Anthony Cole Training
JANUARY 21, 2020
In the 2nd post in our "2020: The Year for Sales Growth" blog series, our Founder and CLO Tony Cole, discusses the importance of maintaining core sales values within an organization, how these values relate to organized sports, the erosion of these said core values, and the impact they have (or can have) on your attempt to grow your sales organization and sales numbers in 2020.
Women Sales Pros
JANUARY 24, 2020
Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. If it resonates with you, please share it as well. ] Maria says: This has been my part of my internal narrative and experience as a woman, a mother, and a technology sales professional.
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SalesProInsider
JANUARY 22, 2020
Have you ever heard the saying, “ Beauty is in the eye of the beholder?”. It’s the same with value in the eye of the buyer. Buyers pay attention to the “beauty” or value that is most important to them; and can get confused, sidetracked, or start to debate the cost for items they don’t see of value. More Isn’t Always Better . That’s why, when I heard a speaker at a conference tell the audience they should have a long list of specific components and features for ALL the potential services they off
Sales Gravy
JANUARY 19, 2020
Can introverts sell? Jeb Blount author of Sales EQ, and Mathew Pollard author of The Introvert's Edge, break down the myths about introverts and selling. In part one of this series, you'll learn why successful introverts employ a consistent, repeatable sales system. Listen to Part Two of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Four of Introverts Can Sell Listen to Part Five of Introverts Can Sell Listen to Part Six of Introverts Can Sell Can introverts sel
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 20, 2020
We all get a lot of emails. But if you ask anyone who has had a “C” or a “VP” at the front of their title, you’ll quickly learn that most modern executives face a firehose of sales reps, recruiters, marketers, and pick-your-brain-over-coffee-ers making direct requests for their time every day. Executives read so many cold emails, they get a front-row seat to the most overused email templates and the worst email writing habits.
Membrain
JANUARY 19, 2020
A buying decision is a change management problem well before it is a solution choice issue. People don't want to buy anything; they want to resolve a problem in the least disruptive way.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JANUARY 21, 2020
Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Want to see more content like this? Join us at SaaStr Annual 2020. Justin Welsh | SVP Sales @ PatientPop. FULL TRANSCRIPT BELOW.
Salesmate
JANUARY 23, 2020
Conceptual Selling® methodology is used for planning and executing customer interactions. This methodology ensures that businesses follow a customer-centric behavior and align sales activities with customers’ decision-making process. Conceptual Selling® was founded on one basic fact. Customers don’t buy a product or a service – they buy the concept that the solution is based on.
Score More Sales
JANUARY 24, 2020
It is difficult to share the excitement and enthusiasm I have in having been invited to be part of the Flip the Script National Tour happening in nine (9) cities in sixteen (16) days in February.
Heinz Marketing
JANUARY 22, 2020
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Lead nurturing tends to be a misunderstood tactic. We often see companies whose nurture programs are filled with product and company-centric messaging, and the cadence may last 4 weeks, yet their average sales cycle is 9 months long. These emails are sent to cold prospects, and companies wonder why response rates are low—their nurture programs “just aren’t performing”.
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.
Membrain
JANUARY 22, 2020
Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate. But the details of the report should give us all pause as we reflect on the future of the sales industry.
SalesLoft
JANUARY 22, 2020
Like it or not, brands like Amazon set the gold standard for buyer experience. They made it so easy for consumers to get what they want (and what they didn’t even know they wanted). And with that, Amazon made salespeople’s lives much harder. How did they do it? Well, in addition to being expert data collectors, Amazon mastered the art of meeting the buyer where they are.
G2
JANUARY 22, 2020
There are thousands of people looking for passive income ideas online.
Engage Selling
JANUARY 24, 2020
Could your sales team be forgetting about this crucial step? Recently, I was coaching a sales manager and we discovered that their inside store reps thought they were too busy to do a proper quote.
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SaaStr
JANUARY 21, 2020
By Avanish Sahai, Google Cloud VP of ISV & Application Partners. At SaaStr Annual, we’ll be sharing stories of how a few of our SaaS partners enable enterprises to change the way they do business. I am a former CXO and current investor and board member in the B2B software space. For several years, I was also the leader of the Salesforce AppExchange, the first “born in the cloud” ISV and technology partner ecosystem, and saw many companies in their journey from inception to exit.
Heinz Marketing
JANUARY 23, 2020
By Matt Heinz , President & Founder at Heinz Marketing. For many marketers working in B2B organizations, the primary goal is to generate new demand (leads, MQLs and the like). And with many more advanced marketing teams, the goal is more focused on sales pipeline contribution and revenue influence. And while early stage companies maybe focused on new bookings and top-line growth, companies looking to maximize valuation and accelerate growth are often focused just as much (if not more) on th
ConversionXL
JANUARY 22, 2020
About two years ago, I wrote an article on using Google Tag Manager (GTM) to personalize your website. Even then, people asked why I wouldn’t just use Google Optimize. At the time, the answer was simple: Personalization was part of Google’s six-figure paid solution. However, in November 2018, Google released the functionality to all users. Since then, Google Optimize has become a primary platform to initiate personalized experiences.
Engage Selling
JANUARY 24, 2020
When it comes to hiring, the number one skill or behavior to look for is teachability/coachability. As a manager, you want people who don’t think they know it all.
Advertiser: ZoomInfo
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SaaStr
JANUARY 20, 2020
Q: What will SaaS companies look like in the future? I’m no brilliant futurist, but here’s what I see in the best SaaS companies today, so I assume will be table-stakes going forward: The Bay Area will remain a draw, but mainly as a small-ish HQ. Everyone will become distributed by employee #10. Yes, this has started, but in a few years, it will be the default.
Partners in Excellence
JANUARY 21, 2020
Talking about CRM is sure to provoke huge amounts of discussion, pro and con, about these tools. First, it’s a huge revenue generation sector for the CRM providers. I’m told it’s roughly $40B/annually. And I’m not certain that includes revenues for all the apps that depend on CRM. Second, in spite of the billions we spend, a friend I trust says there is data showing utilization is around 26%.
Hubspot
JANUARY 24, 2020
When I first started blogging, I had no idea how to structure my posts to rank for search engines, or even why it was important. I just threw in bolded words and phrases that looked good, and hoped to be randomly selected for the search engine results page (SERP). Now, I know there is a science, and what I was throwing into my blog posts to make them look professional was called header tags — which is an important tool for comprehension and SEO.
Sales Hacker
JANUARY 22, 2020
If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. There’s a common idea that salespeople are only judged on their quota. But as straightforward as their metrics may be, their jobs are anything but simple. There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills.
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
JANUARY 24, 2020
Q: What should a startup know before rejecting an outside investor? Know they may not be there later. Investing in start-ups is very risky. Not only do most start-ups fail, but it is more than that. It’s really hard to do enough diligence in enough time: It’s hard to really get to know the team that well. You might have literally just met them. And often, they will have zero real track record, or close to zero.
Closer's Coffee
JANUARY 22, 2020
Chris Buckner, CEO of Mainline, wasn’t the kid outrunning his own lemonade stand but now finds himself leading one of the top collegiate esports companies. In this episode of Closer’s Coffee, Carlos Figarella and Chris talk about the growing esports industry, starting a business, and bad first dates. Closer’s Coffee is a social media platform that champions sales professionals, entrepreneurs, and hustlers around the world.
Hubspot
JANUARY 23, 2020
From a buyer's perspective, customers tend to feel more obligated to make a purchase from someone they might trust, relate to, or idolize. That's why celebrity endorsements are so effective. Celebrities can often persuade a buyer to click "purchase" when they otherwise might've hesitated. Additionally, celebrity endorsements can be highly profitable.
SalesLoft
JANUARY 21, 2020
Rahim Fazal has a fascinating backstory: After being fired from McDonald’s, he and a friend started a business in high school and quickly sold it for millions. Today as CEO of SV Academy, he’s a crusader for increasing diversity in how people get hired, trained, and developed into leadership positions. He and Jeremey talk about whether Rahim regrets not getting an undergraduate degree, the importance of having access to mentors, and how leaders can begin to shatter the elitism that exists in hir
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.
RAIN Group
JANUARY 22, 2020
Everyone says, "Sell value, drive value, make sure buyers both perceive and receive exceptional value from you, and your sales teams will be more successful.".
Partners in Excellence
JANUARY 23, 2020
Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address? I ask this in every deal review I participate in. At least 80% of the time, the response I get is, “They are trying to buy…… ” or, “We are selling… ” We always tend to define the customer business problems in terms of what we sell, not what the customer is trying to do–
Hubspot
JANUARY 23, 2020
Did you know that 40% of LinkedIn's 500 million members visit the platform daily? If you're a professional who wants to branch out as a thought leader in your industry, LinkedIn is an excellent place to gain visibility, demonstrate your credibility or expertise, and create valuable discussions within your industry's community. Why would you want to be a LinkedIn thought leader?
Heinz Marketing
JANUARY 21, 2020
By Matt Heinz , Founder and President of Heinz Marketing. Sales and marketing technology is a frequent villain and obstacle towards achieving optimal results if you listen to many of our colleagues and peers. We either don’t have the right tools, don’t have enough tools or can’t get them to work the way we want them to. The complaints continue: We can’t get tools integrated with each other , can’t get the sales team to use them effectively or consistently , just need those extra few features or
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