Anthony Cole Training
DECEMBER 8, 2016
So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?
A Sales Guy
DECEMBER 20, 2016
This is one my most repeated sales tips. Your entire selling effort should focus on getting the customer to “let” you help them. If the customer isn’t willing to let you help them. You’re not selling and they aren’t going to buy. We need the prospect to participate in the sale with us in order to create a valuable solution.
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ConversionXL
DECEMBER 13, 2016
Navigation gives a user control, which is generally a good thing – but what about on a landing page, where the motto is “one page, one goal?” While there’s not a one-size-fits-all answer (there never is in optimization), we do have some good data by which we can make a decision. Landing Page Optimization. It’s a fact that landing pages should be an integral component of your inbound marketing strategy, with companies seeing an average 55% increase in leads when increasing
Engage Selling
DECEMBER 15, 2016
If there’s one habit that will make your sales team successful, it’s this one.
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
DECEMBER 21, 2016
What are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements. If we’re going to make serious changes next year, we have to step back and ask ourselves tough questions. Below […].
Hubspot
DECEMBER 28, 2016
Content is used as a valuable marketing tool across all industries. From social media content to long-form evergreen content, marketers constantly write to build awareness and nurture relationships. While the goal of content marketing is clear, many companies forget to track what type of content is actually working. Even powerhouse Microsoft fell into that habit.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
DECEMBER 9, 2016
Great sales people are empathetic. You can’t sell if you’re not in tune with your buyers and prospects. Therefore you’re unable to offer a valuable solution to them. It all starts with your focus on them, their problems, their needs, their emotions, their fears, their issues. You must have empathy for those you’re selling to.
ConversionXL
DECEMBER 7, 2016
Nowadays nearly every online shop utilizes some sort of product recommendation engine, which is no wonder, as these systems, if set up and configured properly can significantly boost revenues, CTRs, conversions, and other important metrics. Moreover, they can have considerable positive effects on the user experience as well, which translates into metrics that are harder to measure, but are nonetheless of paramount importance to online businesses, such as customer satisfaction and retention.
Understanding the Sales Force
DECEMBER 1, 2016
I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area. Ten years ago, only 9% of the sales population was following a formal, structured sales process.
Engage Selling
DECEMBER 13, 2016
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.
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.
Hubspot
DECEMBER 22, 2016
Did you know that the search result in #1 position on Google gets 33% of search traffic ? And that page 1 search engine results resulted in 92% of all traffic, dropping off by 95% for page 2? Numbers don’t lie. If you want to climb to the top of search engine results pages (SERPs), well-written, engaging content alone won’t cut it. You also need to focus on writing SEO-driven, keyword-focused content that attracts not only website traffic, but the right kind of traffic.
Anthony Cole Training
DECEMBER 30, 2016
Assertive (not aggressive) salespeople win more business than others. They care so much about doing the right thing for their clients that they are willing to risk the relationship and the deal in order to make sure the prospect or client makes the right decisions. Does that describe your people? Are they assertive?
A Sales Guy
DECEMBER 4, 2016
Let me be clear, there is a difference between negative feedback and constructive feedback that highlights a weakness, or something you could improve. I’m a huge fan of constructive feedback. Actually, I seek it out. I want as much feedback in the areas I can improve as I can get. It’s the only way to get better. Negative feedback, on the other hand, is just that it’s negative.
ConversionXL
DECEMBER 7, 2016
If you’ve ever thought about running a PPC campaign for the first time, there’s a good chance you were wondering which PPC channel to use. The PPC targeting options that Facebook has available are different from Google AdWords, LinkedIn, Twitter, and the abundance of other PPC marketing networks you have available. So where do you even begin when there are 72+ PPC options for you?
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Understanding the Sales Force
DECEMBER 5, 2016
What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!
Engage Selling
DECEMBER 8, 2016
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections?
Hubspot
DECEMBER 22, 2016
The way people interact with businesses has changed dramatically over the past few years with the rise of online media. In other words, your audience is spending a lot of time online, so you need to market to them there. Because of these shifts in consumer behavior, digital marketing is now a crucial part of any successful company’s overall strategy.
Anthony Cole Training
DECEMBER 14, 2016
Sales management, sales leadership and sales presidency require special diligence this time of year. Actions taken now will assure successful sales results in the coming year. In order to transition smoothly, here are 7 sales management steps that should be completed before the end of the year.
Advertiser: ZoomInfo
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A Sales Guy
DECEMBER 7, 2016
I received a LinkedIn message from a past employee the other day. He had just lost his job and wanted my thoughts on his next move and wondered if I could help. I hadn’t heard from him in a long time. I almost never see him on LinkedIn, Twitter, or Facebook. For all intents and purposes, he doesn’t exist in my world or online. He’s not alone.
ConversionXL
DECEMBER 1, 2016
Customers don’t usually see one ad and then click over to purchase. In reality, the path is much more complex, and usually includes various marketing channels – organic and paid search, referral, social media, television. But if you’re a rigorous and data-driven marketer, the question has to cross your mind: how much credit can I give each channel for this conversion?
Partners in Excellence
DECEMBER 21, 2016
Long time followers of this blog will recognize this is the time of year when I will make a full court press on my audience to take action. It’s the time when I am blatantly asking you for your money! It’s not for me (I can hear the collective sighs of relief with people realizing I haven’t turned into a slimy sales person.). It’s for a very specific purpose: To provide clean water to those that don’t have it.
Engage Selling
DECEMBER 2, 2016
,So I was interviewed by one of Canada’s national magazines on the University education for sales people, as well as why there weren’t many sales programs offered and what courses should be offered for people who want to pursue sales … Read More »
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Hubspot
DECEMBER 14, 2016
Seasonal events and celebrations present different opportunities for different business sectors. For many brands, seasonal opportunities are huge and often the most commercially critical times of the financial year. But planning an effective seasonal campaign not only takes a lot of organisation, it also takes a considerable amount of time. For this reason, smaller brands tend to let these opportunities come and go without making the most of them.
Understanding the Sales Force
DECEMBER 14, 2016
I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.
A Sales Guy
DECEMBER 1, 2016
Have you noticed? Most content sucks. Yup, I said it. Sorry, in too many cases it is true. Marketing content designed to generate leads is weak, uninspiring and offers little value to the target market. When was the last time you found or even downloaded an exquisite ebook, or attended a great webinar or was offered a compelling study? Exactly! Most content today is average at best.
ConversionXL
DECEMBER 19, 2016
Get data-backed ecommerce guidelines you can implement right away to increase revenue. If you’re wondering what works best right now in ecommerce, you’re in luck. We just launched a comprehensive guide (247 guidelines) on ecommerce best practices , all derived from user testing and custom research. If you’re under 1000 purchases a month and can’t run your own A/B testing program yet, you can use this report as a list of action items.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Partners in Excellence
DECEMBER 22, 2016
I just read an outstanding article, How To Create An Effective Account-Based Sales Strategy In 5 Steps. It’s quite an excellent article, netting out the 5 Steps: Define your ideal company profile. Define your ideal buyer personas. Build a sales process to match each buyer journey. Provide content to match each stage for key personas. Measure, learn, improve.
Engage Selling
DECEMBER 20, 2016
Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace.
Hubspot
DECEMBER 8, 2016
For all of the greatness that the internet affords -- cute animal videos , GIFs , and interesting blogs -- I think its biggest downside is how distracting it can be. How many times have you sat down to work and been pulled into a pit of procrastination ? Perhaps you get absorbed in updates on social media, or maybe you click through Wikipedia trying to determine what exactly Gina Rodriguez’s first TV role was (it was on Law & Order ).
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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