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 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
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ConversionXL
NOVEMBER 18, 2014
'Confirmation emails may be the least developed customer touchpoint. These standard, expected emails are often as delightful as your typical in-store receipt (read: not at all delightful). Because confirmation emails are triggered by the user’s actions, your customers are expecting something – which means they open, notice and engage with them.
Partners in Excellence
NOVEMBER 24, 2014
'I worry, sometimes, that we take the process of hiring, onboarding, coaching, developing and managing the performance of sales people too casually. Too often, managers tend to treat sales people as commodities. There’s an attitude of quickly hiring the best that’s available, if that person doesn’t work out, we can fire them and hire someone new.
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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.
The Sales Hunter
NOVEMBER 25, 2014
' This week in the United States we celebrate Thanksgiving. A time to pause, reflect and to be thankful for all that we have. For many it’s a day to gather with extended family and friends, eat too much food, watch too much football and who knows what else. Let me share 10 reasons why […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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?
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.
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
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 […].
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!”.
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.
ConversionXL
NOVEMBER 6, 2014
'As of next week, I, Tommy Walker, will be leaving my post as editor of ConversionXL. I’ve learned so much in this past year, and I owe so much to this blog. If you’ll allow, I’d like to share the 6 major lessons I’ve learned as the editor of this blog. . 6. “Conversion Optimization” Isn’t About Green Or Red Buttons.
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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.
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 […].
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.
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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.
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 […].
ConversionXL
NOVEMBER 13, 2014
'Several years in the planning, now it’s finally coming: our own conversion optimization event. We’re calling it ConversionXL Live. You’ve read the blog. Now come see the highest quality growth & optimization topics discussed live. Dates : March 11-13, 2015. Location : just outside of Austin, TX. Website : live.conversionxl.com. My promise: it’s going to be the best conversion event you’ve ever attended.
Understanding the Sales Force
NOVEMBER 24, 2014
'It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can''t believe I''m a decade late watching this! A soldier was telling an officer that after the drop into Normandy, he simply hid in a ditch. The officer asked if he knew why and he replied, "Because I was scared!
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.
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 […].
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.
A Sales Guy
NOVEMBER 7, 2014
'There is the old adage that says. The sales begins when the customer says No! It’s the adage we, sales people, use to make ourselves feel in control and to not give up so early. We hear often statements like this to act as motivation to keep from laying down our sword and quitting the fight. The truth is, there is no truth to this statement. The customer’s no has little bearing on weather the deal is really lost or not.
Score More Sales
NOVEMBER 26, 2014
'Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning.
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
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 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 […].
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.
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