Anthony Cole Training

NOVEMBER 14, 2016

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired:

Education

Engage Selling

NOVEMBER 8, 2016

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.

Sales

A Sales Guy

NOVEMBER 7, 2016

I spoke at DreamForce 16 this year. My presentation was about coaching. You can watch it here. The key quote from the presentation was this; “Nobody Brags About Developing Somebody” When I said it on stage, it was a powerful observation. I didn’t build it into my presentation. It just came to me as I was speaking. It’s been retweeted several times since, so it clearly affected others as well.

Presentation

ConversionXL

NOVEMBER 8, 2016

As marketers, we spend countless hours acquiring traffic and crafting persuasive content, but too often we drop the ball at the final stage of the lead gen funnel – the form. We’ve all heard stories about the impact that forms have on conversion rates, like how Expedia made an extra $1 million per year by removing one field on their form or how Marketo received 34% more leads by experimenting with their form length.

Drivers/motivators

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.

Sales

Partners in Excellence

NOVEMBER 16, 2016

Account Based Marketing/Selling—“Account Based Everything” is all the rage right now. Some very smart colleagues, including Craig Rosenberg and Matt Heinz are real leaders in helping organizations develop and implement their Account Based Marketing Strategies. But despite all that I read, I’m really confused. Perhaps you can set me straight.

Drivers/motivators

Understanding the Sales Force

NOVEMBER 17, 2016

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.

Sales

Engage Selling

NOVEMBER 15, 2016

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

Sales

A Sales Guy

NOVEMBER 4, 2016

There is a book called The Numbers Game; Why Everything You Know About Soccer is Wrong. It was written by Chris Anderson and David Sally. Think Moneyball for soccer. If you’re a soccer fan, you may have heard of it. If you’re Malcolm Gladwell fan and have been listening to his new podcast, it may ring a bell, because he references it in the My Hundred Million episode.

Sports

ConversionXL

NOVEMBER 22, 2016

No one ever said optimizing any website is easy. But at least if you’re working on an eCommerce site, you have clear metrics to hit. You have goals on which (probably) everyone agrees. But what if you’re an analyst, optimizer, or digital marketer and working on a site without a clear conversion? It’s a pretty different ballgame. The Problems with Non-Financial Measurement.

Conversion

The Sales Hunter

NOVEMBER 1, 2016

People ask me all the time, “What does it take to be successful when prospecting?” I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions. This is absolutely essential! The most succeesfull salespeople are those who commit time […].

Prospecting

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.

Objection handling

Understanding the Sales Force

NOVEMBER 3, 2016

Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

Commission

Anthony Cole Training

NOVEMBER 9, 2016

When I was a youngster, I used to go hunting with my dad and my older brother, Ray. I never hunted with my younger brother, Michael, until just a few years ago. But Ray, Dad and I spent many weekday evenings and weekends in the woods.

Sales

Engage Selling

NOVEMBER 29, 2016

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.

Closing

A Sales Guy

NOVEMBER 21, 2016

There are a lot of skills and attitudes sales people must have to be successful. But there is one sales tip that rises above the rest that I share with everyone. It’s the importance of giving a s**t. What does that mean? It means, if you want to take your game to the next level in sales, you have to care more about your customers and prospects than you do you.

Sales

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

Hospitality

ConversionXL

NOVEMBER 15, 2016

When we talk about conversion optimization , much of the strategies remain the same across industries. After all, the goal is to systematically improve the success of a business, whatever that means metric-wise. That said, there are some key differences in how experts approach SaaS conversion optimization. This won’t be a complete guide (hardly anything that bills itself as “complete” actually is), but I’ll point out links in each section for further reading.

Conversion

The Sales Hunter

NOVEMBER 21, 2016

I’ve been in sales now for more than 30 years, and during that time I’ve come to not just appreciate the profession, but also to become absolutely passionate about it. I see it as the ultimate profession, as it provides unlimited opportunities to help others. Below are the 10 things I believe all salespeople should […].

Sales

Hubspot

NOVEMBER 30, 2016

One average, Facebook is home to 1.18 billion daily active users -- from CEOs, to students, to companies. And while the community is clearly there, connecting with them from a marketing standpoint isn't always easy. For brands, posting on Facebook alone isn't enough anymore -- especially for ones just starting out. Sure, you can throw money at your efforts to drive people to your Facebook Page and send them to your website, but that only works if you're smart about it.

Promote

Understanding the Sales Force

NOVEMBER 21, 2016

I was reviewing this page which shows the market share for most of the known applicant tracking systems. I was impressed with the analysis and with how much of the market share is held by Taleo. I was also disappointed that there isn't a comprarable study available on sales candidate assessments. But that's a rant for another day. Back to the Applicant Tracking analysis.

Market share

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.

Retail

Engage Selling

NOVEMBER 22, 2016

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It’s obvious, right? Not so fast. Recently, we’ve been involved in a very large sales reorganization.

Up-sell

A Sales Guy

NOVEMBER 1, 2016

A craft is something we look to perfect. A craft requires passion. A craft, by definition, requires skill and the constant improvement of that skill. When we embrace our craft, we are more committed to its purpose. We are more inclined to improvement and the execution of the craft. When we embrace our craft, we are focused on the outcomes, the value it creates for others, our influence in the outcomes and how we deliver the outcomes.

Meeting

ConversionXL

NOVEMBER 29, 2016

Competitive analysis is an important element of business strategy. Knowing where you stand in relation to competitors helps define product positioning, channel acquisition, messaging, and more. But what good is it looking at your competitors specifically in regards to testing and optimization? Depending how you’re benchmarking and with what metrics, it could be beneficial or it could be a waste of time.

UX

Closing Bigger

NOVEMBER 10, 2016

I had the opportunity to interview Anthony Iannarino on his new book “The Only Sales Guide You Will Ever Need,” we can even cover how he went from Metal Band rock band artist so top producing sales leader and author. Anthony is also the founder of “The Sales Blog,” one of the world’s top ranked sales blogs in the world.

Sales

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.

High impact

The Sales Hunter

NOVEMBER 8, 2016

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

Prospecting

Partners in Excellence

NOVEMBER 15, 2016

We know that we are supposed to be customer focused, but too many organizations struggle with actually becoming customer focused. For most, it requires a transformation in the way you do business. Re-examining everything you do, engaging customers in those critical conversations that put the customer first is critical for to driving these transformations.

Customers

Engage Selling

NOVEMBER 11, 2016

Far too often sales reps get into combat with their customers over questions and objections and you can get into combat if you want to win the sale, you have to stay in conversations. So how do we do that?

Conversion

A Sales Guy

NOVEMBER 15, 2016

There are certain people who are just not amenable to coaching. I’m not talking about people who struggle with different styles, but rather those people who just are not receptive to feedback. The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about.

Construction

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B2B

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different.

B2B

Understanding the Sales Force

NOVEMBER 22, 2016

Our son was at his baseball practice last weekend and I saw these great messages on the white board. I couldn't resist snapping some pictures. I didn't expect to see these quotes - meant to inspire teenage boys - but I'm so glad that I did.

Sell

The Sales Hunter

NOVEMBER 1, 2016

Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. The first reason is the customer isn’t […].

Price

Score More Sales

NOVEMBER 1, 2016

The short answer if you are in a hurry to read this is:

Sales

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.

Start-ups