Anthony Cole Training
JULY 7, 2017
How important is it for your salespeople to have a pipeline of prospects? Probably pretty important. How crucial is it that your salespeople continue to feed into that pipeline? Just as crucial! We all know that in order for your organization to succeed it is vital that your salespeople build, grow and maintain a solid pipeline. But what happens if one of those great salespeople leaves?
Understanding the Sales Force
JULY 5, 2017
I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".
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A Sales Guy
JULY 6, 2017
There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied. In spite of the various number of definitions, there is one absolute requirement to a sales opportunity.
Score More Sales
JULY 7, 2017
Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.
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
Hubspot
JULY 7, 2017
Oh, hi there. Have you heard the news about video? It's becoming really important for marketers to use. Imperative, even. Perhaps mandatory. "Sure," you must be thinking. "And in other news, the sky is blue.". Okay, we get it. You know how important video is. That much is clear. In fact, 94% of marketers plan to add either YouTube or Facebook video to their content distribution efforts in the next 12 months.
The Sales Hunter
JULY 4, 2017
One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 2, 2017
It seems we’ve become consumed by volume! Just look at the so many of the blog posts are articles. We are exhorted to “live life at 1000 dials per day,” conduct social selling at “scale,” “tweet your way to 1000’s of followers,” “How to get 10,000 Facebook fans,” “How to get 10,000 LinkedIn connections relevant to your business,” “How I got 1,000,000 followers on LinkedIn,” “How to send 40,000 emails a day
Hubspot
JULY 7, 2017
Registration & Keynotes. Marketing & Sales has Changed. 7:30 am - 8:30 am - Registration, Coffee & Breakfast. Sign in and grab some coffee and light breakfast! Meet some of your fellow marketers and salespeople before we get started. 8:45 am - 9:15 am - "Marketing & Sales Has Cha nged" by James Gilbert, HubSpot. We'll cover how to adapt your marketing and sales strategy to become more inbound, and ultimately more aligned with your future customers' needs.
The Sales Hunter
JULY 7, 2017
Sales leadership is not about what we sell or how we sell, but rather it’s all about why we sell. It comes down to one simple thing — helping others. In both sales and leadership, the end game is the same — to help others. There’s a reason why top salespeople and great leaders are […].
A Sales Guy
JULY 5, 2017
You can’t go ten social media pages on any social platform without being barraged by #hustle #grind and #success posts or memes. It appears we’re obsessed with the path or secret to success. I get it. Success to most of us freedom and validation that we’re worthy of others praise and admiration. To others, success says they did it.
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.
Partners in Excellence
JULY 5, 2017
In my formative years in selling, one of the key things I learned was to understand my customer’s needs and requirements as early as possible. In virtually every sales methodology and process, there is some “discovery stage.” Typically, in that stage, our goal is to understand the customer’s needs, goals, requirements. We do this to understand how to present our solution, demonstrating we meet their needs and so forth.
Hubspot
JULY 5, 2017
Let’s talk about a trend, shall we? Think about the number of times in the last week when you’ve read something on Facebook. Now, compare that to the number of times you’ve watched something on Facebook. Those numbers are probably pretty staggered toward video, right? And if so, you’re not alone -- right now, there’s a big demand for more video content all around.
The Sales Hunter
JULY 2, 2017
When a call goes badly, what do you do next? My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. You both will be encouraging each other, which is exactly what […].
SalesProInsider
JULY 6, 2017
What do you need to accomplish in your sales efforts? What about in your home? Office? Whatever you want to “get done” will be easier if you have the right tools. From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly.
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Partners in Excellence
JULY 6, 2017
I was involved in a twitter discussion. The following question was posed, “When cold calling, to you lead with the Problem?” There were all sorts of responses–naturally, some say “lead with insights,” others lead with the problem. It’s not an easy question, and there is no right answer. I reflected for a few moments, actually, I went through my prospecting calls for the past two weeks.
Hubspot
JULY 5, 2017
Video content can be a valuable asset in your inbound marketing content mix. In fact, by the end of this year, video content is expected to represent nearly three-quarters of all internet traffic. But getting people to sit through your videos can be challenging, considering that the longer your video is , viewers will consistently drop off and stop watching, in most cases.
The Sales Hunter
JULY 4, 2017
I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […].
SalesLoft
JULY 7, 2017
If there’s one moment that sets the tone for your relationship with a prospect, it’s the discovery call. Why? It’s usually going to be your first extended conversation with a potential customer. It’s your first impression as an organization and first impressions matter. Having your talk track down and your product knowledge on point are key to discovery call success, but there are dozens of other factors that impact your discovery call success rate.
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.
Engage Selling
JULY 7, 2017
Many sales managers are complaining about their top sellers because they’re not team players. It goes without saying that top sellers have to be acting in a legal, moral, and ethical manner at all times.
Hubspot
JULY 4, 2017
For many things in life, it seems like there’s a weather analogy. A happy disposition is often described as “sunny.” Something foreboding could be said to “cast a cloud” on someone. And, according to MozCast , indications of a big change in Google’s algorithm can be described as “hot and stormy.”. That’s not bad news for marketers. Tools like MozCast can help you do your job better and help you decipher why you might see a sudden change in your search rankings or other SEO-related shifts.
Sales Gravy
JULY 2, 2017
Since at least 1994 when I was introduced to network marketing by a civilian contractor at March Air Force Base here in sunny SoCal, I've been reading and listening to Zig Ziglar almost weekly.
SalesLoft
JULY 5, 2017
While your company’s mission and improving the lives of your customers can and should be a large part of what motivates your sales team, at the end of the day, their primary motivation lies more along the lines of that scene from Jerry Maguire : SHOW ME THE MONEY! Having the right comp plan in place can ensure that your sales organization is properly motivated and giving their best effort.
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.
Engage Selling
JULY 1, 2017
You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork.
Hubspot
JULY 3, 2017
Two weeks ago, when I sat down to write my first blog post at HubSpot, I was determined to make it shine. Perfection was the only option. So I filtered each word through dozens of thesaurus searches, selecting only the most dazzling ones for my article. Six hours later, my blog post was gleaming. I felt great about it. But before I could close my laptop and pack up, a number at the bottom of my document jolted me sideways.
Sales Gravy
JULY 2, 2017
On this episode of The Sales Podcast, Wes Shaeffer (The Sales Whisperer) and Jeffrey Gitomer (The King of Sales) discuss the difference between making a cold call and making a first call to a prospect. .
Partners in Excellence
JULY 4, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of value and value creation. We tend to think of value in a one sided way, as something we “bestow” on the customer. At it’s worse, value is something we determine in our companies–we position it as our value propositions, embed it in our “features/advantages/benefits.” The laziest in our profession don’t even seek to understand what customers value, instead presenting what we&#
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.
ConversionXL
JULY 5, 2017
The call to action is a core component of marketing, sales, and any persuasion-based effort today. There’s been a lot of content written about how to tweak CTA copy , color , size , and other elements , but sometimes, it’s easiest to learn through examples. In this way, we can see how theoretical principles play out in the real world, and how they can create effective experiences.
Hubspot
JULY 3, 2017
June is typically a time when people start booking vacations and travel, but in the world of social media, the work on innovation never stops. In fact, just last Friday, June 30th was #SocialMediaDay. So in honor of Social Media Day, we've rounded up the latest launches and announcements from different social media apps over the last month. (Just kidding, we write this roundup every month, but hey, it's fun to celebrate holidays.).
Hubspot
JULY 6, 2017
Few things in human history have been as influential as the written word. Writing has toppled empires, built global corporations, and inspired millions, if not billions of people. For decades, writers have played a chief role in marketing. David Ogilvy once wrote, "advertising is a business of words.". But will it always be? After all, the rise of digital has led to big changes in marketing since the days when Ogilvy & company were chain smoking and tossing back martinis between writing 2,00
Partners in Excellence
JULY 3, 2017
Cold calling is alive—at least when you look at the number of posts proclaiming its death. Also, judging by the number of “cold calls” I get every day. It’s unfortunate that a discussion about cold calling has to start with definitions and semantic disclaimers. Unfortunately, the most of the discussion are based on whatever definition or stereotypes one chooses.
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