August, 2015

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Non-Performing Salespeople and What to Do With Them

Anthony Cole Training

I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.

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Online Sales Certification with Shane Gibson Starts September 8th 2015

Closing Bigger

In order to win in today’s sales environment you need to stay ahead of your competitors and in-sync with your customers. Sales skills, training and strategy play a huge role in your success BUT for most people being tied up in a classroom or conference is too time consuming. My goal was to make to create a world class sales course that was accessible and affordable to individual sales people, sales leaders, entrepreneurs and anyone else who wants to learn about selling.

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Bayesian vs Frequentist A/B Testing – What’s the Difference?

ConversionXL

There’s a philosophical statistics debate in the optimization in the world: Bayesian vs Frequentist. This is not a new debate; Thomas Bayes wrote “ An Essay towards solving a Problem in the Doctrine of Chances ” in 1763, and it’s been an academic argument ever since. Recently, the issue has become relevant in the CRO world – especially with the announcement that VWO will be using Bayesian decisions (Google Experiments also uses Thompson sampling , which is informed by a Bayesian pers

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What We’re Not Talking About When It Comes To Coaching Sales People

A Sales Guy

I’m a huge fan of coaching. I believe coaching is an essential component of leadership. In sales, developing a coaching cadence and methodology is a critical element of success. You will rarely see a successful team without good coaching behind it. My boy Mike Weinberg talks about the importance of coaching and how leaders need to do more of it in this post.

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How to Improve Email Deliverability and Optimize Each Send

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.

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Getting Things Done Though Our People

Partners in Excellence

Perhaps the most difficult thing to recognize in moving from an individual contributor role into a management role is that made you great as a sales person will be your biggest barrier to being an effective manager and leader. As an individual contributor, what probably made you a high performer was your ability to get things done–in the company, with your customers.

Territory 119
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The Science of Sales Selection vs. the Marketing of Modern Selling

Understanding the Sales Force

Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company's top and bottom performers. He wrote, "After all these years this is still amazing to me. Thanks Dave, my conversation is Monday and we are getting next steps in place. Appreciate the help.". So why is that such a big deal?

Sell 112

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Why Salespeople Fail

The Sales Hunter

Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […].

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What’s a Good Conversion Rate? [Rant]

ConversionXL

If I were to tell you – what would you do with that information? Honestly, think about it and see if you can answer that. Let’s say it’s 2%, 5% or 10% – now what? What will you do differently? If yours is already good, would you sit back and relax? If it’s crap, would you work harder? You have to work harder no matter what.

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Why Those Who Don’t Fail, Are Actually Failing Badly!

A Sales Guy

Failure, we’ve all heard and seen the memes about failure and how it’s important to success. We’ve heard the guru’s talk about failure and not being afraid of it and how failure is the path to learning. Failure, being the antithesis to success takes up a lot of our conscious and unconscious time. We’re afraid of it. We avoid it.

Growth 120
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What’s More Important, Experience Or Experiences

Partners in Excellence

The other day I was speaking to a large group of sales people. Many were very new to sales, they had been selling for only a few years. During the conversation, one person asked how she should progress in her career. She and several others related they were looking for new jobs. They saw opportunities to move to new challenges, increase their compensation, move higher in the food chain.

Territory 115
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead.

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Does Your Sales Team Have "Swagger"?

Anthony Cole Training

THE (WO)MAN IN THE ARENA. Excerpt from the speech "Citizenship In A Republic" – Theodore Roosevelt, delivered at the Sorbonne, in Paris, France on 23 April, 1910.

Sales 181
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5 Critical “HOW TOs” to Increase Sales Results for Sales Leaders

The Sales Hunter

It’s time to cut to the chase and do what needs to be done if we’re going to get sales to where we know they can be. Few organizations come close to getting all of the sales possible. Breakdowns occur for any number of reasons. Cut through everything, and it almost always comes down to […].

Sales 106
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4 Ways Animation Can Actually Improve User Experience

ConversionXL

Animation for the sake of “cool” can often hurt conversions since it’s distracting, but not always. There are 4 ways animation, when used properly, can actually strengthen UX. And better user experience can lead to higher conversions. You don’t need to overhaul your site to take advantage of animation. Just about any site can utilize basic animation in it’s loading sequence, calls-to-action, or navigation.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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What NOT To Do When You Screw Up

A Sales Guy

I’m a tough guy to work for. I don’t have unrealistic expectations. I don’t scream and yell at people. I don’t belittle people. I’m not a micromanager. I’m not an absentee leader. I don’t play favorites. I’m not a jerk. I’m not many of the things people associate with being tough to work for. The reason I’m tough to work for is I hold people accountable and people don’t like that very much.

Meeting 118
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Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” This rant targeted a self appointed Sales Guru and Sales Trainer who had helped “thousands of sales people” over 15 years. A couple of people commented, “What does perfect prospecting look like?” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it.

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How the Right Questions Can Make up for Lack of Sales Experience

Understanding the Sales Force

Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year he played with boys a year older than him and the tournament inspired this very popular article on the Top 5 Mistakes Salespeople Make. This year's tournament was special, it was exciting to be there, and a privilege for him to be on such a talented team.

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Do Your Clients Find You Interesting?

Engage Selling

It goes without saying, but the more interesting you are, the more clients and prospects will want to engage with you. To be clear, being interesting doesn’t simply mean having the best stories on a Monday morning after a busy weekend. But, don’t think you need to start jumping out of airplanes or start setting world […].

Clients 101
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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I Don’t Sell. I Help People With Their Problems.

The Sales Hunter

Listening to a successful small business person being interviewed a few weeks ago, I was struck by a comment he made about his success. He was asked if he saw himself as a salesperson. His response was, “No, that’s the last thing I would want to be, I don’t sell at all. What I […].

Sell 103
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How Can We Really Measure The ROI of Optimization?

ConversionXL

Imagine you’ve been working on optimizing a site for a while now, say 3, 6 or even 12 months. You’ve had solid winners each month, and you’re confident in the test results. These are not imaginary lifts. But now your conversion rate looks the same as when you started. How do you explain this to the boss/client? Another scenario: you’ve been optimizing for 12 months and your revenue per customer has increased by 2%.

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#heykeenan Take 10 – What Sales People Do That Makes Me Cringe

A Sales Guy

There is one thing that salespeople do that makes me cringe. And, if you’re a new sales person, this is the best way to get your first sales. What question do you have? Ask you question at #heykeenan. You shout out, I’ll shout back!

Sales 117
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Differentiation, Dissimilarity, Disruption

Partners in Excellence

Recently, I was being interviewed on value creation and differentiation. I was asked the question, “What’s the difference between differentiation and dissimilarity?” The question caused me to pause for a moment. Frankly, I hadn’t thought about it before, but the more I thought, it’s an important distinction for sales people and can become an important strategic issue for executives and business strategists.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

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.

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Keeping An Eye Out For Sales Talent

Anthony Cole Training

Sales 175
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Better Sleep Means a Better Sales Leader

Engage Selling

Your health and wellness are important factors to consider if you want to increase your sales. As you know, it’s tough to focus and get things done when you’re stressed or working on a lack of sleep! You might think nobody else notices your sleep deprivation and stress, but I promise your team can tell […].

Sales 98
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VIDEO SALES TIP: Do Your Ethics Never Waver?

The Sales Hunter

How solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut corners or compromise. Do you want to be a great salesperson? Of course you do! Then […].

Sales 100
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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.

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How to Leverage Intent Data for Better Outcomes

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.

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Boy That Was Unexpected

A Sales Guy

Doing the unexpected is powerful. When we unexpectedly surprise someone with a compliment, it makes them feel better than a compliment they were expecting. When we give someone a gift they weren’t expecting, the gift is that much more special. When we unexpectedly do something for someone, the impact is far greater than when it was expected. Being unexpected is a force multiplier.

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Manager, If You’re Doing Deals, You’re Not Doing Your Job

Partners in Excellence

All sales professionals revel in doing deals. There’s an adrenaline rush working on a complex deal and making it happen. There’s the sense of attainment and accomplishment in winning a hard fought competition. There’s that momentary celebration, high-five’s, before we move on to the next. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs.

Growth 114
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Would You Like to Increase Sales by 34%?

Anthony Cole Training

Sales 169
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Sales Tip: Change Starts with…Change

Engage Selling

You need diversity in your sales team. This is an important lesson if you want to keep up with changing markets and grow your sales. Need to get new sales reps up to speed? Get them a Nonstop Sales Boom and they’ll be well on their way to creating massive sales success in your business!

Sales 91
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con