Anthony Cole Training
DECEMBER 20, 2018
One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).
ConversionXL
DECEMBER 17, 2018
As we wrap up 2018, we went back through everything we’ve published this year to find the 10 most-read articles. Here’s the list: 10. How to Get Started with Machine Learning and AI for Marketing. Artificial Intelligence is powerful and will open doors we don’t even know exist. But there are some steps you can take today to ensure that you’re making the most of this new capability and won’t be left behind. 9.
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Sales Hacker
DECEMBER 20, 2018
Art or Science? Sales requires mastery of “soft skills,” so it can often seem like more art than science. Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. To consistently perform, sales leaders need to master the science of sales productivity.
Hubspot
DECEMBER 21, 2018
Think about a time when you were on the train, walking to work, sitting in the airport, or simply laying on the couch, and you had to complete an online form of some kind (an order form, shipping form, survey, etc.) on your smartphone or tablet. Did you have a positive or negative experience? Did the mobile form you completed function properly? Was it easy to read and submit on your mobile screen?
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
Anthony Cole Training
DECEMBER 18, 2018
When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.
Women Sales Pros
DECEMBER 18, 2018
Companies are operating in a new sales economy – this chaotic swirl of business dynamics, technology trends, and cultural change. These elements are influencing and shifting what they need to be successful with their customers. This new sales economy is also changing their expectations you. In my research for The Modern Seller, I uncovered some top trends that are influencing your buyers and their expectations of you.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
DECEMBER 21, 2018
We all know the frustrating feeling -- maybe you've finally finished the script for your next marketing video, or you've collected all the images you need for your next campaign. But when you go to press "Send" you're told, "Sorry. File too large.". Unfortunately, our email accounts can't carry as much storage as you might think. Gmail, for instance, can only hold files up to 25 MB.
Jeff Shore
DECEMBER 19, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Nir Eyal, author of Hooked, discusses with Jeff what great companies do to get people addicted to their product. What is amazing, is that any sales professional can do these same things. We talk about it all the time on the Buyer’s Mind – Easy = Right and Being Likeable leads to Trust which leads to Influence.
Women Sales Pros
DECEMBER 15, 2018
Twas the Night Before Forecasts* Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting quota still looms, And the global VP prances, in his best closing suit, Having just settled the board, barely avoiding the chute, When out of my in
Membrain
DECEMBER 16, 2018
It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help.
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.
Hubspot
DECEMBER 20, 2018
Over one-third of Americans between the ages of 25-54 listen to podcasts every month. Podcasts provide a source of convenient and intimate entertainment that's only continuing to grow in popularity. While today’s most popular podcasts may vary significantly in terms of their content and hosts (among other things), they all share at least one thing in common — they each have their own website where fans can check out their latest episodes and seasons, info about live shows, biographies about the
Engage Selling
DECEMBER 20, 2018
There’s a step that’s commonly missing in account management planning. Do you know what it is?
Openview
DECEMBER 19, 2018
Ahh, the New Year. January is the month we, as sales reps, start anew. Often times, we try to embrace new methods of thinking and better ways of doing things – all with the intention of bigger and brighter things ahead. But instead of setting lofty goals that might not make it to February, focus on refining your skills and setting a clear plan to get to your goal.
Membrain
DECEMBER 19, 2018
What follows is not a true story, except that it is.
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Hubspot
DECEMBER 18, 2018
When an interviewer asks you, "What is your greatest weakness?", you don't want to respond, "I tend to work too hard," or "I am too much of a perfectionist.". Undoubtedly, these answers will come across as both insincere, and lacking true self-awareness. Alternatively, you don't want to respond with weaknesses that will prevent you from succeeding in the role.
Partners in Excellence
DECEMBER 17, 2018
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. It’s an interesting view, in the spirit of “Yes, and… ” I’d like to add to the discussion. I suppose answers to the question depend on your mindset. A closed mindset would probably say, “No!” The article presents a few points of view that reinforce that.
Selling Power
DECEMBER 19, 2018
Here are four key life and leadership principles I learned from my grandmother and still use to this day.
Outreach
DECEMBER 19, 2018
What if I told you that you could engage your prospects in meaningful conversations on the phone—nay, even make them smile—by changing your techniques in a few simple ways? You heard that right. The much-maligned cold call can bring cheer to a total stranger. Cold calls can inform buyers, engage gatekeepers, close deals, identify decision makers, and.
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.
Hubspot
DECEMBER 19, 2018
Today's salespeople are afraid to pick up the phone. Yes, phone anxiety is real. At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs. Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media?
Partners in Excellence
DECEMBER 19, 2018
Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training. But it’s worse than that. The billions spent represents spending in buying, developing, and delivering training.
Sales Hacker
DECEMBER 18, 2018
What makes a great cold email? Does all the work it takes to personalize outreach really pay off? How can you craft a subject line that maximizes reply rates? We partnered up with Drift, Siftrock and Outreach, gathering nearly 300 top-performing emails and performance metrics to give you the answers to these questions and more. Without any further ado, here are my favorite takeaways from the study.
Heinz Marketing
DECEMBER 19, 2018
By Joshua Baez , Marketing Consultant at Heinz Marketing. Well folks, it’s that time of year again. When the days get darker, but the nights grow brighter. The smell of pine and peppermint lingering in the air. And of course, that sweet, sweet sound of holiday music echoing from home to home. Sure, the traffic may suck and holiday shopping might be it’s own little nightmare, but hey, at the very least it just means more time to discover new holiday favorites.
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.
Hubspot
DECEMBER 21, 2018
First impressions matter, and when potential clients find your real estate website , they'll be looking for information about you and your expertise. The best way to share these details is with a bio that provides background on your real estate experience. Why is a bio so important? A study by the National Association of Realtors (NAR) found that 51% of home buyers found their home on the internet.
Partners in Excellence
DECEMBER 19, 2018
What would you think of a front line manufacturing manager failing to address problems that consistently cost millions of dollars in scrap and rework (not to mention customer sat problems because of missed deliveries)? Or an engineering manager that missed product launches that caused millions in lost revenue? Most people would say these are real problems and if they happened repeatedly, these managers would be fired!
Sales Hacker
DECEMBER 20, 2018
Throughout my sales career—from when I was a first-year sales rep, to my leadership role as a VP of Sales—I always made it a point to foster a work culture that accentuates the significance of diversity and inclusion. In other words, I genuinely believe the most exceptional teams are the ones comprised of a variety of different personalities, cultures, ethnic backgrounds, ages, differing religions, gender, etc.
CloserIQ
DECEMBER 19, 2018
As an enterprise sales representative, you may reach a point in your career when you want to switch verticals. Your interests have changed, the market has shifted, or maybe you just want to try something new and different. The good news is that it’s entirely feasible to change verticals. If you plan your transition carefully, and put work into executing your plan, many new opportunities will open to you.
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.
Heinz Marketing
DECEMBER 18, 2018
Guest Post by Jon Miller, CEO and Co-Founder at Engagio. ABM continues to deliver a higher ROI than other marketing activities (according to 87% of B2B marketers), and it only gets better over time. The ITSMA found that companies with ABM programs running for more than two years were twice as likely to see higher ROI. In the last three years, we’ve seen Account Based Marketing in action across a wide range of B2B organization, and we’re more convinced than ever that this is the way virtually al
Hubspot
DECEMBER 21, 2018
If you're a new adopter of a Mac or Windows 10 and need to print your screen, we’ve got you covered. Whether you need to include a picture of your computer screen in a blog post or a powerpoint presentation, here’s an easy three-step guide for printing your screen on a Mac or Windows 10. How to Print Your Screen on a Mac. Take a screenshot of your entire screen by holding the “Command”, “Shift”, and “3” buttons on your keyboard all at the same time.
Outreach
DECEMBER 21, 2018
It seems like everything can be personalized these days. Amazon knows exactly what you’re going to buy before you put it in your cart, Hulu knows what show you’re going to binge-watch next. And don’t get me started on how that Facebook ad for McDonald's came up RIGHT after I mentioned I was craving a Big Mac. As a Sales Development Representative for Directive , the leading B2B Search Marketing Agency, I’ve observed how these personalized experiences are creeping their way into the B2B space.
Jeff Shore
DECEMBER 18, 2018
By Jeff Shore. This is an assignment for you, sales professionals. Grab a sheet of paper and a pen. Now write down the top ten attributes of a truly great salesperson. Got that done? Great. Now go through and ask , “What habit could I develop in the coming year that would make the biggest difference on one of these attributes?” We don’t get better by thinking about it.
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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.
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