Anthony Cole Training
NOVEMBER 4, 2014
'Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. I think it was 1992 when Pat Riley, as part of a speaker’s event, came to Cincinnati and spoke at the convention center.
A Sales Guy
NOVEMBER 26, 2014
'For those of you who follow this blog, you know that every once in a while I take a break to take on race in this country. Considering what’s happening in Ferguson, I wanted to take a sales time out to break down for all ya’ll why Ferguson is happening, because as much as you’d like to think you know, you don’t. You have no clue.
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Partners in Excellence
NOVEMBER 18, 2014
'I’m occasionally amused by some of the comments and responses my blog posts provoke. Not long ago, I published a post, The Best Sales Person I Ever Known. In the post, I basically said this was a meaningless question. The answer depended on a huge number of things, which until defined would produce a meaningless answer. Even then, it would be individually based, and someone else’s experience of that “best” sales person would be completely different.
ConversionXL
NOVEMBER 20, 2014
'When marketers think of using data to come up with test hypotheses, they typically think of digital analytics. Quantifiable data. But qualitative research can actually offer more insight than anything else for coming up with winning test hypotheses. When quantitative stuff tells you what, where and how much, then qualitative tells you ‘why’ The goal of qualitative research is to gather an in-depth understanding of user behavior, and the reasons for that behavior.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Engage Selling
NOVEMBER 4, 2014
'You may be surprised to learn that many salespeople and business professionals spend less than one hour a month prospecting for new business. One thing you must always keep in mind is that there is no sales problem that good prospecting skills can’t solve. Unless you’re rude or have a bad attitude (in which case you […].
Understanding the Sales Force
NOVEMBER 19, 2014
'Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it''s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
NOVEMBER 25, 2014
'In the world of SaaS and cloud solutions, the demo is everything. As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. Give a good demo, and you’ve just increased the chances closing the deal. Give a killer demo and get ready to cash your fat commission check and prepare for Presidents Club. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnec
Partners in Excellence
NOVEMBER 8, 2014
'Just when I think I’ve gotten the worst possible cold prospecting call and that nothing else could be worse, some sales person proves me wrong. Today, I got a call from someone selling “promotional items.” I answered the phone and get this over the top with enthusiasm greeting. I had to hold the phone 6 inches from my ear as he shouted the introduction.
Pointclear
NOVEMBER 11, 2014
'Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone?
Engage Selling
NOVEMBER 13, 2014
'Are your client and prospect conversations often turning into a form of verbal combat? All too often salespeople get so wrapped up in being right that they completely forget to acknowledge their client’s feelings and opinions. Demonstrating acknowledgement is a key step in continuing a conversation instead of jumping straight into an argument! <– Click […].
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Understanding the Sales Force
NOVEMBER 17, 2014
'Have you ever played golf? Did you ever play a hole where you drove it perfectly off the tee, hit a great shot from the fairway and still couldn’t get it on the green in regulation? Of course you did. Me too. Almost always.
The Sales Hunter
NOVEMBER 11, 2014
' Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1. Have they told you when they are going to make a decision? Nothing can waste more time […].
A Sales Guy
NOVEMBER 18, 2014
'I just stumbled across this from Forrester Research. It’s appalling, and unfortunately way too true. I have argued since day one, that it’s not about the product or what you’re selling. It’s all about the customer and what the customer wants. Unfortunately, it appears sales people aren’t getting the message. Notice the abysmal response percentages for the MOST CRITICAL elements of selling.
Partners in Excellence
NOVEMBER 5, 2014
'Upon reading the title of this post, some of you are probably thinking, “Dave, don’t you have it backwards, aren’t we supposed help the customer solve their problems?” Well, yes, absolutely! We are supposed to help our customers identify and address their problems. We want to help them see new opportunities, we want to help them achieve their goals, improve their operations, reach new customers.
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
Pointclear
NOVEMBER 4, 2014
'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The are weak! You’re weak!”.
Engage Selling
NOVEMBER 18, 2014
'If you’re taking time out of your day to read this blog, one thing is for sure, you are not meant for mediocrity. You are investing time into learning and increasing your knowledge, which is more than many salespeople can say for themselves. But, if you want to be a top performing salesperson, you may be […].
Understanding the Sales Force
NOVEMBER 5, 2014
'Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. While I''m always honored to win awards for my Blog, this time around I don''t really deserve it. The findings in my November 2013 article were correct based on what I knew in 2013, but based on what I know to be true today, it is no longer accurate.
The Sales Hunter
NOVEMBER 18, 2014
'Too often we view money as being more important, especially when it comes to making a buying decision. A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. What I find interesting is business people struggle […].
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
A Sales Guy
NOVEMBER 5, 2014
'I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal is to close. I hear things like, I sent the proposal and they seemed OK with everything.
Partners in Excellence
NOVEMBER 27, 2014
'The days of product, even solution based differentiation are long passed. We can no longer count on great products to provide sustained differentiation and competitive advantage. Don’t get me wrong, great products and solutions are the foundation of our businesses and the value we create for customers. They are the things our customers buy and implement to achieve their own strategic growth goals.
Score More Sales
NOVEMBER 14, 2014
'Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World. If you agree, would you please take a moment to vote for us here?
Engage Selling
NOVEMBER 20, 2014
'Alright – before you get the wrong impression, Engage Selling’s blog is, and always will be, committed to driving more sales to your business. Despite the title of this blog post, we haven’t turned into a nutrition blog overnight! Don’t worry! But, the title still stands. You and your business may need to go on […].
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.
Understanding the Sales Force
NOVEMBER 10, 2014
'Last week, I revealed the first secret success ingredient from our Sales Force Effectiveness Study. Today, before I reveal secret #2 I need to take care of a three important promos: Koka Sexton and I will join Dan McDade on Thursday at 1pm Eastern to talk about Lead Follow Up and you''re invited. Register. here. Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. here.
The Sales Hunter
NOVEMBER 4, 2014
'We’ve all been there. You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […].
A Sales Guy
NOVEMBER 10, 2014
'Let me drop a little mad wisdom to kick off this post. We’re not supposed to win every sale and if that’s the attitude you take into selling, as a manager or as a sales person, you’re a shitty sales person. Yeah, I said it, and if that statement irritates you, then I’m not sure what to tell you, other than you’re a shitty sales person and it’s time to evaluate how you sell.
Partners in Excellence
NOVEMBER 24, 2014
'I received an interesting email. A person had read a post I had written about Customer Experience. As a result, he was motivated to sign up for my newsletter. There the difficulties began. Apparently the “widget” I use doesn’t allow for keyboard short-cuts. That was a problem with this individual’s customer experience of my site.
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Score More Sales
NOVEMBER 28, 2014
'Social is a state of mind, not a platform. Social is a way of doing business, not a trend to jump on the bandwagon with. Social is how we did business years ago. My grandmother was a larger-than-life social figure in the geographic community she lived in. She was my role model. We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business.
Engage Selling
NOVEMBER 27, 2014
'How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you […].
Understanding the Sales Force
NOVEMBER 12, 2014
'Are you old enough so that if you don''t write something on your to-do list you won''t remember to do it? That''s me. I don''t feel old, I don''t look that old, but I''ll be 60 next year and I have become a slave to Wunderlist. On Monday, I forgot to push the correct notification button and only some subscribers were notified of Monday''s article. That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sal
The Sales Hunter
NOVEMBER 4, 2014
'What makes you a sales leader? Are there rules or guidelines a sales leader needs to follow to be called a sales leader? Yes! And it starts with how you lead your people versus how you lead your customers. A sales manager is going to manage the customer. But a sales leader is going […].
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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