Anthony Cole Training
AUGUST 21, 2012
So far in this series of articles about hiring sales people I've covered the following: Why is recruiting so damn hard. 4 Mistakes in Hiring. 2 steps to avoid unnecessay interviews. Typically when we work with sales organizations to upgrade their sales force through improved hiring we help them first map the recruiting process. This is done so that there is a more consistent approach to hiring.
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.
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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.
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 21, 2012
I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. What is “status?” Status is the lame update sales people share during the weekly pipeline meeting. It’s the pathetic review we sales managers accept from sales people when we don’t have a strong cadence and pipeline review process in place.
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!
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.
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
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
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.
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 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 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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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.
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 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
Anthony Cole Training
AUGUST 6, 2012
I've decided to hit you all with a very focused month of blog posts. The topic will be on recruiting and upgrading your current sales team. In our Sales Management Environment Program we focus on 5 primary components: Setting Standards and Accountability, Coching for Success, Motivation that Works, Growing by the Numbers and Upgrading Your Sales Staff.
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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
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 22, 2012
Understanding the Sales Force by Dave Kurlan It appears that I have written enough articles about music and selling to include a series about the connection. One of the constants in the music business is that the artists must choose between writing and recording songs that are either consistent with what made them famous (giving their core audience more of what they want) or adapting and creating music which would appeal to a potentially newer audience (and perhaps alienating their core audience
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
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?
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.
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.
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.
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 15, 2012
Understanding the Sales Force by Dave Kurlan I just realized that this is my third music-related post this week but I'm going with it. Last night we were among the 35,000 or so concert goers at the Bruce Springsteen concert at Fenway Park in Boston. We have been to dozens of concerts but this was the best ever. Why? It wasn't because: the band was good - they were great; he was on stage for 4 hours; there was tremendous energy - never saw so much; it was at Fenway Park - what a treat; we knew al
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.
Score More Sales
AUGUST 10, 2012
This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics. There are so many inspiring stories – and what seem to be Herculean efforts to win a medal for one’s country. You can’t look at any of the categories of sport without finding lessons in inspiration, determination, focus, and massive efforts.
Pointclear
AUGUST 30, 2012
My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks.
Partners in Excellence
AUGUST 10, 2012
One of the key goals of customer centric organizations is “Getting Close To The Customer.” Sales and marketing professionals try to do this, both figuratively and literally. We have to reach the customer where they are, we have to hang out where they hang out. . Where customers hang out and how we reach them continues to change. Back in the earliest days of selling, it was face to face–there was simply no other way to reach them, we had to go to their homes and offices.
The Sales Hunter
AUGUST 11, 2012
This rates in my book as one of the most stupid questions a salesperson could ever ask. How’s the weather? Hey, If you’re that interested in the weather, then why don’t you check it on www.weather.com ? Don’t be so stupid as to ask your customer what the weather is like. Asking a question about the weather is lame. It tells me you don’t have anything better to open up a conversation with, and as far as I’m concerned, when a salesperson asks me that question, I̵
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