Anthony Cole Training

OCTOBER 18, 2018

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough?

Sales 185

Sales 185

ConversionXL

OCTOBER 18, 2018

When I last checked, there were 987,119 “thought leaders” on LinkedIn. Soon, there’ll be more than a million. How many of those do you trust? “False expertise” is misidentified competence: We perceive expertise where there is none or evaluate expertise based on irrelevant factors. False experts include legions of self-appointed “gurus” and “visionaries” who saturate social media with bad advice.

UX 188

UX Appointment Strategize Education 188

InsightSquared

OCTOBER 15, 2018

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.

Sales 110

Sales Negotiate Contract Quota 110

Understanding the Sales Force

OCTOBER 16, 2018

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?

Account management 105

Account management Consult Process Sales 105

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

Openview

OCTOBER 15, 2018

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.

Quota 104

Quota Electricity Pitch Sports 104

ConversionXL

OCTOBER 16, 2018

There’s a reason why people say “the first impression is the last impression.” Some 51% of customers never approach a business again after one bad experience. That puts pressure on every interaction—and every missed opportunity—with potential customers, recent purchasers, and long-time users. Web chat is often the first impression for customer service interactions.

Represent 112

Represent Service Conversion Contract 112

Hubspot

OCTOBER 19, 2018

In 2017, there were 3.7 billion email users across the globe. That number is expected to reach 4.3 billion by 2022. With half of the world’s population on email, and the ability to reach people at any time of day, email marketing remains a crucial technique to build a customer base. So how do you attract people to your email list? There are a few important steps, but it all starts with an email sign up forms.

Start-ups 101

Start-ups User Experience Technique Customers 101

Engage Selling

OCTOBER 18, 2018

Could you be solving the wrong sales problem? In other words, is the culprit behind a lack of sales the real issue, or an easy “scapegoat” which is masking the real problem?

Sales 99

Sales Clients Closing Service 99

Women Sales Pros

OCTOBER 19, 2018

Is your sales funnel bloated? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. The solution is an intense cleansing process to get your funnel in ship shape.

Pipeline 96

Pipeline Strategize Contract Sales 96

Membrain

OCTOBER 17, 2018

Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online programs, and bringing in onsite training. Every year, most of that investment goes straight down the drain.

Sales 95

Sales Process 95

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

Hubspot

OCTOBER 17, 2018

Growth Hacking is a popular buzzword, but does anyone really know what it means? Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses " analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. " But how can one pull off that kind of growth -- especially with a limited budget and resources?

Growth 101

Growth Objectives and Key Results A/B testing Campaign 101

Partners in Excellence

OCTOBER 17, 2018

It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1. Define problem, 2. Identify priorities, requirements, 3. Assess solutions, 4. Select solution, 5. Implement. It seems we are suddenly recognizing that customers struggle in buying, they wander, they start/stop, the majority of buying decisions end in “no decision made.” Even

Process 91

Process Manufacturing Launch Up-sell 91

Engage Selling

OCTOBER 19, 2018

??????I think it’s fair to say that our buyers are busier than ever before because we’re in a virtual employment situation.

Sales 85

Sales Pipeline Quota Process 85

Membrain

OCTOBER 14, 2018

When leaders build or rebuild sales teams, they often move quickly to hire the best individual contributors available and allow each to leverage their own skills and experiences to find success.

Sales 88

Sales Process 88

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B2B

Hubspot

OCTOBER 19, 2018

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. It’s evident there’s a market for real estate agents. But how can you reach prospects?

Real Estate 101

Real Estate Promote Click Through Rate Campaign 101

Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. If you’ve never attended, it’s one you need to put on your future agenda. Even if you aren’t a Challenger fan, it is probably one of the best learning experiences I can recommend. One of the panelists, Myke Hawkins of Kelly Services, made a statement that struck me, “We don’t have the luxury of not transforming what we do… ” Suddenly I realized how unusual Myke’s perspective

Customers 89

Customers Service Process Sales 89

Heinz Marketing

OCTOBER 19, 2018

By Lisa Heay , Senior Marketing Consultant for Heinz Marketing. It’s October – the time for pumpkin spice, corn mazes, trick or treating, and spooky stories. Speaking of spooky stories, here’s one you might have heard before. Marketing operations approaches sales and says, “Hey – I want to clean up our database, and I plan to delete a whole bunch of leads.

Campaign 84

Campaign Quota Consult Follow-up 84

ConversionXL

OCTOBER 17, 2018

Are you sending the right ad to the right person at the right time? In this video, Mercer talks about the funnel BEFORE the funnel. He uses his “Behavioral Funnel” technique to build custom audiences for Facebook and LinkedIn along with Google Analytics events to prime customers at the stages before becoming a lead. If you aren’t using Google Tag Manager, now is the time to start!

Technique 83

Technique Customers 83

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.

Sales

Hubspot

OCTOBER 16, 2018

Instagram is an undeniably powerful marketing tool, but with over 25 million businesses on the platform today, it's critical you take the time to create well-designed and thoughtful Instagram posts to stand out. You'll need to apply a strategic design plan to your business's Instagram to attract a loyal following and find success on the app, long-term.

Follow-up 101

Follow-up Strategize 101

Partners in Excellence

OCTOBER 18, 2018

Imagine sitting in some sort of sales kickoff meeting or conference, and the keynote speaker enthusiastically jumps on the stage and shouts, “You need to do more of what doesn’t work!” Your initial reaction might be, “WTF!?!??” But the speaker continues, pacing back and forth, showing great slides, extorting you to do more of what doesn’t work.

Pitch 89

Pitch Pipeline Customers Go To Market 89

Heinz Marketing

OCTOBER 14, 2018

Partner marketing has always been hard, for many reasons. Let’s say you create a full campaign for partners to execute. Best laid plans right? Unfortunately, translating your sample campaign into execution often results in widely inconsistent design and implementation let alone measured results. This is the problem xAmplify is solving. It’s an easy-to-use platform that makes it drag-and-click easy to control which elements of marketing materials your partners can customize, makin

Campaign 83

Campaign Customers 83

RAIN Group

OCTOBER 17, 2018

This piece originally appeared in the August 2018 edition of Independent Agent magazine and is reprinted here with permission. Word of mouth, repeat business and referrals used to be enough to maintain a thriving sales organization. But today, buyers have more options than ever before, they're more educated, and the phone doesn't ring like it used to.

Pipeline 82

Pipeline Meeting Repeat business Referrals 82

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.

Sales

Hubspot

OCTOBER 15, 2018

As a hiring manager, you probably ask similar questions to most of your candidates -- "What's the greatest challenge you've overcome? What interests you in our company?". Most of these questions are standard and evoke similarly typical responses. In fact, if a candidate has plenty of experience interviewing, she can probably answer without much thought.

Up-sell 101

Up-sell Education Drivers/motivators Start-ups 101

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems. CSO Insight’s 2018 Buyer Preferences Survey show only 23% of buyers consider Vendor Sales People as one of the top three resources to help solve their business

Customers 83

Customers B2B Trust Sell 83

Heinz Marketing

OCTOBER 13, 2018

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. Would You Encourage Your Children to Pursue Sales? If not, what does that say about the state of sales ethics?

B2B 82

B2B Prospecting Quota Trust 82

CloserIQ

OCTOBER 17, 2018

Do you have a sales strategy to capture all your referral business ? With a follow up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Because if you’re only asking clients for a review once after your sale and never again, you’re not tapping into this massive sales and growth engine. And unfortunately, it’s costing you serious revenue.

Follow-up 81

Follow-up Referrals Contact CRM 81

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.

Product

Hubspot

OCTOBER 15, 2018

What's the difference between the sales email no one opens and responds to and the one that generates dozens of new customers?Is it the subject line, the length, the way the copy is written, or the ideas contained in the content? The answer is a combination of all of the above. B2B Email Template. If you have a targeted lead list and your response rate is less than 10% with personalized emails, your emails could use some work.

B2B 101

B2B Customers Sales Clients 101

Accent Technologies

OCTOBER 17, 2018

Discover blogs and podcasts from some of the most productive people on the planet. Follow your favorites to begin the journey toward a more productive you. Productivity. Everyone wants more of it, but few people have achieved it to the fullest. To be truly effective in business and life, we need to adopt new mental models. Armed with better ways of thinking and optimized habits, productivity becomes a way of life where anything is achievable.

Product 79

Product 79

Jeff Shore

OCTOBER 17, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Scott McKain and Jeff talk about the four cornerstones of what it means to be ICONIC. While it’s easy to think of some large iconic companies, being ICONIC is something you can do through your thoughtful approach to sales. Being so good at what you do, that you become the standard by which all others are measured.

Sales Experience 77

Sales Experience Price Presentation Sales 77

Heinz Marketing

OCTOBER 16, 2018

By Joshua Baez , Marketing Consultant for Heinz Marketing. Who guards the guardians? Who watches the Watchmen? Who takes notes for the notetaker? Ah, notetaking. Truly an underrated task that many would characterize as boring, manual, administrative, “grunt-work,” and while there are a handful of occasions I can think of where those descriptions are absolutely true, notetaking is also an incredibly important task not just saved for B2B organizations, but for the majority (let’s say… 99.8%) of pr

Clients 74

Clients Campaign Meeting Follow-up 74

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