Anthony Cole Training
AUGUST 13, 2019
In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through. I took risks that weren’t worth it, but I made them anyway, because it was the only play I had.
ConversionXL
AUGUST 14, 2019
Over the last 18 months or so, Google Data Studio has evolved from an appealing but clunky application to a tool that we recommend to any digital marketer. Data Studio allows you to communicate data simply and in a repeatable format, and their expanded integrations, customizations, and editability have made Data Studio dashboards extremely powerful.
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Membrain
AUGUST 11, 2019
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.
Partners in Excellence
AUGUST 15, 2019
It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. They aren’t performing as they should be, we need to up their game.” I then asked, “Is it the absence of those specific skills and that technology that is impacting
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
AUGUST 15, 2019
Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.
SalesforLife
AUGUST 12, 2019
At Sales For Life, we’re huge proponents of strategy over execution. Here’s why. The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. (That being said, there are many organizations where sellers aren’t doing enough to influence a sales outcome).
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
G2
AUGUST 14, 2019
Through visual composition, graphic design has the ability to solve problems and communicate messages.
Membrain
AUGUST 14, 2019
Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?
SaaStr
AUGUST 15, 2019
A few things that surprise you especially as a founder: Things are sort of … slooow. Yes, lots is always seemingly going on at a start-up. But the reality is, major releases happen only a few times a year. Really Big sales deals don’t close every day. I first came from a services business where everything was fast and mission critical (IPOs, $1b acquisition, financings, big corporate deals).
Sales Hacker
AUGUST 12, 2019
Have you ever wondered how other salespeople are tackling their roles? Structuring their days? Overcoming their challenges? In this series, we’re going behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re pulling back the curtain on a VP Sales in an early-stage, high-growth company, and for that, we talked to Collin Cadmus of Aircall.
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.
G2
AUGUST 12, 2019
I didn't learn about cover letters until college.
The 5% Institute
AUGUST 15, 2019
There are generally two question types; close ended, and open ended questions. This article is in relation to asking questions during your sales conversations and sales process. To learn more about what kind of questions you should be using, continue reading on below. What Are Close Ended Questions? Close ended questions are questions that give you a definite and straight forward answer; rather than an answer which is more open-ended and conversational.
SaaStr
AUGUST 14, 2019
Twilio recently crossed into the $1 Billion ARR club, if not quite at record growth rates, then fairly close to it. 81% Year-over-Year growth at $1,000,000,000+ in ARR. The $1 Billion+ ARR Club. Now, the numbers are flattered a bit, really quite a bit, by Twilio’s acquisition of Sendgrid for $3 billion. Organic growth was “just” 56%.
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InsightSquared
AUGUST 14, 2019
In 2019, artificial intelligence (AI) is prevalent in our everyday lives. Whether it be selecting a movie on Netflix, shopping on Amazon, or ordering an Uber, AI is powering many of the decisions we make on a daily basis. For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so.
The 5% Institute
AUGUST 15, 2019
We regularly hold sales training sessions with our clients, and some of the feedback we often receive from them is that their sales meeting topics can be boring or stagnant. A lot of what they go through is the same; week in and week out. We give them tips on how they can improve this and wish to do the same to help you too. This article is to help you with ideas that you can potentially introduce as sales meeting topics.
Partners in Excellence
AUGUST 13, 2019
Sales people and managers struggle with achieving their goals. We have to do everything–prospect, work the deals in our pipelines, do increasing amounts of reporting, and on and on. When we struggle to achieve our goals, the answers, perhaps disguised as coaching, are to “Do More!” Usually, that means do more of everything; prospecting working the deals in our pipelines, and more reporting.
Force Management
AUGUST 14, 2019
There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do.
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
AUGUST 15, 2019
It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?
The 5% Institute
AUGUST 12, 2019
A few years ago, I came across the quote How You Do Anything Is How You Do Everything; and my thinking was never the same. What stuck out about this particular phrase, is that it helped me internally self-reflect about what was happening in my life, and what I could potentially do to turn things around. It allowed me a new opportunity to focus on the only person I knew who could make that change – and that person was me.
The Sales Hunter
AUGUST 13, 2019
How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. Watch my video to learn how to use email to prospect: Use email as simply one of your contacting tools.
Women Sales Pros
AUGUST 16, 2019
Emotional involvement is something that, as humans, we can’t help but default to a level of personal comfort. And as a member of the human race, it is something I struggled with for a long time. What does getting emotionally involved look like? Ever had a buyer ask you a question or give an objection you weren’t prepared for? This would cause me to think, analyze, strategize, worry, become creative or get excited- which means I was not listening to my prospect.
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.
Miller Heiman Group
AUGUST 12, 2019
More than 80% of sales leaders believe they don’t have the right talent to succeed in the future, according to CSO Insights’ 2018 Sales Talent Study—a talent gap that’s disrupting most sales organizations. Using a talent strategy to ensure you’ve got the right people is one of the top 12 practices that distinguish world-class performers from everyone else in the 2019 World-Class Sales Practices Study.
The 5% Institute
AUGUST 13, 2019
Referrals are a great way to get leads for your business, product or service; that’s why in this guide, you’ll learn how to get referrals in a non pushy, yet effective way. The reason why referrals are great, is because one of the hardest things to build with your sales and marketing efforts – is trust. One of the reasons why people stall the buying or process or come up with objections, is because there’s a lack of trust.
Partners in Excellence
AUGUST 12, 2019
Every year, I meet with thousands of sales people and sales managers. Inevitably the conversations focus on sales performance and achieving their goals. We try to help them understand the leverage points in achieving their goals, and how that drives their focus and activities. We start talking about the “numbers.” No, not quotas, but the leading numbers that indicate whether they are doing enough of the right things, with the right people, at the right time.
Hubspot
AUGUST 16, 2019
Nowadays, social media is a critical component of any business's marketing strategy. There are over 3.2 billion people on social media globally. With such a large potential audience, it's becoming essential for every company to use social media to reach new prospects, boost brand awareness, and market their products or services. But oftentimes, marketing on social media platforms is easier said than done -- and when you're working at a small company with limited resources, it can be tricky (or e
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.
Miller Heiman Group
AUGUST 15, 2019
How do you identify the top sellers at your organization? Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. But do those numbers give you true insights into your best sellers and how they make their achievements? Not necessarily. For example, they may have inherited the account from someone who built a strong relationship and “farmed” it well or have a strong territory assignment.
The 5% Institute
AUGUST 12, 2019
The ‘I’m Not Interested’ Sales Objection is a common one for Sales Professionals; especially if you’re doing a lot of B2B sales calls. In this article, we’ll look at why they respond with this; and what you can do to handle it. The I’m Not Interested Sales Objection – How To Handle It. Why Does It Come Up. Before we investigate how to handle this objection, let’s briefly look at why it comes up in the first place.
Partners in Excellence
AUGUST 16, 2019
I had been working intensely doing some analysis for a client. My head was beginning to spin, and I needed a break. As fortune would have it, at just that moment, some poor SDR decided to call (or at least their power dialers decided to call). Normally, I don’t answer these calls, but I needed a break…… “May I speak to the person in charge of …… ” said the SDR. “I suppose that would be me, I’m CEO of the company,” I replied.
Hubspot
AUGUST 15, 2019
B2B businesses are proof that any business can be successful on social media. Why? Because they've turned a niche industry that -- admittedly -- isn't the most exciting into a playground for social content. When I think about B2B companies with a great social media presence, a lot of examples come to mind: IBM, Google, HubSpot, and so many more. These companies do an amazing job of sharing content that interests and builds their audience -- so much so that they don't seem too concerned with broa
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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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