Anthony Cole Training

JUNE 30, 2014

'I don’t know if this has ever happened to you, but occasionally I send out an email without the attachment. What is interesting here is that the sender replies that they didn’t get it, I deny it, go back to my email sent folder to validate that I did it and I sent it out… only to find out that Oops! I did it again. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely.

Sales 198

Sales Up-sell Meeting Price 198

A Sales Guy

JUNE 19, 2014

'I’ve talked about the importance of creativity on this blog a bazillion times. Creativity is the killer differentiator. It’s what separates the average from the bad ass. In many cases being creative however takes guts most people don’t have. Could you do this if you were a flight attendant? A better question, would your company let you do this?

Gaming 146

Gaming Growth 146

ConversionXL

JUNE 17, 2014

'Most conversation about social media strategy sucks. Write compelling headlines, use interesting photos, follow “influencers” Pfffft… what a crock of s**t. I’m going to blow the doors wide open on why most social media marketing strategies are garbage & why even the halfway decent ones still aren’t nearly as effective as they could be.

Networking 128

Networking Follow-up Lead generation Conversion 128

Closing Bigger

JUNE 26, 2014

'Fear can often be our friend. It’s what has kept us alive as humans for many millennia. We are wired to be full of fear when we sense a threat in our environment. It’s what makes us think twice about climbing a rock face without a rope or jumping off a bridge just for the fun of it. As a sales person, a little bit of fear can give you an edge and make sure you prepare for your big presentation or pitch.

Entertainment 105

Entertainment Government Pitch Start-ups 105

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Follow-up

Understanding the Sales Force

JUNE 4, 2014

'Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before.

Territory 107

Territory Sales Contact Prospecting 107

Partners in Excellence

JUNE 25, 2014

'We often wonder why we aren’t making progress. Our results aren’t improving, we don’t seem to be growing. We may be doing OK, but we aren’t doing great, we just get by. If we really want to excel, if we want to outperform others, we have to take risks, we have to do things we’ve not done before, we have to make mistakes.

Represent 106

Represent Trust Engineering Closing 106

A Sales Guy

JUNE 3, 2014

'There is an old adage that says; people don’t buy products or services, they buy you. I call bull s**t. People buy solutions, fixes and opportunities. People buy change, change that makes their world a better place. They don’t buy the people selling. But. With that said, people won’t buy from you if you’re an a **e, dishonest, inconsiderate, unprepared, unknowledgeable, selfish, curt, combative, demeaning, unhelpful, distant, self-absorbed, mean, egotistical, unfocused

Sell 132

Sell Service Product 132

ConversionXL

JUNE 17, 2014

'Most conversation about social media strategy sucks. Write compelling headlines, use interesting photos, follow “influencers” Pfffft… what a crock of s**t. I’m going to blow the doors wide open on why most social media marketing strategies are garbage & why even the halfway decent ones still aren’t nearly as effective as they could be.

Networking 127

Networking Follow-up Lead generation Conversion 127

The Sales Hunter

JUNE 10, 2014

'In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. The argument of price […].

Price 109

Price Sales Sell 109

Understanding the Sales Force

JUNE 9, 2014

'Understanding the Sales Force by Dave Kurlan When you speak at as many events as I have over the past 3 decades you come to expect certain things. As you consider each of the following scenarios, try to make a comparison as to how it might compare with the sales calls and presentations you make to groups: Scenario 1: When I am the keynote speaker at an event, people have much higher expectations of me as a speaker, the entertainment factor, and the potential take aways from my topic.

Presentation 102

Presentation Entertainment Sales Clients 102

Speaker: Jay Black, Senior Account Executive

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Retail

Score More Sales

JUNE 30, 2014

'To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Keep it Simple – the very best repeatable recipes are the ones that are simple to make.

Territory 98

Territory Commission Appointment Niche 98

Anthony Cole Training

JUNE 16, 2014

'Prospecting, prospecting, prospecting. I may have shared this story in the past, if so, I apologize. But it''s a very good story. I was in my second year of my insurance career with National Life of Vermont. This event took place at the Cincinnati Association of Life Underwriters Annual Recognition Holiday Dinner. It was held at Western Hills Country Club, here in Cincinnati.

Prospecting 192

Prospecting Sales Service Conversion 192

A Sales Guy

JUNE 30, 2014

'This is a guest post from Mark Roberge, Chief Revenue Officer at Hubspot. Mark has done some amazing things at Hubspot and the data they’ve been gathering on sales and marketing is impressive. This post on email timing is a great example of connecting with prospects. I hope you like it. Break it down Mark – This is an actual email thread I had with the VP of Global Sales Operations at a $10B+ revenue company.

Mechanical Engineering 128

Mechanical Engineering Follow-up Closing Meeting 128

ConversionXL

JUNE 17, 2014

'Most conversation about social media strategy sucks. Write compelling headlines, use interesting photos, follow “influencers” Pfffft… what a crock of s**t. I’m going to blow the doors wide open on why most social media marketing strategies are garbage & why even the halfway decent ones still aren’t nearly as effective as they could be.

Networking 126

Networking Follow-up Lead generation Conversion 126

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Promote

The Sales Hunter

JUNE 3, 2014

'Sure, these are tips for graduating seniors. Honestly, though, I think they are tips for the rest of us as well. Here goes… 1. You will become whom you choose to associate with. The best way to be successful is to spend time with successful people. If you wanted to play football, you wouldn’t hang […].

Sell 104

Sell Sales 104

Understanding the Sales Force

JUNE 2, 2014

'Understanding the Sales Force by Dave Kurlan HR Directors love our sales candidate assessments because when they finally learn to select the right salespeople their job becomes easier and they become heroes! Promises of great success would lead you to believe that this is not a difficult sale but it doesn''t always go that smoothly. Today there are two classes of HR Directors working at companies.

Conversion 99

Conversion Sales Strategize Up-sell 99

Partners in Excellence

JUNE 26, 2014

'For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table). I’ve learned to count to 10–well maybe 100, before jumping in on a review.

Pipeline 98

Pipeline Process Meeting Follow-up 98

Anthony Cole Training

JUNE 17, 2014

'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.

Prospecting 185

Prospecting Sales Follow-up Up-sell 185

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Pipeline

A Sales Guy

JUNE 15, 2014

'You’ve got to watch this video. Not only is it cute, but this little s**t is persistant. He just keeps coming and coming, not matter what his zoo keepers throw at him. Persistence, determination, grit, stick-tuitiveness, or what ever you want to call it, is at the core of all successful people and sales people, good sales people personify it.

Sales 126

Sales 126

ConversionXL

JUNE 5, 2014

'Has your company’s customer retention rate increased, decreased or remained status quo over the past five years? Have you outlined and initiated a formal customer retention strategy? In a study by Harvard Business School , it was found that increasing customer retention by even 5% can increase profits between 25-95%. And yet…Forrester found that 70% of CMOs did not list retention as a top priority.

Customers 115

Customers User Experience Profit margin A/B testing 115

Score More Sales

JUNE 13, 2014

'For years and years in sales it was all about who you knew, and who knew you. Referral selling was the bane of my grandmother’s fine women’s apparel store business – a concept in business which America was built on. (I wrote about my grandmother’s store earlier this year on the Hubspot Inbound Sales blog). The rampant web of social knowledge these days has parted the waters.

Referrals 97

Referrals Inside sales Consult Sales 97

The Sales Hunter

JUNE 24, 2014

'Whenever a salesperson asks me about the “best” time to implement a price increase, my quick answer is, “Right now!” Of course, after I say this, the salesperson wants me to back up my response, which is a good opportunity for me to tell them that whenever they take a rate increase, how they do […].

Price 99

Price Sell Up-sell 99

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Price

Partners in Excellence

JUNE 1, 2014

'I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. My friend, Gary Hart , stirred the pot a little by posing the question, “Is there an ROI in developing critical thinking skills?” I think it’s an awesome question, I think unconsciously, that may be in the minds of many business and sales leaders as they look for solutions to help

B2C 97

B2C Construction Quota Up-sell 97

Anthony Cole Training

JUNE 10, 2014

'Ok, so are you one of those busy execs or sales people who continually conduct business or meeting while talking and driving? Well, if you are, you might be headed for a "sales collision.". If you have seen my previous messages, you know that I taught my daughter to drive. I taught her the right habits and gave her an opportunity to practice those habits.

Drivers/motivators 176

Drivers/motivators Sales Up-sell Clients 176

A Sales Guy

JUNE 13, 2014

'Selling is more than the numbers. It’s more than quota. It’s more than pipeline and conversion percentages. Sales is more than dollars that exchange hands. Yet we dedicate crazy amounts of time to these very things. To sell we have to connect with the pain of our buyers. To sell means we’ve connected with the challenges our prospects face.

Sell 125

Sell Quota Clients Pipeline 125

ConversionXL

JUNE 5, 2014

'Has your company’s customer retention rate increased, decreased or remained status quo over the past five years? Have you outlined and initiated a formal customer retention strategy? In a study by Harvard Business School , it was found that increasing customer retention by even 5% can increase profits between 25-95%. And yet…Forrester found that 70% of CMOs did not list retention as a top priority.

Customers 112

Customers User Experience Profit margin A/B testing 112

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Contact

Score More Sales

JUNE 18, 2014

'For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Reps who try to avoid the dreaded gatekeepers of the business world say that you should “Call early or call late” I agree – do call early and late in an attempt to reach an executive buyer AND ALSO – don’t

Appointment 93

Appointment Inside sales B2B Pipeline 93

The Sales Hunter

JUNE 12, 2014

'Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link. Here are a couple of the things I shared: First, the level of confidence you have going into a negotiation is going to determine […].

Negotiate 97

Negotiate Price Sell Sales 97

Partners in Excellence

JUNE 12, 2014

'Everyone I encounter is very busy. Virtually everyone I meet works long hours. Their schedules are filled with meetings, calls, all sorts of things. Many people seem to wear their “busyness” as a badge of honor, as if “real business people do a dozen meetings a day, handle 300 emails and make a dozen phone calls.” They seem to look down on those that don’t.

Quota 97

Quota Meeting Represent Pipeline 97

Anthony Cole Training

JUNE 11, 2014

'A guest blog post by Walt Gerano, Sales Development Expert. Growing up, I remember, just before the 11o’clock news came on, there was a message on the screen that asked the question, “It’s 11 o’clock - do you know where your kids are?” Well, it’s the middle of June and my question is, “Do you know where your business plan is?" Do you know where you stand?

Sales 170

Sales Process 170

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