Anthony Cole Training

APRIL 30, 2015

A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”. Make a list of the “Gotta Do’s”… and then do them. Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. In April 1970, the first official Earth Day was held with the intent of raising the awareness of protecting our natural resources.

Transportation 169

Transportation Sales Networking Prospecting 169

A Sales Guy

APRIL 7, 2015

'We’ve all been brain-washed. We’ve been duped. We’ve been indoctrinated by this hollow concept we call professionalism, and it’s sucking the life out of us. This concept called professionalism has killed one of the most important requirements for sales — passion! Passion is critical to selling. It takes the sale to an entirely new level.

Presentation 133

Presentation Cold Call Sales Clients 133

Closing Bigger

APRIL 23, 2015

'Sales management and sales leadership in the near future will look very different from the way it looks today. Every day there’s a new gadget, widget, crm and sales guru touting groundbreaking methodologies. The question is what skills does the sales manager and sales leader of the future really need?

CRM 122

CRM Technology Technology Sales 122

Understanding the Sales Force

APRIL 27, 2015

Last week I received a request for help via email. The reader asked if I could recommend a response to an email reply he received (at least he got a reply!). The thing is, he deserved the reply he received because his introductory email absolutely sucked! In today's article I'll share what he wrote, the reply he recieved, and my recommended response.

Sales 111

Sales Appointment Prospecting 111

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Follow-up

The Sales Hunter

APRIL 28, 2015

Do you have prospects or are they merely suspects? Too many salespeople have pipelines full of suspects who they believe are prospects. The problem is the suspect doesn’t identify themselves as a suspect. Nope! They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […].

Prospecting 104

Prospecting Pipeline Closing Sales 104

Partners in Excellence

APRIL 9, 2015

'Yesterday, I got a one liner email from a friend and colleague. It simply said, “David — I am a proud papa…Take a look at Maddy’s interview! Hope all is well, Jeff” Maddy Stanley is Jeff and Karen’s daughter. I think I first met her when she was about 5 years old. It’s been a number of years since I’ve seen her, she’s now 19, graduating from High School and about to go to college.

Quota 98

Quota Start-ups Drivers/motivators Trust 98

A Sales Guy

APRIL 27, 2015

Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal.” But won’t give you any information about their company, what they are looking for, or what they want to accomplish. Say “No!” When a customer asks you to reduce the price, but won’t have a discussion about why they want a lower price, the value they’ve received, or even offer what they’d like to pay.

Customers 125

Customers Drivers/motivators Price Clients 125

Closing Bigger

APRIL 10, 2015

'Join us on April 21st to talk about the Future of Selling. I’m honoured and excited to be part of a Twitter chat on this month along with over 30 leading sales authors and thought leaders. It will be held on April 21 st 2015 10 am Pacific / 1 pm Eastern. The future of selling Twitter sales chat. For the first time we are bringing together over 30 leading sales authors and thought leaders to share their insights on the future of selling.

Sell 119

Sell Cold Call Conversion Sales 119

Understanding the Sales Force

APRIL 1, 2015

'Have you ever witnessed salespeople that go part of the way, but not all the way to get the business? They make the call but don''t convert the call? They hold the first meeting but walk away without traction? They add a new opportunity to the pipeline but don''t move it forward? They do all of the right things - but with the wrong people? They qualify an opportunity but don''t get any further?

Pipeline 104

Pipeline Sales Meeting Closing 104

ConversionXL

APRIL 6, 2015

'At ConversionXL Live fun is a serious business. This year we tried something never done before – we played a Family Feud style game show we called Conversion Feud. We had two teams of speakers, trying to guess what the actual conference audience (who were surveyed before) answered to questions asked from the contestants. Here’s a recording of it: See you at ConversionXL Live 2016!

Entertainment 96

Entertainment Conversion Gaming 96

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

Retail

Pointclear

APRIL 14, 2015

'On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience.

Sales 100

Sales Conversion 100

The Sales Hunter

APRIL 4, 2015

'There is a pricing strategy that you can use that will help you avoid giving a discount. You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the […].

Price 99

Price Sales Sell 99

A Sales Guy

APRIL 12, 2015

'Let’s face it, the world of sales is a different experience for women. Sales has traditionally been a male dominated profession, and although things are changing, new challenges are being created. I have personally found women to be better sales people than men. Yeah, yeah, I know. Some of you are thinking what a sexist statement. Let me be clear.

Sell 122

Sell Conversion Sales 122

Closing Bigger

APRIL 30, 2015

Last week I hosted a #SalesTribe twitter chat with 30 sales thought leaders and authors. Social selling and social media use by salespeople is a hot topic. Many people who use Twitter and Facebook shun their use for sales, a lot of this can be attributed to poor practices and lack of skill on the behalf of motivated yet often tactless salespeople.

Drivers/motivators 111

Drivers/motivators Sell Sales 111

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Understanding the Sales Force

APRIL 6, 2015

'I had just finished speaking in Bozeman, Montana and was sitting in a delicious little breakfast cafe (think cowboy truck stop). That''s when I was asked to explain how to maintain control of a cold call. Well, the environment screamed rodeo, my inner voice yelled riding and taming a bull, but my voice of reason began talking about the concept of flow, patience, listening and staying in the moment.

Cold Call 97

Cold Call Meeting Appointment Pipeline 97

Partners in Excellence

APRIL 9, 2015

'The other evening I was in one of those reflective moods. I started thinking about the integration and alignment of sales with the other functions of the organization. Not just sales and marketing alignment, but alignment with the corporate business strategy, product management, customer service, finance, and so forth. I started thinking about things I’ve said in the past as well as lots of pundits, writers, speakers, and others.

Sales 95

Sales Represent Finance Quota 95

Pointclear

APRIL 21, 2015

'I’m sure each of you has your favorite John Wayne movie quote. My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. "Well, there are some things a man just can''t run away from.". Yep, you can hear John Wayne say this in the still popular film Stagecoach (1939) when he played the Ringo Kid.

B2B 98

B2B CRM Follow-up Represent 98

The Sales Hunter

APRIL 16, 2015

'Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. I agree things have become more competitive, but then again, so has nearly everything else […].

Negotiate 99

Negotiate Sell Process Sales 99

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Pipeline

A Sales Guy

APRIL 20, 2015

'These are my red, suede Pumas. They are my speaking shoes. I wear them on stage when I speak. These are my red, suede Pumas. In them are white fat laces. I lace them in a bar pattern. These are my red, suede Pumas. I wear them when I speak. I like my red, suede Pumas. My red suede Pumas accompany my jeans from Buckle and my red checkered shirt. This is what I wear when I speak.

Negotiate 120

Negotiate Meeting Process Sales 120

Engage Selling

APRIL 21, 2015

'Sales is an interesting game. You never know when the most (seemingly) minor slip up can cost you. <– Click To Tweet Because of this, I want to highlight a few common, and not-so-common mistakes so that you can build awareness around them. Take time to read though each item on the list and consider […].

Pipeline 92

Pipeline Gaming Up-sell Sell 92

Understanding the Sales Force

APRIL 16, 2015

'When my COO, John Pattison, had an excited look on his face, I thought he had a great new idea for a product enhancement. Instead, he said, "Did you know that this week is the 10th Anniversary of your Blog?" I didn''t. He also pointed out that I had written and posted 1,236 articles, generated more than 562,000 views directly on my blog and perhaps double or triple that number when you include syndication.

Sales 95

Sales Product 95

Partners in Excellence

APRIL 27, 2015

I’m sure I’m trying the patience of a number of people in a client organization. We’re establishing the key strategies, priorities, goals/metrics for the coming fiscal year. The CEO is very clear about what he wants to accomplish–though I had to wrestle him down to focusing on the top two. It was a great exercise for he and a few of his top executives.

Quota 94

Quota Clients Start-ups Market share 94

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.

Price

Pointclear

APRIL 28, 2015

The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. During that game the Fighting Irish players said Hail Mary prayers together before scoring each of the touchdowns, winning the game 13 to 3.

Follow-up 96

Follow-up Appointment Gaming Strategic planning 96

The Sales Hunter

APRIL 25, 2015

You can use time as a currency when closing. This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit! If the customer wants to close quickly, you can slow things down. If the customer wants to take […].

Closing 98

Closing Sales Customers Technique 98

A Sales Guy

APRIL 5, 2015

'The Word: A Jolt of Sales 411 w/Keenan is awesome, the shows are getting better and more engaging. We’re having a blast. This Thursday’s Episode 3 was all about social selling. Our rock star guests were Koka Sexton and Brian Fanzo. They are some of the best in social and social selling and they dropped some serious truth bombs. Things really get going about 2/3rds of the way through.

Sell 117

Sell Cold Call Up-sell Follow-up 117

Engage Selling

APRIL 16, 2015

'You can discuss sales strategies, ideas, tips and methods to no end. You can set sales targets for your team to hit, implement a promising new strategy and motivate your sales reps with morning huddles. But, when the day starts, it’s up to your team to do the work and create the results. Salespeople don’t always […].

Product 91

Product Drivers/motivators Pipeline Clients 91

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.

Contact

Understanding the Sales Force

APRIL 14, 2015

'What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That''s right, they are all junk and junk is bad for you to consume. Over the years, there has been no better source of junk science written about sales and salespeople than the reputable Harvard Business Review Blog.

Sales 94

Sales Consult 94

Partners in Excellence

APRIL 22, 2015

'I have to admit I’m getting relatively pissed off with all the discussions around, “Customers don’t want to see sales people until they are 57% (up to 70%) though their buying process.” There are reactions ranging from: Sheer joy: Sales people saying, it’s great, that means they are only focusing on serious buyers, it shortens their sales process, and all sorts of other nonsense.

Customers 93

Customers Tradeshows Education Sales 93

Pointclear

APRIL 1, 2015

'This year is all about Saturn. Saturn has moved from Scorpio to Sagittarius. Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he''ll be in Sagittarius until December 19, 2017. What does all of this mean? I have no idea. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year.

Quota 92

Quota Cold Call Sports Sales 92

The Sales Hunter

APRIL 26, 2015

You are going to have success this week! Unfortunately, too many salespeople waste their success on a momentary celebration, rather than letting it motivate them to make another call. Be customer facing! You leverage your success best when you let it come through in your voice and your motivation when you continue to interact […].

Drivers/motivators 96

Drivers/motivators Sales Customers Service 96

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