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 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.
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 […].
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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.
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.
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.
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
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?
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 »
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!
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
Hubspot
DECEMBER 7, 2016
Do you take a good, hard look at your team’s marketing strategy every year? You should. An annual marketing plan helps you set your marketing on the right course to make your company’s business goals a reality. Think of it as a high-level plan that guides the direction of your team's campaigns, goals, and growth. Without one, things can get messy -- and it's nearly impossible to put a number on the budget you'll need to secure for the projects, hiring, and outsourcing you'll encounter over the c
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.
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 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?
Advertiser: ZoomInfo
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Engage Selling
DECEMBER 15, 2016
If there’s one habit that will make your sales team successful, it’s this one.
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.
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.
Anthony Cole Training
DECEMBER 2, 2016
As the story goes, Chicken Little gets hit on the head and declares the sky is falling.
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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
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 6, 2016
If you read this blog regularly, you probably don’t need an introduction to CRO or A/B testing. You know the major players, best practices, and you’ve likely tested your fair share of ideas. But, as an expert, you likely know some of the persistent frustrations with current approaches. To name just a pair: Testing simply takes time. Our best instincts are often wrong.
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?
Understanding the Sales Force
DECEMBER 16, 2016
Image Copyright: 123RF Stock Photo. I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn't about sales recruiting and selection, sales pipeline or Baseline Selling.
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.
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.
The Sales Hunter
DECEMBER 27, 2016
Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person. It’s about creating confidence, and that means allowing both parties to feel comfortable with each other. Where does your personality fit […].
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 15, 2016
Ghost buttons are transparent calls to action that appear on websites and in apps. They tend to have a thin border and a text label that sits within the transparent body of the button. The use of this type of button reached a peak around a year ago, but can still be seen across a wide range of websites. They’re generally used more on websites that use a minimalist or flat design.
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.
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.
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.
Score More Sales
DECEMBER 5, 2016
Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success.
The Sales Hunter
DECEMBER 27, 2016
You’re ready to make this your year to break out from the pack and become a top performer. Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. 1. Don’t build your plan to […].
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