STAR Results
OCTOBER 25, 2018
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer.
Anthony Cole Training
OCTOBER 18, 2018
Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough?
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A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so
Openview
MAY 30, 2018
We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act.
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
ConversionXL
DECEMBER 11, 2018
Plenty of us have witnessed a marketing campaign gone wrong. Remember that recent Pepsi commercial featuring Kendall Jenner trying to settle a Black Lives Matter protest with a can of Pepsi? I just remember thinking (as I gagged), “How did that actually make it to market?!”. Yet despite some major fails, marketing continues to be the differentiator that sets a brand apart within a crowded market.
Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
AUGUST 17, 2018
As a woman it’s something many of us say so much as if it is a filler word, like “um” – apologizing for bumping into someone, for not holding the door wide enough, for seemingly no reason at all when we call, text, or email someone. I had a bad habit of saying the phrase, “I am sorry”. Here’s how I stopped saying it nearly 95% of the time. Most of the time I said I am sorry when I could say something else.
Sales Hacker
OCTOBER 23, 2018
“It’s Like Deja Vu All Over Again”. Another quarter sales target just barely made. It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). It’s not that you haven’t been down this path before.
Gong.io
MAY 3, 2018
Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working).
Membrain
MAY 13, 2018
I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.
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.
STAR Results
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
Anthony Cole Training
APRIL 13, 2018
Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis.
A Sales Guy
OCTOBER 24, 2018
It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve sales.
Partners in Excellence
OCTOBER 23, 2018
What’s selling have to do with project management? It may not be obvious, but strong project management skills are essential for top performing sales people—both for helping our customers buy and for effectively leveraging our own resources in the process. Think about it, a moment. Our customers have a project–not a buying journey.
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ConversionXL
OCTOBER 2, 2018
Neuromarketing assesses how our brain reacts to stimuli, not simply what we self-report in qualitative surveys. These are truths that our impulses write onto MRIs. Sometimes, as several studies below illustrate, those two systems—the conscious and subconscious—offer conflicting interpretations. Importantly, scientific knowledge is almost always built incrementally.
Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak.
Jeff Shore
MAY 31, 2018
By Amy O’Connor. Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.
InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task.
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.
Women Sales Pros
DECEMBER 28, 2018
WOMEN Sales Pros is on the lookout for more great videos like the one I’m sharing below which makes the case for more women in sales and sales leadership at companies around North America. This one is from Carbon Black, a Boston-area cybersecurity solutions company. In this video, Senior Sales Director Susan An talks about her seven years at Carbon Black and addresses things like having a culture in the company around discussions around maternity leave and support for work-life balance – without
Engage Selling
MAY 24, 2018
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
Membrain
JANUARY 14, 2018
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.
RAIN Group
NOVEMBER 20, 2018
Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".
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.
Anthony Cole Training
MAY 11, 2018
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective in your work will lead to more sales and more profitable sales.
A Sales Guy
NOVEMBER 7, 2018
Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century.
Partners in Excellence
SEPTEMBER 24, 2018
We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, we caught ’em, you skin ’em.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets
ConversionXL
SEPTEMBER 17, 2018
In the world of data-driven marketing, more and more tasks require a bit of coding. You might need to add an extra parameter to your tracking code or pull raw data from Google Analytics. You may want to create a simple prediction—or automate a few repetitive tasks in your PPC campaigns. Or maybe you simply want to speak a common language with your developers so that you can brief them better and understand they may say, “This will take two weeks.” Regardless, knowing one or two data
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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.
Understanding the Sales Force
SEPTEMBER 27, 2018
Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right? To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world.
Jeff Shore
NOVEMBER 27, 2018
By Jeff Shore . ?Alright, it’s time to rattle a few cages and ruffle a few feathers. I’m a student of the sale. I hope you can say the same thing. As professionals, we should always be seeking to improve our craft, and that means we must regularly challenge long-held practices. The techniques of decades past must be put on trial. If they pass the test for how to take care of people today, then by all means – keep on keepin’ on.
Openview
DECEMBER 4, 2018
I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” And while I understand where my clients are coming from when they’re hung up on this, I have to respectfully disagree with them.
Sales Hacker
OCTOBER 30, 2018
Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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