Anthony Cole Training

SEPTEMBER 10, 2019

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.

Prospecting 187

Prospecting Process Contact Sales 187

Engage Selling

SEPTEMBER 12, 2019

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you? It’s an important thing to quantify.

Clients 121

Clients Prospecting Quota Pipeline 121

Membrain

SEPTEMBER 11, 2019

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

CRM 116

CRM Sales 116

Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

Sales

Hubspot

SEPTEMBER 13, 2019

If you’ve been a marketer for, say, more than five minutes, you know SEO is important. In fact, 97% of people learn more about a local company online than anywhere else. And since Google owns 90% of all searches , it’s easy for marketers to spend hours optimizing every day. This makes saving time where possible key to a busy marketer’s workflow. Thankfully, when it comes to improving SEO and maximizing your time, there’s a Google Chrome extension for that.

Price 101

Price Presentation Technique Pitch 101

Gong.io

SEPTEMBER 11, 2019

It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. . Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals. Everyone rattles off the same thing: a list of their deals, next steps, and forecasts for the month. .

Pipeline 101

Pipeline Sports Sales Meeting 101

The 5% Institute

SEPTEMBER 13, 2019

As a startup Entrepreneur, you are full of hope, drive, and ambition to create something you know will not only benefit your ideal audience – but create awesome income and meaning for your life too. However, as the days, weeks, and even months go on; you start to notice the struggle of working alone (also known as a Solopreneur ). You may have clients who pay well and enjoy your services or products, but as it usually does; the toll of working on your own slowly sets in.

Teamwork 98

Teamwork Contact Legal Referrals 98

Hubspot

SEPTEMBER 11, 2019

There's almost nothing more gratifying than the feeling you get when you accomplish a goal. Whether you're pressing "Publish" on a blog post or collecting initial analytics on a campaign months in the making, it's undeniably satisfying to know you've successfully finished a task. When you're not chasing a clear goal, though, work can feel like a never-ending grind.

Follow-up 101

Follow-up Drivers/motivators Up-sell Start-ups 101

Membrain

SEPTEMBER 8, 2019

As a sales leader, there is one overarching thought to keep in mind: It is your responsibility to push your sales reps to greater heights than they would achieve on their own. Otherwise, you are excess cost.

Sales 92

Sales 92

SalesProInsider

SEPTEMBER 11, 2019

Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll…. What’s great about how “stuck” that is in our minds is that it’s also a powerful approach when we feel under fire when faced with an objection in a sales conversation.

Follow-up 89

Follow-up Prospecting Conversion Sales 89

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

Objection handling

The 5% Institute

SEPTEMBER 11, 2019

Sales scripts are a popular topic in weekly training sessions , sales training programs, and of course in various sales and marketing books. But do sales scripts actually work? And more importantly – have new consultative ways of selling killed off the premise of using exact sales scripts when you’re trying to sell? In this article, we’ll explore: Should you be using sales scripts.

Sales 98

Sales Clients Up-sell Trust 98

Engage Selling

SEPTEMBER 13, 2019

?????????????????????????????????When we’re making a sale, we’re asking someone to make a change—a change in business, strategy, software, people, or products. However, more importantly, change is difficult.

Sales 89

Sales Sell Process Product 89

Partners in Excellence

SEPTEMBER 11, 2019

I was reading a LinkedIn discussion thread, it started with a premise that people love to buy stuff. I’m not sure that’s true, at least in B2B. But Bob Apollo and Scott Santucci started a great sub-discussion. I wanted to expand on this. Too often, because we focus on our jobs and achieving our goals, we lose track on why customers buy, instead focusing on selling.

Customers 88

Customers B2B Sell Conversion 88

ConversionXL

SEPTEMBER 11, 2019

Webinars can establish a relationship with leads and teach them how your product can improve their lives. Some 75% of marketing and sales leaders say webinars are one of the most effective methods to generate high-quality brand awareness. But not every webinar is a success— 78% of webinars have 50 or fewer attendees. A major reason? Poor promotion. If you can promote your webinar the right way, you can gobble up more viewers and increase conversions.

Promote 87

Promote Process Education Prospecting 87

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

The 5% Institute

SEPTEMBER 10, 2019

The difference between general Salespeople and Sales Professionals that seem to excel in sales; no matter what they’re selling – is their ability to follow the best practices for sales. As the famous saying goes, “ How you do anything, is how you do everything ”. This demonstrates that the principles we follow daily behind the scenes when nobody is watching, is the key to sales success.

Objectives and Key Results 98

Objectives and Key Results Sales Lead generation Presentation 98

SaaStr

SEPTEMBER 10, 2019

There’s a simple point I’ve been talking about a lot lately, but it’s a super important one: When the time comes when you have enough momentum, capital, etc. to hire a real VP or two … you don’t have to start with the VP of Sales. It’s the natural place many of us start. We get 1-2 reps to hit quota, and we realize we need help to scale past that.

Quota 84

Quota Sales Start-ups Closing 84

Selling Power

SEPTEMBER 11, 2019

Here’s how to make a great first impression with customers and advance the sale to the next stage.

Sales 84

Sales Customers Sell 84

Women Sales Pros

SEPTEMBER 13, 2019

Tiger Woods produced one of the greatest comebacks in sports history last week, winning the Masters. It was his first win at a major in 11 years. Many, including Woods, counted him out of the game after public scandals rocked his golden image and four back surgeries impaired his ability to play. His story provides many lessons for coming back from defeat and failure.

Sports 83

Sports Sales Up-sell Consult 83

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

Sales Hacker

SEPTEMBER 9, 2019

One of the biggest challenges organizations face (always) is aligning marketing and sales. In truth, only a fourth believe they’ve achieved it. Perhaps alignment isn’t the real issue, though. To take it back a step, if Marketing can figure out how to scale account-based programs, and do it in a coordinated (between Sales and Marketing), measurable way — alignment would easily follow.

Prospecting 80

Prospecting Sales Follow-up Contact 80

Heinz Marketing

SEPTEMBER 11, 2019

By Matt Heinz , President of Heinz Marketing – Originally posted on Demandbase. Leadership is about solving problems and building consensus. What’s working well already gets less attention, for better or worse. So when we invited B2B chief marketing officers to join us for breakfast with Demandbase in three cities last month, we talked less about their successes and more about their challenges.

Pipeline 80

Pipeline Inside sales Account management Follow-up 80

SaaStr

SEPTEMBER 8, 2019

You can back into it. Ultimately, in most SaaS models, in the U.S., sales reps will take home about 20% of the total deal value they close. In the early days, especially if the company is venture-backed, it might be more, as much as 30% or even a smidge higher with accelerators, etc. VC dollars are there to accelerate growth, and if paying a bit more to the sales reps helps there, that can often be worth it.

Inside sales 79

Inside sales Quota Sales Closing 79

Engage Selling

SEPTEMBER 7, 2019

It’s the thing you always do because it worked before.

Objection handling 79

Objection handling Sales Presentation Closing 79

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

Start-ups

InsightSquared

SEPTEMBER 11, 2019

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts. You have a starting point (the campaign) and a finish (the deal), and it is your attribution model that will reveal how your buyer travelled from point A to point B.

Campaign 78

Campaign B2C B2B Contact 78

Hubspot

SEPTEMBER 12, 2019

In 2018, there were over 3.7 billion email users around the world. By 2022, this number is expected to increase to 4.3 billion. A group within that large number of users includes your business’s target audience, the people you want to market your brand, products, and services to via email. To ensure your emails stand out and grab the attention of these target audience members, you must consider email design.

A/B testing 78

A/B testing User Experience UX Click Through Rate 78

SalesLoft

SEPTEMBER 13, 2019

If you’ve been in sales for any length of time, you’ve probably had the occasion to craft and present a close plan. If today is your first day on the job or you wound up on this page via an errant web search, here’s how close plans work. When deals are of a certain dollar amount or level of importance, sales leadership will often want to huddle with sales executives to outline a plan for sealing the deal.

Closing 78

Closing Strategize Prospecting Start-ups 78

SaaStr

SEPTEMBER 10, 2019

I think there are two different phases you’ll go through, and your exit strategy should evolve. Phase Early: You Can Be Killed. This is probably up until $8m-$10m ARR in SaaS, although it can vary. Here, you might not be able to raise another round. Or continue to build a competitive enough product. Or get disrupted by a partner or someone else. Or keep up with customer needs.

Trust 77

Trust Meeting Customers Product 77

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

Sales Hacker

SEPTEMBER 12, 2019

Have you ever wondered how other salespeople get the job done? Or wished you could see the productivity hacks that other people use? Sales Hacker’s Day in a Life series goes behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re pulling back the curtain on the Director of Business Development role, and for that, we talked to Patrick Joyce.

Real Estate 77

Real Estate Gaming Follow-up Prospecting 77

Hubspot

SEPTEMBER 12, 2019

Cliché: A picture is worth a thousand words. Fact: HubSpot's pictures are worth 120 thousand clicks. Last year, my colleague Karla Cook gave our readers a 3,000-word peek behind the curtain into a new SEO strategy we implemented at the beginning of 2018. That strategy, which was designed to fix a traffic plateau across the blog, increased our organic traffic by 25% year over year -- to eight million organic pageviews per month.

Real Estate 78

Real Estate UX Engineering Lead generation 78

Partners in Excellence

SEPTEMBER 8, 2019

76

76

SaaStr

SEPTEMBER 7, 2019

Hiring a VP that doesn’t work out is tough. What’s even tougher? Keeping him on for more than a few months. Because the damage compounds. You fall further and further behind on the plan. You hire a bunch of folks that don’t perform. Morale suffers. Everyone gets a bit lost. So if you do make a mis-hire — and everyone does — at least course correct quickly.

Start-ups 76

Start-ups Meeting Gaming Presentation 76

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