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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
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
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.
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 […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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 ?
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.
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
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.
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.
Score More Sales
APRIL 21, 2014
'It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . It made me feel like the phone – the conventional phone, is being misaligned.
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.
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
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?
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 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 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 […].
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.
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.
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.
ConversionXL
APRIL 7, 2014
'In today’s review I’m reviewing 2 different ecommerce product pages. Watch this 5-minute review: Pages covered in this review: [link]. [link]. Here’s the slide deck: Got questions or comments about value propositions? Please add your comments below. The post 2 Ecommerce Product Page Reviews appeared first on ConversionXL.
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.
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.
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.
Score More Sales
APRIL 5, 2014
'As a remote professional seller you use the phone continuously throughout the day. If you are not using the phone at least half of the time you are reaching out to buyers, then I hope you are using video conversations to a great extent. These two strategies – video-to-video or telephone allow for real connection. While being in front of someone is, in fact, the BEST way to communicate, a good two-way video conversation is the next best thing.
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.
A Sales Guy
APRIL 29, 2014
'My friend Jill Konrath ‘s new book Agile Selling is coming out at the end of May. And, my lucky ass got an early copy, so. that means ya’ll will get an early copy too, by way of a review. From the inside jacker: Being an agile seller in today’s business environment virtually guarantees a prosperous career. You can ramp up quickly in new positions, becoming competent in record time.
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.
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 […].
Understanding the Sales Force
APRIL 14, 2014
'Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. As we continue to discuss these issues and more like them, let''s think about why there are two camps - those who continue to prophecise the eventual death of salespeople and selling; and those who defend its existence and continued importan
Pointclear
APRIL 3, 2014
'Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. That’s our job.
Score More Sales
APRIL 29, 2014
'Think back to when you needed to buy something from a retailer in your town. You had a need today, so you got into your car and drove to the store. You went up to the counter and there was no one in sight to help you. Finally someone approaches you, long after you started thinking about leaving to go somewhere else. You asked for the item and you were told it was not available.
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.
199 
Let's personalize your content