Anthony Cole Training

JANUARY 11, 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 164

Prospecting Process Cold Call Networking 164

ConversionXL

JANUARY 9, 2019

Website redesigns are a huge risk. You can throw away years of incremental gains in UX and site performance—unless you have a battle-tested process. But what does that process look like? And how do you know if your team—or the one you’ve hired—is focusing on the most important things ? Many areas yield minor improvements, but to make a real difference, and protect past progress, you need a repeatable, evidence-based approach.

UX 131

UX Process User Experience Technique 131

Membrain

JANUARY 6, 2019

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training.

Sales 108

Sales 108

Openview

JANUARY 7, 2019

“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.

Sales 106

Sales Gaming Clients Process 106

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

Jeff Shore

JANUARY 10, 2019

By Jeff Shore. ?Alright, so there are more than five, I get it. There are a lot of irritating behaviors that sales professionals exhibit. Let’s call these five the most irritating and common behaviors of less-than-professional sales professionals. 1. Talking Too Much. How have we not figured this out? Salespeople influence decision-making when they deeply understand the customer’s issues and can identify a solution to their problems.

Technique 104

Technique Sales Presentation Closing 104

ConversionXL

JANUARY 9, 2019

Most hurricanes that reach the United States start off the coast of West Africa. Those storms join and split with other minor systems as they move across the Atlantic. Some dissipate into a mild breeze; others devastate coastal areas along the Eastern seaboard. So what does an afternoon rainshower over Cape Verde tell you about the next Category 5 hurricane?

Conversion 127

Conversion Sales Contact CRM 127

Hubspot

JANUARY 8, 2019

Nowadays, marketers can measure almost everything, giving us an unprecedented ability to gauge the performance of our marketing campaigns. But, sometimes, we can get overly obsessed with the metrics that look good on paper but don’t provide as much insight we think, like clicks and views. A high dose of traffic can prove your headline’s quality if you’re a blogger, but it doesn’t tell you the whole story of what path your visitors take on your blog, or how exactly they engage with the page.

A/B testing 101

A/B testing User Experience Conversion Campaign 101

Women Sales Pros

JANUARY 6, 2019

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor?

Contract 100

Contract Strategize Consult Meeting 100

Partners in Excellence

JANUARY 11, 2019

It seems everywhere one looks, one is confronted with incivility. Virtually everything we see in the news–regardless where you live, what your political leanings, it seems our leaders cannot be civil with each other or even to the people they represent. Social media is plagued with incivility. Whether hiding in anonymity, emboldened by not having to deal face to face, every day we experience unspeakable behaviors and actions.

Government 94

Government Represent Presentation Meeting 94

Sales Hacker

JANUARY 7, 2019

This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Facebook for Work initiatives within the global Facebook organization. . Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.

Strategic partnership 94

Strategic partnership Pitch B2B Territory 94

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

Hubspot

JANUARY 9, 2019

Real estate is a linchpin industry in our society. People need to buy and sell property, and they need experts to help understand and manage the transactions. In the past decade or so, software and websites have amended the traditional real estate process. But regardless of how much technology advances, it’ll never replace the real estate middleman — the agent.

Real Estate 101

Real Estate Negotiate Contract Commission 101

CloserIQ

JANUARY 8, 2019

If you’ve been to a network event or perused LinkedIn lately, you know there is a glut of job seekers out there. And with so many people vying for sales jobs, it can be tough to make yourself stand out during your sales interview. Fortunately, you don’t have to do anything extreme. By taking the following steps, you can differentiate yourself as a standout sales professional who is ready to contribute. 1) Get a great professional photo for your LinkedIn profile.

Pitch 94

Pitch Sales Technique Closing 94

Engage Selling

JANUARY 10, 2019

Are you a sales road warrior? Every week I’m asked about travel tips, recommended hotels, airlines, and locations.

Sales 92

Sales Conversion Clients Closing 92

Sales Hacker

JANUARY 8, 2019

For those of us reading the business and financial news regularly, you’ll start to notice two common threads: that millennials work differently than other generations and often have a hard time integrating into the workforce, and that most sales teams need more quality people. In fact, a recent Bloomberg article tracked statistics that tell us that millennial men just aren’t in the workforce at the rates we would expect based on historical statistics.

Sales 92

Sales Networking Drivers/motivators B2B 92

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

Hubspot

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 49% of organizations have zero or limited means of measuring sales productivity.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

Partners in Excellence

JANUARY 9, 2019

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Over time, the value proposition became a financially justified business proposal, demonstrating the specific improvements the customer should expect from our solutions.

Manufacturing 91

Manufacturing Engineering Technology Technology 91

Engage Selling

JANUARY 11, 2019

???Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, “Colleen, how do I coach someone through ego?

Sales 90

Sales Drivers/motivators Sell 90

Sales Hacker

JANUARY 9, 2019

My whale hunting story (no Orcas were harmed in the telling of this tale). Call me Ishmael. For over a decade, I’ve been doing business as a Whale Hunter. As an enterprise account consultant, I’ve consulted with hundreds of small and midsize companies (most in the range of $10m to $150 annual revenue) and trained thousands in how to grow fast by selling big deals into the enterprise market.

Contract 92

Contract Consult Presentation B2B 92

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

Hubspot

JANUARY 10, 2019

Whether you're doing your own accounting with accounting software , or you hired an accountant to prepare your financial statements, you've likely seen the balance sheet. The balance sheet, along with the income statement and statement of cash flows provides an overview of a business' financial standing. Why is the balance sheet important? It's used by business owners and investors to see what the company owns and what it owes, and its primary use is to track earnings and spending.

Non-Profits 97

Non-Profits Finance Government 97

Partners in Excellence

JANUARY 6, 2019

“Lazy” sales people are among my favorites–let me qualify that. “Lazy” sales people who always make their goals are among my favorites. “Lazy” sales people, or at least those who seem to accomplish a lot with minimum effort have broken the code. They’ve understood exactly what they need to do to achieve their goals.

Repeat business 90

Repeat business Referrals Pipeline Meeting 90

Topline Leadership

JANUARY 10, 2019

This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019. The post 5 Sales Coaching Tips that Are Easy to Implement appeared first on TopLine Leadership.

Sales 88

Sales Growth 88

CloserIQ

JANUARY 7, 2019

The job market for enterprise sales professionals is tough, and you can expect a rigorous interview process. Here are thirteen things that are likely to happen during the interview—and how you can prepare for them. 1) Interviewers will examine your resume and LinkedIn profile. Once you get to the later stages of the interview process, hiring managers really will scrutinize your resume and LinkedIn profile.

Process 85

Process Quota Pitch Sales 85

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

Jeff Shore

JANUARY 8, 2019

In This Episode of The Buyer’s Mind with Jeff Shore: Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff to talk about the success of their podcast. With over 500 episodes, they are the number one sales podcast, not only because they’re great but they started early and outlasted their competition. That seems like some great sales advice that could be used by any sales professional.

Sell 82

Sell Price B2B Consult 82

Partners in Excellence

JANUARY 8, 2019

Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my news feed reading blog posts on sales, sales management, marketing, business management. I spend a few minutes looking at conversations on LinkedIn, Twitter, and other sources. Day after day, month after month, year after year, it’s the same thing. I’ve been actively writing this blog since 2007.

Pitch 85

Pitch Up-sell Pipeline Prospecting 85

Heinz Marketing

JANUARY 5, 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. 4 ways the most organized leaders stay on track. Some helpful tips for staying organized and ready for any situation.

B2B 79

B2B Campaign Follow-up Conversion 79

Hubspot

JANUARY 11, 2019

Whether you need to collect employees' take-out orders for a team dinner or create a feedback form for customers, Google Forms is undoubtedly one of the most useful free tools at your disposal. Google Forms provides 17 pre-made templates, varying in subject from "Party Invite" to "Time Off Request". However, if you've never made a Google Form before, the process can seem complicated.

Contact 78

Contact Customers Process 78

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

Predictable Revenue

JANUARY 10, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.

Consult 76

Consult Sales 76

Partners in Excellence

JANUARY 10, 2019

My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.” I think there is a lot of truth to the statement. Perhaps the reality is that too many sales people aren’t even identifying the customer problem–the customer is. There’s some evidence to support this, increasingly, sales people are getting involved later in the customer buying process.

Customers 82

Customers Pitch Presentation Prospecting 82

Heinz Marketing

JANUARY 11, 2019

Late last year I started sharing some of my “ ten lessons from ten years in business ” here on the blog the past couple weeks. So far it’s included Putting Values First , Putting Yourself First , Two Types of Focus , Power of Thank You, Strategy is Choosing and Plans aren’t as important as Adjustments. Today I want to talk about the importance of giving freely without keeping score.

Referrals 76

Referrals Pipeline B2B Service 76

Hubspot

JANUARY 11, 2019

Think about a website you frequent — what’s that site’s overall functionality like? How long do the pages take to load? Is the site navigation easy to use? Are you able to quickly find the information you’re looking for? These are all aspects of a website’s user experience (UX). UX applies to every part of your website, including your web forms , in regards to accessibility, ease of use, and convenience.

UX 78

UX Follow-up User Experience Conversion 78

Advertisement

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

B2B