Anthony Cole Training

SEPTEMBER 27, 2017

Why are rollercoasters and anemic pipeline syndromes important?

Pipeline 147

Pipeline Sales 147

ConversionXL

SEPTEMBER 28, 2017

It’s easy to get lost down the rabbit hole of metrics for your business. When it comes to getting the most out of your website performance, only certain metrics are what you can consider key performance indicators. The trick is figuring out which ones. What are key performance indicators? A key performance indicator (KPI) is a quantifiable activity used to measure how a key aspect of your business is operating or how much volume it’s receiving.

Click Through Rate 121

Click Through Rate Conversion Referrals Price 121

Hubspot

SEPTEMBER 28, 2017

In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.

Closing 101

Closing Customers Sales Prospecting 101

Understanding the Sales Force

SEPTEMBER 26, 2017

Image Copyright iStock Photos.

Consult 93

Consult Sell Sales 93

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

Hospitality

RAIN Group

SEPTEMBER 27, 2017

In our research report, The Value Driving Difference , we studied almost 500 organizations' practices regarding how focused they are on driving value for buyers. Companies that rose to the top as Value-Driving Sales Organizations had higher sales win rates, were more likely to grow revenue, had lower undesired sales staff turnover, and much more highly motivated sellers.

Negotiate 89

Negotiate Drivers/motivators Sales Price 89

Partners in Excellence

SEPTEMBER 24, 2017

I just read some really bad advice from a really smart individual, “Managers spend too much time on their bottom performers, they need to focus on their top and middle performers.” The explanation went on that time invested in bottom performers wouldn’t result in substantive performance improvement, the equivalent time spent with our top performers produces more results.

Represent 84

Represent Gaming Customers Closing 84

Understanding the Sales Force

SEPTEMBER 25, 2017

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go. Cars were in front of me and to the left of me with cones to the right and the cop was right on top of my rear bumper.

Closing 92

Closing Follow-up Sell Pipeline 92

Membrain

SEPTEMBER 24, 2017

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo.

Sales 82

Sales 82

Engage Selling

SEPTEMBER 28, 2017

Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat.

Presentation 82

Presentation Clients 82

Score More Sales

SEPTEMBER 26, 2017

You worked hard through trial-and-error to create an introductory email that is worthy of a reply. But do you expect to really get one?

Sales 81

Sales B2B 81

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.

High impact

Hubspot

SEPTEMBER 28, 2017

Productivity is generally thought of in terms of, “How do I get more done?”. If we’re lucky, we work in teams and environments where that perspective is at least softened by combining it with a measure of efficiency or impact, but even then we don’t fully escape the rat-race-like pursuit of more. In fact, we usually answer “How are you?” with “I’ve been very busy.

Non-Profits 78

Non-Profits Start-ups Product Growth 78

Openview

SEPTEMBER 26, 2017

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B in 2016. What’s amazing about NetSuite is that their software can literally be used by any company.

Promote 73

Promote Gaming Start-ups Trust 73

Membrain

SEPTEMBER 27, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study, 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

Sales 65

Sales Meeting 65

Partners in Excellence

SEPTEMBER 28, 2017

The reality of our professional, business, (perhaps our personal lives), is that we are time poor. Everyone is over-committed, overworked, and overwhelmed. Time becomes their most precious and unrecoverable commodity. With this as the glaring reality of our own time utilization and that of our customers, I’m astounded at how cavalier we are about how we use time.

Customers 65

Customers Trust Meeting Sell 65

Advertisement

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.

B2B

Hubspot

SEPTEMBER 28, 2017

If I told you that content creation is a vital part of every company’s marketing strategy, your response would probably be a sarcastic “Well, duh. Thanks for that cutting-edge insight, John.”. That’s because most of us know how important content is to our inbound marketing and our brands — both our respective company brands, as well as our personal brands as a thought leader.

Strategize 78

Strategize Promote Relationship building Start-ups 78

Openview

SEPTEMBER 28, 2017

U.S. companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media. However, sales teams deliver only 50% of the revenue performance that their strategies and sales forecasts have promised. While sales processes, training, compensation plans, technology, marketing support, and product lines matter, sales reps who simply dislike – or hate – their jobs is one of the most understated and overlooked aspects impacting sales force performance today

Commission 68

Commission Sports Sales Quota 68

The Sales Hunter

SEPTEMBER 26, 2017

You may think it’s important, but does your customer? Is what you’re sharing with the customer nothing but a statement we’ll call a blinding flash of the obvious? I was just in Australia and saw this sign, “Danger Crocodiles,” with the words “No Swimming.” Excuse me, but did I miss something with my limited knowledge […].

Customers 62

Customers Cold Call Presentation Service 62

Partners in Excellence

SEPTEMBER 25, 2017

How much pre-call research do you need to do to be effective in your prospecting? Frankly, it’s a really loaded question, with answers all over the place. Some argue you need to research deeply, learning as much as you can about the company and the individual as possible, becoming well informed about them and their business so you can be relevant in the conversation.

Prospecting 64

Prospecting Manufacturing Cold Call Pitch 64

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.

Sales

Hubspot

SEPTEMBER 27, 2017

78

78

Adaptive Business Services

SEPTEMBER 28, 2017

If you are not already familiar with Nimble, Nimble is a Social CRM that has revolutionized CRM in a number of ways …. It does the 3 Cs (contacts, calendar, and communications) right and in a way that is actually usable. Nimble will create, and flush out social profiles, contact records for you and it will do so automatically. Or, as Nimble says … automagically.

Contact 60

Contact CRM Price Follow-up 60

SalesHandy

SEPTEMBER 28, 2017

The social media phenomenon has exploded in just a few years. And, now it seems that it’s the most frequent place people hear their news, find out about interesting information, share with others and even make purchases. You’ve got to make those personal connections with people throughout social media in order to find prospective customers and have your information shared widely.

Contact 53

Contact Sales Up-sell Represent 53

Pointclear

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. My answer to that question is not based on self-interest. For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). 40 to 50 pipeline accounts (from which 20% to 30% wi

Contact 53

Contact Lead generation Pipeline Follow-up 53

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.

Sales

Hubspot

SEPTEMBER 26, 2017

Chances are, if you spend time on Instagram, you've come across influencer posts on the platform. You know the kind I'm talking about -- featuring a product or service, usually with the hashtag #sponsored or #ad in the caption. These influencers typically have hundreds of thousands of followers -- or, in the case of people like Kendall Jenner and David Beckham -- millions of followers.

Promote 78

Promote Service Product 78

The Sales Hunter

SEPTEMBER 29, 2017

The sign said “Crocodile Safety,” followed by the words, “Very Low Crocodile Risk.” Seeing a sign like that, I naturally began to wonder what they mean by “very low crocodile risk.” Does low risk mean the worst case is you’ll lose a foot or an arm? Or does it mean the other person swimming […].

Sales 52

Sales 52

SalesLoft

SEPTEMBER 29, 2017

During each and every interaction you have with your prospects you should exemplify the qualities of a modern sales professional to encourage a business relationship. But while building that relationship, some sales reps allow casual mannerisms in their speech, dress, or overall behavior to degrade their professional demeanor. When you are trying to make a good impression on a prospect, lacking professionalism can be costly.

Sales 52

Sales Prospecting Start-ups Meeting 52

Engage Selling

SEPTEMBER 29, 2017

When I facilitate a workshop with a group of sellers, we inevitably start talking about all the different ways that you can communicate with clients. There’s social media, email, Zoom, Skype, Abobe, etc.

Clients 48

Clients B2B Sell Sales 48

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.

Product

Hubspot

SEPTEMBER 25, 2017

In case you haven't already heard, bots are the new black. Seriously. The new strategy of providing 1:1, instantaneous assistance to users and customers is proving successful for brands across industries. And although we've rounded up AI and bot use cases for you as they relate to productivity and marketing , we wanted to round up other cool ones, too -- that anyone can use, even for fun.

Transportation 78

Transportation Represent Start-ups Product 78

Partners in Excellence

SEPTEMBER 28, 2017

Nearly every day, I read of a new CXO title. The latest is Chief Resilience Officer–though I suspect the person’s tongue was deeply planted in his cheek. It seems everyone. There used to be such simple titles, like VP of Sales, VP of Marketing, VP of Procurement, and on and on and on. The CFO title seems to have been around for some time–at least as long as I’ve been working (which is a fair amount of time).

Negotiate 48

Negotiate Start-ups Meeting Sales 48

SalesLoft

SEPTEMBER 27, 2017

Few things light a fire under a sales development rep more than a new inbound lead. When a lead fills out a form, downloads some content, or takes any other type of inbound action, an experienced SDR knows that time is of the essence. Luckily, the right technology can help you respond to leads lickity-split. Tools like Slack can instantly notify you of interactions people have with your website on your desktop or from your phone.

Technology 52

Technology Technology Follow-up Start-ups 52

The Sales Hunter

SEPTEMBER 24, 2017

I want you to list all the reasons your customers like doing business with you. Yes, all of the reasons. Then compare your list with the lists of the other people on your sales team. Too often we overlook many of the reasons customers like doing business with us. Yet these reasons are great sales […].

Drivers/motivators 45

Drivers/motivators Customers Sales Sell 45

Advertisement

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.

Sales