Anthony Cole Training
AUGUST 19, 2012
What is it that you want your sales candidates to accomplish as successful sales people? If you identify that then you can now use that information to create a profile of the ideal candidate. Create that profile and you will begin to attract more of the right people for you evaluate, interview, hire and on board. It starts with getting to talk to more of the right people.
A Sales Guy
AUGUST 27, 2012
“Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. We’re looking forward to it.” “Great meeting, we’re going to huddle together and go through the info you shared today.
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Understanding the Sales Force
AUGUST 20, 2012
Understanding the Sales Force by Dave Kurlan I read the Steve Jobs biography and although he was a very talented designer, innovator and inventor, it was clear to everyone who worked with him, and even to Jobs himself at the end of his life, that he was an a **e. A simply horrible human being. Despite his miserable people skills, he was on a mission to design products that would change the world.
ConversionXL
AUGUST 29, 2012
The easier your website it is to use, the more people use it. An essential part of “easy to use” is intuitive. Intuitive design means that when a user sees it, they know exactly what to do. The main thing about intuitive design is that it’s invisible. Design is intuitive when users can focus on a task at hand without stopping even for a second.
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.
Partners in Excellence
AUGUST 29, 2012
Recently, I was doing some reviews with a sales team. We were talking about some of their deals and they were consumed with a specific competitor. They complained, “How do we deal with this competitor? How do we respond to the things they are doing?” With those questions, I could see they were in deep trouble. But they were in a position that too many other sales people fall victim to.
Pointclear
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”). Other expressions contain useful advice that you don’t really get—because you don’t understand. Something else not well understood in many marketing and sales departments is the importance of certain metrics.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 30, 2012
You want to be an amazing sales person? Have you ever wondered what the best of the best do to connect with their customers and prospects? How is it some sales people always make quota, are labeled ”rain makers” and are continually in the top 5% of sales organizations? Like most things, there are many reasons, but one of the key reasons starts with the solutions they create.
Understanding the Sales Force
AUGUST 2, 2012
Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context for which that price is provided. Let's take mobile apps for example. $9.99 on its own seems very inexpensive, but with apps available for $3.99, $1.99, $.99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!
The Sales Hunter
AUGUST 14, 2012
Do your customers really care about what it is you sell? Sorry, but more times than not, the customer’s interest level in what you’re selling is at best top-level only. If this is the case, then why do you spend the limited amount of time you have with your customer talking about things your customer really isn’t interested in? Conversely, if you are spending time discussing with your customers their business and the things they are truly interested in, then you’re behavi
Partners in Excellence
AUGUST 27, 2012
My friend, Anthony Iannarino, wrote a great post, The Key To Time Management, Stop Wasting It. It struck a chord, and I wanted to add a few thoughts. . What are you stopping? As Anthony points out, we do all sorts of things, trying to figure out how we fit everything into our busy days. We find excuses to avoid the most critical, highest priority things.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
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.
Score More Sales
AUGUST 14, 2012
People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works.
Anthony Cole Training
AUGUST 20, 2012
This may not have happened to you but I have talked to sales managers where 'this' has happened. You are meeting with a potential sales candidate and: You know almost immediately that this candidate is the wrong one for the position you are looking to fill. Your interview is stuck in the middle of an already busy day and you are not as prepared for the meeting as you would like to be or should be.
A Sales Guy
AUGUST 13, 2012
One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. To get sales people to use the CRM, I’ve seen sales leaders try all types of cohersion; everything from withholding commissions, not providing credit for a sale to threatening to fire offenders.
Understanding the Sales Force
AUGUST 16, 2012
Understanding the Sales Force by Dave Kurlan I believe that the blog at Harvard Business Review believes that it is. Once again, HBR was nice enough to run another article for me to dig into. This year, their authors consistently wrote articles on selling despite not really knowing enough about what's going on in the real world. They are many levels removed from the field and rely on interviews with academics and corporate types (insulated executives in large companies) for their opinions of wha
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
The Sales Hunter
AUGUST 22, 2012
I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). It is not unusual for a customer to challenge you on price or even to make a general comment about the price being “too high,” simply because they think that is what they are supposed to do as a customer.
Partners in Excellence
AUGUST 19, 2012
I’m tough on sales, marketing, and business professionals. I have high expectations on how each of us performs. I’m proud of the professions of selling and marketing and constantly want to see improvement. In many posts in this blog, I’m critical of what we do, how we act, how we perform. We should constantly be seeking to perform at the highest levels possible.
Score More Sales
AUGUST 9, 2012
Image courtesy of InsideView. I like good infographics about sales and marketing. It’s primarily because I am a visual learner, and because I love the art and science of business-to-business selling. So it did not go unnoticed that the Game of Sales , a clever Infographic created by Inside View has been viewed and shared thousands of times since it just debuted hours ago.
Anthony Cole Training
AUGUST 19, 2012
What is it that you want your sales candidates to accomplish as successful sales people? If you identify that, then you can use that information to create a profile of the ideal candidate. After you create that profile, you will begin to attract more of the right people for you evaluate, interview, hire and on-board. It starts with getting to talk to more of the right people.
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
AUGUST 3, 2012
THE PERFECT SALES BUSINESS REVIEW AGENDA. 8:00 What did you say you would do? 8:10 What did you do? 8:20 What worked? 8:40 What didn’t work? 9:00 What did you learn? 9:15 What are you going to do moving forward? -NEXT PRESENTER-. It’s really that easy. Here is the problem. Most sales leaders don’t create a culture of accountability.
Understanding the Sales Force
AUGUST 13, 2012
Understanding the Sales Force by Dave Kurlan We were invited to see and hear a friend's son perform in the Royal School of Church Music of America. We were very impressed with the voices, performance and beautiful church service - it was very memorable. While we were there, I noticed that some of the choristers appeared to be in trances; lost, disengaged, almost catatonic.
The Sales Hunter
AUGUST 21, 2012
A successful sales meeting is possible, and these 10 secrets will help: 1. Spend time focused on one hot issue. Don’t try to cover every single issue. If you try to cover everything, you really won’t be digging into the important issues to the degree that you need to. 2. Recognize performance. Salespeople love recognition. Have a process in place that people can look forward to as being their time to shine. 3.
Partners in Excellence
AUGUST 11, 2012
I know you think I make these stories up, they are so preposterous, they can only be fiction! Well, I wish I were that creative (I’d start writing a novel), but I’m simply not smart enough to make this stuff up. I’m sitting in my office, catching up on stuff. The phone rings, it’s on our main line, so it’s most likely a sales person or a prospect.
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
AUGUST 27, 2012
Now is the time to be thinking about new and strategically creative ways to bring some deals to closure. Q3 is 2/3 over, for those working off of a calendar year. In some companies, larger sales opportunities need to be wrapping up to even be able to deliver products or services by the end of the year. This is not a discussion about tricks or old-school tactics.
Hubspot
AUGUST 31, 2012
You know what's insanely difficult? Being succinct. Seriously. it's ridiculously hard. If you don't believe me, just grab your favorite copywriter and ask. But do you know what's even more difficult? Expressing a complex emotional concept in just a couple of words. In other words, coming up with a tagline. Yeah, it's a head-scratcher. But that's why we have a lot of respect for these brands that did it right.
A Sales Guy
AUGUST 28, 2012
Ryan Tognazzini has an awesome post up today over at Sales Benchmark Index. He nailed it. In it Ryan breaks down why hiring for product knowledge, experience and years of management experience are mistakes. I’ve argued for years that emphasizing years of experience or industry and product knowledge are red herrings and increase the risk of making bad hiring decisions.
Understanding the Sales Force
AUGUST 28, 2012
Understanding the Sales Force by Dave Kurlan Some sales calls just go so well, flow so smoothly, and have little to no resistance. Some have no competition, others have plenty of money and a few allow unlimited access to senior decision makers. Some of your sales happen so quickly that you wonder why they can't all be that easy. Your salespeople can have more easy calls but you'll have to change up a few things.
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The Sales Hunter
AUGUST 13, 2012
You’re excited over the lead you just received. You know it’s a good one. In fact it’s the type of lead where you know you can make it a one, at best a two, call sale. Problem is your calendar is hammered. You’ve got a ton of other things you’re already working on, plus you’re on the road the entire week. Does this sound like you at one time or another?
Partners in Excellence
AUGUST 9, 2012
Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader’s Best Friend. It inspired this post–it’s been something I’ve spoken about often, but never written about. . Much has been written about questioning and it’s importance, particularly in the discovery phase of the sales process. It’s through effective questioning that we determine what the customer is trying to achieve, why, what they are looking for, how they will evaluate alternatives, and h
Score More Sales
AUGUST 21, 2012
Growing one’s visibility in their industry niche is something many sellers are working to do now. Last month over at the Inside View blog, Koka Sexton wrote a great post called How to Generate Expert Credibility (highly recommend you read this). It is so true that by positioning oneself as a subject matter expert raises visibility. Once you have raised your visibility as a top influencer – hopefully through talking online about subjects and issues on the minds of your clients and pot
Hubspot
AUGUST 30, 2012
The navigation of your website is a key component that directly impacts you from a business and marketing perspective. After all, a navigation is often what stands between the user and the user’s goal. And as a marketer, you should want to make that distance as short as possible. That's why you need to ensure your website navigation offers a positive experience from a usability perspective.
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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