Anthony Cole Training
FEBRUARY 13, 2019
In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.
Gong.io
FEBRUARY 12, 2019
Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did something different: I asked over 50 sales leaders and professionals which sales blogs THEY rave about.
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ConversionXL
FEBRUARY 13, 2019
U.S. companies spend billions on training each year. What about marketing departments? How much do they spend? What are they getting out of it? And what are they struggling to solve? We surveyed 462 marketing leaders—CMOs, VPs of Marketing, Marketing Directors—to find out. Respondents completed a 10-question survey that covered: The perceived skill level of marketing teams.
Partners in Excellence
FEBRUARY 10, 2019
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help.
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
Women Sales Pros
FEBRUARY 15, 2019
In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply.
SaaStr
FEBRUARY 14, 2019
Here’s what I look for to try to get a sense if they’ll perform: Do they call out top performance with metrics ? The best reps are often quite precise. E.g., hit 152% of Quota last year, 143% year before, etc. Maybe they are exaggerating, that’s besides the point. The question is, do they love to win and have a history of it? Metrics are a good indicator here.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
FEBRUARY 13, 2019
According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.
Hubspot
FEBRUARY 14, 2019
There are plenty of studies that highlight the importance of customer retention -- oftentimes, customer retention has been found to be even more critical to your company's success than customer acquisition. For instance, research conducted by Frederick Reichheld of Bain & Company found as little as a five percent increase in customer retention can result in an increase in company revenue by 25-95%.
SaaStr
FEBRUARY 15, 2019
By Neha Mirchandani, RingCentral VP of Corporate Marketing. At SaaStr Annual this year, Vlad Shmunis, RingCentral founder and CEO, participated in a fireside chat with Fortune Magazine’s Jonathan Vanian. The topic was: the journey from idea to billion-dollar business. Vlad’s experiences could serve as a roadmap for others on a similar journey. For leaders nurturing a startup or scaling a business to the next level, Vlad had one central piece of advice: Embrace change.
Openview
FEBRUARY 11, 2019
Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. In order to be successful, you have to be able to identify the needs of each potential customer. A needs-based salesperson is the gateway between brands and consumers.
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 10, 2019
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for ages. I’m particularly but not exclusively attracted to "value selling" myself.
Hubspot
FEBRUARY 14, 2019
In the marketing industry, we treat experts like they’re village elders, soaking up every tip and trick they have to offer so we can implement them into our own work, desperately hoping for similar results. But, when you really think about it, marketing is always changing and experts often don’t have visibility into your unique context. This naturally begs the questions -- what should you do when you can’t find a solution to one of your problems on the internet?
SalesLoft
FEBRUARY 12, 2019
Conventional wisdom for crafting sales prospecting emails is based almost purely on gut instinct. That isn’t a terrible start. Writing is an art, after all. However, adding a little structure in the form of sales email best practices will have a significant impact on email performance. To add some science to the art, SalesLoft deconstructed millions of emails to find out which best practices indeed lead to higher reply rates.
Women Sales Pros
FEBRUARY 14, 2019
Here is a great video made by Boston technology company, Hubspot on sales culture (and company culture) If your company has a great sales culture, and you are hiring for diversity and inclusion, why not talk about it on your website? It could make the difference between someone applying and not. Share your company values, in your employees and leaders’ own words.
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Miller Heiman Group
FEBRUARY 15, 2019
Hubspot
FEBRUARY 12, 2019
In 2005, when I was 10 years old, a kid from my neighborhood was bear hugging a fallen tree trunk that bridged across our creek and yelled, “I better not see this on YouTube!”. That was the first time I’d ever heard of YouTube. And it definitely wasn’t the last time I’d hear about it. YouTube has experienced explosive growth since it was founded in an office garage in 2005.
CloserIQ
FEBRUARY 13, 2019
Bad sales hires are expensive. But even highly experienced sales leaders may be surprised to learn just how expensive these bad hires can be. It’s not just that the company has sunk salary into a salesperson who hasn’t worked out for the business. There’s also a host of other expenses—recruitment costs, lost productivity, potentially lost business, and more.
Heinz Marketing
FEBRUARY 13, 2019
By Brenna Lofquist , Marketing Consultant at Heinz Marketing. I discovered a pattern with most of the blog posts I write for our Heinz Marketing blog and it’s they likely are written based on experience but, that’s the best way to learn whether it was a positive experience or a not so great experience. Here at Heinz Marketing we are a small but, mighty , team and we manage a decent number of clients at any time.
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.
Miller Heiman Group
FEBRUARY 11, 2019
CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati
Hubspot
FEBRUARY 15, 2019
The way we interact with people is changing, both in our personal and professional lives. When we send text messages to friends and emails to colleagues, we expect a quick reply. And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Wouldn't it be great if your sales team could connect with prospects in a similar way?
Outreach
FEBRUARY 14, 2019
The best way to attract new customers? Make your value proposition attractive. It sounds obvious, but can be surprisingly hard to do. A good value prop goes beyond a high-level description of your product or service and a list of features - it shows you understand your prospect and leaves them wanting more. After a while, the value prop that worked so well at first just doesn’t have the same spark anymore.
Understanding the Sales Force
FEBRUARY 14, 2019
I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a well-meaning server asked, are you an Honors member? I said, "yes.".
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.
SaaStr
FEBRUARY 12, 2019
By Dialpad CEO, Craig Walker, Dialpad Founder, and CEO. An acquisition can make or break your startup. At worst, a disastrous deal leads to wasted wasted time and money, a startup’s two most precious resources. On the flip side, a strategic transaction can give a speed to market advantage over rivals or potentially let you run away with a new market.
Hubspot
FEBRUARY 14, 2019
How do you manage your contacts and deals? If you're manually keeping track of them with spreadsheets and documents, you're likely in need of some automation and organization. Manual data entry can result in missing contact information due to human error. Plus, it's difficult to keep team members in the loop about contact and deal movement. And transferring customer ownership if a salesperson leaves the company is a challenge.
Partners in Excellence
FEBRUARY 9, 2019
As you know, I’m continually focused on getting a little better every day. I go through my ups and downs, but am generally making great progress. I’m almost embarassed to say this, I’ve just rediscovered something, it’s my single best productivity hack and has done amazing things for me. A little background. I’m rarely in my office, but when I am, I’ve designed a workspace to focus on maximizing my ability to focus and be productive.
Sales Hacker
FEBRUARY 11, 2019
This week on the Sales Hacker podcast , we talk to Travis Bryant , Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. He rose up the ranks before moving on to Optimizely where he helped take the company from $7M in ARR to just shy of $100MM.
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 11, 2019
Still processing all the learnings from 2019 SaaStr Annual? I know I still am. We’ll write more soon. But one thing was clear — the 2019 Annual was both the best Annual ever, and the start of a new chapter for SaaStr Annuals 6-10, i.e. 2020-2024+. An even more inclusive, more open, more mentorship-focused Annual. We’ll build on everything great in 2019 for years to come.
Heinz Marketing
FEBRUARY 15, 2019
You’ve probably seen, heard or maybe even used the term “interesting moments” in tracking and scoring what your prospects are doing. You may track site visits, downloads, email clickthroughs and other activities. You may even string together some of these activities and, assuming an establishment of momentum and prospect interest, accelerate the pace of “active buyer” content and/or sales phone calls as a result.
Hubspot
FEBRUARY 15, 2019
These days, Twitter is often used as another channel for professional connection -- for instance, if you're a freelance writer, you might use Twitter to gain a following and allow readers to engage with you. Alternatively, as a business, you likely use Twitter for many of your marketing purposes -- in fact, 75% of B2B businesses use Twitter as a part of their marketing strategy.
Accent Technologies
FEBRUARY 14, 2019
From the technology trigger to plateau of producivity, Gartner's Hype Cycle report reviews the emerging and maturing sales technologies in the market. Gartner, the world’s leading research and advisory firm, recently recognized Accent Technologies as a sample vendor for several categories: Sales-Enablement Platforms, Algorithmic Guided Selling, Sales Analytics and Digital Content Management for Sales.
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