Anthony Cole Training
OCTOBER 22, 2019
In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.
Membrain
OCTOBER 23, 2019
What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities.
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Hubspot
OCTOBER 25, 2019
Instagram is an undeniably viable platform for marketing in 2019. In fact, Instagram has officially reached more than one billion active monthly users -- which means it's now more popular than social media giants such as Twitter or LinkedIn. That's a lot of users sitting around, waiting to see your content. So, how can you reach all of those users and create opportunities for them to engage with your brand?
The 5% Institute
OCTOBER 22, 2019
Best sales books; with so many articles, which one’s should you focus on reading? Personal development, such as listening to informative podcasts, business and sales related audio books, and sales training should be a part of your daily activities if you want to succeed and win more sales. Another important, yet sometimes forgotten activity (due to our busy lifestyles and schedules), is reading books.
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
Anthony Cole Training
OCTOBER 25, 2019
In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.
Women Sales Pros
OCTOBER 25, 2019
When I hired a sales coach over a decade ago, things didn’t just start happening in my professional life; things started happening in my personal life as well. It started with a small change in the way I interacted with my husband. At the end of most days, he would come home, greet the dog, grab a couple of beers, and trek down the stairs to my home office.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
OCTOBER 25, 2019
Let's talk about supplier management. You need a specific product or service to run your small business, so you reach out to your suppliers and tell them what you need. They provide it. You pay them for it. End of story. Sound too easy? It is. Yes, the process of procuring goods can be more complicated than the description above. There can be payment issues, supply shortages, miscommunications that lead to incorrect shipments and scheduling delays.
ConversionXL
OCTOBER 21, 2019
When it comes to Google BigQuery, there are plenty of articles and online courses out there. Most are “tech to tech” explanations—which are great. But they can be intimidating for those beginning their marketing-to-tech journey. So where exactly do you start? Or, if you’re already using BigQuery, how can you go further and do some really cool stuff with it?
Membrain
OCTOBER 20, 2019
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.
SaaStr
OCTOBER 19, 2019
There are a couple of exercises you just have to do when you go to hire your first VPs. Because the cost of a mis-hire is so high. It’s not just the money, and the recruiting fee. It’s all the lost time. And the wrong hires that VP will make. A bad VP will set you 6-15 months back. You can’t afford that. The best exercise is to have them do a 60-day plan.
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
OCTOBER 22, 2019
As a marketer, you usually wear a lot of hats at your company. SEO expert? Check. YouTube aficionado? Check. When I was working at an agency, it was important to learn everything I could about SEO and drive results for our clients. But I was no SEO expert. In order to keep our SEO tactics competitive, I kept this SEO definitive guide bookmarked so I could come back to it whenever I was strategizing for a client’s SEO.
Force Management
OCTOBER 23, 2019
Sales managers deserve support from your organization, starting with a clear definition of what success looks like in their role. Great companies start with a strong blueprint that includes the processes and tools that enable sales managers to drive success at the team level.
Membrain
OCTOBER 23, 2019
From quite early on, in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.”.
SaaStr
OCTOBER 21, 2019
The best founders really know their sh*t. The best founders just know everything cold about their business: They know the competition cold. They don’t mock the competition, or say it doesn’t exist, or not acknowledge their strengths. They know where they are strong, and where the others are strong. They know their core metrics cold. Their ARR and ARR growth rate.
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Hubspot
OCTOBER 24, 2019
Have you ever considered holding a unique and fun business event for your target audience and customers? An event with engaging content, interactive exercises, and networking — all with the potential of improving your brand awareness, converting more leads into paying customers, and boosting revenue? While the idea for and potential results of this event are great, you also may have thought, “. it’s impossible to host this event — our base of customers, colleagues, and members of our professiona
Engage Selling
OCTOBER 23, 2019
Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?
Heinz Marketing
OCTOBER 24, 2019
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. Every Thursday we feature a B2B sales, marketing or business leader in our own series and our own version of “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.
The 5% Institute
OCTOBER 20, 2019
Hunter vs farmer: chances are that you’ve heard this sales analogy before, but what does it really mean? And which one of the two is the best strategy to increase your leads, sales, and overall profit? In this article, we’ll look at what the hunter vs farmer analogy means, and which one you should focus on depending on where you are at with your business and required sales outcomes.
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.
Hubspot
OCTOBER 25, 2019
What comes to mind when you think of SEO? "Permalink" probably isn't the first or second thing, maybe not even the tenth thing. The truth is, though, permalinks and SEO have a lot more in common than you may think, and — when done correctly — can only benefit your website in the long run. Luckily, permalinks are fairly simple to master, which is good, and vital to SEO value.
Engage Selling
OCTOBER 25, 2019
There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.
Highspot
OCTOBER 23, 2019
As the new year quickly approaches, it’s time for sales enablement practitioners to begin to research trends and strategize for 2020. Common questions such as, “How is sales enablement evolving?” and, “How do I ensure I’m driving business impact?” rise as enablement teams review current metrics and finalize goals.
G2
OCTOBER 24, 2019
The internet is an endless virtual space that hosts thousands of platforms in which your brand can make itself known and reach a wider audience.
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
OCTOBER 25, 2019
One day I was scrolling through BuzzFeed (as one does … ), when, all of a sudden, I got the dreaded 404 error code. As a user, I didn’t understand why I was getting an HTTP status code, or what it meant. If you're anything like me, you're probably wondering, Wait…What’s an HTTP status code? Simply put, HTTP stands for HyperText Transfer Protocol. Essentially, this is the protocol that facilitates communication between your browser and a web server.
Engage Selling
OCTOBER 24, 2019
There’s a truth about gatekeepers that you need to be thinking about. Namely, that you create them. You read that right. You’re creating your own gatekeepers.
SaaStr
OCTOBER 19, 2019
Right now, the answer seems to be “both”. Best-of-breed solutions seem to have been the big winners in the current generation of SaaS — Zoom, Slack, etc. — at least on the surface. But if you squint, you’ll see a lot of growth in suites and solutions with multiple products: Salesforce now have 4 huge $1b+ clouds. Intercom has multiple core products.
SalesProInsider
OCTOBER 23, 2019
When’s the last time you considered who’s in your winning circle when you’re successful in your selling efforts? After all, the goal of our selling activities is to win business, trust, and a long-term customer or client, isn’t it? Who Really Wins? Yet – who really wins when a sale is made? Is it: The buyer? The company providing the solution?
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.
Partners in Excellence
OCTOBER 22, 2019
Recently, I had an interesting email exchange with someone who clearly had bad experience with sales people. The conversation started around the “intrusiveness,” and “obnoxiousness” of sales people “interrupting” this person’s day. I had a lot of empathy for this person. Every day, I can calls from numbers I don’t recognize (the majority of them are local, even the same exchange……).
Selling Power
OCTOBER 23, 2019
When you understand what motivates salespeople, you can more effectively manage their performance. You can think of motivation in terms of six main categories.
SaaStr
OCTOBER 22, 2019
So SaaStr Inc. is on a growth spurt and our tiny team needs some help. We’ve learn a lot over the years and really we only want to hire folks that know and believe in SaaStr. And ideally, have a mix of B2C and B2B experience. (Because SaaStr Inc. is a really sort of a media/community company, but our consumers and customers are all B2B/SaaS).
Hubspot
OCTOBER 23, 2019
I'm on the floor in this tiny office above a bar in Mountain View, fiddling with the wifi router and thinking to myself -- "Wow, so this is what it's like to be a CEO!". Like a lot of you reading this, we had dreams of being a big, successful tech company, but in order to do it, we needed to create a new category of business. There are a few reasons you might think you want to do this: Take advantage of a new trend.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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