Anthony Cole Training
JULY 18, 2013
'Regardless of where your sales people are on the bell curve, they can get better. My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.". Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people.
A Sales Guy
JULY 25, 2013
'OK, if you’re feeling a bit apathetic or lazy right now, you might want to wait before you read this next post. It may make you feel bad about yourself and I think that’s secretly Dan’s objective. Dan Waldschmidt is an in your face, tell it like is, get with the program or get out of the way kinda guy and I love that about him. This story is awesome and brilliantly told.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Score More Sales
JULY 11, 2013
'Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract.
ConversionXL
JULY 5, 2013
'According to a survey of over 72 Million customers shopping on 86 retail sites, marketing data company, Custora has learned that Email is the number 3 source of customer acquisition. This is outpaced only by Organic Search with 15.8% of total customer acquisition – and CPC with 10% acquisition. In the last four years, Email has quadrupled it’s customer acquisition rate, reaching nearly 7% of total acquisition , making it a serious contender for where you should be focusing your ti
Advertisement
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
JULY 8, 2013
'Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities. These days, I am just one of many who are spreading this message and even if we get through to only one leader at a time, we will eventually get most companies selling in a way that brings consi
The Sales Hunter
JULY 30, 2013
'I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. You must use your CRM system to its full potential or you are robbing yourself and your company of more success. Salespeople say they can remember info for one simple reason — they’re lazy and don’t want to go through the work of recording the information.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
JULY 27, 2013
'There is no more powerful player on the stage of life than failure. Real or imaginary, failure wields powerful influence. It falsely commands respect and it this unearned respect that tear at our dreams, goals, and hopes of accomplishment. Kelly does a great job of breaking down life’s archenemy. You’re gonna like this post. —————————-.
Partners in Excellence
JULY 3, 2013
'We’ve been working with a customer, diligently talking about their problems and concerns. Educating them about our solution. Trying to move them through our sales process. They’ve been interested, somewhat. They’ve met with us, asked us the right questions, perhaps given some buying signals, but things drag, the deal becomes stuck.
Pointclear
JULY 17, 2013
'Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations.
Understanding the Sales Force
JULY 15, 2013
'Understanding the Sales Force by Dave Kurlan Geoffrey James contributed a terrific piece to Inc.com in May. I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. Basically, Geoffrey says that salespeople wrongly: Provide too many details about too many things. Talk about their history and clients instead of their prospects'' issues.
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
JULY 2, 2013
'You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. Just because you made one bad mistake doesn’t mean you need to continue living it. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.
Score More Sales
JULY 1, 2013
'Salespeople send email messages that are way too long most of the time. Sellers also leave long-winded voice mail messages. To top that off, we rarely leave specific suggested next actions that work. If you are in sales and have mastered the art of the brief, succinct message, consider yourself a Sales Rockstar or on your way to being one. Why do we say so much and send so much?
A Sales Guy
JULY 26, 2013
'So, we’re just about half way through the guest post series. I hope you are enjoying them. Today’s post is from Tim Ohai. I introduced you to Tim a few weeks in a Sunday Morning Blog post. I love Tim’s take on collaboration and cooperation here. What do you think? Is cooperation for losers? ————————-.
Partners in Excellence
JULY 16, 2013
'Here’s an idea for some clever software entrepreneur, add ”smell” to pipeline management software. Sometimes, I really wish we could “smell” our pipelines, we would be overwhelmed by the number of dead, stagnant, rotten deals and the resultant stench. (By the way, I will insist on a royalty from anyone adding this feature to their software.).
Advertiser: ZoomInfo
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
Pointclear
JULY 9, 2013
'Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.
Understanding the Sales Force
JULY 2, 2013
'Understanding the Sales Force by Dave Kurlan Do you remember when freshly made waffle cones became popular? Back then, you could smell the waffle cones from outside of a gourmet ice cream shop and the smell alone would be enough to get you in. Originally, it was quite novel, with only a few shops making those soft, tasty, and very aromatic cones which could hold SO MUCH MORE ice cream than traditional cones.
The Sales Hunter
JULY 23, 2013
'We’ve all had at one time or another a customer we can’t stand. Come on… let’s be blunt and quit kidding ourselves about trying to like everybody. To be even more blunt, some customers just aren’t worth keeping! Are you with me? I have a feeling you’re saying, “Mark, you’re spot-on.” Here are 5 reasons I think it makes sense to dump a customer: 1.
Score More Sales
JULY 8, 2013
'Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep.
Advertisement
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
JULY 10, 2013
'Deal debt is one of the most egregious management practices perpetrated on sales people today. Deal debt is the result of end of the quarter pressure sales leaders put on their sales team to pull deals into the current quarter that aren’t slated to close until the next quarter — all in order to make the number. Pulling future deals into the current quarter in order to make quota, is the same as borrowing money at exorbitant interest rates.
Partners in Excellence
JULY 10, 2013
'Yesterday, I was talking to one of the smartest sales executives I’ve ever met. We were talking about, what else, selling with Insight. His team had quietly been doing this for years–a very long time. When you look at the track record of success and growth, clearly both the overall organization is doing great things and his sales people are executing differently than their competitors.
Pointclear
JULY 16, 2013
'Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time?
Understanding the Sales Force
JULY 10, 2013
'Understanding the Sales Force by Dave Kurlan More and more connections, meetings and potential new business are being scheduled as a result of the use of social media. Said another way, salespeople are getting better at using LinkedIn and email while companies are generating more interest from their Websites, Blogs and Newsletters. But be warned, the appeal of 10 times more leads and the simplicity of connecting with someone you want to do business with has its drawbacks too.
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
JULY 30, 2013
'It doesn’t matter how cheap you are. Nobody is going to buy if they don’t believe what your offering is going to help them. If every purchase is based on an expected outcome, then is there really any reason to worry so much about price? No! Price is secondary to outcome. Price is not the primary issue. Let me put it into simple terms: If the value gained from the expected outcome is greater than the price, then the customer will buy.
Score More Sales
JULY 26, 2013
'It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. It caused me to wonder about my customers and the customers of this blog’s readers.
A Sales Guy
JULY 12, 2013
'booty call: . A late night summons — often made via telephone — to arrange sexual liaisons on an ad hoc basis. Yup! This Urban dictionary definition pretty much nails what a booty call is. It’s when someone calls you late at night to hook up, usually when they have no other options, and after the bars have closed and they’ve struck out with everyone else.
Partners in Excellence
JULY 5, 2013
'Are “Challenging” and “Insight” synonymous? I had been mixing them together, but more recently have been thinking they may be but don’t have to be. Or actually, I’ve been thinking, “Does the Challenger sales person have to be the provider/teacher of the insights, or is she the orchestrator and manager of the process?
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.
Pointclear
JULY 30, 2013
'Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. Peter, senior principal and vice president at The Complex Sale, a premier sales and methodology company, spoke with me about the wild success of his outside-the-box thinking.
Understanding the Sales Force
JULY 31, 2013
'Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. Overall, the article was quite good with valid sources and statistics. On the other hand, it was flawed in that, as usual with articles like this, it cited examples from only large companies (Astra Zeneca, IBM and SAP) leading most readers to come to one of two conclusions: "This does not apply to us." or "We must follow because these industry leaders are doing
The Sales Hunter
JULY 17, 2013
'Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. The typical salesperson thinks they know everything, and many times they do know quite a bit more than the customer. Just because this might be true doesn’t give the saleseperson the right to assume the sales call is their time to play “conquer the enemy.” On every sales call there is always a rhythm, and typically the salesperson’s rhyt
Score More Sales
JULY 29, 2013
'You know that guy or woman on your sales team who is relentless? That person who possesses something that is driving them to succeed. Would you like just a little bit of that to help get you where you want to be? That seller who regularly runs into obstacles and they always seem to bounce back? How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects?
Advertisement
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
Expert insights. Personalized for you.
193 
Let's personalize your content