Anthony Cole Training
DECEMBER 8, 2016
So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?
A Sales Guy
DECEMBER 9, 2016
Great sales people are empathetic. You can’t sell if you’re not in tune with your buyers and prospects. Therefore you’re unable to offer a valuable solution to them. It all starts with your focus on them, their problems, their needs, their emotions, their fears, their issues. You must have empathy for those you’re selling to.
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ConversionXL
DECEMBER 7, 2016
Nowadays nearly every online shop utilizes some sort of product recommendation engine, which is no wonder, as these systems, if set up and configured properly can significantly boost revenues, CTRs, conversions, and other important metrics. Moreover, they can have considerable positive effects on the user experience as well, which translates into metrics that are harder to measure, but are nonetheless of paramount importance to online businesses, such as customer satisfaction and retention.
Hubspot
DECEMBER 8, 2016
For all of the greatness that the internet affords -- cute animal videos , GIFs , and interesting blogs -- I think its biggest downside is how distracting it can be. How many times have you sat down to work and been pulled into a pit of procrastination ? Perhaps you get absorbed in updates on social media, or maybe you click through Wikipedia trying to determine what exactly Gina Rodriguez’s first TV role was (it was on Law & Order ).
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
Engage Selling
DECEMBER 8, 2016
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections?
A Sales Guy
DECEMBER 4, 2016
Let me be clear, there is a difference between negative feedback and constructive feedback that highlights a weakness, or something you could improve. I’m a huge fan of constructive feedback. Actually, I seek it out. I want as much feedback in the areas I can improve as I can get. It’s the only way to get better. Negative feedback, on the other hand, is just that it’s negative.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
DECEMBER 7, 2016
Do you take a good, hard look at your team’s marketing strategy every year? You should. An annual marketing plan helps you set your marketing on the right course to make your company’s business goals a reality. Think of it as a high-level plan that guides the direction of your team's campaigns, goals, and growth. Without one, things can get messy -- and it's nearly impossible to put a number on the budget you'll need to secure for the projects, hiring, and outsourcing you'll encounter over the c
Understanding the Sales Force
DECEMBER 5, 2016
What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!
A Sales Guy
DECEMBER 7, 2016
I received a LinkedIn message from a past employee the other day. He had just lost his job and wanted my thoughts on his next move and wondered if I could help. I hadn’t heard from him in a long time. I almost never see him on LinkedIn, Twitter, or Facebook. For all intents and purposes, he doesn’t exist in my world or online. He’s not alone.
Engage Selling
DECEMBER 6, 2016
The amazing Jill Konrath has done it again. Her new book More Sales, Less Time has been released today and like all her books. This one is bound to be a best seller.
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 6, 2016
There’s something kind of cool happening in the world of marketing. Actually, there’s always something cool going on here. But as you may have recently heard, people are paying a lot of attention to something called account-based marketing (ABM). After all, over the past year, there’s been a 21% increase in the number of companies that have a full account-based marketing program in place.
Score More Sales
DECEMBER 5, 2016
Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success.
Partners in Excellence
DECEMBER 5, 2016
Somehow a packed calendar/agenda seems to be an indicator of our “success.” We live in a 7/24 world, we have more work than we can manage, and we constantly fill our calendars with activities. It impacts people at all levels. I’ve told this story before, but it bears telling again. About 15 years ago, I was working with a Fortune 100 organization.
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Hubspot
DECEMBER 9, 2016
Ah, December: a month filled with festive decorations, hot chocolate, and the long-awaited company holiday party. Company holiday parties are a fun occasion to celebrate the season with your friends, family, and colleagues. However, even if the party has all of the trappings of an event you would throw at your home, such as food, alcohol, and party games, it’s still a work function.
The Sales Hunter
DECEMBER 6, 2016
More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers The last couple of months, I’ve been on a mission to try and make as much of my time focused on “RPA” as possible. “RPA” stands for Revenue Producing Activity. We in sales and, for that matter, everyone in life struggle with being […].
Partners in Excellence
DECEMBER 4, 2016
I’ve always thought sales is more science than art. I believe selling is a set of disciplined processes, many of which can be “engineered” to optimize our ability to engage the right customers/prospects, with the right conversations, at the right time. Whether it’s a recruiting/onboarding process, talent management/people development, account/territory management, opportunity/deal management, pipeline/forecasting, prospecting, time management, performance management, def
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Hubspot
DECEMBER 9, 2016
So. Any exciting plans for this weekend? I bet you're looking forward to spending some time with your family, or catching up with friends. Maybe there's a new recipe or restaurant you've wanted to try. And, of course, there are those countless minutes of checking your work email. Wait. What? That doesn't sound like a relaxing way to spend the Saturday.
The Sales Hunter
DECEMBER 6, 2016
#SocialSelling is all the rage, but before we get carried away with it, let’s realize something our mothers told us growing up — “Too much of anything will make you sick.” Social selling is ONE sales tool. Do not think of it as THE only sales tool, because doing so will get you in trouble […].
Pointclear
DECEMBER 8, 2016
Should you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it.
Partners in Excellence
DECEMBER 7, 2016
As long time readers know, I tend to be pretty opinionated. Recently, I’ve gotten sucked into a conversation thread on LinkedIn about job hopping. It’s semi interesting–much of it is people rationalizing why they move from job to job to job. Much of the job hopping phenomenon has been attributed, incorrectly I think, to millennial. “That’s the way they are, we just have to accept it.” First, I job hopping isn’t primarily limited to millennial, I see p
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 8, 2016
From the subject line to the closing, there's a science to writing the perfect email. Include too many pictures, and your clickthrough rate may decrease. Write too much text, and your message may overwhelm your reader -- especially considering 48% of emails are opened on a smartphone. In our ebook, How to Write the Perfect Email , we'll walk you through the 14 key steps to optimize your marketing emails for opens, clicks, subscribers, and more.
The Sales Hunter
DECEMBER 5, 2016
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the more aware you become, the better able you are to adjust […].
SalesLoft
DECEMBER 8, 2016
Your CRM is table stakes for your sales team. With Salesforce leading the charge for years, every rep has their routine: updating leads, accounts, and notes. That’s great for organization, but does very little for the actual act of selling. Cue the entry of sales engagement platforms – making it easier than ever to craft personal correspondences, dial prospects, and understand performance.
Partners in Excellence
DECEMBER 9, 2016
There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. But something critical is missing from most of the conversations.
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.
Hubspot
DECEMBER 8, 2016
No matter how much careful planning goes into a project, disaster can still strike when you least expect it. And when it does, it's important for project managers to know how to minimize the damage and keep the team moving forward. Sometimes, the signs are obvious: deadlines are being missed, your communication channels aren't keeping everyone on the same page, and team members are confused about the scope of their individual responsibilities.
The Sales Hunter
DECEMBER 9, 2016
We’re just a few weeks from the end of the year, and that most likely means chaos on a number of fronts. First, there is the year-end pressure with most companies ending their fiscal year. Second, there is all the outside chaos of holiday activities, which means there is the continual juggling of both […].
SalesLoft
DECEMBER 7, 2016
Sales software changes as rapidly as the sales landscape , which is to say at light-speed. The best way to stay current with sales technology is to look to the future. While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. Let’s take a closer look.
The 5% Institute
DECEMBER 7, 2016
Whether you’re in Real Estate, a Coach, or Small Business Owner or Consultant, one of the regular objections that you’ll probably often hear is “We’re already working with someone else” Now firstly, a lot of people trying to sell a product or service at this point may start to get nervous, and shudder at the thought of coming across this potential road block.
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