Sat.Aug 03, 2019 - Fri.Aug 09, 2019

article thumbnail

10 Keys to Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business. In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today!

Pipeline 194
article thumbnail

Here are 5 reasons your sales process will fail

Membrain

Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.

Process 118
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

High Performance Selling, Putting The Pieces Together

Partners in Excellence

Have you ever put together a jigsaw puzzle? Recently, I was sitting in a hotel lobby. The staff had put out one of those 1000 piece puzzles. It turned out to be a fascinating social experience–strangers were sitting down together, trying to place pieces in the right spots. It was huge fun! Puzzles are interesting, and they are an intriguing metaphor for sales.

Sell 114
article thumbnail

The Dangers Of Being Too Salesy (And How To Build Trust Instead)

Sales Hacker

Trust 111
article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

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

article thumbnail

Get Your Prospect to Hit the 'Buy Now' Button

Anthony Cole Training

According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan.

article thumbnail

Content Marketing Ideas for a Startup Budget

G2

Content marketing has evolved moving from traditional media into the digital landscape.

110
110

More Trending

article thumbnail

What Is Business Development? (And Why It’s Vital to Sales Success)

Sales Hacker

A few weeks ago, I had a conversation with the head of business development for a French logistics company. He was over the moon because in only 5 months he reached his goal of getting 10 qualified opportunities. And, even better, he managed to go beyond the target by closing a €350K deal. The results were shocking. And even more impressive, he got those results in a brand new industry. .

article thumbnail

How to Create Your First Web Form (Tutorial)

Hubspot

Forms are often an integral part of a buyer's journey, and most companies already use web forms as part of their marketing strategy. In fact, 74% of companies use web forms for lead generation, and 49.7% say their online forms are their highest converting lead generation tool. Forms can vary greatly in purpose -- you might use a form to get more sign-ups to your email newsletter, collect email addresses to send coupons and special offers, create gated content for viewers, or allow leads to sign-

UX 101
article thumbnail

Research Tips for Working From Home for Optimal Productivity

G2

Working from home is as much a perk as it is a challenge. It can increase productivity or kill it. And the one thing it basically comes down to is: distractions. Luckily, research gives us a good idea about how to avoid distractions and unlock maximal productivity when working from home.

Product 105
article thumbnail

Sales Is Simple, Buying Isn’t!

Partners in Excellence

I succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may have been, is that I did what too many of us do, focusing on ourselves–sales people, sales leaders, and selling. We all do that, we focus on what we do. We get into conversations about how we do what we do better.

Sales 104
article thumbnail

Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

article thumbnail

Selling Insurance? What You Need To Know

The 5% Institute

We’ve trained Students all around the world; and many of them come from businesses that are selling insurance. This ranges from public liability insurance, home or business insurance, life insurance and much more. What we’ve found is by implementing these useful tips, you’ll be able to sell insurance a lot more consistently and effectively. Selling Insurance?

Sell 98
article thumbnail

The What, Why, and How of Behavioral Marketing [+ Examples]

Hubspot

Marketing, in essence, is about delivering solutions to those who might benefit from them. Historically, marketers have had a difficult time using data to correctly identify and target their audiences. With minimal data to work with, organizations practices some less than ideal marketing practices: consumers are bombarded with unrelated ads, emails, phone calls, and other outreach that they inevitably ignore.

Territory 101
article thumbnail

The Struggle is Real: How 6 Employees Conquer Common Remote Work Challenges

G2

Remote work sounds like a dream come true, until it isn’t.

102
102
article thumbnail

6 Steps of a Successful Sales Process: Understanding the Buyer's and Seller's Perspective

RAIN Group

How would you rate your organization's sales process? Ad-hoc: No consistent process. Emerging: Some consistency and planning framework. Defined: Guides sellers to plan for—and win—opportunities. Managed (adoptive): Well-defined and easy to use, offering specific details and guidance for selling. World-Class (adaptive): All of the above—and then some!

Process 98
article thumbnail

Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

article thumbnail

Zoom Had a Burn Rate Budget. So Should You.

SaaStr

There was a very curious thing in Zoom’s financials leading up to its IPO that I am surprised no one commented on. But as a founder, it jumped out at me. In 2017, Zoom’s cash burn was exactly equal to its Gross Proft. In other words, it burned exactly $0. It didn’t make a profit that year (although it does now), but nor did it even lose a nickel: .

Finance 96
article thumbnail

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot

You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople.

article thumbnail

How To Create a Stellar Referral Program for Your Business

G2

Why does a referral program rock?

article thumbnail

What Do I Do When a Prospect Goes Silent?

The Sales Hunter

You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week.

article thumbnail

State of AI in Sales & Marketing 2025

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.

article thumbnail

Understanding Leverage

Partners in Excellence

Leverage is an important concept in business, sales, and marketing. Unfortunately, we spend too little time understanding leverage and identifying leverage opportunities in coaching and developing our people. Perhaps, our aversion to leverage is the negative connotations of the word. Too often, it’s construed as using some sort of manipulation or unfair/unethical tactics.

article thumbnail

The Ultimate Guide to Content Marketing in 2019

Hubspot

It’s no secret that traditional forms of marketing, which interrupt audience members, are less effective than they once were for reaching prospects and converting leads into customers. That’s why content marketing has become a popular way for businesses to reach and engage their target audience. By providing audience members with useful content to educate them on your products and services — and show them how those products and services effectively solve their pain points and challenges — you ca

Education 101
article thumbnail

Home Office Ideas: Creating a Sanctuary Space

G2

Before you begin working from home full time, as I did six months ago, it’s important you have a space in your home completely designated for work.

95
article thumbnail

Your Sales Team Needs This Trait

Engage Selling

Successful sales teams don’t manifest by chance. All of the top sales teams in the world generally possess a few key traits for success. One of these important keys is resilience. Let’s face it, sales can be challenging.

Sales 90
article thumbnail

The Intersection of AI and Sales: Personalization Without Compromise

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.

article thumbnail

Perseverance, Resiliency and Revenues

Women Sales Pros

A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. “Uggh,” I said. “What did you do?” He responded without missing a beat, “Some will, some won’t, moving on.

article thumbnail

The Ultimate Guide to Landing Pages

Hubspot

A landing page can be the designated page you’re taken to when you click on an ad. It can be the page that follows a call-to-action button. A landing page can also serve as the homepage of a website. What distinguishes a webpage as a landing page is its objective — the purpose of a landing page is to convert visitors into leads. That’s it. The differentiating component of a landing page is that it contains a lead form that asks visitors for their contact information, typically in exchange for so

article thumbnail

Effective Ways to Sell to C-Suite Buyers

CloserIQ

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. By the time your careful messaging has run up the ladder, it’s been mutilated. But, if you sell directly to an executive, your sale can get closed faster – and better. . But selling to C-level buyers requires a different approach than with typical buyers.

Sell 89
article thumbnail

Reinforcement: The Key To Leadership In Sales Coaching

Sandler Training

One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion withi

Sales 86
article thumbnail

Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

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.

article thumbnail

2 Cold Emails I Funded For Millions

SaaStr

Cold emails to investors have their detractors. There are so, so many start-ups these days. Everyone with a checkbook is looking for signals which of the 1000s to invest in. Because these days in SaaS, there are just too many. 5 years ago, you could meet many of them. 10 years ago, you could meet all of them. Now there are just too many. So you are looking for signals.

Pitch 85
article thumbnail

New Hire Training for Salespeople: The Ultimate Guide

Hubspot

The average ramp-up time for salespeople is between six and nine months. That’s a lot of lost revenue for your company. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). It takes time. It might feel like you’re over-communicating.

Negotiate 101
article thumbnail

3 Ways Sales Can Use a CDP to Improve Account-Based Selling

Sales Hacker

Customer data platform (often called CDP) isn’t a term you hear very often — especially outside of marketing. In truth, it’s a relatively new addition to the MarTech landscape. . Among marketers, CDPs are the go-to tool for personalizing the customer journey, creating granular segments and developing a 360-degree view of customer interactions with the brand.

Sell 84
article thumbnail

HOW??? Fortune 50 Customer 3x’s Sales Pipeline in 90 days

SalesforLife

We’ve been working with a Fortune 50 company over the last couple of years, and it’s been incredible to watch how they’ve incorporated modern, digital selling with traditional calls, email-based selling, and account-based marketing as part of the trifecta of success. This company is at the cutting edge of AI and machine learning , and has been very successful at doing propensity scoring of inbound leads.

article thumbnail

AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.