Anthony Cole Training
APRIL 23, 2014
'Managing a sales team can be described as complicated, difficult, tough, impossible, thankless, endless. OR. you could make a case for and describe it as rewarding, exciting, challenging, critical for success, important, simple. So. which is it? From my experience, your answer will depend on: Your experience. Your bias towards the work required for success.
Closing Bigger
APRIL 8, 2014
'Social CRM and social selling are two terms which I have seen go from obscurity to mainstream business topics in the past 24 months. Jon Ferrara CEO and Founder of Nimble , an early innovator in social CRM and social selling technology, took time out of his schedule to share with us the latest innovations in the space. “Social selling is about inspiring and educating the customer as a trusted advisor.” - Jon Ferrara , CEO and Founder of Nimble.
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A Sales Guy
APRIL 27, 2014
'You’ve spent 2 hours on that prospecting email. You desperately want this client. You’ve been chasing this company for a year now. You finally know they have a need. You know they have a big problem you can fix. You’ve gotten the CTO’s email address. She’s the person that can make the decision. Everything is teed up and ready to go.
ConversionXL
APRIL 24, 2014
'Think about every lead magnet you ever signed up for. Of all of those free ebooks, courses & discount codes, how many of those companies did you ever actually become a customer of? How many of them do you still buy from? I don’t know about you, but judging by my own inbox, what happens after I hand over my email address is just… disappointing.
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
Partners in Excellence
APRIL 2, 2014
'I just got a great question, “How much follow up is too much?” The sales person was concerned about annoying the customer with too much follow up—even though the customer had requested the follow up. All of us face this challenge, we’re anxious to move forward, we want to know what’s happening, what the customer thinks, and where they are in their buying process.
Understanding the Sales Force
APRIL 7, 2014
'Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king. Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
APRIL 15, 2014
'Do you know there are 6 things top-performing salespeople do to sell more in less time? The beautiful thing is anyone can do them. You don’t need special skills, but rather the discipline to make it happen. Here’s the list: Secret #1: Never end today until tomorrow is planned. Don’t allow yourself to start the […].
A Sales Guy
APRIL 16, 2014
'What do your sales pipeline stages look like? How many do you have? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. But, also like most sales organizations, when it comes to crunch time, when it comes to the end of the quarter, your pipeline fails you and you’ve missed your number again.
ConversionXL
APRIL 1, 2014
'The four different media tools for communicating with your customer on the web are text, graphics, moving images and sound – that’s it. Those are the only tools you have to explain concepts, convey emotions , and create an “experience” online. Take a step back & you see that what “converts best”, is really just how these elements are designed and combined to get a user into a “flow” state , where each click comes more naturally than the next.
Partners in Excellence
APRIL 10, 2014
'Not long ago, I was meeting with the top management team of large organization. They had traditionally, had a large field sales organization. The performance of the organization was OK, they were making the numbers, but increasingly challenged. Sales people were just overworked, stretched very thin. Volumes and expectations were increasing. The needs for recruiting and bringing more sales people on board were skyrocketing.
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.
Understanding the Sales Force
APRIL 23, 2014
'Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. I don’t run but I know several people that do and the preparation for running this, or any other marathon, is daunting. This isn’t an event that one can take lightly. Consider the length of time that a runner must train to prepare for running a 26.2-mile race.
Anthony Cole Training
APRIL 8, 2014
'I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management. And, even though I use a lot of sports analogies, I rarely use sport stories or examples in my blog post or Sales Brew Newsletters. But given the recent victory by my alma mater, THE University of Connecticut, I want to share some observations about their road to the Final Four and eventual Championship.
Closing Bigger
APRIL 23, 2014
'On May 5th the next Professional Sales Certificate Program starts. For many of our graduates it has helped boost their company revenues and personal career in a matter of months. It’s said that nothing happens until someone sells something. We may have all kinds of great gadgets and amazing tools like Twitter and LinkedIn but someone still needs to know how to close the business.
A Sales Guy
APRIL 23, 2014
'Sales is not a lottery ticket. It’s not a way to get rich quick, sorry MLM world. Sales isn’t a sleazy chick looking to sell some old unsuspecting man a beater car to make some quick coin. That’s a crook. Sales is not a lay-over profession while you look for a job in your field, that’s lack of commitment. Sales is a profession for the skilled, creative and driven.
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ConversionXL
APRIL 4, 2014
'Marketing doesn’t end after you’ve attracted new users to your website. Marketing doesn’t end after you’ve made the sale. If you’re interested in increasing customer lifetime value , know the real journey begins after that first sale is made. Personalized marketing – messages and actions tailored to the visitor based on their previous viewing & purchasing behavior- is the key to all of this.
Partners in Excellence
APRIL 18, 2014
'When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility. In many senses, we really are entrepreneurs. Entrepreneurs run their own businesses. They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.
Understanding the Sales Force
APRIL 17, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. Not only was it a cold call, but it was one I could write about - the best kind!
Pointclear
APRIL 17, 2014
'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.
Advertiser: ZoomInfo
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The Sales Hunter
APRIL 22, 2014
'Using email as part of your prospecting plan is a good idea — if you do it right! Here are 6 ways you can be more effective with your prospecting email: 1. Subject line Nothing will sink an email faster than a subject line. The subject line needs to be as powerful as the title of a […].
A Sales Guy
APRIL 28, 2014
'Sales people fail all the time. Depending on how you look at it, or who you ask, they fail more often than not. Sales people fail for two reasons, they fail themselves or the company fails them. Today’s post will address why sales people fail themselves. I’ll drop my 2 cents on how companies fail sales people in a follow up post. Sales people fail, because they simply fail themselves.
ConversionXL
APRIL 21, 2014
'Your product is so similar to 2 or 3 major competitors in the market that you wonder why people even chose you in the first place. Maybe it’s because you’re priced competitively. Maybe it’s because you’ve got better testimonials & referrals from your existing customers. Maybe your UX is a better fit for your customers ?
Partners in Excellence
APRIL 29, 2014
'Too often, both we sales people and our customers confuse wants and needs. They are similar but very different. The outcomes we get from selling to what our customers want, versus what they need are profoundly different. As sales people, we’re taught to understand customer needs–in reality, what happens is we focus on customer wants. When we sell to a customer’s wants, we are primarily focused on a “future state.” We and the customer talk about new things they w
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.
Understanding the Sales Force
APRIL 21, 2014
'Understanding the Sales Force by Dave Kurlan You want to hire better salespeople, don''t you? And you''ve been told that if you use a sales assessment, you will be able to select better salespeople, right? And if you have a strong HR background, you may believe that benchmarking is a good first step. There are many uses for benchmarking in sales, and while the approach taken by most assessment companies helps them, it doesn''t really help you.
Pointclear
APRIL 10, 2014
'In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and per
The Sales Hunter
APRIL 29, 2014
'Just because somebody wants to negotiate a deal with you doesn’t mean you should. Too much time is wasted negotiating with people you shouldn’t negotiate with. Yes, the challenge is to be able to identify these people, and that’s what I’m providing you with here. Not only is this a list of who not to […].
A Sales Guy
APRIL 29, 2014
'Yesterday, I talked about why sales people fail themselves. Today, I’m breaking down why sales people fail because of the company. Yes! Sales people fail because their company fails them. It happens all the time. The only difference between when sales people fail themselves vs when sales people fail because of their company — the company rarely gets blamed.
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ConversionXL
APRIL 28, 2014
'Listing building is a top priority for a blog. In this review we look at 2 different blogs, and see how good of a job they’re doing at capturing emails. Watch this quick 4-minute review: Blogs covered in this review: Valoro Kreo. ConversionCast. Here’s the slide deck: Got questions or comments about getting more email subscribers through your blog?
Partners in Excellence
APRIL 29, 2014
'It seems virtually every discussion I get into about advances in sales, marketing, or business eventually gets to technology. I guess it’s sexy and cool to talk about neat technologies and other things we leverage. It’s cool to show mobile devices, display screens, wearables, and other sorts of things. They are things we can embrace and start to use, then subsequently blame, when they don’t produce results.
Understanding the Sales Force
APRIL 28, 2014
'Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. If you haven''t seen it or downloaded it, you can get it here.
Pointclear
APRIL 7, 2014
'My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said.
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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