Anthony Cole Training
AUGUST 15, 2018
In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must. Equally important is the regular distribution of sales training content that is memorable.
Women Sales Pros
AUGUST 17, 2018
As a woman it’s something many of us say so much as if it is a filler word, like “um” – apologizing for bumping into someone, for not holding the door wide enough, for seemingly no reason at all when we call, text, or email someone. I had a bad habit of saying the phrase, “I am sorry”. Here’s how I stopped saying it nearly 95% of the time. Most of the time I said I am sorry when I could say something else.
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Hubspot
AUGUST 15, 2018
In high school, one of my friends was determined to find the perfect time to post her Instagram photos to maximize the amount of likes she got. She was surprisingly scientific about it, posting at different times of the day and jotting down each of her posts’ “likes per minute”. After weeks of testing, she figured out which post time raked in the most likes, and, from then on, she could easily get 200 likes on all her Instagram posts.
Accent Technologies
AUGUST 13, 2018
Accent Technologies and SiriusDecisions are partnering to bring a sales enablement webinar series covering some of the most common challenges SE leaders face today. Sales Enablement (SE) is one of the fastest-growing functions in companies today. However, the term means something different to almost every organization. (more…).
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Gong.io
AUGUST 15, 2018
“We had a ton of inbound leads,” Paul told me with a serious look on his face. “But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Planted in the heart of downtown Toronto — a place swarming with tech talent — TouchBistro was lucky enough to have a top-notch marketing team.
Membrain
AUGUST 15, 2018
Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
AUGUST 17, 2018
?????????????????????????????Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints. Instead, I want you to focus on the audience and the message that you’re sending to them.
Jeff Shore
AUGUST 14, 2018
By Ryan Taft. The older I get, the more I realize how important time is. Specifically, I am more aware of what I am, and am not, accomplishing. If you ask my wife she would tell you that I am always planning, scheduling and attempting to figure out how to maximize every moment to be my most productive self. Of course, I fail at this fairly often. And…there are a few things I have figured out that have yielded fantastic results. ?
Accent Technologies
AUGUST 17, 2018
Working with sales to form new content approaches can skyrocket revenue in bold new ways. A few fundamental ingredients are needed to make positive changes. Let’s not sugar coat things. Your sales team hates your content. They don’t think it generates enough high-quality leads. They don’t feel you know the audience as well as they do. And even when you do produce content that sales would love, they don’t know it exists or they can’t find it.
Hubspot
AUGUST 12, 2018
Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Openview
AUGUST 16, 2018
Every new year brings with it trendy buzzwords related to sales – (like freemium ), but one word has show up time and time again: data. With phrases like data analytics, sales data, big data and data sets, the collection of information is driving everything from sales coaching and productivity to predictivity technologies and marketing campaigns. No matter how big your business, if you’re not using data analytics to drive your sales, you’re going to fall behind your competition.
Jeff Shore
AUGUST 16, 2018
By Jeff Shore . What is more important: skillset or mindset? Come on – you know the answer. You can have all the techniques in the world, but if your head ain’t on straight, it’s over before you get started. The best of the best (and that’s you, right?!) actively work on building and sustaining the proper mental approach. Call it the X-factor, that part of your achievement drive that will not be tamed.
Gong.io
AUGUST 14, 2018
In Michael Porter’s seminal book Competitive Strategy, he highlights three competitive advantage strategies: Cost leadership. Focus. Differentiation. Cost leadership is for the “Amazons of the world.”. Their economies of scale allow them to reap insane profits despite charging razor thin prices. They “make it up in volume.”. Focus is for companies that narrow in on a niche.
Hubspot
AUGUST 16, 2018
Are you looking to expand your business’s reach and expose your brand to new people who are likely to be interested in what you have to offer? Welcome to the world of public relations. Commonly abbreviated to PR, public relations defines how a company communicates with people. It’s how brands manage the spread of their information, so it’s similar to branding.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SalesLoft
AUGUST 16, 2018
With so much noise, getting customers to hear you can feel like yelling at a band during a sold out concert. Instead of shouting through a megaphone, why not stand out as a familiar face in the crowd? Building strong, meaningful relationships requires getting to know customers on a personal level. An effective way to establish that connection is through personalization.
Selling Power
AUGUST 15, 2018
When I listen to salespeople on recorded calls, in role plays, or when personally observing them sell, I hear nearly a mistake per minute with prospects.
Miller Heiman Group
AUGUST 12, 2018
How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm.
Hubspot
AUGUST 14, 2018
Even though blockchain is arguably one of the most revolutionary emerging technologies right now, do you think you could name a blockchain company off the top of your head? It’s hard to name more than a handful of blockchain companies today -- the cryptocurrency and blockchain space are still relatively new, so most blockchain companies don’t get a lot of exposure.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
SalesLoft
AUGUST 14, 2018
It’s Friday night, and you’re enjoying a meal at a nice restaurant when suddenly you run into an old friend from college. You make small talk, reminisce about the past, and at the end of the conversation you both promise to “keep in touch.” How many of us actually keep that promise? Our busy schedules make “keeping in touch” a challenge, especially over an extended period.
Partners in Excellence
AUGUST 12, 2018
I was sitting in yet another deal review. The sales person was describing the deal, focusing on what the customer wanted to buy. The sales person described the products, the volumes, the competition, potential pricing… At some point, I raised my hand, asking, “Why are they buying?” The sales person looked at me, perhaps noticing by silver hair, thinking, “Poor old guy, doesn’t realize senility is setting in, I’ll humor him.” He responded, “Becaus
Miller Heiman Group
AUGUST 12, 2018
How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm.
Hubspot
AUGUST 17, 2018
Instagram is taking on media giant YouTube with the latest addition to their social media platform: IGTV. The Facebook-owned company is looking for a way to expand its offerings, reach new customers, and increase usage on their app -- even if it means borrowing from another platform’s users. IGTV is still relatively new, and brands are looking for ways to leverage the feature to their advantage.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Jeff Shore
AUGUST 15, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff often uses the phrase – Easy = Right. If things get too complicated in the sales process our buyers find themselves with cognitive strain or brain strain. What are you doing, as a sales professional, to make it easy for your customer to buy? We’ve got an idea for you – Hit the Pause Button.
Partners in Excellence
AUGUST 13, 2018
I don’t know how many sales calls I observe. Over the course of years, it’s 1000’s. The majority of them are the same—it’s all about our products. The typical process looks like: If there is any discovery, discovery is focused on the customer product needs—what capabilities are they looking for (never the question, “Why are these important to you?
Engage Selling
AUGUST 11, 2018
There’s no mistake in that headline: micromanaging is good. Really, good. In fact, it’s essential to success in sales. To understand why, let’s start with a story.
Hubspot
AUGUST 16, 2018
It’s a cliche, but, growing up, my Dad always preached about how there’s no free lunch in life. If you want something valuable, you need to put in the work to earn it -- or spend money to buy it. This timeless notion also applies to getting bitcoins. If you want to get a substantial amount of bitcoins fast, you need to spend money buying them. If you want to get a substantial amount of bitcoins for free, you need to spend a lot of time earning them on websites called bitcoin faucets.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Membrain
AUGUST 12, 2018
An interview with Smart Selling Tools founder, Nancy Nardin.
Sales Hacker
AUGUST 14, 2018
This final part of the 5-part sales coaching series focuses on coaching for sales success. Part 5 Overview: Commitments vs. Conversations. Coaching vs. Conversations. Salespeople Stay Where They Are Celebrated, Not Tolerated. Use Follow-Up Meetings to Calibrate Your Rep’s Strengths. The Coachability Quadrants. The 8 Types of Salespeople in EVERY B2B Team.
Selling Power
AUGUST 13, 2018
Our two-year research shows a strong correlation between quota attainment and sales pipeline management.
Hubspot
AUGUST 13, 2018
“To establish true self-confidence, we must concentrate on our successes and forget about the failures and the negatives in our lives.” — Denis Waitley. I know what you’re thinking … easier said than done, right? Nobody is born with high or low self-confidence. Confidence is a feeling that people develop and work on over time. For most people, confidence is something that comes and goes.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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