Anthony Cole Training
JUNE 5, 2017
Ok, let’s start here - there are no secrets! The Internet and the digital world have pretty much eliminated ignorance and secrets to success in sales and about how to do almost anything. All you need is a mobile device (could even be a watch) with access to the internet and you can find just about anything you want to know.
A Sales Guy
JUNE 6, 2017
The next installment of The Real Deal of Sales is out and again it’s fire. In this one, I ask sales leaders about their proudest moments. Sales leaders have an amazing impact, and if they are good can change people’s lives. So, I wanted to know, what their most proud moment was. The stories are fantastic. There are some good sales leaders out there.
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Engage Selling
JUNE 5, 2017
Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.
Hubspot
JUNE 8, 2017
Be honest. Do you know what your non-marketing colleagues do all day? Sure, you might have a general idea of what your co-workers in sales, finance, and HR do, at least categorically. But it seems that many of us -- myself included -- have those days, weeks, and months when we’re so bogged down in our own daily hustle, that we become a bit oblivious to what everyone else around us is working on.
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
ConversionXL
JUNE 8, 2017
Did you know that Netflix has only 90 seconds to find a show that suits a user before she gets frustrated and quits? According to a recent academic study, “a typical Netflix member loses interest after perhaps 60 to 90 seconds of choosing, having reviewed 10 to 20 titles (perhaps 3 in detail) on one or two screens.” How does Netflix manage to find the right show for the right user so quickly?
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JUNE 6, 2017
As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. There is a lot we can learn, at the same time, there are huge areas where the comparisons break down. If you haven’t read the first post, What We Can Learn From Lean Manufacturing , be sure to read this. This post continues on the foundation of Toyota Production System’s 4 P’s, by diving into the 14 principles.
Hubspot
JUNE 9, 2017
As any inbound certified member of our community knows, setting SMART goals (that's S pecific, M easurable, A chievable, M easureable, T ime-bound) is the keystone managing (and measuring) highly productive sales and marketing teams. Aligning these goals is what keeps marketing and sales teams in lock-step. For example, marketing may have a Service-level Agreement (SLA) with sales to generate 100 marketing-qualified leads (MQLs) per month, and in return, sales agrees to "work" at least 80% of th
Pointclear
JUNE 9, 2017
PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead.
A Sales Guy
JUNE 5, 2017
I did the Sales Tuner Podcast the other day and it was one of my most personal podcasts in a while. The host Jim Brown did a great job at eliciting personal stories out of me. I was on fire. I went several rants and got myself all fired up. I listened to it at the airport and was ready to storm a castle and I was listening to myself talk. I think you’re gonna like this one.
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.
Partners in Excellence
JUNE 8, 2017
Ir you haven’t had a chance to read the first two articles in this series, take a moment to skim them, What Sales Can Learn From Lean Manufacturing and What Sales Can Learn From Lean Manufacturing–Part 2. This post follows on those. If you have been following, I’ve been using the Toyota Production System (TPS) as the foundation for this discussion.
Hubspot
JUNE 9, 2017
We all know those moments when we stumble upon what looks like a golden piece of content. And just as you’re about to dive in -- an ad appears. You can’t just close it, either. Before you can get to what you visited that site to see, you have to wait, as a countdown clock in the corner of the ad taunts you with, “Close this ad in 5 … 4 … 3 … ”. At this point, does anyone else just hit the “back” button with an angry mutter of, “Nevermind, I’ll read something else”?
SalesProInsider
JUNE 6, 2017
It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll want to keep reading for this very important “What Not to Do When You Hear a Sales Objection.” Although the “but” can come anytime, it seems toughest after you’ve completed a productive review of the buyer’s prob
Engage Selling
JUNE 9, 2017
This year, my team and I have had the pleasure of working on some really interesting projects. In one case, a client discovered that their customers demanded a 24-hour turnaround on all quotes.
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Partners in Excellence
JUNE 5, 2017
I just read a very good post by a famous marketing “guru.” It was entitled ” How to get customers to come to you…” It’s marketing and sales people’s dreams, getting customers to come to us. Something we’ve done has interested them. Something has provoked them to ask for more. They may not be ready to buy, but it could be the starting point of a relationship.
Hubspot
JUNE 9, 2017
It’s always valuable to look at how other organizations within your industry get things done every day. And It’s particularly valuable to look at how an organization you admire, or aspire to emulate, has nailed what they do. When we read in 2016 that BuzzFeed was changing the entire way its content creation team was structured , it made us curious about how we were creating our own content.
Topline Leadership
JUNE 6, 2017
[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.
Jill Konrath
JUNE 8, 2017
This real-life story shared below is adapted from Sales Insanity , a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.
Advertiser: ZoomInfo
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Partners in Excellence
JUNE 7, 2017
I posed a question on LinkedIn, “ Can we self coach? ” The responses are interesting and, for the most part, thoughtful. Paul Lanigan made a comment that neatly sums up my thinking: “The whole idea of a coach is to shine a light on what we don’t see.” I think this is an important concept and why any high performer must actively seek coaching from their manager and even mentoring from people they respect.
Hubspot
JUNE 8, 2017
At this point, everyone knows that e-commerce is no longer "the next big thing" -- it's the current big thing. eMarketer estimates e-commerce sales will reach $4.058 trillion in 2020, or 14.6 percent of total retail projections for that year. The e-commerce space is a hot, crowded market, and the brands that rise to the top will have to be able to cultivate a loyal and rabid fan base.
SalesProInsider
JUNE 8, 2017
I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible. This is why I like the Objective Management Group’s tools so much. Dave Kurlan and his team approach sales with science. Their specific focus on being able to predict who (candidate or tenured sales rep on your team) will be a top performer allows my clients to hire less often because th
The Sales Hunter
JUNE 6, 2017
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I see is people take a plan they’ve seen work for somebody else and think they can replicate it and achieve […].
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.
Partners in Excellence
JUNE 5, 2017
Anthony Iannarino wrote a post, Why C Level Executives Should Take More Meetings With Sales People. Usually, Anthony and I are so aligned in our thinking, we tend to complete each other’s sentences (which makes for odd conversations). While I get Anthony’s point in the post, there’s an unfortunate reality. Most of the time, sales people waste the executive’s time.
Hubspot
JUNE 8, 2017
A few months ago, I took on the task of evaluating and reinventing the HubSpot Marketing Blog's email subscription. It's not that our email subscription wasn't working. We were gaining an impressive number of subscribers each month. Those subscribers we're opening and clicking on our subscription emails -- and we had the traffic numbers to prove it.
SalesLoft
JUNE 9, 2017
We’ve all heard the stats: “Buyers are 67% through the buying process before engaging salespeople,” or “70–80% of buyers do their own research prior to the sale.” They make for splashy headlines, but regardless of their validity, one thing is for certain: buyers are doing a lot of research. And not just on the the product and the company, but on the sales person as well.
The Sales Hunter
JUNE 4, 2017
Want to generate good dialogue with your customer? Start viewing yourself as your customer’s R&D department. Do this and they will increasingly rely on you for the helpful information you bring them about their company and industry. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” Sales […].
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.
Pointclear
JUNE 5, 2017
What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue. You can listen to the webinar here. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be.
Hubspot
JUNE 7, 2017
If you’ve been following the HubSpot Marketing Blog, you already know there’s a battle going on -- between Facebook and Snapchat over the disappearing message. And so far, Facebook’s winning the battle -- all because of Instagram. When Instagram Stories launched in August 2016 , Snapchat had already been the first mover in the ephemeral, or disappearing, messaging space since Snapchat Stories were created in 2013.
SalesLoft
JUNE 7, 2017
The first thing you do in the morning as an Account Executive is check your email. The second? You likely open another tab for Salesforce. Throughout the day, between research for phone calls and additional email sends, Salesforce and other tabs begin to multiply until you can barely even see what each one is for. Maybe having 20 tabs open doesn’t bother you, but it’s really easy to lose information between tabs.
The Sales Hunter
JUNE 9, 2017
How good are the notes you take when meeting with others? Are you guilty of merely thinking you’ll remember, and as such, you don’t take the time to record what you discussed, the next steps decided on, etc? I’m sure you’re guilty, because let’s be real, 95% of all salespeople and leaders are too quickly […].
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