Anthony Cole Training
AUGUST 29, 2017
I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.
A Sales Guy
AUGUST 28, 2017
Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? I feel you. The problem, however, isn’t the CRM. It’s you and how you use it.
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ConversionXL
AUGUST 28, 2017
Usability testing is important, but when you’re juggling tons of other tasks – acquisition, hiring, and whatever other fires you need to put out daily – it can be thrown on the back-burner. “I don’t have the luxury of focusing on UX right now,” you may say to yourself. But this guide will prove that usability testing need not be time consuming, expensive, or obstructive to any other priorities you may have.
Hubspot
AUGUST 30, 2017
Mad Men fans everywhere remember the pivotal first scene where we learn just how talented Don Draper is at his job. Faced with an almost-impossible copywriting task, he rose to the occasion to solve a huge problem for his client, Lucky Strike. In spite of research warning customers of the dangers of cigarettes, Draper delivered the iconic slogan -- "It's toasted" -- to differentiate the brand from its competitors.
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
SalesFolk
AUGUST 28, 2017
When your leads lists are hundreds, or even thousands, strong, it’s impossible to research and address the specific business challenges of every single contact. After all, nobody has the time or energy for that many people, and the more people you can tailor your message to, the better, right? Wrong. When you need to address a large audience, it’s easy to fall into the trap of thinking generic is better, whether it’s with the benefits you mention or the sentences you write.
Partners in Excellence
AUGUST 27, 2017
It seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique you recommend that causes prospects to want to meet?” “What is the best technique to overcome objections?” “What is the way I can get my customer to select our solution?” “What is the latest technology that will cause our team to consistently hit their numbers?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Pointclear
AUGUST 29, 2017
Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.
Hubspot
SEPTEMBER 1, 2017
Customers are more inclined to engage with or purchase from brands they feel the strongest connection with. This isn't a new development. What is new is the definition of the term “engagement” itself, or more accurately, what defines a customer’s engagement. For many customers today, an experience is inauthentic if it’s not interactive. Meaning, they have to be able to reach out and feel like they’re grabbing the thing you’re selling, which is a far cry from the days where leaving a comment on a
Score More Sales
AUGUST 29, 2017
Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.
Jill Konrath
AUGUST 29, 2017
For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Why? Because I think we've reached a point where the environment we live in and the ways we work are getting in our way.
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.
The Sales Hunter
SEPTEMBER 1, 2017
If you’re a leader, you would think people value your opinion and what you say. Challenge is are they only valuing it because of your position or what you sell? Years ago I was in the consumer packaged goods industry selling to retailers, and the most arrogant competitor I had were the salespeople with P&G. […].
Hubspot
SEPTEMBER 1, 2017
The last time I made an appearance here on the HubSpot Marketing Blog, I wasn’t shy about my love of experiments. At the same time, I wasn’t shy in my sense that, all too often, they’re conducted for the wrong reasons. We talked about how the purpose of online experiments is to answer questions about how people use your website. But how do you know which questions to ask?
Adaptive Business Services
AUGUST 30, 2017
I spent most of my professional life as a sales manager in some form or another. I had my share of successes and … not such successes. Most of these were related to the hiring and development of reps. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! Certainly, if I were to hire and develop salespeople today, you would have to be an idiot to not take advantage of today’s technologies like hiring software, videos, and video conferencing.
SalesLoft
SEPTEMBER 1, 2017
New hires take an average of 4.8 months to ramp to full productivity according to TOPO’s benchmark report ( get TOPO’s latest benchmark report here ). That’s well over an entire quarter spent in rigorous training sessions without an actual sale in sight. Don’t get me wrong, onboarding correctly is important. New account executives need to develop an in-depth knowledge of your product or service, from competitive intel to the most minute technical details.
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The Sales Hunter
AUGUST 29, 2017
What’s the best way to follow up with a prospect? For starters, begin the next conversation (regardless of what form it might be — email, phone, etc.) by repeating or asking about something the prospect shared with you the last time you talked. When we start the next conversation by restating what the prospect shared […].
Hubspot
AUGUST 31, 2017
We're about to hit September, and you might be feeling anxiety about you or your family heading back to school, the busy season at your office, or the prospect of a limited number of beach days left in the year. We feel you -- because even though we took a summer break, social media networks sure didn't. Social networks are constantly innovating new products and making tweaks that are hard to keep up with, which is why we started writing this monthly social media news roundup.
The 5% Institute
AUGUST 31, 2017
Anyone who knows me well knows I’m big into Social Psychology. History is another passion of mine, however that’s a topic for another conversation. Like a moth to a lamp, I’ve always been drawn to and in awe of learning about what makes us tick; why are we right here right now in our lives? What got us here – both consciously and more fascinating subconsciously?
SalesLoft
AUGUST 30, 2017
It seems like every day a new piece of research finds that it takes five, no ten, no fifteen touches to make first contact with a prospect. While research firms can endlessly debate whatever that exact number may be, one thing is crystal clear: sales development requires persistence. But being persistent should not be confused with pestering. Spamming a prospect over and over again is far more likely to drive them away than get them on the phone.
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.
The Sales Hunter
AUGUST 27, 2017
What can you do better than anyone else? Are you maximizing your strengths? When you maximize your strengths, you accelerate your motion toward more sales success. Maximize your strengths 10-fold and you will be amazed at the results. Check out the video to see what I mean: A coach can help you excel […].
Hubspot
AUGUST 30, 2017
Did you know that 50% of Instagram users follow a business , and 60% actually use Instagram to learn about a product or service? In fact, there are currently over 700 million Instagram users, and that number is expected to reach the one billion user milestone by the end of 2017. How's that for a potential audience for your business? Instagram is one of the fastest growing social networks out there -- and with good reason!
Engage Selling
SEPTEMBER 1, 2017
Today, we’re going to talk about value and specifically selling value instead of price. If I had to guess, 75% of the times that I’m in front of an audience, the salespeople say, “My clients don’t care about value.
SalesLoft
AUGUST 29, 2017
Seasoned sales executives know that growth isn’t about closing more business alone. It’s also about increasing the value of the deals that you close. But telling your team, “We need to close bigger deals” and actually raking in the big bucks are two very different things. Increasing deal size means striking up business with enterprise-level accounts.
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 Gravy
SEPTEMBER 1, 2017
Every employee at a dealership must begin to treat every guest as a buyer. Otherwise, your people will continue to stop sales and your customers will go elsewhere.
Engage Selling
AUGUST 26, 2017
When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers.
Sell Or Die
AUGUST 29, 2017
Our guest this week is Noah Kagan, Chief Sumo at Sumo.com. Noah was employee #30 at Facebook, #4 at Mint and has since created four multi-million dollar businesses. His latest obsession is Sumo.com (free marketing tools for small businesses to become big). He founded AppSumo.com (daily deals for entrepreneurs) and has a popular podcast on business, Noah Kagan Presents.
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 29, 2017
It is amazing how focusing on the positive will shift peoples thoughts, attitude and behavior. I just received a phone call from someone I met in the summer at a Bar-B-Q.
Hubspot
AUGUST 29, 2017
Around here, we’re not exactly shy about our nerdiness. We love data. We love running experiments. And upon the release of a new report that combines the two, we gleefully geek out and immediately devour the results -- always keeping in mind what they mean for marketers. One of the more recent instances of this phenomenon is Hinge Research Institute’s 2017 Employer Brand Study.
ConversionXL
AUGUST 31, 2017
At this point in time, the field is flooded with solutions. Finding a proper A/B testing tool isn’t the problem anymore. Now, the problem is choosing the right one. If you work in conversion optimization – whether at an agency, in-house, or as a consultant – you almost certainly run A/B tests. Though you could hire someone full time to sift through and analyze the pros and cons of each tool, it’s easier to learn from the experience of others and make a decision based on that.
Heavy Hitter
AUGUST 29, 2017
I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published. 6 Reasons Salespeople Win or Lose a Sale 7 Reasons Salespeople Don't Close the Deal What Drives Salespeople in Different Regions Salespeople Work Differently in Different Parts of the U.S.
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