Anthony Cole Training
MAY 9, 2019
Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals. In this article, we will discuss the 4 must-do sales activities and the characteristics that all successful salespeople share when striving for the freedom of success.
Openview
MAY 5, 2019
The post Pluralsight will acquire GitPrime for $170M appeared first on OpenView.
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A Sales Guy
MAY 7, 2019
Not many salespeople enjoy sales training. The idea of taking an entire day out of the field sit and listen to some so-called expert, who hasn’t sold in years tell you how to sell isn’t what most salespeople pine for in their day-to-day. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training.
Membrain
MAY 5, 2019
In any given year, I may be involved in doing 100’s of deal or opportunity reviews.
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
Understanding the Sales Force
MAY 8, 2019
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both?
Partners in Excellence
MAY 10, 2019
Stephen Covey’s famous 2nd Habit is: “Begin with the end in mind!” It’s great advice for most things, but stunning advice as we think about our deal/opportunity strategies. Sadly, too few sales people leverage this habit/principle effectively. The immediate reaction to this will be, “Dave, you’re crazy, sales people always do this, they are focused on getting the order and producing results!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
MAY 10, 2019
When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals and your bottom line results will always reveal your sales skills or lack there of! You can learn a lot from watching what sales professionals do to get the sale, but even more so from what they don’t do.
SaaStr
MAY 6, 2019
A few thoughts in the early and early-ish days: Segment your leads, once you have enough reps to do so. At least, by Small, Medium and Larger leads (if they aren’t all the same size). Let reps specialize at the business process changes, questions and needs of customers of a specific size. Reps may all want the “bigger” deals, but in reality, a rep that can close fast can often make as much or more money serving a higher volume of faster-closing leads.
Partners in Excellence
MAY 8, 2019
I’ve come to learn about a seasonality effect on queries I get on Forecast Accuracy. We’re mid way through the second calendar quarter of the year. Executives are seeing they missed the number in the first quarter, we’re now midway through the second quarter and they are starting to worry. For some with XaaS models or long sales cycles, if they are off on YTD attainment, it will be a real struggle to fill the gap and make their numbers.
Sales Hacker
MAY 9, 2019
A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin.
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.
Gong.io
MAY 9, 2019
What is a discovery call in sales? It’s the most important conversation in the sales process. Discovery calls set the trajectory of your deal and will determine how you’ll do everything else in the sales process. If you do it right, you’ll be able to establish an authoritative relationship with your buyer. If it goes wrong, you’ll be playing catch during all of your conversations, until your prospect eventually ditches you.
SaaStr
MAY 6, 2019
It’s hard to believe but we’re exactly 36 days away from SaaStr Europa. Use this opportunity to learn from investors how to scale up your company. From small group meetups to one-on-one meetings and even larger scale sessions, there will be lots of different ways to engage with VCs in Paris. Check out some of our VC day sessions! ????. “Using Product Led Growth as an Indicator for Investment” with OpenView Venture Partner Ashley Smith. “1How to Lie (to Yourself) wit
CloserIQ
MAY 7, 2019
The sales paradigm has drastically changed. Businesses are expected to be more customer-centric. The buyers are well-informed and cautious with a vast amount of information flowing on the web. Sales reps who are just interested in customer’s money are doomed to failure. Customers want to deal with companies who understand their business pain points and challenges to growth.
Sales Hacker
MAY 10, 2019
A lot of my SaaS pals often ask me what is the best way to sell into FinTech companies. But honestly, it’s not rocket science. These 10 tips will give you a leg up when you are reaching out to people in roles like mine at companies like OnDeck. 10 Tips for Selling to FinTech. Learn about what we do before reaching out. Don’t get deleted right away. Don’t try to guilt me.
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Partners in Excellence
MAY 4, 2019
We know how difficult it is to change our personal habits. For example, at the start of every new year, we make a resolution to lose weight and get fit. We may go so far as to join the gym, sign up for a class. It lasts for a few weeks, then we miss one session–we always have a good excuse, then the next session, again a good excuse. All of a sudden, we have forgotten that commitment and displacing it with something else.
InsightSquared
MAY 7, 2019
Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement. When scaling the business, sales typically averages roughly 30% of revenue, so therefore sales spend is one of the biggest investments a company can make.
Hubspot
MAY 10, 2019
Whether pop-culture, local or global news, work, or the brands I use and wear, Twitter is a powerful social networking tool and search engine in which I can typically find the latest information about virtually any topic. This also includes updates from the companies and businesses I care about. Businesses, like HubSpot , are able to market on Twitter to engage users and followers, increase brand awareness, boost conversions, and more (we’ll discuss the “more” shortly).
Sales Hacker
MAY 9, 2019
If you’re a sales professional using Google Chrome, you may want to stick around for this… More than 3.8 billion people access the Internet through browsers and nearly 60% of them do so with Chrome. Chances are your competitors are using Chrome too. That’s why we’ve built the complete list of best Chrome Extensions to help you get ahead of the ruffle.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Membrain
MAY 8, 2019
Like many Americans, we Swedish celebrate the New Year with fireworks, sparkling wine, and lots of snacks. Among our children, "tomtebloss" are a particular favorite. In the US, I think they're called sparklers.
Outreach
MAY 7, 2019
There’s been a lot of discussion around the possibility of automating sales development reps. Some people think they’ll be replaced by technology, and others believe the human element is a crucial part of their success. Whatever your sales development stance and process is, there’s one thing that needs to be really thought out. How they manage their time.
Hubspot
MAY 9, 2019
Benjamin Franklin once said, “An investment in knowledge always pays the best interest.”. That’s never been truer than it is today. With new technology emerging at breakneck speeds, there's a palpable pressure to continuously upskill. Whether you want that job promotion or to sidestep into a new field, you'll need to commit to learning new skills. However, learning new skills can be both time-consuming and challenging.
SalesforLife
MAY 6, 2019
Over the last two weeks, two prospective customers have approached me with different ideas they had for their businesses. The first company wanted to hire a Director of Social Selling who could develop their social selling skills inside the business—almost like a train-the-trainer model, who could sell social selling to their team. The second company told us they were struggling to understand how a multi-week training program (which could be a virtual, instructor-led training program with e-lear
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.
SalesLoft
MAY 8, 2019
Want a blueprint for how to become the best salesperson in the world? Or how about a yardstick by which to measure your leadership abilities? The good news is that you don’t need a career counselor or full 360 to get that additional insight. All you need is to be self-aware. Be honest with yourself about where you’re really strong and where you can struggle.
Closer's Coffee
MAY 6, 2019
“In the real world outside economic theory, every business is successful exactly to the extent that it does something that others cannot”. – Peter Thiel. I was at my favorite restaurant last week and the time it took to get seated was twice as long as on my previous visit. A quick check with the hostess confirmed my thinking. She explained that with the recent opening of two large employers in the area, the restaurant had been abnormally busy.
Hubspot
MAY 9, 2019
In the paid acquisition world, clicks can seem like the holy grail. But if you really think about it, clicks only tell you if people arrive to your content. They don’t reveal whether they stayed or not. But how do you know if your content is engaging and emotionally resonant enough to persuade your audience to stay and ultimately buy your product or service?
RAIN Group
MAY 8, 2019
There's abundant advice on how to be more productive. Endless hacks, tips, motivational quotes, trainings , apps, and tools all promising to increase your productivity. It's enough to make your head spin. It definitely made our heads spin over the years as we tried to help our clients increase execution and accountability after training programs. So, we asked the question, "What actually helps people be more productive?".
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.
Engage Selling
MAY 9, 2019
We’re approaching the halfway mark of the year (already!), will you hit your goals? At the beginning of the year, most of us had goals set for the next 12 months.
Openview
MAY 10, 2019
Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Achieving this “recipe for success” poses quite a challenge—especially for those in the highly competitive IT industry, where a rapidly changing industry and strategic change further complicate the ability for sales executives to meet customer needs
Hubspot
MAY 8, 2019
In the business world, professionals are obsessed with tactics because they can help them meet their short-term goals. But if all you do is focus on the short-term, you won’t spend enough time or energy figuring out how you can succeed in the long-term. Fortunately, building a strategy can help you achieve both your short-term and long-term goals. Strategy focuses on principles, which help you think, instead of tactics, which help you execute, so it allows you to concentrate on why your business
Heinz Marketing
MAY 10, 2019
By Lisa Heay , Planning Manager at Heinz Marketing. When we get started on a strategic campaign planning engagement with a new client, one of the first things to determine is the “who.” Who are we targeting? Who is the ideal customer for the company and their solution? What characteristics define those targets? Sometimes the client will already have a database full of perfectly matched accounts and contacts ready to reach out to.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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