Anthony Cole Training
JUNE 26, 2017
As the owner of Hire Better Salespeople, one thing I hear consistently from my clients in regards to hiring is “I’m tired of looking through the same set of resumes over and over again.” If you have had the same thought, trust me, you’re not alone. Resume sites are flooded daily with recycled candidates. So, how do you go about finding the new, fresh candidates out in the market place?
A Sales Guy
JUNE 24, 2017
Ego is a silent killer of sales and marketing teams. Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. No one gives a s**t about you or your company. Prospects and customers only care about their business and what you can do for them.
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Partners in Excellence
JUNE 25, 2017
Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice President, Alliances and Strategic Partnerships for CenturyLink. We had a wide ranging discussion on leveraging channels and partnerships to drive more effective engagement with customers. I thought I’d share some of our discussion. Dave Brock (DB): Bill, before we get into it, can you share a little of your background?
Engage Selling
JUNE 29, 2017
How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask?
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
JUNE 28, 2017
A guest post by Mark Trinkle, President, Anthony Cole Training Group.
ConversionXL
JUNE 26, 2017
Elite Camp is a traffic and (mainly) conversion event held in Estonia every summer. It’s among the very best CRO events in the world, and of course in Europe. Elite Camp 2017 had an enviable line-up of heavy hitters and rock stars. Here are top insights from every speaker of this year’s event. Thanks to the inimitable Karl Gilis for all the photos below.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
JUNE 28, 2017
It’s here — the 2nd half of the year is starting in just a few hours! Hey, I want you to keep pushing to grab all you can this half, but let me push you to look at a few things to adjust to increase your 2nd half results. Take a few minutes and take […].
Partners in Excellence
JUNE 28, 2017
There’s a fascinating discussion about the various dimensions of “value” driven by Deb Calvert’s article on Why Prospects Are Buying From Your Competitors. Here’s the link to the discussion , be sure to look at it. But there is a part of the discussion that really bothers me, it’s about the concept of Value Add. First, all of us have been raised to think about and sell our Value Add.
Hubspot
JUNE 28, 2017
Here at HubSpot, we obsess over our product -- how it’s built, where it’s headed, and how we talk about it. Every update, from minor feature tweaks to major product launches, are pored over by a team. Developers and product managers handle the creation and vision of individual products. Product marketers own the story of the product, with the goal of creating the narrative that defines the product.
A Sales Guy
JUNE 26, 2017
Every day I have a conversation with someone who isn’t where they want to be in their life or their career say to me, “I know. . I know, I need to make more calls. I know, I need to read more books. I know, I need to blog, (or blog more). I know, I need to use social media. I know, I need to learn more about my customer business. I know, I need to ask more questions.
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.
Engage Selling
JUNE 30, 2017
Turnover, specifically sales turnover hurts your business. How do I know this? Recently, I’ve been working with some clients who have suffered some devastatingly bad losses because of sales rep turnover.
Partners in Excellence
JUNE 27, 2017
Virtually everything one reads about driving sales performance and productivity focuses on the sales person. 1000’s of books and articles provide endless advise to help improve sales people skills. Billions are spent in training and skills development—all focused on the sales person. Billions are spent on tools–again all aimed at the sales person.
Hubspot
JUNE 26, 2017
Mark Zuckerberg started Facebook as a simple “hot-or-not” site to get back at classmates. Nike founder Phil Knight called the now ubiquitious shoe company his “crazy idea." Instagram began with a single photo filter to make turn its users into less-crappy photographers. You probably couldn’t have predicted their success at the time, but today, all of these ideas have turned into global titans worth billions of dollars.
A Sales Guy
JUNE 26, 2017
On this lesson of #TaughtLeaders we will get schooled by Shama Hyder, a web and TV personality, a bestselling author, and the award-winning CEO of The Marketing Zen Group—a global online marketing and digital PR company. Shama graduated in one of the worst recessions we’ve seen since The Great Depression. Rather than signing on with anyone who would take her, she started her own social media company because she could see something that the rest of the world couldn’t see yet.
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Pointclear
JUNE 29, 2017
Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you. PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. What we call our “silver bullets” aren’t a quick fix for what’s ailing your pipeline.
Jill Konrath
JUNE 27, 2017
I could never seem to get everything done. I was working from morning to night and my to-do list just kept getting longer. Then, I discovered that a major root cause was online distractions. I had no idea that they were making everything take much longer to get done.
Hubspot
JUNE 26, 2017
It's finally, finally summer. To celebrate the sun emerging (and the temperature in our offices dropping to subarctic extremes), I attempted to find some summery ads to feature in this month's roundup. Instead, I ended up with a weird chatbot, a novelty phone, and several ways to kill bugs. Regardless of seasonal appropriateness, this month's ad roundup showcases some inventive ad formats and new concepts from agencies around the world.
SalesProInsider
JUNE 28, 2017
Every year new research shows the impact of individual sales coaching. It seems most sales leaders “get” that we are supposed to coach our reps. Yet, it can be so hard…but does it have to be? The case for sales coaching is compelling, with the most recent I’ve seen from The Sales Management Association noting: Companies that support coaching development improve sales objectives by as much as 19%.
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.
The Sales Hunter
JUNE 30, 2017
Are you learning something new each day? If not, you’re not growing. If you see yourself as a strong leader or a great salesperson, you must be committed to asking more questions. Each day I challenge myself to learn something new, and then I find a way to use what I learned to help me […].
Engage Selling
JUNE 26, 2017
What’s up with the recent increase in dishonest sellers this year? Seriously, how can anyone actually think beginning a relationship with dishonesty is going to pay off in the end? It boggles my mind!
Hubspot
JUNE 26, 2017
Houston, we have a turnover problem. As the years pass, there seem to be a growing number of studies on employers struggling to retain their people -- and the high costs associated with the resulting turnover. What’s at the bottom of it? Is it workplace culture? Is it missed salary expectations? Or can it all be lumped under the crucial umbrella of communication?
SalesLoft
JUNE 30, 2017
Monologues may be celebrated in Shakespeare, but you want to keep your discovery call away from the theatrics and encourage open communication. New research from Gong.io shows that there is a real tactical advantage to increasing the number of verbal exchanges during your discovery calls. The discovery calls with the highest rates of success aren’t one-sided, they’re more like a verbal tennis match.
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.
SalesHandy
JUNE 26, 2017
Inside Sales over traditional sales is the way to go nowadays and it’s the future of Sales. Being an Inside Sales Rep implies you’re not on your feet, up and running to increase your company’s sales but instead you have to manage everything from your office space without meeting your possible clients in-person. If that sounds like sales reps are missing out on the essence of sales itself, worry not, actually it’s the opposite.
The Sales Hunter
JUNE 25, 2017
It’s summer and that means vacations! When you go on yours, don’t use the “out-of-office” setting on your voicemail and email. You want to seize opportunities to monitor your voicemail and email for potential leads! Check out the video to see what I mean: For the month of June, Amazon has the Kindle version […].
Sales Gravy
JUNE 29, 2017
Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and why you should never give up on your dreams.
SalesLoft
JUNE 28, 2017
Your SDRs and AEs are referred to as a sales team for a reason. Just like any functional team, each member has their own position and their own responsibility. But the best way for any team to rack up points and achieve goals is by working together. The best teams depend on collaboration through the entire team to bring home a championship. A similar dynamic exists within successful sales teams because – all together now – “Teamwork makes the dream work.”.
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.
SalesHandy
JUNE 26, 2017
Inside Sales over traditional sales is the way to go nowadays and it’s the future of Sales. Being an Inside Sales Rep implies you’re not on your feet, up and running to increase your company’s sales but instead you have to manage everything from your office space without meeting your possible clients in-person. If that sounds like sales reps are missing out on the essence of sales itself, worry not, actually it’s the opposite.
The Sales Hunter
JUNE 27, 2017
You need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […].
Hubspot
JUNE 29, 2017
Let’s just come out with it: Email is becoming less effective for marketers. It might not be dead yet, but it’s not exactly the shiny new channel it used to be. Just think about your own inbox -- how many marketing emails are you subscribed to that you delete without opening? We thought so. It was with this in mind that we started experimenting with messenger apps.
SalesLoft
JUNE 26, 2017
“We have two ears and one tongue so that we would listen more and talk less.” — Diogenes. That quote is over 2000 years old, and yet listening more than you talk is still a struggle for today’s modern sales rep. This struggle was clearly illustrated in a post we wrote earlier this year highlighting new data from our partners at Gong.io, focused on the impact of this conventional wisdom of speaking less and listening more.
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