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.
A Sales Guy
FEBRUARY 24, 2015
'Today I’m droppin’ a guest post from my boy and Chief Sales Office over at Hubspot, Mark Roberge. Mark has written a new book and it drops today; The Sales Acceleration Formula. Mark has done some killer stuff over at Hubspot, growing them from 0-100M in reve nue. I say that qualifies him on teaching the rest of us how to grow revenue. But, if 0 – 100M isn’t enough, Anthony Robbins reviewed his book and said this; A new breed of disciplined, data-driven leaders are re-sh
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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?
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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 […].
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 […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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?
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 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.
Score More Sales
FEBRUARY 11, 2015
'When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you. First of all, you know that sales is admirable and regardless of the noise about how you should stop selling and start helping, or stop selling and start serving – you have been helping and serving for years.
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
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 […].
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.
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.
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.
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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.
Score More Sales
FEBRUARY 2, 2015
'It seemed like Super Bowl Sunday would never arrive, remember? Now it has come and gone. What 5 sales prospecting lessons can we take away from the big event? 1) Inbound Gets Your Interest. It is critical to pique your buyer’s curiosity in advance of an actual conversation when possible. It is no different with a big event – all the hype leading up to game day kept everyone talking.
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 […].
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.
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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 25, 2015
'The one newsletter that I never fail to read each week, rain, 7 feet of snow, sub-zero temperatures, or shine, is Verne Harnish''s Weekly Insights ( subscribe here ). If you are not familiar with Verne (The Growth Guy), he wrote Mastering the Rockefeller Habits and his latest book, Scaling Up : How a Few Companies Make it and the Rest Don''t , is another must read best seller.
ConversionXL
FEBRUARY 25, 2015
'… That concludes the list. The post A Complete List of Things That Always Boost Conversions appeared first on ConversionXL.
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.
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
FEBRUARY 24, 2015
'That’s right! Quit asking “feature” based questions and start asking “outcome” based questions. This is the easiest way for you to increase your sales! If you want to significantly alter your sales results, here is one of the most powerful things you can do. I’ve talked for years about the need to be focused […].
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.
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.
Understanding the Sales Force
FEBRUARY 2, 2015
'We just watched the Patriots and the SeaHawks battle it out in Super Bowl 49. Just 8 minutes into the game it was obvious that second efforts would be the rule of the day. Then, with less than two minutes to left to play, we witnessed THE CATCH - requiring a fourth or perhaps even a fifth effort - that put the SeaHawks in a position to win. It wasn''t meant to be as the Patriots came up big on defense with a key interception to earn the victory.
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
FEBRUARY 9, 2015
'Want to know some of the top time hacks that sales reps can use to get more done? I recently did a webinar on being more productive in sales with Velocify. The recording , geared toward sales leaders but helpful for anyone in selling will give you even more ideas than what I’m listing here. Below are 12 of the top time hacks you can put in place to grow sales.
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.
The Sales Hunter
FEBRUARY 3, 2015
'Biggest issue far too many salespeople have is they focus on money being the number one thing they sell. Their argument is in the belief that after all is said and done, it will be the price that will determine whether or not the customer buys. It’s time to stop that notion and focus […].
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. […].
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