Anthony Cole Training
DECEMBER 2, 2019
In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!
Membrain
DECEMBER 1, 2019
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.
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SalesProInsider
DECEMBER 4, 2019
We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together.
Sales Hacker
DECEMBER 6, 2019
Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Let’s get started. Handling objections vs. negotiating.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Anthony Cole Training
DECEMBER 5, 2019
Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.
Heinz Marketing
NOVEMBER 30, 2019
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. Attention-Grabbers: Five Publicity Lessons From Unique Billboard Ads. Billboards are having a revival, here are some things you can learn from a traditional advertising method.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
DECEMBER 3, 2019
Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose. Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. And as more companies mature from making impulsive decisions based on data in spreadsheets to making data-driven decisions based on statistics collected through automation, more marketers are minimizing risk to play their cards by the numbers.
Gong.io
DECEMBER 3, 2019
Sorry! My bad! Forgive me! . These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon.
The 5% Institute
DECEMBER 6, 2019
Professional sales skills are a must learn if you want to be reach the top 5% of your chosen industry in selling. By professional sales skills – we mean skills that’ll position you as an authority and separate you from the competition. It’s not always easy; you get so busy doing your day to day tasks such as prospecting , meeting with potential clients and trying to get referrals , that you may forget to up-skill your personal and sales development.
Hubspot
DECEMBER 6, 2019
Like many kids, when I was younger, I used to spend Christmas Eve eagerly awaiting the morning when I'd run downstairs and see a mountain of presents to unwrap. I imagine search engine optimizers feel the same way when the news hits of a new Google algorithm update. While Google makes updates every day — an average of almost 9 per day — most of these are minor updates.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Engage Selling
DECEMBER 4, 2019
Enhancing your team’s skills is crucial to consistently reaching your growth targets. But you don’t always have to look outside of your organization to achieve this.
criteria for success
DECEMBER 4, 2019
Poor leadership can have some devastating effects on your team. That's because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal. This is why leaders are a valuable part of any business, [.]. The post 6 Ways Poor Leadership Impacts Your Business appeared first on Criteria for Success.
The 5% Institute
DECEMBER 2, 2019
You probably have a fantastic product or service and now it’s time for people to know about it; how do you penetrate the market successfully? How can you effectively get your product or service in front of people you want to work with, and that would also greatly benefit from the results of what you sell? In this article, we’ll be looking at five important factors to penetrate the market successfully, and to get you through the noise and through the competition.
Hubspot
DECEMBER 5, 2019
Since it launched in 2005, Reddit has remained a mystery to many marketers. The user-influenced platform , which embraces discussion and community engagement, rather than content creation or branding is vastly different from other networks -- like Facebook or Instagram -- where brands naturally find their niche. But, in the past few years, Reddit's made attempts to gain more attention from brands.
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
SaaStr
DECEMBER 5, 2019
Although most of us aren’t quite approaching $1b in ARR, we can still learn from the leaders. We last checked in on Slack as it was IPO’ing. Now with some time as a public company under its belt, what can we learn from them? Slack crossed $168 million in the past quarter revenue alone, growing 60%. That puts them at a $700m+ ARR run rate, with $1b ARR coming up in calendar 2020. 5 things I learned from their latest report: Growth is all fueled by going upmarket.
G2
DECEMBER 4, 2019
Prospective business owners go through several stages in the journey to turn their initial ideas into thriving enterprises.
The 5% Institute
DECEMBER 4, 2019
Overcoming objections in sales conversations is a very important part of the sales process , and something you’re most likely to come across – even when your potential client is eager to buy. So how should you go about overcoming objections in sales? In this article, we’ll explore the five-step approach we teach Sales Professionals and Business Owners, but before we do – we’ll also look at where sales objections come from.
Hubspot
DECEMBER 2, 2019
I was playing with my nephew at the park recently, watching him run from the swings to the jungle gym to the slide. He laughed as he tried to climb up the slide instead of going down, and he skipped the paved walkway in favor of the large field of grass leading back to my car. It suddenly struck me that park designers are really smart people, because they manage to entertain children of all ages for hours at a time.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
Engage Selling
DECEMBER 6, 2019
I’ve recently been involved in a pilot coaching project with a large organization where we are teaching their sales managers how to coach. These sales managers have been incredibly effective with their coaching and getting their teams to accelerate results.
ConversionXL
DECEMBER 4, 2019
This is the fourth edition of our State of Conversion Optimization report. The upward and downward trend data is increasingly interesting. But it’s also easy—and equally useful—to spot the things that haven’t changed: the strategies that continue to work and the issues the industry hasn’t yet solved. In partnership with AB Tasty , we gathered opinions from nearly 400 optimizers working in more than 50 countries.
The 5% Institute
DECEMBER 2, 2019
What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? In this article, we’ll be exploring this, as well as how to ensure you execute a positive account management experience. What Is Key Account Management? So what is key account management?
Hubspot
DECEMBER 2, 2019
The holidays can be a magical time of the year when you're surrounded by family, friends, good food, great parties, and fun traditions. If you're a manager, you might be excited to get some much-needed rest and relaxation or family time. But, at the same time, you might be wondering how you're going to wrap up all your end-of-year projects while you and your team's minds start to wander off with holiday cheer.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
Force Management
DECEMBER 5, 2019
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
Partners in Excellence
DECEMBER 1, 2019
“Water water everywhere, Nor a drop to drink…” is a famous line from Coleridge’s “The Rime Of The Ancient Mariner.” At a recent lunch, my friend, Tim Ohai, and I were talking about problems we see with too many managers. Today’s tools provide sales people and leaders more data than we have ever had before. We can measure about every activity we undertake, every engagement with our customers.
SaaStr
DECEMBER 6, 2019
Q: How many employees does a SaaS company have at 100M ARR? It used to be about 500. Now it’s often closer to 1000, with Unicorns raising so much more private capital than before. Tomasz Tuguz did a great analysis here last year on public SaaS companies: Revenue per Employee Benchmarks of Billion Dollar Companies. “[in pubic SaaS companies, [the typical average revenue per employee is about $190k to $210k per year … Salesforce (CRM) and LinkedIn (LNKD) are much closer to the average range while
Hubspot
DECEMBER 6, 2019
What do you picture when you think about influencer marketing? At first thought, I picture a lifestyle blogger holding a popular tea, makeup, or activewear brand in an Instagram post. (Perhaps I need to mix up my Instagram following … ??). However influencer marketing looks to you, it has taken the marketing industry by storm. Almost 50% of customers say they follow influencers’ product or service recommendations, and over 70% of businesses say the quality of traffic from influencers is better t
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.
Sales Hacker
DECEMBER 2, 2019
Sales Around the World is a new series that explores the dynamics of selling in different markets and different countries. To launch this series, we’ve asked Aurelien Mottier , a Frenchman based in the UK, to share his thoughts on how sales differ from one country to another. About Aurelien Mottier. Company Name: Operatix. Title: CEO and Co-founder.
Membrain
DECEMBER 4, 2019
You probably know or can put your hands on metrics for a lot of aspects of your sales organization. For instance, you know how much your salespeople need to sell in order to meet your revenue goals.
SaaStr
DECEMBER 2, 2019
We have several different mentoring opportunities at SaaStr Annual 2020 this year and at our events year round but whether this is your first event or a superfan, here’s a rundown of all the best mentoring opportunities to make the most of your time at Annual this year. Take a look at some of our highlights before March 10-12th. Braindates. What are they?
Hubspot
DECEMBER 3, 2019
According to a recent study published by Gartner, CRM is both the largest and fastest growing enterprise software category -- additionally, spending on CRM software reached $48.2 billion in 2018. In other words, the CRM market is an absolute powerhouse. As the market continues to expand and more businesses start to rely on these platforms, having a picture of what CRMs are and what they do is becoming an absolute must for business owners and their employees.
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