Anthony Cole Training
FEBRUARY 27, 2019
Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.
ConversionXL
FEBRUARY 27, 2019
Apple created a monster. Every September, millions expect Tim Cook to change the world. Steve Jobs actually did a few times. But, increasingly, the Apple hype-fests are a marketing—not a product—showcase. Fanfare is a poor substitute sustainable results. For product launches, long-term success relies on cornerstones of marketing research and execution, like a strong value proposition and full-funnel campaign.
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SaaStr
FEBRUARY 24, 2019
Recently for the SaaStr Annual, we were “the largest customer” for 3 vendors. All 3 lied to us: One vendor was a friend of a departed contractor. This is a pretty common way deals are done, even today. The champion’s favorite vendor. They misled us in terms of scale and capabilities. One vendor was a well-established software vendor, but misrepresented their experience at scale.
Miller Heiman Group
FEBRUARY 28, 2019
Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? If only. Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. According to CSO Insights’ 2018 Buyer Preferences Study , the average salesperson must now navigate six or more buying influences to close a single deal (which can take five months or more).
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
Sales Hacker
FEBRUARY 26, 2019
Here’s the scene: you’ve worked hard (really hard) to get a deal to the “verbal yes” stage. Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. Or this: “We’re ready to go, but I just need to make little revision to the contract…”. Think about how you’d respond. What would you say that could help you win at this point in a negotiation?
Understanding the Sales Force
FEBRUARY 24, 2019
We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too. Fun! The jet was probably traveling 500 MPH but it's funny how when the air is smooth, it doesn't even seem like you're moving, but when you add some serious bumps, you can feel every single one of those 500 MPH.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
FEBRUARY 24, 2019
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.
Outreach
MARCH 1, 2019
Herman Melville, author of Moby Dick , once said, “To produce a mighty book, you must choose a mighty theme.” We couldn’t agree more. *deep breath*. Today, we are proud to announce our labor of love, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale , is officially available for pre-order !
Partners in Excellence
FEBRUARY 26, 2019
It’s clear that customers struggle to buy. The majority of complex B2B buying journeys end in no decision made. What we traditionally thought of as a relatively linear journey is now depicted as shown below. It turns out the challenge in B2B buying is not what we have traditionally thought, or what we have trained our people do to: Help the customer select a solution (Ideally ours).
Hubspot
FEBRUARY 28, 2019
In Simon Sinek ’s famous Ted Talk “ How great leaders inspire action ”, he fleshes out a concept that some of the most inspiring leaders and organizations -- specifically Apple, Martin Luther King Jr., and the Wright Brothers -- leveraged to build loyal followings. It’s called Start With Why. Start With Why suggests that if your brand truly wants to inspire an audience to follow you, your core message should focus on your organization’s purpose -- not how you make your product or what your produ
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.
Women Sales Pros
MARCH 1, 2019
You can’t achieve your revenue sales goal without monitoring interim sales and marketing metrics. Most business owners focus only on the end goals: closed sales and net new clients. But focusing only on the end goal won’t ensure you’ll achieve it. You have to look at how you’re doing all along the way to the closed sale. Now the question is, what to watch?
Engage Selling
FEBRUARY 28, 2019
Getting sales calls returned is almost always on a salesperson’s mind. Especially when a prospect seems completely ready to move forward with you, it can be frustrating when you hear radio silence. Some sellers fear coming across as desperate.
Partners in Excellence
FEBRUARY 25, 2019
We tend to think of the Laws Of Physics as fundamental truths about how things behave.* For example, F=M x V (Force is equal to Mass times Velocity). We always calculate force using this formula, it is universal. These Laws represent fundamental behaviors of objects and very predictable properties. Somehow, we seem to treat many of the numbers we use in sales and marketing as “fundamental and unchangeable truths.” We accept them, we accept the mathematical relationship, and all our b
Hubspot
FEBRUARY 27, 2019
LinkedIn is a highly valuable tool to network with like-minded professionals. But here's something we don't talk about as much as we should: LinkedIn is also a highly useful inbound marketing platform. It might seem a little bit intimidating. You have enough on your plate … do you really need to figure out another way to create targeted content? Actually, yes.
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ConversionXL
FEBRUARY 28, 2019
Should you sell on Amazon.com? In this episode of The Pe:p Show, Austin Brawner from Brand Growth Experts discusses if your ecommerce business should sell on Amazon or take a chance growing your brand and services away from the ecommerce giant. [This post contains video, click to play]. Three things that you’ll never beat Amazon on Price, Convenience, or Selection.
CloserIQ
MARCH 1, 2019
It happens at every sales job interview. Towards the end, the interviewer will turn to you and ask if you have any questions. This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. The questions portion of the interviewer presents an opportunity for you. Your goal: to establish yourself as a serious sales professional who has the drive and intellectual curiosity to succeed.
Engage Selling
FEBRUARY 23, 2019
“How can I sell more?” I hear that question a lot from salespeople everywhere. More often than not, it’s framed around a false assumption: the belief that you need to get more to sell more.
Hubspot
FEBRUARY 27, 2019
I remember sitting in one of my career classes in college listening to my professor tell the class how long it can take to find a job. “Sometimes you’re completely qualified for the positions in which you’re applying for, yet it can take several months to find the right position,” he said. My professor wasn’t kidding. I started applying for my first job six months prior to graduation, and it took me all six months to find one I was excited about accepting.
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SaaStr
FEBRUARY 25, 2019
We’re gearing up for the 2nd SaaStrEuropa.com right in the Left Bank of Paris, and it’s going to be awesome! 2,500 attendees. 200+ mentoring sessions. 100+ top VCs. 30+ top speakers! Now is the time to apply ! We’re looking for: CEOs and founders of SaaS companies from $2m-$200m+ in ARR. Diverse speakers from top and up-and-coming SaaS companies ( please apply!).
Membrain
FEBRUARY 27, 2019
Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy.
Hubspot
FEBRUARY 27, 2019
YouTube is the second largest search engine in the world , so keyword-optimizing your videos on the platform is just as important as keyword-optimizing your blog posts for Google. Even if you’ve just created the next “ Charlie bit my finger ” video, you must remember that an algorithm dictates which videos YouTube will serve to its audience -- and which ones it won’t.
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.
Heinz Marketing
FEBRUARY 24, 2019
I’ve long railed against the largely arbitrary nature of most lead scoring systems and methodologies. We assign points to activities and triggers we believe are important or valuable, but how often is that based in what’s really worked in the past? How often are our lead scoring methodologies tied to proven attributes of current customers and past converted prospects?
Smart Calling
FEBRUARY 25, 2019
One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and post online and said they are incorporating them into their own training. He sent in this prospecting voice mail that his boss had received and uses in their training. Take a listen and see how many mistakes the caller makes in just a short period of time.
Sales Hacker
FEBRUARY 27, 2019
The key to hit your ever-growing sales goal is not about reps having the “best accounts,” getting lucky, or being in the right place at the right time to close deals. It requires an intentionally built and consistently developed team that works together and strategically in order to close the largest deals possible. Join us for a webinar to learn which two crucial skills every rep should have and how to develop those skills: selling solutions to problems and project managing the deal.
Hubspot
FEBRUARY 26, 2019
As recently as a decade ago, inbound marketing was a brand new idea. Marketers were learning that they couldn't just publish a high volume of content -- it also had to be high-quality and optimized in ways that made it as discoverable as possible through search engines. That content was once largely limited to the written word. Today, that's no longer the case.
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.
RAIN Group
FEBRUARY 27, 2019
This RAIN Group article was originally published on the Heinz Marketing Blog. Isn't it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way. Then there are days when it's a struggle to get out of bed and get to work.
Score More Sales
MARCH 1, 2019
Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales.
Selling Power
FEBRUARY 25, 2019
Here's how sales managers can coach stuck salespeople to success.
Hubspot
FEBRUARY 26, 2019
Braden Becker ’s journey to becoming an SEO specialist at HubSpot is a slightly unconventional one. In college, he studied Writing & Rhetoric, which helped him land his first job as a copy editor at a B2B trade publication. As he progressed through his career, Braden pivoted to content marketing, where he worked as an editor at a SaaS company and then as a content manager at the world’s largest environmental services firm.
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