Anthony Cole Training
MARCH 25, 2021
When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.
Veloxy
MARCH 22, 2021
Salesforce? If there’s one question reps and sales managers always ask themselves, it’s ‘where did all the time go?’ More often than not, it seems that there’s just not enough hours in the day to get everything done no matter how efficient you are. You’re not alone – research shows that even the top performing sales reps spend more than half of their time on non-selling activities.
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STAR Results
MARCH 25, 2021
Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. When I talk about market value, I am referring to the two critical areas that will help you increase your value to your organization and up your personal value.
Membrain
MARCH 24, 2021
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
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.
ConversionXL
MARCH 24, 2021
Ranking for those competitive keywords and optimizing your landing pages for conversions is undoubtedly an effective way to grow your traffic and increase sales. But what if I told you there’s something other than your site you should be optimizing that so many marketers miss? One of the most powerful ways to create a more effective sales funnel is to analyze and optimize your branded search.
Partners in Excellence
MARCH 25, 2021
Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MARCH 21, 2021
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.
SaaStr
MARCH 26, 2021
HubSpot raised 5 rounds of private funding, followed by an IPO. Not a single one of our pitches made any mention of an "exit strategy" There is a very simple reason for this: We never really had one. — dharmesh (@dharmesh) March 23, 2021. There are 1000 reasons not to have an Exit Strategy when you are doing a start-up. Perhaps the #1 reason though is that acquisitions are … weird and unpredictable.
RAIN Group
MARCH 24, 2021
Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.
Partners in Excellence
MARCH 26, 2021
There are no easy sales or leadership jobs. The work is tough. As much as we try to find shortcuts and the “Easy Button,” we have to do the stuff that produces the results we are accountable for. We face challenges every day. Finding and engaging our customers. Developing and executing strategies that facilitate our customers’ buying journeys, culminating in shared success.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
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.
Heinz Marketing
MARCH 26, 2021
By Lauren Dichter , Marketing Consultant at Heinz Marketing. In a LinkedIn Learning course called Using Questions to Foster Critical Thinking and Curiosity , author and Master Certified Executive Coach Joshua Miller makes a compelling case for curiosity. As a matter of fact, after taking this course, I think the classic refrain “Curiosity killed the cat” should be changed to “Curiosity opened the cat up to endless possibilities and knowledge”.
SaaStr
MARCH 20, 2021
Strong salespeople fail all the time in new roles. Good reps, that could otherwise do well, and have in the past. And it feels like it’s happening more often these days, when in tech at least, frictional unemployment approaches 0%. Why do good reps fail at a new role? Often, they simply pick wrong. And the faster people jump to new roles, and jump around, the higher the odds they may a mis-jump.
Sales Hacker
MARCH 25, 2021
“This is Terry the Tech Exec. 54 and married with two kids. Terry hates Twitter, eating at his desk, and traffic jams. But Terry does love a good game of golf, eating Smarties, and hanging out with his two labrador retrievers.”. Yawn. Newsflash: buyer personas are useless. First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale?
Partners in Excellence
MARCH 20, 2021
It’s human nature to hang out people like us. Perhaps the people we are grow up with, perhaps those we went to school with. We tend to gravitate to people like us. Maybe it’s the shared experiences and backgrounds. Maybe it’s the comfort factor, the camaraderie. It shapes every part of our lives. Where we live, our friendships, where we work.
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
Heinz Marketing
MARCH 21, 2021
By Sheena McKinney , Executive Assistant at Heinz Marketing. I recently was introduced to WorkFlowy and I find it so helpful. It’s so good, once you see the power and benefit of it you want to tell everyone you know. According to WorkFlowy it is a “zoomable document that provides unprecedented flexibility in organizing your ideas.” It helps you “organize your brain.” Who couldn’t use that?
SaaStr
MARCH 26, 2021
Q: What are some top hiring tips for early-stage startups? My top list: Hire an internal recruiter as soon as you are making 1 new hire a month. It’s worth the expense to make the process much more efficient. Just filtering candidates, scheduling the Zooms, and more becomes overwhelming once you are hiring even 1 new person a month. Do as much PR as you can.
STAR Results
MARCH 24, 2021
So What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? “Executive Coaching is the fastest-growing phenomenon today” Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.
Sales Hacker
MARCH 24, 2021
The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients. Only 46 percent of business owners describe their marketing and sales teams as “highly aligned,” meaning it’s time to get back to the drawing board for the other 54 percent.
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.
The 5% Institute
MARCH 22, 2021
In this article, we’ll explore the true qualities of a leader – and not just what makes you an average leader, but instead; what will make you really stand out. Although there may be different leadership types , depending on your role or even personality; there is a list of special qualities that’ll make you be respected, and help you drive high performance teams.
SaaStr
MARCH 24, 2021
When you start your first company, one of the most critical but often overlooked roles you take on is that of a chief salesperson. If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. Sales definitions you should know. Sales terminology might feel unfamiliar, but the beautiful thing about using sales customer relationship management (CRM) software is that it provide
Salesmate
MARCH 23, 2021
You are a budding entrepreneur and your start-up is just gearing up to take on the market. Obviously, though, you are stretching thin on the financial aspect, and you don’t think you have the capacity to invest in a new tool that’d help your company grow. You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business.
Sales Hacker
MARCH 24, 2021
Let’s get meta for a second: How do you build a process for improving your sales process? That’s exactly the puzzle this expert panel unravels as we dive into perspectives from sales managers, RevOps leaders and sales VPs. This past year has revealed where sales teams were lacking, and now, with 2021 well underway, it’s time to start building continual improvement into your sales process.
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.
Predictable Revenue
MARCH 26, 2021
There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout. The post How to Spot and Prevent Sales Team Burnout appeared first on Predictable Revenue.
SaaStr
MARCH 24, 2021
We all screw a lot of things up. But I think the biggest, #1, mistake successful first-time entrepreneurs in SaaS make time and time again these days is they micromanage too long. I see this again and again, and in SaaS, it’s a real lost opportunity. I think it’s a byproduct, in part, of the fact that founders are just so much better these days.
Sales Gravy
MARCH 21, 2021
On my final Coronavirus talk I discuss what happens post pandemic, the power of Blending and what you need to do right now to now to future proof your sales career. More Coronavirus Talk Episodes: Prospecting Coronavirus Talk #1 Excuses Coronavirus Talk #2 The Gift of Time Coronavirus Talk #3 Confusion Coronavirus Talk #4 Fear and Worry Coronavirus Talk #5 On Mourning Coronavirus Talk #6 Gratitude Coronavirus Talk #7 On New Possibilities #8 On Mental and Physical Resilience #9 On my final Corona
Sales Hacker
MARCH 23, 2021
If you missed episode 152 check it out here: A Framework for Bringing Ethics into Sales with Paul Fifield. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:49]. Fred’s Floors and other startup ideas that didn’t make it [7:02]. Why learning on the job is a horrendous idea [13:20].
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.
ConversionXL
MARCH 24, 2021
Eye tracking has long been used in the fields of UX and CRO to accurately map where a user’s focus is when navigating a website. There have been many practical conclusions that have come out of this research such as this article published by CXL last year. However, as form specialists , we wanted to hone in on what eye tracking could tell us about web forms and how to improve their user experience.
SaaStr
MARCH 21, 2021
Your VCs aren’t the boss. They should work for you. You don’t need to do what they say, or have pre-pre-board meetings if you don’t want to. But … many if not most founders I work with make life harder on themselves by not doing easy things to “manage up” a bit. Here are my best 10 ideas to keep your board and investors calmer, happier — and on your side.
Partners in Excellence
MARCH 24, 2021
We spend a lot of time trying to figure out what works. We look for methods, processes, programs, tools, systems, training that help us achieve our objectives. Sometimes they work, at least for a while. Sometimes they don’t work. Sometimes, too often, we don’t give them the opportunity to work–abandoning them to chase some other miracle cure.
Hubspot
MARCH 25, 2021
In our 2021 Executive Marketing Leadership Survey , 20% of marketing leaders described company blogs as one of their "most important channels" for hitting goals. The enduring importance placed on blogging isn't shocking. Not only can blogs boost your SEO, overall site traffic, and online presence , but they can also help prospects learn more about your industry, brand, product, or service.
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