers 75

Customers Manufacturing Sell Prospecting 75

Sales Hacker

SEPTEMBER 7, 2018

The post 7 Ways to Ramp New Sellers to Full Quota Lightning Fast appeared first on Sales Hacker.

Quota 74

Quota Sales 74

Selling Power

SEPTEMBER 6, 2018

How can you hire the right salespeople and retain them? Consider these tips.

Sales 73

Sales 73

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

Hubspot

SEPTEMBER 5, 2018

I’ll be honest. When Brian Halligan (HubSpot’s CEO) started talking about retiring the funnel and adopting the flywheel as the model to think about our business, I was not very happy. See, I love the funnel. It’s been my trusted sidekick for years. It’s given me the hard feedback I’ve needed, celebrated my team’s successes, and gotten me out of more growth troubles than I care to admit.

Promote 78

Promote Growth Prospecting Education 78

Partners in Excellence

SEPTEMBER 4, 2018

I was sitting in a series of reviews. Sales people were walking through their pipelines, key deals and other issues. The team was struggling to make their numbers. Of course, there were a number of execution issues, with each sales person, there were challenges they had created for themselves. Chasing poorly qualified deals, not executing the strongest deal strategies, poor planning…… Their manager coached people on various areas, all focused on improving their abilities to execut

Pipeline 75

Pipeline Service Sales Process 75

Engage Selling

SEPTEMBER 7, 2018

????????????????????????????????Sorry, your customers don’t want to partner with you. In fact, they hate partnering with you. Let me be a little more clear. It’s nothing personal. They hate partners in general. Why?

Customers 73

Customers Sales Clients Closing 73

Sales Hacker

SEPTEMBER 4, 2018

What is Customer Success and why do you need it? This mini guide talks about this and more. Also inside are actionable steps to get started with CS! Gain a new customer, you increase revenue. Lose an existing one, your company’s sales potential drops. What happens when you lose more customers than you gain? Doomsday — and the painful clarity of failure.

Customers 71

Customers Cross-sell Referrals Growth 71

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

Hubspot

SEPTEMBER 6, 2018

Us marketers are a tight-knit tribe. We share a lot of similar beliefs. We believe that content is king, that nothing is as sweet as first-page first position, and that interruption is the enemy. We also believe that video is the future. Right now people spend a staggering six hours a day watching video , and that number is only increasing. But I’d like to let you in on a little secret: even though us marketers know that video is the future, that our customers love it, and that it can be the mos

Niche 78

Niche Service CRM Prospecting 78

Jeff Shore

SEPTEMBER 6, 2018

By Amy O’Connor. From the consumer’s perspective, making a buying decision can feel like mental gymnastics. Should they do this or that? Bend or twist? Leap or spring back? Buying is often confusing and overwhelming. Enter the sales hero – a sales professional who senses the distress and saves the day. That’s you! To be a sales hero, you must help your customer achieve clarity and certainty in three critical decision-making areas.

Customers 67

Customers Trust Price Closing 67

RAIN Group

SEPTEMBER 5, 2018

Written by: Mike Schultz and Gord Smith. When it comes to selling financial services, professionals are usually faced with three common challenges: Creating new conversations with potential clients. Leading conversations and winning business against stiff competition. Maximizing business with current clients. The good news is that you can overcome these hurdles.

Service 67

Service Clients Conversion Sales 67

ConversionXL

SEPTEMBER 6, 2018

I’m doing a new series of video interviews. If you like this one and want more, subscribe to my channel. In this video, I sit down with AJ Wilcox, founder of B2Linked Agency and expert on all things LinkedIn Advertising. You can check out his LinkedIn Ads course on CXL institute. [This post contains video, click to play]. Subscribe to our YouTube Channel.

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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

Hubspot

SEPTEMBER 5, 2018

To increase conversion rates on your ecommerce website, no part of the user journey can be overlooked. From that initial landing page through checkout, every step a user takes on your website needs to be carefully designed with that final purchase in mind. But building a user path that successfully balances an enjoyable shopping experience with a clear path to conversion is easier said than done.

Conversion 78

Conversion X-functional Angle Click Through Rate 78

Jeff Shore

SEPTEMBER 5, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff explores why your customers might be cynical. Customers cynical? Is that really a surprise? As a sales professional, wouldn’t it be more surprising if your customer wasn’t cynical? So, today’s word of the day is empathy. Join us as Jeff gives you the key to overcoming objections by relating to your customer and what they’re feeling.

Objectives and Key Results 65

Objectives and Key Results Customers Price Sales Experience 65

InsightSquared

SEPTEMBER 5, 2018

It’s that time of year again and here at InsightSquared, we are gearing up for our sixth annual Dreamforce. As part of our 2018 presence, we are partnering with our customers, industry leaders, and the revenue ops community to host two break-out sessions, as well as sponsor Ops-Stars. These sessions and our sponsorship booths will provide sales, marketing, and business ops professionals alike with actionable takeaways to help solve business challenges and grow revenue.

Pipeline 63

Pipeline Consult Growth Strategize 63

Accent Technologies

SEPTEMBER 7, 2018

For starters, keep your pitch focused on what’s most important and highlight what leadership cares about. Here are 6 things you should focus on: No sales enablement project happens without the approval and buy-in of executive leadership. Time is valuable for executives, so how do you present a comprehensive plan without drowning them in the details?

Pitch 63

Pitch Sales Presentation 63

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Sales