Anthony Cole Training

JULY 25, 2016

Prospecting 134

Prospecting Sales 134

Closing Bigger

JULY 22, 2016

I was interviewed by Louise Uwacu for her U&I Talk Show, we talked about the Professional Sales Certificate Program , becoming a professional speaker, social selling and more. So if wonder what the path could look like to become a sales trainer, speaker and author this is a good start. Enjoy!

Sell 98

Sell Sales 98

Engage Selling

JULY 19, 2016

Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!

Clients 97

Clients Sales Up-sell Referrals 97

ConversionXL

JULY 25, 2016

Google might be the holy grail of analytics, and there’s little question that you need it plugged in if you want to track your website’s success. But that doesn’t mean Google Analytics is telling you the full story. In fact, your analytics could be telling you outright lies. GA doesn’t mean to lie, of course—not most of the time, anyway.

Referrals 85

Referrals A/B testing Campaign Start-ups 85

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

Hospitality

A Sales Guy

JULY 28, 2016

In this video, I talk about the place your prospect or customer need to get mentally before you can make a sale. We don’t talk about this much, but it’s hard to sell if you can’t get your customer to do this. Selling is a relationship, and key to a relationship is working together. Learn how to get your prospect to this place and you’ll see your sales processes turn around.

Prospecting 82

Prospecting Sales Sell Process 82

Understanding the Sales Force

JULY 26, 2016

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.

Pitch 79

Pitch Sales Drivers/motivators Sell 79

Hubspot

JULY 29, 2016

With 500 million active monthly users , Instagram offers a unique opportunity for marketers to reach their target audiences through ad campaigns. The other perk of advertising on Instagram? The ads can look almost no different than regular posts, making them much less invasive than other ad types. But setting up ads on any platform requires a lot of thought: What should your target audience look like?

Campaign 78

Campaign Start-ups Price Education 78

Engage Selling

JULY 21, 2016

You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.

Up-sell 76

Up-sell Clients Closing Quota 76

ConversionXL

JULY 20, 2016

If you’re a budget brand, there’s nothing wrong with a website that looks kinda cheap. But if you’re selling expensive watches or clothes? Well, that’s not the message you want to be sending. Of course, it’s all about context. Aligning design elements to your brand and business goals is important, and there are certain elements that make a site look more expensive/luxurious or cheap.

User Experience 81

User Experience Price Manufacturing A/B testing 81

The Sales Hunter

JULY 19, 2016

If you’re content being average, then don’t read any further. If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen. Being average is simply something no one can aspire to or be satisfied at being. There’s only two positions you can occupy: […].

Drivers/motivators 75

Drivers/motivators Sell Sales 75

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.

High impact

Understanding the Sales Force

JULY 11, 2016

I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it.

Consult 74

Consult Process Sell Sales 74

Partners in Excellence

JULY 14, 2016

Inevitably, as I do pipeline and deal reviews, I see sales people hanging onto too many bad deals. The deals are hopeless, the sales person may reluctantly admit it, but stubbornly wants to keep it in their active pipeline. These deals arise for all sorts of reasons, some good, but most bad. There are those deals way outside the sweet spot. Perhaps someone responded to a call or email, thinking there might be a fit or a need.

Pipeline 69

Pipeline Sports Gaming Closing 69

Hubspot

JULY 15, 2016

It's no secret that the way people buy has f undamentally changed over the years. These days, people are conducting their own research, reading product reviews, and seeking out recommendations before making a decision, and online communities are beginning to play a role in this process. With 74% of business buyers conducting more than half of their research online before making a purchase, B2B communities like G2Crowd or GetApp can be used to educate prospective customers and help them make bett

Launch 78

Launch Gaming Networking Promote 78

A Sales Guy

JULY 17, 2016

That moment when. I noticed the beautiful little girl, with giant blue eyes, and ghost white hair. She had a younger sister that looked just like her sitting quietly on her dad’s chest in a chest carrier. However, unlike her sister, she was anything but quiet. Standing between her mom’s legs, this little girl was unhappy. I could see the independent streak in this little firecracker.

Construction 67

Construction Start-ups Sales 67

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B2B

ConversionXL

JULY 11, 2016

Elite Camp is a 3-day traffic and (mainly) conversion event. It’s among the very best CRO events in the world, and of course in Europe. This year was already its 7th year – and the format has proven to be so successful that the event has been replicated in many other countries. Elite Camp 2016 had an enviable line-up of heavy hitters and rock stars.

E-commerce 79

E-commerce A/B testing Drivers/motivators GTM 79

The Sales Hunter

JULY 12, 2016

It’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […].

Sales 75

Sales Consult Closing Prospecting 75

Understanding the Sales Force

JULY 13, 2016

Image Copyright 123RF Stock Photo. Verne Harnish is the President of Gazelles - the coaching organization that helps fast growth companies. In addition to his best-selling books, Mastering the Rockefeller Habits and his latest, Scaling Up , he writes the Weekly Insights, which I always read from top to bottom. In his June 30 insights, Verne included a quote from Greg Brenneman, author of Right Away and All at Once - 5 Steps to Transform Your Business and Enrich Your Life.

Growth 72

Growth Sales Up-sell Sell 72

Partners in Excellence

JULY 6, 2016

All of us want to be selling products and services that are mission critical for our customers. Imagine having a solution core to your customers’ business success, without it they couldn’t survive, grow, or thrive. The unfortunate reality is, for most of us, many of our products don’t fit that category. Don’t get me wrong, they provide great value, but they aren’t at the forefront of customers’ minds.

Customers 67

Customers Hospitality Retail Growth 67

Advertiser: ZoomInfo

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Sales

Hubspot

JULY 12, 2016

When you've got an important email to write, it can seemingly take hours. You write, revise, delete, and agonize over every word, link, and even your email signature. And if you are selling your staff's time in the form of the billable hour, this can be a huge waste of resources. While we're talking about one-on-one communication, it's a worthwhile pursuit to create a library of canned email responses or templates that your team can use for specific activities or in response to clients.

Launch 78

Launch Clients Follow-up Price 78

Score More Sales

JULY 15, 2016

I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion.

Sales 66

Sales B2B 66

ConversionXL

JULY 28, 2016

If you’re like most marketers, you don’t live an ivory tower. You try to follow “best practices” with your marketing campaigns and site, but with your limited resources, you have to spend your time on the tactics that make the biggest difference. Unfortunately, most best practice recommendations don’t take real life into account. Not every company has a well-managed CRM, a call tracking platform, a solid testing strategy and a big testing budget to boot.

A/B testing 79

A/B testing Campaign Conversion Start-ups 79

The Sales Hunter

JULY 26, 2016

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How we use our time is what will make a much bigger impact on our success than nearly anything else. Below are 10 things you must be doing to help save your […].

Sell 70

Sell Customers Sales 70

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.

Sales

A Sales Guy

JULY 20, 2016

Earlier this year, as many of the readers here know, we at A Sales Guy had big, bold, and somewhat risky marketing stunt. You can read about it and it’s abject failure here. In a nutshell, we were going to do a pop-up event for Virgin America’s inaugural flight to Denver from San Francisco. The plan was to show up at the for the first flight from Denver to San Francisco.

Meeting 64

Meeting Customers Sales 64

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! It’s an important point that too many in sales management don’t understand. Our people are responsible/accountable for producing revenue.

Sales 67

Sales Territory High impact Meeting 67

Hubspot

JULY 26, 2016

Ten years ago my answer to the cocktail party question, “What do you do?” was as easy as two letters: PR. These days that answer is: I help companies in the design and build industry connect with their targets through social media, content marketing, public relations and strategic partnerships. (Say that after two cocktails.)The PR job has changed dramatically in the last decade.

Strategic partnership 77

Strategic partnership Strategize Clients Contract 77

Understanding the Sales Force

JULY 25, 2016

Image Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo. I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!

Sales 63

Sales 63

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Sales

ConversionXL

JULY 8, 2016

In his famous novel, 1984 , George Orwell wrote, “Big Brother is Watching You.” When you’re browsing around online, someone is watching you, too. Actually, a lot of someones. Sites collect plenty of data about each and every visitor that passes through. “The more data, the better,” they say. But you’re already well aware of that because all smart optimizers are watching their visitors (and customers) as closely as possible.

B2C 70

B2C Trust UX Follow-up 70

The Sales Hunter

JULY 5, 2016

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].

Prospecting 69

Prospecting Start-ups Sell Sales 69

A Sales Guy

JULY 11, 2016

I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous. Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by management.

Appointment 63

Appointment Cold Call Sales Prospecting 63

Partners in Excellence

JULY 4, 2016

Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red about Value Propositions. As Will reflected in the discussion, too many sales people don’t really understand Value Propositions or how they create the most value for their customers. I enjoyed the discussion with Will. Hope you do, as well. By the way, Will runs a regular series of video and podcasts.

Customers 67

Customers Sales 67

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.

Product