Anthony Cole Training
FEBRUARY 10, 2017
When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).
A Sales Guy
FEBRUARY 6, 2017
If you’re a salesperson, take a look at all the opportunities in your CRM. If you’re a sales manager, or the CRO, or even CEO, go look at the opportunities your sales people have put in the CRM. Comb through opportunity, look at the notes, next steps, past emails, look through the entire thing. I bet you can’t find it. I bet 90% of the opportunities you look through don’t have it and that “it” is costing you and your company hundreds of thousands if not millio
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ConversionXL
FEBRUARY 9, 2017
Improving your Quality Score, increasing your clickthrough rate (CTR), reducing your ad spend without compromising results… these are all top-of-mind for PPC marketers using AdWords. Recently, we increased our CTR by 28.1%, improving our Quality Score from 5.56 to 7.95 (out of 10). How’d we do it? Through single keyword ad groups, a little-known tactic that smart marketers are using to maximize their PPC spend.
Engage Selling
FEBRUARY 21, 2017
You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.
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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.
Hubspot
FEBRUARY 1, 2017
Earning the trust of prospective customers can be a struggle. Before you can even begin to expect to earn their business, you need to demonstrate your ability to deliver on what your product or service promises. Sure, you could say that you're great at X, or that you're way ahead of the competition when it comes to Y. But at the end of the day, what you really need to win new business is cold, hard proof.
Understanding the Sales Force
FEBRUARY 7, 2017
Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
FEBRUARY 10, 2017
You wanna be successful? Do this. Be the absolutely fuckin’ best at what you do and spend every day making sure you stay the best. It’s that simple. I know, it’s not what you were thinking. You were expecting some earth shattering, intriguingly simple, yet profound insight. Nope, that’s not what I’ve got for ya. It may not be earth-shattering or profound, but it is simple.
ConversionXL
FEBRUARY 14, 2017
A good conversationalist knows that asking closed-ended questions is no way to make real friends. Similarly, in marketing research, there are certain limitations inherent to closed-ended questions. There’s a lot of value in asking both open and closed questions in a survey. This article, however, will dive into the intricacies of asking and acting upon open-ended questions in your research.
Engage Selling
FEBRUARY 9, 2017
Do you ever feel as though you’re not doing quite enough for your clients? You’ve delivered everything that you promised to deliver, and the client seems to be happy with the services and products you have provided them.
Hubspot
FEBRUARY 23, 2017
What was the first social network you ever joined? While many people will recall it being Facebook or Twitter, others might remember some of the earlier, less popular social networks. You know, like Friendster, Open Diary, and Orkut? A lot these primitive social networks go forgotten, but that doesn't make their stories any less important. After all, these networks laid the groundwork for the social media giants we use today.
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
Understanding the Sales Force
FEBRUARY 23, 2017
Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.
Anthony Cole Training
FEBRUARY 15, 2017
It’s this simple: If you want great barbeque ribs, brisket or chicken, the key is low temperature and slow cooking. Having said that, if you want maximum flavor and tenderness, make sure you sear or char the meat first, then go low and slow. This is an undeniable truth. Just read the Science of Cooking and discover all the neat things you can do to improve the outcome of any meal.
A Sales Guy
FEBRUARY 7, 2017
I have a friend who is contemplating starting her own business. It’s a good business. She has some good contacts in the industry. She has a good lead engine already established. Her overhead will be low in the beginning if she does it right. If she’s smart and leverages her contacts, there is no reason she can’t grow this business with nominal risk, and without putting herself too far out there.
Score More Sales
FEBRUARY 21, 2017
There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.
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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
Engage Selling
FEBRUARY 26, 2017
Closing rates are ALWAYS the “topic of the day” during workshops, coaching calls and strategy sessions. What is yours? Is that high or low compared to average? What would you expect it to be? How can we make it better?
The Sales Hunter
FEBRUARY 3, 2017
Do you as a leader allow yourself to listen to voices outside of your circle? If not, you are operating within what I call “cocoon leadership.” It’s when the only input we receive is from a very limited set of people who subscribe to our beliefs. Leadership is about being pro-active. It’s about seeing and […].
Pointclear
FEBRUARY 2, 2017
Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? I suspect that you will get 6 almost entirely different answers to this essential, strategic question. Before technology came into play things were bad enough. With technology it is now possible to get more poor quality leads to sales faster than ever before.
Anthony Cole Training
FEBRUARY 8, 2017
Super Bowl LI was something special to watch - unless you are a Falcons fan and then it was a disaster. You could see it happen right before your eyes. The Patriots struggled in the first quarter while the Falcons had complete control of every aspect of the game. And then… it happened.
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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.
A Sales Guy
FEBRUARY 1, 2017
What happens when you Google your name? What comes up? You’re Facebook page, your LinkedIn profile, what? Do you like what you find? Is it consistent with who you are and how you do your job? Is what you find when you google your name, consistent with who you are? If someone had to make a split decision on hiring you or not, based on your social presence would you get hired?
Score More Sales
FEBRUARY 10, 2017
There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten.
Engage Selling
FEBRUARY 3, 2017
Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be … Read More »
The Sales Hunter
FEBRUARY 21, 2017
I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].
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.
Hubspot
FEBRUARY 20, 2017
Taking on a branding project for a small business can be a valuable opportunity for agencies and freelancers to develop experimental creative work without the intense pressures and restrictions associated with larger accounts. While big businesses often have multiple decision makers with very specific ideas and guidelines to keep their existing brands consistent, smaller companies are usually more open to exploring new creative directions, and can move faster to implement them.
Anthony Cole Training
FEBRUARY 17, 2017
"IN THE END, WE'RE ALL JUST FRUIT".
A Sales Guy
FEBRUARY 28, 2017
My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular. I knew it was an important topic, but I didn’t realize how much it would resonate with sales leaders and sales people alike. Enjoy and let me know what you think.
Score More Sales
FEBRUARY 3, 2017
It was a tale of two retail stores and the customer service they represent. I dropped by a Staples store to pick up a few items this week. No one greeted me on my way in, even though it is just a few minutes after 9AM with only a few shoppers in the store. Not to worry, I am used to this in retailers – so I get my items and head toward the registers to check-out.
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.
Engage Selling
FEBRUARY 7, 2017
How often do you track your growth accounts? In order to be successful with your growth clients, you should be tracking them on a regular basis. More specifically, you should update yourself on their progress on a monthly basis.
ConversionXL
FEBRUARY 28, 2017
Think you’re sitting on the next big idea for a product or a product feature? Before you spend dozens of hours and tens of thousands of dollars on the idea, you need to validate it. In other words, you need to make sure your audience is just as excited about the idea as you are. So, how can you validate the ideas sitting in your startup notebook or your product feature backlog without wasting resources?
Hubspot
FEBRUARY 2, 2017
LinkedIn is a highly valuable tool to network with like-minded professionals. But here's something we don't talk about as much as we should -- it's also a highly useful marketing platform. It might seem a little bit intimidating. You have enough on your plate -- do you really need to be figuring out yet another way to create targeted content? Actually, yes.
Anthony Cole Training
FEBRUARY 3, 2017
SCORECARDS DO NOT DRIVE SALES GROWTH.
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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
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