Anthony Cole Training
FEBRUARY 4, 2020
In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.
Membrain
FEBRUARY 5, 2020
Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
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Sales Hacker
FEBRUARY 6, 2020
In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . “Don’t worry about what you can’t control. Our focus and energy needs to be on the things we CAN control. Attitude, effort, focus – these are the things we can control.” — Tim Tebow.
Heinz Marketing
FEBRUARY 4, 2020
By Matt Heinz , President and Founder of Heinz Marketing. It’s one thing to have your sales and marketing teams agree on objectives. To stand together on stage at sales kick-off and claim commonality of focus on metrics that matter, that you can buy a beer with. That strategic alignment is common. Translating that strategy into tactics? Delivering front-line tactical alignment on Tuesday?
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
FEBRUARY 7, 2020
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".
SaaStr
FEBRUARY 3, 2020
Q: What can you do to lower your customers churn rate? A few basic thoughts: Have every customer have a named customer success rep. Every customer. Yes, this is hard if your price point is low. But it can be done. If every customer knows “Casey” is her rep, and who she can turn to … churn will go down. Measure NPS constantly, and set quarterly goals to drive it up.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Adaptive Business Services
FEBRUARY 5, 2020
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting.
Salesmate
FEBRUARY 6, 2020
I know your time is precious, and so I wouldn’t like to waste it. But before we get to the popular “MEDDIC sales methodology” lets mull over a hypothetical situation (Don’t worry, I am not going off track). You enter a store, and a lovely pair of shoes captures your attention. But unfortunately, your size isn’t available. So, you decide to go for a size smaller thinking that you’ll manage.However, after a few days, the blisters and discomfort remind you of the mistake you’ve made by investing in
SaaStr
FEBRUARY 5, 2020
We’re almost there! The biggest and best SaaStr Annual ever — March 10-11-12 in the SF Bay Area. Each year, we work to improve our commitment to putting on one of the most inclusive events in Cloud and SaaS. This year, the team has put together a detailed guide on some of the key sessions, workshops, events and more that are part of our Equality program.
Topline Leadership
FEBRUARY 3, 2020
This article provides seven powerful sales questions along with the reasons why you should ask them. These questions can help you expand customer needs, shift your prospect’s focus from price to value and improve your understanding of the buyer’s thinking. The questions you ask your prospects are more important than anything you say. Here are [.]. The post 7 Powerful Sales Questions for Winning More Deals appeared first on TopLine Leadership.
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.
Membrain
FEBRUARY 2, 2020
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?
Heinz Marketing
FEBRUARY 7, 2020
By Stephanie Carrillo , Senior Marketing Consultant for Heinz Marketing. When was the last time you revisited your company messaging? Can’t remember? Then you’re probably overdue. Messaging is the key to connecting with your prospects and customers, but it’s also a framework to help guide communications and content development. Developing your messaging points and framework defines the main takeaways you want your audience to have when they think, read, or hear about your company.
ConversionXL
FEBRUARY 5, 2020
Set up the measurement tool. Clean and process the data. Turn it into information. Analyze it. Extract insights. That’s hard work. But to have value, there’s still another step—the work must also be well communicated. You want data to form a straight line from KPIs to influencing business decisions. If you’ve worked in web analytics for a while, you’ve suffered the pain of building graphs and tables in spreadsheets and then, once a “decent” dashboard has been set up, trying to automate it.
SaaStr
FEBRUARY 7, 2020
Q: What makes a startup a huge success? My definition of “success” has changed over time. Yours may well too: At first, just being part of something “successful” was enough. Just being part of a hot start-up working with great people. That was all I wanted at first. This was my first start-up job. It was great. Then, I just wanted to be a founder and build something successful and have an “exit”.
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Partners in Excellence
FEBRUARY 6, 2020
I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on commission. He later extended the argument to include being accountable for achieving a quota compromised the ability of the sales person to be trusted. To be fair, there are people and organizations that are driven purely by self interest.
Heinz Marketing
FEBRUARY 1, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 Future-Proof Marketing Tips from Top CMOs in 2020. With all the new tricks for staying up to date in the ever-changing marketing world, here are some things that will help you be future-proof.
Hubspot
FEBRUARY 7, 2020
One of the most heated debates that I've been apart of is when I was arguing with my best friend that Taylor Swift is a good dancer. The first thing you should know about me is that Taylor Swift is my favorite artist, so you'd have a hard time convincing me she's bad at anything (because she isn't). That's how I imagine the debate is between two search engine optimizers who debate whether subdomains or subdirectories are better for SEO.
SaaStr
FEBRUARY 2, 2020
I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. Right now we’re tracking to somewhere close to 15,000 attendees. We don’t know exactly how many, other than that it will be more than last year’s ~12,000. But who comes?
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.
Partners in Excellence
FEBRUARY 3, 2020
This morning, I had a conversation with an entrepreneur. He was building the sales capability, scaling the growth of the company. He discussed a problem I hear from too many sales people: “We have great first meetings. We understand the customer pain points, we talk about how our solution can help them… But after the first meeting, they go dark.
The 5% Institute
FEBRUARY 5, 2020
The ‘flashy salesman’ – it’s a common persona that’s given the sales profession a bad name. And by flashy salesman – I mean someone who sticks out or is remembered by their potential clients for all the wrong reasons. In this guide, you’ll learn why you want to avoid the ‘flashy salesman’ stereotype, and what you should focus on instead.
Hubspot
FEBRUARY 5, 2020
Rick and Morty is a popular adult cartoon that airs on Adult Swim, reaching 2.3 million viewers on average. Recently, chip brand Pringles worked with the TV show to produce a commercial that runs on social media channels. In 24 hours, I've seen their ad on Twitter four times already: The infinite adventures of @RickandMorty meet the infinite adventures of Pringles Flavor Stacking. pic.twitter.com/8SQB6vE0ZP — Pringles (@Pringles).
SaaStr
FEBRUARY 4, 2020
Lexi Reese, Gusto COO uses her 20+ years of experience to provide advice on building high performing teams using authenticity, empathy and logic. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. Want to see more content like this? Join us at SaaStr Annual 2020. Lexi Reese | COO @ Gusto. FULL TRANSCRIPT BELOW.
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
FEBRUARY 4, 2020
Charlie Green and I were having a conversation about “Trust.” (Charlie is the world’s go to person on anything having to do with trust, particularly in sales.) We were discussing a concept I had, I’m still trying to work it out in my mind, Charlie helped in clarifying it. Let me try it on you, I’d love your feedback and ideas.
The 5% Institute
FEBRUARY 6, 2020
Sales training for Managers is crucial for not only your Managers success – but also for their reporting sales staff too. Sales Managers require sales training for a number of reasons; it helps them have the knowledge to train their staff, ensure consistency is followed within their sales team, and to make sure all your potential clients have the same positive experience.
Hubspot
FEBRUARY 6, 2020
Consider this: you spend months creating a campaign to promote a new product launch, but once you've executed the campaign, you're noticing numbers are lower than you expected. People are looking at the blog posts and videos you posted on social, but unfortunately, there's almost no traffic from email. Timing isn't everything in email campaigns, but it's a huge thing.
Highspot
FEBRUARY 6, 2020
In an often chaotic world, meaningful conversations connect us to each other. After all, conversations are our primary vessels to pass along knowledge, laying a foundation of wisdom and experiences for the future generation. In celebration of Black History Month, we are spotlighting four Highspot employees who are sharing conversations that have changed their lives — and words they hope will inspire others. “Match your actions with your priorities.” When making significant life decis
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.
SaaStr
FEBRUARY 7, 2020
Q: What is the best way to connect and/or share a pitch deck with potential investors? There are 3 basic ways to connect with investors. It’s really just sales — remember that. Albeit a very nichey type of sales. And so you use a modified version of the traditional sales playbook. Don’t play games. Do your homework (like any great sales rep), be present where the prospects are, and put your best foot forward: Top Events.
Engage Selling
FEBRUARY 7, 2020
My very favorite question in all of selling is simply, “Why?” Why do I like it so much? There are a number of reasons. Short First, it’s short.
Hubspot
FEBRUARY 3, 2020
When some business experts, bloggers, and journalists write about Gen Z entering adulthood, it sounds like they're talking about an incoming natural disaster. Headlines like, "Gen Z is Coming, Are You Ready," or "Prepare You Marketing to Survive the Gen Z Invasion" are circulating around the internet, but do marketers really need to make extreme preparations and start drastically changing their strategies to woo this age group?
Sales Hacker
FEBRUARY 3, 2020
What are the best sales conferences and events of the year, where you’ll find plenty of networking opportunities , training, and career-changing tips? Here are the 26 sales events in 2020 (organized by the season of the year) that we’re most excited about. Go ahead and add these to your calendar now. We’ll wait! Best 26 Sales Conferences in 2020. Unleash ’20.
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