STAR Results
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.
Anthony Cole Training
JUNE 17, 2019
Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them.
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ConversionXL
JUNE 20, 2019
Google “video hosting platforms,” and you’ll get about 50 million results, along with several paid ads. How do you choose the platform that suits your needs? There’s no single answer. The best video hosting platform varies business by business, depending on factors like: How often you’re uploading; How you plan to use the video; The viewing experience you want to give your audience; The analytics you need; The cash you have to spend.
SalesProInsider
JUNE 19, 2019
For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue. Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.
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
JUNE 16, 2019
I’ve been obsessed with failure recently. More specifically, I’ve been pestering close friends and mentors with the question: “If we know what we should be doing, if we know how to do it, if we know how important it is to our results, why do we consistently fail to do those things?” Unless you are brand new to sales, your name is Rip van Winkle, or you are absolutely clueless, all of us know what we should be doing.
Anthony Cole Training
JUNE 21, 2019
As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
JUNE 21, 2019
Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales. In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects and taking market awareness to a whole new level. While sales feels like marketing just gets in the way of the important work – the actual sale.
Partners in Excellence
JUNE 20, 2019
We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of what it means to be “customer responsive.” Recently, I was watching a sales team work.
Gong.io
JUNE 20, 2019
The position of CRO is relatively new to most organizations and most are still hashing out the role’s nuances. That said, a few outstanding CROs have demonstrated an ability to drive revenue growth while aligning the sales, marketing, and customer success functions. Ever wondered how those folks succeed? We did too. We teamed up with Drift and OpenView to ask some of the top SaaS CROs to share their secrets.
SaaStr
JUNE 20, 2019
I’ve watched many bridge rounds over time from a far, and took $500k in bridge capital at EchoSign myself when our seed round didn’t end up being quite enough to get us to the Series A. But I haven’t really seen bridge rounds from the other side, as an investor, until recently. That’s mainly because over the past 2 years I’ve invested in more early-ish seed companies (vs later seed companies), that often end up needing a second seed, or bridge.
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.
Sales Hacker
JUNE 17, 2019
How do you ensure you’re maximizing your sales team’s potential? How do you inspire your team to go above and beyond what they think is possible? The answers may surprise you. According to the first-ever State of Sales Performance Survey , in partnership with Sales Hacker, Ambition, Gong, AA-ISP, Vidyard, and Factor 8, the key is modern sales performance management.
Partners in Excellence
JUNE 18, 2019
A client asked me to interview a candidate for a key sales role. The sales person had several jobs over the past 5 years, none lasting longer than 18 months. He had been in his current job for 9 months. In each role, he outlined his stellar accomplishments, his great wins, his quota over-attainment. I was suitably wowed! I dug in a little, what’s the onboarding time for each of these roles?
The Sales Hunter
JUNE 18, 2019
You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting. The prospects you close with next month and next quarter are the people you prospect with right now. 2.
Hubspot
JUNE 21, 2019
You've just spent thousands of dollars, countless hours, and have had more organizational nightmares than you'd care to admit, but you're done. The brand new site design you've been working on is finally finished -- and it looks great. However, after a few weeks, you notice something's missing. Maybe it's a simple design error, or perhaps, a feature doesn't work or was overlooked.
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Sales Hacker
JUNE 19, 2019
I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. But every time someone from sales says they’re taking an omnichannel route to drive sales without incorporating live chat or messaging in their sales funnel, I think, “ Huh? ”. Don’t get me wrong… I am all for well-thought-out email blasts and industry events.
Outreach
JUNE 19, 2019
Vacations and time away from work are great, but for sales reps, out of office (OOO) replies have historically required a gauntlet of manual workarounds to pause and resume the Sequence based on the prospect’s availability. And with as many as 18% of emails being OOO replies , that’s nearly one-fifth of a rep’s time bound to administrative organization rather than selling.
Understanding the Sales Force
JUNE 18, 2019
Last week I wrote about First Impressions and today's topic is presentations. That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling? What do Unbroken, Hunt for Red October, and A Few Good Men have in common and what is their relation to selling?
Hubspot
JUNE 21, 2019
When you create an email using a drag-and-drop or module-based tool, you're actually generating an HTML email. There are two main types of email you can send and receive: plain text emails (these are exactly what they sound like -- any email that contains just plain old text with no formatting) and HTML emails , which are formatted and styled using HTML and inline CSS.
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.
Heinz Marketing
JUNE 15, 2019
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Replacing The Sales Funnel With The Sales Flywheel. Should we be changing our current model?
KO Advantage Group
JUNE 19, 2019
It’s that time of the year again--where we get the most “I’ll call you back” responses from clients. The slow months are up, and some clients will probably get back with us during the busy months, but we can’t really wait for 60 or more days. We need a constant stream of revenue, and we need to keep finding ways. Since we can’t have that long of a waiting period, or any waiting period at all (we need to make sales!
Sandler Training
JUNE 20, 2019
Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully. Read Time: 5 Minutes.
Hubspot
JUNE 18, 2019
So, you've read dozens — if not hundreds — of SEO articles online. You've digested countless tips and tricks for improving your website's SEO. You've even (over)paid that self-proclaimed "expert" to help you develop an SEO strategy that aligns with your business goals. But after all of the reading and learning and strategizing, it dawns on you: You haven't actually done anything yet.
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.
SaaStr
JUNE 20, 2019
The incredible, muchly updated From Impossible to Inevitable collection of content from Aaron Ross, Jason Lemkin, SaaStr and new case studies is out. It is really good and a big (50%+) update to the original edition. It’s finally out on Hardcover and is the #1 New Release in Business Management. Please grab it today here ! The post From Impossible to Inevitable, 2nd Edition, is Out in Hardcover and #1 in New Releases on Amazon!!
Sales Hacker
JUNE 20, 2019
If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. And following this rule of thumb I went DEEP on my target persona. I learned their primary goals (personal and professional) to refine my value language… studied org charts and power dynamics to map out procurement process… learned about organizational misalignment to help create healthy tension… You get the idea.
Membrain
JUNE 16, 2019
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
Hubspot
JUNE 18, 2019
You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.
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.
Miller Heiman Group
JUNE 18, 2019
In the latest episode of Move the Deal , CSO Insights Chief Research Officer Seleste Lunsford previews the upcoming World-Class Sales Practices Report and talks with host Greg Moore about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization. CSO Insights is the research division of Miller Heiman Group.
Sales Hacker
JUNE 21, 2019
True success always starts with a plan. And for sales success, nothing beats a strategic sales plan. Designed specifically to help your sales team drive more sales, a sales plan can show you where you’re at, where you want to be, and even more important, how to get there. The question, of course, is how to create a sales plan that actually impacts sales.
Outreach
JUNE 18, 2019
“Y’all want transportation?” “Yes, Ma’am.”. The voices crackled in my headset as my brother expertly landed the two-seater prop plane at George T. Lewis Airport, Cedar Key, FL, a strip of asphalt 100 feet wide and just over a half mile long—the shortest paved runway in Florida. Our “transportation” showed up moments later— a sweet woman driving a minivan, her dog as her co-pilot.
Heinz Marketing
JUNE 18, 2019
By Lauren Dichter , Marketing Consultant at Heinz Marketing. Is there a brand that has a special place in your heart? One that may have its imperfections, but always seems to eclipse them with enjoyable experiences? For me, it’s Nordstrom. Last week I received a pair of shoes in the mail that—GASP—didn’t match! One was a size 6.5 while the other was an 8.5.
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