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.
A Sales Guy
OCTOBER 21, 2013
'Success is not static. Growing, getting better and honing your craft is critical. There are 1000′s of books out there ready and willing to help sales people get to the next level. However, all sales books are not created equal AND becoming a bad ass sales person requires more than just studying sales. It’s not enough to focus on selling.
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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.
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.
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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.
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.
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.
Closing Bigger
OCTOBER 25, 2013
'I tweet social media tips daily. I know Twitter is pretty noisy so I thought I would pull some of my most popular and favourite tweets from the past couple months. Which one is your favourite? Social Media Tip: Behind almost every "small" person on the internet there's a massive influencer one-click or tweet away. — Shane Gibson (@shanegibson) October 10, 2013.
Partners in Excellence
OCTOBER 14, 2013
'The funnel/pipeline is a fundamental tool for sales professionals and managers. It’s the tool that helps us understand whether we are on target to meeting our goals. I spend a lot of time looking at funnels. I’ve seen all sorts of issues and potential games (inadvertent and purposeful) that are played with pipelines. I thought I’d spend a little time on a few of them.
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.
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
OCTOBER 22, 2013
'Are you passionate about sales? If you want to be successful, your customer needs to see, feel and hear your passion when it comes to assisting them. Passion is a word that gets bantered about a lot, and yet few people truly understand what it means to the selling relationship. I have yet to see a study that accurately shows how much passion can impact sales, but what I’ve found is salespeople who are passionate simply close more sales.
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.
A Sales Guy
OCTOBER 9, 2013
'Every year I present to a class at the University of Denver’s Daniels School of Business. This year I was asked to talk about what it takes to be successful in today’s world and what they should be focusing on as they wrap up their school work and head out into the world. It was a great presentation with lot’s of dialog. It spilled over to beers and ongoing discussion at a bar around the corner.
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
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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.
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.
The Sales Hunter
OCTOBER 29, 2013
'We’ve all had situations where out of nowhere a prospect emerges. You’re salivating over how they’re perfect and how quickly you intend to turn them into a customer. Reason for your excitement is based on the customer asking you right at the start of the conversation what your price is. In fact, the prospect contacted you first. All you can think of is how good of a salesperson you are because they reached out to you.
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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A Sales Guy
OCTOBER 5, 2013
'I’m gonna deviate from Success Saturdays this week, to follow up on my post Sales Can’t Save You. If you’ve ever wondered if poop, crap, s**t, or by it’s less offensive term, human waste could deliver a message to sales people wonder no more. It can. One of my favorite podcasts is RadioLab. It’s brilliant and if you’re not a subscriber, I highly suggest you become one.
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.
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.
Understanding the Sales Force
OCTOBER 9, 2013
'Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". We have some science behind that and as part of the analysis we conduct on a sales force we can determine whether they have the skills and sales DNA for that to become a reality.
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
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.
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.
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: 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.
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.
Understanding the Sales Force
OCTOBER 25, 2013
'Understanding the Sales Force by Dave Kurlan As wonderful as all the hype is about inbound, lead gen, and the new way to sell to these leads, one important fact is being ignored. While the tools have changed, information is available in the blink of a click, and leads are in huge supply, people, at their core, have not changed the way they buy. Sure, they may be meeting with or speaking with salespeople later in their buying process.
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.
Pointclear
OCTOBER 8, 2013
'If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. Truth is, many companies buy solutions that have never been budgeted. Why? Because the value of the solution has not yet been realized by the buyer.
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