Anthony Cole Training
JANUARY 19, 2018
Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.
A Sales Guy
JANUARY 18, 2018
It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Membrain
JANUARY 14, 2018
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.
Openview
JANUARY 18, 2018
Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.
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
Sales Hacker
JANUARY 16, 2018
A proper outbound sales strategy has real science behind it. You can’t just start pounding the pavement with no direction and expect to achieve growth. Wanna know the secret sauce behind a scalable outbound process that leads to significant growth? Market Segmentation combined with tailored messaging. The key to achieving explosive growth is to start by identifying your Ideal Customer Profiles (ICPs) via segmentation, reaching out to them with personalized targeted messaging while building
Hubspot
JANUARY 19, 2018
I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan. Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
JANUARY 17, 2018
An Interview with Mike Weinberg.
Sales Hacker
JANUARY 18, 2018
Sales conferences hold a very special place in my heart. This is not only because I am the Director of Sales at an event software company, but also because I know I have a lot learn—and in-person events are my favorite way to get that learning done. Sure, there are plenty of great resources on the internet but nothing beats getting face time with prospects, peers and colleagues about their latest success and failures when it comes to working in this field we call sales.
Hubspot
JANUARY 15, 2018
Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. First, let’s walk through the sales script creation process. You can follow this framework to craft your pitching strategy -- then simply plug in your unique value props into the template.
Outreach
JANUARY 17, 2018
How do you follow up last year’s inaugural Unleash, our game-changing customer conference attended by more than 250 highly successful sales leaders? That’s simple: double down and go twice as big this year! Unleash ‘18 is just a few months away, and this time we are headed to Paradise Point in sunny San Diego! Those of you who attended last year’s conference know what to expect — explosive energy, world-class speakers, and incredible networking.
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.
Score More Sales
JANUARY 18, 2018
As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales.
Sales Hacker
JANUARY 16, 2018
2017 was an incredible year for sales and marketing, and WE KNOW 2018 will be even better ! With that in mind, we wanted to start a new tradition here at Sales Hacker, of rewarding the best in class practitioners from the year before. Introducing, our 1st Annual Sales Hacker Top 50 Awards ! We’ve seen many other industry awards become popularity contests between influencers and thought leaders, (which is well deserved) but we wanted to provide an opportunity to finally show love and appreciation
Hubspot
JANUARY 18, 2018
Sales forecasting is a necessary -- but sometimes painful -- part of preparing for the upcoming fiscal year and managing sales goals along the way. Since leaders can’t use a crystal ball to predict the future, they are left analyzing quantitative, and sometimes qualitative, data to anticipate future sales. This sales forecasting process becomes problematic when sales teams and executives confuse “optimistic goals” and “accurate forecasting.”.
Engage Selling
JANUARY 19, 2018
?I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts.
Advertisement
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Outreach
JANUARY 14, 2018
This post is part of Outreach's new blog series, Beyond the Number. We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. Join the movement by sharing this post with the hashtag #beyondthenumber. It was a snowy February, one of the shortest selling months of the year.
Heinz Marketing
JANUARY 17, 2018
We set aggressive goals for ourselves, which is great. But too often we consider these as all or nothing. For example: You set a goal to run a marathon. Awesome. But getting out and running a couple miles is better than nothing. You have a full page of circuit training to accomplish. Does that intimidate you into doing nothing? Or do you at least get some of it done today?
Hubspot
JANUARY 16, 2018
What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Why should you care about agile? There are three changes in the sales world that should make you sit up and pay attention.
Sales Hacker
JANUARY 17, 2018
The post How to Execute Key Predictions on the Future of Sales Tech appeared first on Sales Hacker.
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.
Outreach
JANUARY 14, 2018
This post is part of Outreach's new blog series, Beyond the Number. We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. Join the movement by sharing this post with the hashtag #beyondthenumber. Ten years ago, if I had seen a snapshot of my life today, I wouldn’t have believed it true.
SalesforLife
JANUARY 19, 2018
Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. A solid majority – 59.2 percent of companies surveyed – now report having a dedicated sales enablement platform.
Hubspot
JANUARY 19, 2018
There's a popular phrase that I've heard quite a bit throughout life: "Don't get mad. Get even.". Sure, that makes sense -- if you're a character on a major soap opera or teen drama. But at the workplace, this kind of sentiment can be harmful. Anger, however -- now that, surprisingly, can actually benefit you and your colleagues in the workplace. But only when it's handled correctly.
Heinz Marketing
JANUARY 16, 2018
If you want to learn how to play the piano, you take piano lessons. If you want to become a better writer, you study the best practices of others and dedicate more time to writing yourself. But what if you want to become a better marketer? A smarter business leader? There isn’t a single, specific learning path for that. The smartest people I know, and some of the most successful people in history, are voracious readers and learners.
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.
The Sales Hunter
JANUARY 19, 2018
The sun will still come up in the morning. I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. What I thought was going to […].
SalesforLife
JANUARY 16, 2018
When I transitioned to the B2B sales world, I was still stuck in the mindset that more dials = more meetings. Although to some degree I still agree with that statement (the higher volume of activity a sales professional does can increase their success), I now know there’s more to it.
Hubspot
JANUARY 18, 2018
Modern day marketing is a realm overflowing with data and tests aimed at shedding light on your customers' true desires. Yet marketing teams still tend to prioritize gut instincts over insights. When faced with a big challenge or new initiative, we often rely on past experiences and existing knowledge to determine future actions. In other words, we do what we think we should do.
Heinz Marketing
JANUARY 13, 2018
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. In the meantime, here are some B2B Reads we love: “Servant Salespersonship”.
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.
SalesFolk
JANUARY 16, 2018
I recently did a critique of a bad cold email that had a lot of bullet points and jargon. I shared that video on various channels such as LinkedIn, and ended up getting over 20,000 views on the video in less than 24 hours, along with dozens of positive comments and engaging questions from people just like you. ( Thanks for that if you watched the video, liked it, or commented!
SalesforLife
JANUARY 18, 2018
When you add new sales reps to your team and don't have an account list ready for them to start calling on, it doesn't mean they have nothing to do. In fact, they can start building a leads list on their own leveraging your existing customer base and toolset. Here are six steps to help your new hires get started from day one without an accounts list.
Hubspot
JANUARY 17, 2018
Shutterstock -- a familiar name to many creative professionals -- released its 2018 Creative Trends Report today, shedding light on the design trends marketers need to know about this year. The report is the result of synthesizing and analyzing the billions of searches for visual content on Shutterstock’s collection -- which boasts over 170 million images.
Heinz Marketing
JANUARY 14, 2018
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. I have developed a detailed set of habits and hacks for how I use email, but most of them exist because of the inherent inefficiencies of how email typically works.
Advertisement
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.
Expert insights. Personalized for you.
154 
Let's personalize your content