Anthony Cole Training
FEBRUARY 16, 2015
'Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team.
Engage Selling
FEBRUARY 10, 2015
'When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to get better. Sales rarely get better by just waiting around. Whether you’re a business owner or part of a company’s sales team, it’s important to keep your finger on the pulse […].
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Understanding the Sales Force
FEBRUARY 19, 2015
'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?
ConversionXL
FEBRUARY 12, 2015
'While mediocre people are dime a dozen, good people are always in demand. But good optimizers are in very high demand, everyone and their mother is trying to hire one. Alas they can be hard to find. If you’re looking to hire one, what should you look for? What makes an optimizer a great optimizer? There are many universal traits that make anyone a “good hire” – like being proactive, hard working and so on – but what’s unique about optimizers?
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.
A Sales Guy
FEBRUARY 9, 2015
'I’m sitting in a pipeline meeting and I ask the rep if the deal is going to close. He says, “Yes!” Great I say, how do you know? The rep responds with; “The prospect told me. She said they’re gonna go with us.” Do you know how many times I’ve hear a rep say the prospect said they are in and the deal never closes?
Partners in Excellence
FEBRUARY 27, 2015
'Now hold on, count to 10, take a deep breath. For my marketing friends, I’m not betraying you and giving up on marketing. For those of you who’ve read my posts railing against sales people blogging , I’m not changing my point of view. I’m talking about a very specific marketing/content problem that no one other than the sales person can address.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
FEBRUARY 17, 2015
'Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or certain 90 day programs that make you fit and healthy? Don’t worry, I’m not about to bash anything that can increase your fitness, health and overall well-being. The fitness machines and programs are not my issue. […].
Understanding the Sales Force
FEBRUARY 23, 2015
'Image Copyright: 123RF Stock Photo. I don''t know if this is an issue where you live, but lately where we live, grocery stores no longer sell yellow bananas! Their entire stock is green and those taste quite bitter. Is it the weather? Supply and demand? A new strategy? Do the stores pay less when they''re green? If you''ve been hiring, you may have noticed the exact same thing with salespeople!
ConversionXL
FEBRUARY 25, 2015
'… That concludes the list. The post A Complete List of Things That Always Boost Conversions appeared first on ConversionXL.
A Sales Guy
FEBRUARY 13, 2015
'What happens when one of your sales people loses a big deal? Do you kick the s**t out of them by calling out everything they did wrong? Do you play Monday morning quarterback and point out all the mistakes that were made and how losing the deal could ruin the quarter or even the year? Do you make it readily apparent how they screwed up? If you do, don’t.
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.
Partners in Excellence
FEBRUARY 17, 2015
'In prospecting, one of the most important and difficult things to do is establishing credibility. But without this, moving forward, trying to get any type of engagement is impossible. Too often, sales people are oblivious to this—this applies to the really bad sales people who don’t deserve to be selling. Or they do a really poor job establishing credibility, this applies mostly to mediocre sales people.
Anthony Cole Training
FEBRUARY 10, 2015
'To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. If they sell more, they make more money, leverage the comp program or qualify for the "President''s reward" trip.
Engage Selling
FEBRUARY 3, 2015
'You only have a few seconds to make a positive first impression on someone. Let’s face it – within moments of meeting another person we have often already determined whether or not we want to work with them. Here are, what I believe to be, extremely simple steps to creating trust upon meeting someone new: […].
The Sales Hunter
FEBRUARY 20, 2015
' How do you view leadership? I get tired of too many people running around saying they’re leaders based on what they do on their job. They think because they’re in charge of “X” or “Y” they are a leader. Leadership is far more than an activity based on the position you hold. Leadership is […].
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
ConversionXL
FEBRUARY 3, 2015
'In many ways conversion rate optimization is really decision optimization. If you are doing it right, you will constantly discover that what you thought mattered – actually doesn’t. . Optimization work and testing challenges everything you think you know about marketing and your users. This can lead to some introspection about why you think you know things and what lead you to hold those erroneous beliefs in the first place.
A Sales Guy
FEBRUARY 3, 2015
'Why? Why don’t most people get this? Life is too short. You get one shot. So, it baffles me that most people don’t operate from this mentality. Are you a badass? Why aren’t you a badass? Being a badass means attacking everything with vigor, tenacity, audacity and passion. It means not settling. It means being committed to being the best you can be and never accepting mediocrity in anything you do.
Understanding the Sales Force
FEBRUARY 12, 2015
'Copyright: 123RF Stock Photo.
Anthony Cole Training
FEBRUARY 9, 2015
'My purpose for brining the Challenger Sale into this series is to tie the concept of Challenger Sales People to the overall discussion. I read about the book a couple of years ago in a Harvard Businss Review article. I found it interesting then, and find the book interesting now. I know that doesn''t sound like a resounding endorsement but I''m all the way through the book and my purpose here isn''t to argue for or against the premise, findings and suggestions of the book.
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.
Engage Selling
FEBRUARY 12, 2015
'Are you considering raising your prices? Many salespeople look at raising prices with a grain of salt, a double-edged sword if you will. <– Click To Tweet On one hand, raising prices means more earnings and greater profits. On the other hand, it could upset or scare away your current client base. Price increases are […].
The Sales Hunter
FEBRUARY 27, 2015
' Recently I was talking with a salesperson who had just been recognized by their company as being #1 salesperson for the past year. I’ve had the privilege to work with the company for several years developing and implementing their sales training program. Yes, you could say I have a vested interest in the results […].
ConversionXL
FEBRUARY 20, 2015
'A/B testing is great, and very easy to do these days. Tools are getting better and better. As a result, people rely more and more on the tools. As a result, critical thinking is much less common. It’s not fair to just blame the tools of course. It’s very human to try to (over)simplify everything. Now the internet is flooded with A/B testing posts and case studies full of b t data, imaginary wins.
A Sales Guy
FEBRUARY 17, 2015
'I did a 30 minute interview on sales people mistakes the other day as part of the Sales Surge Summit. You can see the entire thing here. I tackle the importance of empathy in selling, how to prioritize and a few other fun elements of selling. While you’re there be sure to check out the other speakers, they put together a good group of sales cats for this summit (Anthony Ianarino, Dan Waldschmidt, Matt Heinz, Ken Thoreson and more.
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.
Partners in Excellence
FEBRUARY 9, 2015
'I’ve been involved in a number of discussions on prospecting recently. One sales exec complaining to me when I suggested he and his people needed to be prospecting. His response was, “Marketing has the responsibility for generating and giving us high quality leads.” When I asked, “Are you getting enough to make your numbers,” from the look on his face, I knew he wasn’t, but I also knew he wouldn’t listen to me–he was firmly entrenched in his pos
Anthony Cole Training
FEBRUARY 9, 2015
'My purpose for bringing The Challenger Sale into this series is to tie the concept of "Challenger" Sales People to this overall discussion of reasons why sales people do not perform as expected. I read about The Challenger Sale book a couple of years ago in a Harvard Businss Review article and had forgotten about it until I "rediscovered" it recently.
Engage Selling
FEBRUARY 16, 2015
'A question came up yesterday on our Sales Leader Webcast about Sales capacity and I promised to answer it on the blog today. “How do you measure sales capacity and can you provide an example?” Peter Drucker has been often quoted as saying: “What gets measured, gets managed.” For sales management, a key element that gets […].
The Sales Hunter
FEBRUARY 24, 2015
' Do you really know if your prospecting process matches your prospect? A key reason why prospecting fails to work is it’s not aligned with the target audience. In order for a sales prospecting process to work, it has to fit the way the prospect thinks. Keep this in mind. What would happen if your […].
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ConversionXL
FEBRUARY 9, 2015
'The title may seem a bit controversial, but this is a fairly common question I get from large (and small) companies – “Should I run A/A tests to check whether my experiment is working?”. I’ve been doing split and multivariate tests since 2004, and have watched nearly every one like a hawk. I I’ve personally made every test cockup in the book and wasted many days on fruitless effort, in order to become better and to continue to hopefully improve my ability to run valid tests.
A Sales Guy
FEBRUARY 6, 2015
'The biggest gap in sales is quota and quota assignment. Quota is almost always dolled out willy nilly, with little understanding of the market or what the organization is capable of doing. Usually, the organization has picked some arbitrary revenue number and pushes it down to the sales team with an edict that it must be made. We’ve all seen how this works out and what it does for moral.
Understanding the Sales Force
FEBRUARY 5, 2015
'This morning I was coaching Mike, a very good salesperson, and it happened. It also happened to Chip and Jim and Jeremy. And in all four cases, it happened this week. There are a litany of things that salespeople could do better, and topping the list would normally be things like, consultative selling, having better conversations, selling value, closing, filling the pipeline, and following a sales process.
Partners in Excellence
FEBRUARY 5, 2015
'I’ve gotten tangled up in a number of conversations about “Sales Needs To Be A Profession,” lately. To be honest, I’m relatively indifferent about the discussion about whether sales should be a profession or not. But you can’t drag me off my soapbox on the subject of professionalism in sales. The “Profession Of Selling:” Usually when we talk about a “profession,” what we are referring to is a certification process.
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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