Anthony Cole Training
JUNE 20, 2012
I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. Until I came to the corner of Montgomery and Kemper. This is a very busy intersection. I am in the middle of 5 lanes: 2 left turn lanes, 1 right turn lane and 2 go straight lanes. On the corner where you would turn right there is a man and 2 young people.
A Sales Guy
JUNE 7, 2012
The chatter and noise surrounding social selling seems to be growing. The conversations seem to be getting louder and louder. Social Selling or social media is the topic of the day. Everyone has an opinion. There is no doubt that social media can play a role in the sales process, but how big of a role? Can it truly impact quota? Is it already impacting quota?
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Pointclear
JUNE 28, 2012
My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.
Partners in Excellence
JUNE 15, 2012
As I typed the title to this week’s installment on Lean Sales And Marketing, I cringed. Somehow I feel the title is redundant. As I’ve mentioned in previous posts, Lean is about understanding the essence of what customers value and focusing our efforts on creating and delivering that value. The key word in the last sentence is essence.
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Understanding the Sales Force
JUNE 20, 2012
Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. Actual consultative selling requires that salespeople ask good, tough, timely questions, and when appropriate, challenge and push-back.
The Sales Hunter
JUNE 27, 2012
Surprising to me is the number of times I hear salespeople and others use these lines or other similar lines. When I hear somebody say either of these, I can’t help but think if what they’ve been telling me up to now has been a lie. Allowing the customer to have confidence is a requirement if we expect to close a sale. This means our words, our actions and our entire demeanor have to be geared toward giving them confidence.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
JUNE 8, 2012
This letter is from Mike Ross. Mikes is V.P. of IT Service Management and Operations for T-Mobile. Mike is your buyer or just like your buyer. He has a 300 person team and has a $200 million dollar budget. . I asked Mike to write a letter to sales people (you) in response to my “Letter to Your Prospect.” In his letter, I asked Mike to describe what he wants in a sales people, (again YOU!
Score More Sales
JUNE 12, 2012
S.P.I.C.E. Up Your Sales. In North America, sales efforts traditionally slide downward during the summer months. No matter what you think as a sales professional, most of us mentally gear down our sales activities for three reasons: We expect less. Everyone “knows” that our prospects are totally diverted with personal and family issues during the summer, right?
Partners in Excellence
JUNE 6, 2012
We have a revenue problem, we aren’t making the numbers, we aren’t growing, we rush to “fix the problem.” The first and most natural place to look (and blame) is sales. After all, sales is at the tip of the spear for generating revenue. Conscientious sales executives may be seeing the revenue trend before anyone else (problem pipelines, deals languishing or disappearing).
Understanding the Sales Force
JUNE 21, 2012
Understanding the Sales Force by Dave Kurlan The obvious answer is to make sure they fill the pipeline when it begins to empty or is getting close to being empty, right? Wrong. If the pipeline is nearly empty today, your salespeople are feeling scared, stressed, discouraged and demotivated. If awful is how your salespeople feel then do you really believe that NOW is the ideal time to get them prospecting?
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
JUNE 15, 2012
Do you want a sure-fire way to set yourself apart from the competition while prospecting? Use a link to a news story from a website. “What?” you may be asking. “How do I do that and does it work?” You bet it does. I use it all the time in my own business. Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.
Anthony Cole Training
JUNE 27, 2012
Commitment to succeed in sales or in life can be defined by a willingness to to everything possible to succeed. Overcoming obstacles, changing your mindset and beliefs, defying all the odds, overcoming everything that life throws at you. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'.
A Sales Guy
JUNE 5, 2012
I moved this weekend. Moving is the epitome of change. I moved from a loft in downtown Denver to a small home in the suburbs. (still close to the city). I moved to the burbs for my girls. We now live on a park. There are 4 swimming pools, two of them have diving boards. The experience of living in the burbs is very different than living in the city.
Score More Sales
JUNE 18, 2012
How many times have you told someone something and later they asked you about the very thing you already explained? What happens when this is a prospective customer? Are they listening? Customers and potential buyers of your products and services are so multi-tasked now that they very well may be looking you in the eyes and listening – only to forget later what it was you said.
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Partners in Excellence
JUNE 18, 2012
We’re all incredibly busy. Our days get filled with all sorts of things–things which may seem very urgent. We have emails to respond to, we have meetings of all sorts, we have proposals, the lists go on. Things pop up through the day or week, a crisis, something that must be addressed, or just something that diverts our attention. Too often, we go through our days like bumper cars.
Engage Selling
JUNE 13, 2012
Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution. Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution.
The Sales Hunter
JUNE 5, 2012
Sunday evenings are a time for many people to start going through email and getting things lined up for the week to come. As much as people are trying to plow through email quickly, they’re also still in a little bit of the weekend relax mode — which can mean they will allow their attention to be diverted easily. Take advantage of this by sending out emails to a few key prospects and customers, with a quick note from you and a link to an article of interest.
Anthony Cole Training
JUNE 12, 2012
Yes I know it's a bit of a complicated title but I have these SEO (search engine optimization) requirements of putting in sales and or sales sales success in the title and first paragraph. Good, that's out of the way. My good friend Randy Wilhelm sent me to a link to observe a recent talk he gave at a TED conference at Xavier University. Here is the Link - Igniting the Hope of Knowing.
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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
JUNE 21, 2012
You can’t just. create a new comp plan and commission structure. hire a two new sales reps. redo the sales process. change the sales strategy. go after new customers. implement a new CRM. promote a new sales manager. establish new territories. start content marketing. create a sales operations function. establish and inside sales team. build an outside sales team. create a team evaluation process. develop a channel strategy. do anything.
Understanding the Sales Force
JUNE 4, 2012
Understanding the Sales Force by Dave Kurlan My last 7 cars have all been luxury foreign makes including Lexus, BMW and Jaguar. On a recent trip, my rental car was a brand new Dodge Challenger. It looked nice enough, and drove OK until I merged onto the highway, where the first of the major differences, and the topic of this article, became obvious.
Partners in Excellence
JUNE 19, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and focus all our efforts on that individual. Whether it’s to understand their needs, provide insight, pitch a solution, our focus is on finding the decision maker and locking in on that individual. We’re trained to ask pointed questions like, “Are you the decision maker?
Engage Selling
JUNE 5, 2012
Email Marketing Rule #1 – At the very least, make your email look like it should be legitimate and not spam. Here’s a clue: Emails with “Dear %EMAIL%” as the subject line do not look legitimate nor add to your credibility as a real person with a real product. Enough said.
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
JUNE 7, 2012
I run into people on nearly a daily basis who claim they are not in sales. It doesn’t matter if they work for a major company or are self-employed, they have this belief they’re not in sales. They say how what they do is not sales, yet when they tell me what they do, it’s obvious they are indeed selling! Come on people. Quit denying it.
Anthony Cole Training
JUNE 18, 2012
Again, I will reference a fine book by Gary Mack - Mind Gym - to help sales managers understand how to better coach sales people to higher levels of personal and professional sales success. The quote on page 104 is from the late great coach, John Wooden. John Wooden knew something about getting the best out of people and achieving high levels of success.
A Sales Guy
JUNE 18, 2012
If your deals are struck in the pipeline longer than they need to, is that the problem or the symptom. If your reps aren’t making quota, are they the problem or the symptom of shitty management. Is a poor close rate the problem or the symptom? Is crappy CRM the problem or the symptom. Are poor leads the problem or the symptom? There is a real difference between a symptom and a problem.
Score More Sales
JUNE 22, 2012
Recently I wrote about how many of us (sales pros, business owners, and others in selling) tend to slide during the summer months for about three reasons – but mainly because we all tend to set lower expectations assuming it is a bad time to reach so many who may be taking a day off here or there. You can see that post here and my S.P.I.C.E. formula for success during this time.
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.
Partners in Excellence
JUNE 10, 2012
I started my career selling mainframe computers for IBM in the very late 70′s. One of the most important things I learned from one of my mentors at the time was, “What We Sell Is Different Than What We Install.” It’s a simple notion that is important for every sales person today–whether you sell cars, complex computer systems, complex services.
Engage Selling
JUNE 12, 2012
On my tri p to New York late last month, I had the opportunity to visit a restaurant that I’ve been waiting to go to for ages… Marc Forgione. I’d seen him on the television show “Next Iron Chef” where chefs battle each other to see who will survive to the end. It takes skill, drive and determination to make it through this crucible and he showed all those attributes in spades.
The Sales Hunter
JUNE 26, 2012
People ask me all the time what does it take to be successful when it comes to developing new leads. The first thing people always think is they have to have a good source or area where they can get leads and then magically turn them into great customers. Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers.
Anthony Cole Training
JUNE 15, 2012
There are several contributing factors for success of any kind in any endeavor either professional or personal. At Objective Management Group President Dave Kurlan has identified 4 Crucial Elements for sales success. Desire for success. Commitent to success. Personal Outlook. Responsibiliy for results. I was watching ESPN this morning and the early part of the show was all about the 2nd game of the current NBA playoffs between the Miami Heat and the Oklahoma City Thunder.
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