Anthony Cole Training
OCTOBER 2, 2013
'I received an email with 21 tips. They come from Tony Robbins. They didn''t come to be directly from Tony but from one of those email, good luck, chains. When I discovered they were from Robbins I thought the sender, my wife Linda, was sending them to me because a) she felt like I needed luck, we needed luck, or b) there was some cool stuff in here about sales or sales management.
Closing Bigger
OCTOBER 15, 2013
'Have you ever pondered about the negative effects of social media? Today’s podcas t is in on the toxic effects of social media use and what you can do to make sure that’s only having a positive impact on your life. It starts with the odd comment from your spouse about your love affair with your Samsung, or possibly it’s the realization that you tuned out for an entire hour during a board room meeting.
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Partners in Excellence
OCTOBER 20, 2013
'Everyone has been talking about Insights. Our customers are hungry for Insights about their businesses–opportunities to grow, opportunities to improve. We know we have to engage our customers in new conversations. These conversations have to be about them and their goals, not about what we sell. So Insights are the new “buzzword,” for sales.
ConversionXL
OCTOBER 21, 2013
'Managing shopper experience for medium-sized eCommerce businesses presents a lot of opportunities for conversion testing, and the ability to see real and immediate revenue results when tests are successful. My favorite conversion tests are those that can be abstracted from the specific website audience and applied to larger populations of online shoppers.
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
A Sales Guy
OCTOBER 16, 2013
'Do you have the guts to lead from the bottom up? Does your sales team feel safe coming to you with product problems, market concerns, competitive challenges? Do you actively solicit the ideas and advice of your front line sales people? If they tell you quota is too high, do you dismiss them as winers or do you embrace their concern as a real concern of the business.
The Sales Hunter
OCTOBER 15, 2013
'What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1. Great salespeople set goals. But unlike average salespeople who also set goals, great salespeople are continually measuring their performance and looking for ways to achieve their goals. 2.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
OCTOBER 7, 2013
'Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. That topic deserves an article of its own, making 3 of my last 4 posts about ineffective sales managers. That will surely upset and perhaps eliminate a significant number of my regular readers.
Partners in Excellence
OCTOBER 29, 2013
'I was speaking to a client a few weeks ago about some “performance” issues he saw in the organization. He was relatively new in his job and was besieged with performance issues. In our discussion, I expected him to talk about the low performers and how he should be dealing with them. Instead, he was troubled by some people viewed by many in the organization, including his boss, as high performers.
ConversionXL
OCTOBER 7, 2013
'For the sake of argument, let’s say you know the basics of copywriting. Blah blah, write a compelling headline , know your audience , be persuasive , find your unique selling proposition , keep copy clean, blah blah blah. At one point, this advice was great. But from where you’re sitting, “write compelling headlines” isn’t helpful anymore, is it?
A Sales Guy
OCTOBER 31, 2013
'It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down, isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide.
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.
The Sales Hunter
OCTOBER 7, 2013
'1. Celebrate your success. We all have successes each and everyday. Some days the successes are huge, and other days they may seem small and almost trivial. Regardless of which it might be, never allow yourself to end a day without celebrating by congratulating yourself on a job well done. 2. Support and refer others. Helping others is one of the best ways to help yourself.
Anthony Cole Training
OCTOBER 14, 2013
'Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year. In my experience in working with approaches to this project, I find the following: The process is either too complicated or too simple.
Understanding the Sales Force
OCTOBER 15, 2013
'Understanding the Sales Force by Dave Kurlan Regular readers know I''m a baseball guy, but that doesn''t mean I ignore football. Sunday, the New England Patriots needed 30 points to win their game over the New Orleans Saints 30 - 27. But that''s nothing. The previous week, the Denver Broncos needed.wait for it.51 points.to win their game over the Dallas Cowboys. 51 - 48. 99 points in a single football game.
Partners in Excellence
OCTOBER 26, 2013
'The phone rang, a sales person introduced himself asking, “Who’s in charge of credit card processing?” Whenever, I don’t know the answer to those things, I say it’s me. He then went on with his pitch. With one glaring problem, the pitch was actually pretty good. He offered some insight in changes that were happening in credit card processing (as a result of legislation) that would dramatically increase processing fees.
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Pointclear
OCTOBER 1, 2013
'Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on Po
A Sales Guy
OCTOBER 23, 2013
'I’m doing a webinar tomorrow with LeadLifter, “How Teaching is the New Selling,” Are you Ready? “ I’m going to talk about the difference between a sales organization and teaching organization. I’ve talked a lot about the importance of building a teaching organization as opposed to a sales organization and tomorrow I’m going to walk through how organizations can do that and what the difference is.
The Sales Hunter
OCTOBER 2, 2013
'Voicemail is a tool you can use in prospecting. Key is to leave a voicemail that reflects you in a positive manner. This does not mean you leave a message about how great you are. Instead, you leave a message that offers the other person something of value. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind.
Anthony Cole Training
OCTOBER 14, 2013
'Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year. In my experience in working with approaches to this project, I find the following: The process is either too complicated or too simple.
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Understanding the Sales Force
OCTOBER 30, 2013
'Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. First, I received a cold call that went like this: " Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We''re a company that.oh no - the script disappeared from my computer. I.I.can''t talk to you without following the script.
Partners in Excellence
OCTOBER 17, 2013
'I was rereading a post from Kevin Eikenberry (Kevin’s a favorite of mine) on The Power Of Habits. Be sure to read it, it’s an important article. As I reread it, I was reminded that so much of what high performing sales people do is habit, using Kevin’s terms, considered habit. High performers have figured out what works. They have learned what it takes to consistently be the best.
Score More Sales
OCTOBER 17, 2013
'In working closely with sellers to help refine the messaging they use it has occurred to me that some basic issues must be understood, and from there, some best practices. I shadow sales reps, sitting in or near their cube or at a desk next to theirs. I listen to recent college graduates, first time sellers, and veteran sellers at new companies grasp some basics at their new job.
A Sales Guy
OCTOBER 15, 2013
'There are only two things happening if your losing on price. You’re selling to the wrong person/company. You’re doing a terrible job selling. Apple charges $100 extra dollars to double it’s iPhone storage memory (16 to 32 GB). It charges $200 dollars to quadruple it (16 to 64). Android phone memory sells for about $50 bucks for 64 GB.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
The Sales Hunter
OCTOBER 29, 2013
'Only two months left in the year. How confident are you in making your annual goal? It’s not too late, no matter where you currently stand. The worst thing you can do is pack it in and blow off the rest of the year. Here are 4 quick tips you can run with right now: First, realize the fastest business you’re going to get is from your existing customer base.
Anthony Cole Training
OCTOBER 14, 2013
'Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year. In my experience in working with approaches to this project, I find the following: The process is either too complicated or too simple.
Understanding the Sales Force
OCTOBER 4, 2013
'Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. Unlike simpler methods of validation, Predictive Validity requires that we prove a connection to on the job performance. The challenge is that our predictive validity is so good, some people just don''t believe it and they want to revalidate it themselves.
Partners in Excellence
OCTOBER 30, 2013
'Selling and Order Taking are sometimes confusing. They overlap in some areas, they have some similar characteristics, they both produce revenue. Each has it’s place, but they are different. Order taking is very important and effective in many customer engagement scenarios. When we can count on customers finding us. When the customer can, for the most part, educate themselves and make good decisions.
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Pointclear
OCTOBER 23, 2013
'Are your sales reps rejecting your marketing leads? Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. Many of the same companies fail to hold sales accountable for closing the good leads and reporting back results that feed the marketing and sales model. The overall result is often wasted marketing dollars and wasted sales time.
A Sales Guy
OCTOBER 7, 2013
'There are three reactions to change. That’s it. You can fight it. You can accept it. You can create it. You get to chose how you react to change and each reaction will get a different result. The key is to be deliberate. Fighting change is silly. Why fight it. Change is inevitable. Fighting change comes from fear and operating from fear does us little good.
The Sales Hunter
OCTOBER 15, 2013
'Yes, price is only a state of mind, and it’s not your mind you need to be concerned with. Discussing with a salesperson the concerns he or she is having closing sales is something I do quite a bit. On one particular occasion, the salesperson shared with me how his company’s prices are simply out of line for the marketplace. He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price.
Score More Sales
OCTOBER 14, 2013
'Winning is fun and it gives you energy. If you have any doubt about that, look at how people feel the morning after their local sports team has won – especially in playoff competition. Many professional sellers like to win. Who else could deal with rejection much of the day or even the week? If you are in a sales role and do not experience regular wins of some type, you probably won’t feel very motivated or inspired.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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