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 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 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.
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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.
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?
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 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.
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.
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.
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
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.
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.
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.
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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.
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
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.
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.
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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.
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 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.
Pointclear
DECEMBER 3, 2013
'More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., which assists sales trainers in selecting the appropriate providers.
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.
Score More Sales
DECEMBER 2, 2013
'Sometimes in sales you just need to start over with your messaging. You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? No return calls on voice mail messages? You need a message makeover. Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?
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.
A Sales Guy
DECEMBER 3, 2013
'I’m asked every year to make a prediction about the upcoming year. Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I think I was half right. Lots of sales people took advantage of 2013 to move and find better fits, but companies also do a lot of moving.
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: 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.
Understanding the Sales Force
DECEMBER 16, 2013
'Understanding the Sales Force by Dave Kurlan We read about yet more school shootings, abductions, madmen dictators'' plans to rule the world, and any of the other recurring events that must be the work of pure evil. Do you get to the point where you say to yourself, "The world is going crazy!"? I do. I also think the sales world is going a bit crazy too.
Pointclear
DECEMBER 19, 2013
'I think I have heard all the excuses for not following up on sales leads. The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse.". Salespeople are loaded with excuses when they don’t want to do something, but then again so are the rest of us. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number.
Score More Sales
DECEMBER 12, 2013
'Prescription without diagnosis is malpractice – it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years. I heard it again this week directed toward what many of us have been guilty of at one time or another in selling. As soon as we have a buyer in front of us, or on the phone, we are quick to share with them all the great things we can do to help them.
The Sales Hunter
DECEMBER 3, 2013
'2014 is less than a month away. How prepared are you? Here is a quick checklist of things you can do now: 1. Identify your best 5 customers and what you can do to increase your level of business with them next year. Take the time to develop the plan. Start with the people with whom you need to develop a better relationship and follow that by focusing on the outcomes they are desiring.
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