Anthony Cole Training

NOVEMBER 15, 2019

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

Prospecting 206

Prospecting Sales Consult Sell 206

Neuromarketing

NOVEMBER 14, 2019

Roger Dooley's book Brainfluence has just been released in an Italian translation. The post Brainfluence Now Has An Italian Translation appeared first on Neuromarketing.

130

130

Engage Selling

NOVEMBER 14, 2019

Sometimes, it’s OK for your business and sales not to grow. You read that right. The general theme behind most advice online is to “grow, grow, grow!

Sales 122

Sales Growth Pipeline 122

SaaStr

NOVEMBER 9, 2019

Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before.

Start-ups 112

Start-ups Closing Growth Sales 112

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

Women Sales Pros

NOVEMBER 15, 2019

If you were new to the career of professional selling and you looked on Amazon for top sales books today, you’d find them authored by men (nearly ALL of them, with a few standout options.) If you went to the airport bookstore to find a sales book, it will be authored by a man, nearly every time. I looked for sales classes on Udemy this week. The first 45 courses I saw were authored by men.

Manufacturing 102

Manufacturing Sales Represent Consult 102

Hubspot

NOVEMBER 15, 2019

In 2019, Google Ads is one of the most effective advertising tools to get more traffic to your website, and generate more leads. In fact, most businesses see an average of 200% ROI on their Google Ad spend. To create better, more powerful ads on Google, it can be helpful to receive a Google Ads certificate. Additionally, it's a great resume booster.

Engineering 101

Engineering Start-ups Consult Process 101

SaaStr

NOVEMBER 13, 2019

Q: Are there any examples of a unicorn startup that was bootstrapped? From the 2019 Forbes Cloud 100, here are the SaaS/Cloud “start-ups” that are bootstrapped, i.e. $0 in disclosed capital raised: Mailchimp. Closing in on $1,000,000,000 in ARR and 1,000+ employees with no outside capital raised. That’s impressively efficient. Yardi. A software oldie in property management.

Closing 101

Closing Start-ups 101

Membrain

NOVEMBER 10, 2019

You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing.

Sell 100

Sell B2B Customers Process 100

Hubspot

NOVEMBER 12, 2019

Here's a little exercise for you: Check the timestamps on the emails you've gotten in the past day. What have you found? For me, I noticed that most of my emails, especially my subscription emails, were sent between 9-10 AM, or 5-6 PM. This isn't a coincidence, either. While the answer to “ What’s the perfect time to send an email to my customers? ” isn't an exact science, there are some key findings we've discovered through heavy research, and those times listed above are right in line with wha

Click Through Rate 101

Click Through Rate CTR Represent Launch 101

Sales Hacker

NOVEMBER 15, 2019

Have you ever wondered what other salespeople’s days are like? Or wished you could see what makes them tick? We probably all have. Lucky for you this series goes behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw.

CRM 100

CRM Meeting Follow-up Inside sales 100

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

Heinz Marketing

NOVEMBER 12, 2019

By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Video in the B2B landscape has exploded, becoming a staple in today’s modern marketing toolkit. Yet as more companies invest in video, the gaps between execution and performance are widening. While sales and marketing professionals may understand the value of video, what are they doing to actually act on it?

B2B 100

B2B Pipeline Campaign Conversion 100

SaaStr

NOVEMBER 12, 2019

Progress in SaaS is never as linear as it looks years down the road. Everyone has rough quarters (often at least 1 in 5). And we almost had a full Year of Hell, often during a tough transition. I certainly did (twice). More on that here: The SaaS Year of Hell. And Then – Reignition. But there’s one thing it is important to be honest about, to do a root cause analysis when times are tough: After about $2m-$3m in ARR, your organic leads should always be growing, You may have troub

Referrals 99

Referrals Niche Growth Closing 99

Hubspot

NOVEMBER 11, 2019

One of my favorite things to do in my free time (besides binge reality shows Love Island and Vanderpump Rules ) is to take free marketing courses online. Industries change all the time, especially in marketing, and keeping fresh up on my skills is something I've found to be not only vital to excelling at my job, but really fun. The best thing about online courses is that I usually don't pay a cent for them, and the ones I do pay for are worth it.

E-commerce 101

E-commerce Price Technique Contact 101

The 5% Institute

NOVEMBER 13, 2019

Sell me this pen is a line made famous by the movie The Wolf of Wall Street. In the movie, Belfort (played by Leonardo DiCaprio) leans in and asks someone to sell me this pen. When the person starts presenting, he gives them a look as though they have failed and carries onto the next person. So why did they fail? And how do you correctly respond to the sell me this pen question?

Sell 98

Sell Pitch Presentation Clients 98

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

Engage Selling

NOVEMBER 15, 2019

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.

Sales 91

Sales Closing Sell 91

SalesProInsider

NOVEMBER 13, 2019

Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if you’d found that out sooner, you may not only have saved yourself some headache, but had more time to spend on the right ones.

Clients 91

Clients Referrals Sales Conversion 91

Hubspot

NOVEMBER 13, 2019

Just like Sharpay Evans from "High School Musical" says, "It's out with the old, and in with the new.". Although Sharpay is talking about fabulous summer plans, that adage also applies to podcasting. With 32% of the population listening to podcasts regularly , podcast shows should continue to evolve as the industry does. Of course, in order to build a successful podcast, you need the right tools and services at your disposal.

Price 101

Price Gaming Service Start-ups 101

Score More Sales

NOVEMBER 15, 2019

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.

Prospecting 90

Prospecting Clients Referrals Customers 90

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

NOVEMBER 11, 2019

Selling to Fortune 500 companies is a different game than SMB. Sometimes all the emails, cold calls, tweets, and inMails in the world still won’t get the attention of key contacts at that enterprise account. If you need to quickly drum up interest in a large account and have some type of free offer or trial of your product, one tactic you need to try is LinkedIn Ads.

Process 90

Process CTR Sell Cross-sell 90

Partners in Excellence

NOVEMBER 13, 2019

Mentoring takes all forms, some of the more unusual are the most helpful, particularly in my experience. Through my own career, I have had a number of “formal mentors.” Early in my career, in addition to great managers who coached my day to day performance, I was assigned to very senior executives in my company. We would have formal discussions, monthly, and every once in a while they would invite me to participate (most often as a fly on the wall) in key meetings they conducted.

Finance 84

Finance Consult Outside Sales Clients 84

Hubspot

NOVEMBER 15, 2019

As salespeople and professionals, I'm sure you can relate to the sheer number of cold emails I get every hour of every day of every week. With so much noise in our inboxes (not to mention the issue of limited time), there’s a good chance we're not opening all of those emails. But when I receive an email from a salesperson I’m about to meet, the odds are much better that I’ll open the email and review the content.

Meeting 95

Meeting CRM Prospecting Represent 95

Predictable Revenue

NOVEMBER 12, 2019

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click. After chatting with hundreds of CEOs and sales leaders over the last couple years, I know they too feel the pressure when things aren’t working because, ultimately, the buck stops with them. But unlike those in leadership positions, a junior SDR tends to be pointed in a specific direction by a superior and will, by default, trust they’re being pointed in the right direction.

Trust 83

Trust Start-ups Sales 83

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

SaaStr

NOVEMBER 10, 2019

It varies. Generally: The most senior partners can get any deal done they want. Period. They make seek consensus, and may defer when they don’t get it. But in the end, they can do what they want. And the more junior ones need more buy-in from the rest. The more junior the partner, or investing professional, the more she/he needs others to buy-in. You’ll often be called back to multiple meetings at the office with different partners before you present to the main partnership in this case.

Drivers/motivators 81

Drivers/motivators Presentation Meeting Process 81

Force Management

NOVEMBER 12, 2019

There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment.

Engineering 80

Engineering Quota Sales 80

Hubspot

NOVEMBER 14, 2019

Unless you’ve worked in manufacturing, chances are you may not be familiar with the principles of Lean management. Originating from the Toyota Production System — an impressive implementation of organizational and manufacturing improvements — the benefits of Lean extend far beyond the field of manufacturing. Sales teams can benefit from applying Lean principles as well.

Process 91

Process Transportation Objectives and Key Results Manufacturing 91

Heinz Marketing

NOVEMBER 9, 2019

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. An Uncomfortable, but Highly Effective Sales Strategy. It’s important to slow down when finally meeting with your prospect.

B2B 79

B2B Lead generation Meeting Prospecting 79

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

SaaStr

NOVEMBER 12, 2019

David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/Salesforce.com, Hannon Hill, Rigor, SalesLoft (raised over $75M in capital), Terminus (raised over $25M in capital), and several more. Join him for a session on lessons learned over the years through Pardot to Calendly. Want to see more content like this? Join us at SaaStr Annual 2020.

Referrals 79

Referrals Pitch Price Meeting 79

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM). Regardless of what you call it, it all starts with selecting the right accounts, and that requires an account targeting strategy based on good data. .

Technology 78

Technology Technology Cross-sell Referrals 78

Hubspot

NOVEMBER 12, 2019

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. However, what if selling for the sake of selling wasn’t your main mission? Enter value-based selling. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).

Sell 91

Sell Pitch Trust Contact 91

Adaptive Business Services

NOVEMBER 13, 2019

Let’s talk a bit about power partners. Power partners are the secret sauce of the networking world. They can and should be a subset of every networking type group that you belong to and particularly in any leads group. They also function as a standalone networking resource. I’ll start with a true story. . In 2005 I resigned from my last management job.

Networking 78

Networking Construction Electricity Referrals 78

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