Anthony Cole Training
DECEMBER 3, 2013
'There is a process for hiring better sales people. If you are not getting the people that you want, then you should be looking at your process. Think of working with the process like you would work on a jigsaw puzzle. Break it apart, put all the pieces in a bag, shake the bag, pour the pieces out onto the table and start over again! This is Part III of the process - Screening.
A Sales Guy
DECEMBER 12, 2013
'There always seems to be lots of ideas and discussion around what great sales people do. I think it’s just human nature to evaluate success and emulate it. We take inventory of what the successful are doing and we copy it. I’m just as guilty, as I’ve written a number of posts highlighting the things the best sales people do. Don’t get me wrong, knowing what the best of the best do is noteworthy.
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ConversionXL
DECEMBER 31, 2013
'Ever wonder why your site has a lot of visitors, but not enough transactions, purchases or inquiries? In this post we will look at both marketing and UX metrics at a slightly different angle. The post will be particularly interesting for those of you who want to grow your online revenue and not concentrate on just generating a lot of traffic! Conversion is the key.
Understanding the Sales Force
DECEMBER 6, 2013
'Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" That sparked some very interesting discussion because at the outset, there was disagreement, even among the experts, as to what was really the hardest.
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
Partners in Excellence
DECEMBER 19, 2013
'Win/Loss reviews are critical to continuous improvement. Do you conduct them? Amazingly, for as much effort as we put into winning or losing a deal, I see too many organizations being very casual about analyzing actual performance and outcomes. I seldom see win reviews conducted. Sometimes I see loss reviews conducted–but most often, it’s not a loss review, it’s a reason code in a CRM system–and most of the time it is price or a product reason.
Closing Bigger
DECEMBER 17, 2013
'Todays social media podcast is focused on sharing and creating. Too often we hold back, hide our voice or just never start the process of being creative. We all have something to share. Whether you’re an aspiring writer, an artist or in charge of a social content strategy it all starts with getting in-the-flow of creating and sharing as a discipline and habit.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
DECEMBER 7, 2013
'I found this list the other day on Forbes. It was written by Amy Morin Licensed Clinical Social Worker. It is a powerful eye opener. I like to consider myself a mentally strong person, but it really had me questioning my own mental toughness. Creating success and getting things done takes more than knowing what to do. It takes a fortitude and grit to actually get things done.
ConversionXL
DECEMBER 12, 2013
'One of the key things Google Analytics helps us do when optimizing a website is identify conversion uplift opportunities. Traffic is precious, and we don’t want to waste any of it on tests that don’t result in learning or uplifts. That’s why we want to have good data for: A) which pages have uplift opportunities and. B) specific page issues.
Understanding the Sales Force
DECEMBER 10, 2013
'Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks. While a few were pretty good, most weren''t, and the secrets were certainly not very well kept.
Partners in Excellence
DECEMBER 10, 2013
'Wally Bock and I were talking the other day, he posed the question, “What if your products and services are the wrong choice for the customer?” My knee jerk reaction was, “They aren’t your customer!” Too often, we find ourselves in a situation where our solutions aren’t right for the customer. Perhaps they aren’t right, period, or they aren’t right, right now.
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.
Score More Sales
DECEMBER 16, 2013
'Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you?
The Sales Hunter
DECEMBER 30, 2013
'First goal is to not set goals you don’t have a plan to make. Setting goals without a plan is really a dream. Quit kidding yourself. Unless there is a plan, the ability to achieve a goal is going to be left to chance. Why leave something to chance? If you want chance, buy a lottery ticket or go to Vegas. Personally, I would rather put things in my control by making a plan.
A Sales Guy
DECEMBER 19, 2013
'I get it. You need the sale. But pushing it, not having patience, in the long run, isn’t the way to sell. I’m a big bump/mogul skier. I love it. There is no better feeling than ripping a zipperline down a mogul field. It’s awesome AND hard. I’ve been skiing moguls for years, and getting good has been a life long journey. It takes practice, practice and more practice.
ConversionXL
DECEMBER 6, 2013
'Guest post by Pratik Dholakiya. . If you practice CRO, you already know that the debate over small versus long landing pages misses the point. Different products need different landing pages. A beautiful picture and a short description might work for a wrist watch…not so much for a $2,000 software product. Long and short landing pages both have their time and place, but what if it came down to more than the product?
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Understanding the Sales Force
DECEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales. That''s not what this is all about.
Partners in Excellence
DECEMBER 3, 2013
'There is never an end to the creativity of marketing and sales professionals in coming up with new ideas or programs. Developing new strategies and new programs is exciting. We get to think about the future, we engage in exciting discussions about new ideas, we are involved in creating and innovating. It’s fun and invigorating. Developing new strategies and programs is seldom a problem.
Score More Sales
DECEMBER 27, 2013
'In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. Now how are you going to make this happen? Through taking action. You will take big action, but it usually happens through many small steps. What is the Best Way to Eat an Elephant? US Army general Creighton Abrams famously said, When eating an elephant, take one bite at a time.
Pointclear
DECEMBER 10, 2013
'Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.
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A Sales Guy
DECEMBER 17, 2013
'Yesterday, while helping a newly hired sales manager build his leadership philosophy, which he didn’t have when we started, got me thinking about a post I wrote in June of 2009. It was the first few months of starting this blog. I was only averaging 45 views a day back then, so it didn’t get very much play. However, it’s one of the most important posts I’ve written, so I am posting again.
ConversionXL
DECEMBER 13, 2013
'It’s that time of year again. These 10 posts got the most reads this year, make sure you didn’t miss any of them. Let’s start from 10th most popular and move up to the most read article. #10: How to Build a Strong A/B Testing Plan That Gets Results. The most complete article on A/B testing ever written. I can say that since it wasn’t written by me, but my team mate Jaan.
The Sales Hunter
DECEMBER 27, 2013
'Only a couple of days left in the year. This means everyone is spending at least a few minutes reflecting back on the year and, at the same time, looking forward. Here is my list of 5 quick sales leadership tips that make a difference: First, personally thank each person you lead for their contributions. It’s easy to thank those who have done a great job, but that’s not enough.
Partners in Excellence
DECEMBER 3, 2013
'It’s December, we’re all caught up in a frenzy of activity—closing those final deals we need to achieve our goals, preparing for a fast start for next year, then preparing for the Holidays… Now here I am, adding one more activity to your already over loaded “To Do List.” But I think it’s an important one. Take some time to analyze: “What value have you created this year?
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.
Understanding the Sales Force
DECEMBER 18, 2013
'Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.
Score More Sales
DECEMBER 23, 2013
'Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. As I think back to the years I sold technology and financial services and professional services – my best successes were those where I felt I knew where I was headed.
A Sales Guy
DECEMBER 1, 2013
' . I think too many sales organizations, their sales people and their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with sales people and sales leaders and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles.
Pointclear
DECEMBER 17, 2013
'The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your target
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The Sales Hunter
DECEMBER 8, 2013
'We continue through our list of 14 things great salespeople do that average salespeople only think about. Here’s #9: 9. Great salespeople own the process. They don’t pass blame and they don’t allow excuses to come up as to why they weren’t able to accomplish something. The last thing a great salesperson will do is throw somebody under the bus to make themselves look good.
Partners in Excellence
DECEMBER 18, 2013
'In our every day rush of trying to get things done (play on words is not intentional), we seek to constantly improve our efficiency. We look for all sorts of time saving devices. Whether it’s the latest gadget, new time management approaches, the latest in tools to automate much of what we do, we seem focused on efficiently done. In the rush to efficiency, we sometimes forget effectiveness.
Understanding the Sales Force
DECEMBER 18, 2013
'Understanding the Sales Force by Dave Kurlan. I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. It''s very difficult to narrow it down to 10, never mind to 1, but I went through 100 to pick the 10, and with all the votes that you were asked to cast last week, I decided to not ask you to vote agai
Score More Sales
DECEMBER 26, 2013
'Heading into a new year, most every seller wants to be more organized than they were previously – it is one of the top issues that always comes up when we poll sellers about what one issue in selling they’d like to improve upon. What if you had a sales dashboard? Some of you do – if you work for a company that has created a custom dashboard in your CRM system or other app.
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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