Anthony Cole Training
SEPTEMBER 8, 2017
At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies. For now, that famous line from Colonel Jessup has me thinking about how selling has changed so dramatically even within the last few years.
A Sales Guy
SEPTEMBER 7, 2017
I lay on the couch too much. I don’t exercise enough. I’m grossly out of shape. There is no way around it. I needed to workout. Therefore, about a month ago, because running and any other “cardio” was too hard, I started walking. I know, I sound like an old man. It kills me. I used to be super active. I played football, softball, skied, played basketball and golfed.
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Understanding the Sales Force
SEPTEMBER 7, 2017
Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact. Quickly and immediate are relative to the learning curve and the sales cycle but are still the key outcomes. Most companies combine some kind of classroom training with self-directed online training, shadowing an experienced salesperson and coaching.
The Sales Hunter
SEPTEMBER 5, 2017
Salespeople are quick to call me to ask how they can be successful in sales when they’re stuck selling what they believe is something their customers don’t want. It’s time to stop blaming what you sell as the reason for your struggles. Not only is it time stop blaming what you sell, but it’s also […].
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Anthony Cole Training
SEPTEMBER 6, 2017
In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads. I know this is not a large sampling and I would be concerned about the validity of this finding if only 25% of them said that getting more qualified leads was the main problem.
SalesProInsider
SEPTEMBER 8, 2017
As we planned a trip to Europe for a family wedding, my husband was very happy that we were going to be in two countries where “they speak English.” He thinks the language barrier when communicating in a second language is stressful for everyone involved and kills some of the fun. But boy was he was he surprised to find difficulty understanding the language in England and Ireland due to their strong accents using terms he didn’t know!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
SEPTEMBER 5, 2017
This afternoon, the phone rang, I picked it up, “Hi, this is Dave Brock.” Clearly, there was a sales person on the line, she said, “May I please speak to Dave?” (You can see this call going south already.). When I responded it was me, without taking a breath, she launched into a 97 second pitch. I tried to interrupt, but she wouldn’t have any of that.
Jill Konrath
SEPTEMBER 5, 2017
Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point!
Score More Sales
SEPTEMBER 5, 2017
I had the pleasure of painting a wall in the spare room in the house over the long weekend as a backdrop for creating video. Prior to this, we had dark grey colored paper pinned to the wall. Paper is fine as a backdrop until you have humidity. Yea, that’s why I decided to paint.
Hubspot
SEPTEMBER 4, 2017
And that’s actually pretty great. None of us will be happy in our careers every day of every year. If that’s what you’re looking for, good luck. But you should find satisfaction in the work you do regularly. Because as nice as it is to talk about work/life balance, it’s also important to remember just how much of your life is actually spent at work (Spoiler alert: You’ll spend roughly 35% of your waking hours working).
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
The Sales Hunter
SEPTEMBER 8, 2017
This past week I received an email from a sales rep who for the past two years has put up solid numbers in his job. His question to me was what should he do when his boss and others in management ask him to cheat and put his integrity aside when it comes to dealing […].
Partners in Excellence
SEPTEMBER 5, 2017
There are few industries in the world that aren’t being disrupted in some fashion. Existing competition doing new things, new entrants with different business models, shifting technologies, global competition, business and digital transformation, industry/market changes, and continually shifting customer needs all impact our customers and their abilities to grow and succeed.
SalesLoft
SEPTEMBER 8, 2017
For an AE, starting a product demonstration can feel a little like the curtain rising on a theatrical production. Your product is the star of the show and your potential buyer is waiting to be amazed. But putting your product on display shouldn’t be the only purpose of your demo calls. Your product is just a vehicle to help them accomplish their goals.
Hubspot
SEPTEMBER 7, 2017
Following its April 2017 white paper investigating the potential misuse of its platform, Facebook announced yesterday that it would be instituting new efforts to detect and block content -- and accompanying ad spends -- from fake accounts. It's the latest result of investigations into potential use of the social network during the 2016 U.S. presidential election to interfere with voter outlooks and decisions.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
The Sales Hunter
SEPTEMBER 5, 2017
How many prospects do you have in your sales pipeline? Now how many of those prospects are moving forward? Are you keeping prospects in your pipeline that have little chance of ever becoming a customer? If so, then you don’t have a sales pipeline. What you have is a sewer line. One thing you can’t […].
Partners in Excellence
SEPTEMBER 8, 2017
Recently, I’ve been involved in some conversations with some very smart people. The discussions have been addressing the need for sales people to empathize with customers’ feeling some level of shame or guilt in getting buying a product, since it is a recognition of their inability to solve the problem on their own. Frankly, I don’t get the point.
SalesLoft
SEPTEMBER 6, 2017
As an AE, sourcing your own pipeline is a lot like making your own meals. Sure, it’s a lot simpler when someone prepares a meal for you and it saves a lot of time. But when you make your own food you can be sure you’re preparing enough to fill your dietary needs for a week (or a night if you’re really hungry). And just like the multitude of people who opt out of making dinner in favor of the quick dine out alternative, the struggle of sourcing your pipeline boils down to having enoug
RAIN Group
SEPTEMBER 6, 2017
According to a recent study from the RAIN Group Center for Sales Research, 55% of leaders at companies don't believe their sellers have the negotiation skills needed to consistently win new business.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
The Sales Hunter
SEPTEMBER 3, 2017
How are you doing on your goals? I can’t emphasize enough the necessity of setting daily, weekly and monthly goals — and the difference this can make to your sales motivation. You also need to ask yourself if the goals are really your own. Check out the video to see what I mean: A […].
Partners in Excellence
SEPTEMBER 6, 2017
Depending on the research you read and believe, the number of buying journeys ending in “No Decision Made,” is around 50-60%. Think about what that means. Sure, we’re disappointed–it’s a lost opportunity for us. We may have invested a lot of time, resource, and energy in competing to win the decision from the customer buying team.
Adaptive Business Services
SEPTEMBER 6, 2017
I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. We were offering business calculators that averaged $500 each although we also provided specialized and accounting systems that could land for over $10,000.
Engage Selling
SEPTEMBER 8, 2017
Today, we’re going to focus on closing. This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Sales Gravy
SEPTEMBER 6, 2017
If you dont like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business.
Sell Or Die
SEPTEMBER 5, 2017
Our guest this week is Doug Sandler, host of The Nice Guys on Business podcast. He's here to explain that podcasting is within your reach and can help your business and sales. Doug Sandler is an entrepreneur and industry leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As a podcast host of The Nice Guys , Doug has interviewed Jeffrey Gitomer, Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff
Hubspot
SEPTEMBER 4, 2017
I'm not ashamed to admit that I'm not the most together person in the world. I eat three meals a day, but one of them is usually takeout. I hit snooze so often it should be considered a nap. And I definitely don't drink enough water. But I imagine I'm not alone. There are plenty of productive members of society like myself who work and go to school and have fulfilling lives -- those lives just don't always involve waking up at 5 a.m. for morning meditation or listening to stimulating podcasts on
Engage Selling
SEPTEMBER 7, 2017
Join Alan Weiss and myself for this unique 1.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Sales Gravy
SEPTEMBER 7, 2017
When their KPIs dont recognize the importance of consistent prospecting follow-up to reach target contacts, youre not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success.
ConversionXL
SEPTEMBER 7, 2017
After about 2.5 years, today is my last day working on growth and content at CXL. It’s been nothing but an awesome experience – I’ve been able to work on impactful projects, learn a ton about optimization and digital marketing, and work alongside the brightest minds in CRO. To celebrate my experience and to pass on some of my learnings, I’ll share the top 7 lesson I’ve learned while working here. 1.
Hubspot
SEPTEMBER 6, 2017
Just when you thought you understood SEO. search changed. Again. "Understood" is a strong word. Search engine algorithms change at such a rapid tick, it's hard to keep up with the best strategies to optimize your blog to rank on the first page of SERPs. But this change is a biggie, so hang onto your keywords for this one. Human search behaviors have changed, and so have the technologies used to interpret and serve up search results.
Sales Gravy
SEPTEMBER 8, 2017
For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important.This approach ensures that your mind is engaged, before your mouth.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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