Anthony Cole Training
SEPTEMBER 2, 2014
'I don’t remember how old I was. I couldn’t have been more than 9 or so, but I remember I asked my dad for a quarter to buy some candy. He gave me the quarter. We were at my brother Ray’s football game and so I went to the concession stand, looked at the prices of candy and bought 5 – yes, count them – 5 Three Musketeers candy bars. Don’t tell me you wouldn’t have done the same!
ConversionXL
SEPTEMBER 3, 2014
'“How do you get your customers to do what you want them to do on your website?”. Optimizers get asked this question all the time. Without realizing it, the businesses who want the secret sauce, the quick fix to more “conversions” are asking the wrong question. What they really should be asking is, “How do I help my customers achieve their goals on my website while still achieving mine?”.
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A Sales Guy
SEPTEMBER 4, 2014
'I know you know you’re good at selling. But HOW do you know? What makes you so good? What is it specifically about how you sell that makes you so good? What is your sales philosophy ? What is your sales approach? What are your sales liabilities? What makes your prospecting so good? What makes your engagement skills so good? What is about how you sell that makes you good, I mean really good?
Partners in Excellence
SEPTEMBER 1, 2014
'I suspect the biggest costs both we (individually and within our organizations) and our customers incur is not the spending on new programs, solutions, methods, or change; but rather the costs of doing nothing. Yet we very seldom analyze and quantify these issues. Sometimes, mistakenly we treat them as sunk, even though we keep paying and paying and paying.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Engage Selling
SEPTEMBER 25, 2014
'You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The […].
Understanding the Sales Force
SEPTEMBER 14, 2014
'Understanding the Sales Force by Dave Kurlan. Do you ever wonder how selling evolved to where it is today? Do you ever think about how salespeople sold in the old, old days? All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. That doesn''t sound like it was efficient - or fun. Over time, selling and our options for connecting with potential customers, moved to a new level.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
SEPTEMBER 25, 2014
'When most beginners start with conversion rate optimization, they get carried away by the rosy picture of A/B testing. Let’s test button colors? Or maybe call to action text ? That should get us a win of at least 30-50%… I think. Unless you’re a giant like Amazon, you need to go beyond the random let-us-change-button-color-today kind of tests to move the needle through A/B testing.
A Sales Guy
SEPTEMBER 25, 2014
'When I ask a waitperson what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the waiter also says that one is good, I switch my approach and ask, what’s not good. If they say everything is good, I get pissed inside and dismiss them and their responses.
Partners in Excellence
SEPTEMBER 18, 2014
'I have to admit I get just rip roaring pissed off with a lot of the rhetoric–some from very smart people about selling and sales people. “We should stop selling and start serving… ” “We need to stop selling and be helpful…” “We’re not trying to sell you something, we’re trying to solve your problems… ” The madness goes on to what we call ourselves or refuse to call ourselves.
The Sales Hunter
SEPTEMBER 2, 2014
'Does change drive you or do you drive it? I’ve always been one who loves change and embraces it. A good friend of mine, Micah Yost (www.MicahYost.com), sent me copy of his new book, Rhythm, and I’m excited to recommend it to you. As I read the book, two things kept getting pounded into […].
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Pointclear
SEPTEMBER 16, 2014
'Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements.
Anthony Cole Training
SEPTEMBER 3, 2014
'Today is the first day of my renewed focus on High Payoff Activities (HPOA ) - those activities in sales and sales management, that when done well and done consistently, drive sales results to our company. There are just 5 steps to making this process of “focus” work and work well. Recognize that the problem exists. Identify the HPOA (High Payoff Activities) and the LPOA (Low Payoff Activities).
ConversionXL
SEPTEMBER 11, 2014
'Cutting out noise and creating a PPC strategy that drives business: It’s the goal of SEM professionals everywhere. So let’s talk about how to do that for real, shall we. By combining Ad Group theming and Modified Broad keywords, you can create targeting that rewards you with qualified traffic right away, and a structure that rewards you again and again by delivering even stronger target keyword sets.
A Sales Guy
SEPTEMBER 19, 2014
'If you’re someone who struggles with price, check out this info graphic. Pay close attention to the iPhone’s price in relationship to all the other phones over time. What do you see? The iPhone is by far the most expensive smartphone on the market. It gets more expensive every year in comparison to the competition. And, There are almost NO lower price options in the iPhone product line, yet Apple sells more smart phones than anyone else in the world, except Samsung.
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
SEPTEMBER 12, 2014
'Recently I was asked to my views on the best interview questions for sales hires. It was published in a great ebook from Openview Ventures. Be sure to take a look at it, there are some great questions from some very smart people. One of my favorite questions for an interview is, “Can you show me your plan for this interview?” The reason I like it is that we know research and preparation for a sales call is critical to our effectiveness.
The Sales Hunter
SEPTEMBER 10, 2014
'Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. In the end, it comes down to these 10: 1. Be consistent. Nothing will create more success than consistently taking one step forward each day. […].
Pointclear
SEPTEMBER 9, 2014
'Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.
Anthony Cole Training
SEPTEMBER 8, 2014
'I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. I enjoy reading HBR publications even though some of the research findings they provide are way over my head. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
ConversionXL
SEPTEMBER 4, 2014
'After the top notch article on migrating to Universal Analytics using Google Tag Manager , we got some feedback from you that some background on what tags and tag management are would be helpful. We heard you and we’re here to demystify site tags and how to keep them in order. What is a “Tag” Anyway? There are hundreds of services for tracking, advertising, site customization, and generally souping up your ability to measure, reach, and convert your visitors.
A Sales Guy
SEPTEMBER 15, 2014
'I’m a RedBull drinker. I don’t do Monster or 5 Hour Energy. I’m a Mac (Apple) guy, not much of a fan of Microsoft or Android. I’m on my second Audi and have never had a BMW or a Mercedes. I’ve been with AT&T for 15 of the last 17 years. I fly United 99% of the time. I’m pretty happy with the choices I make and I’m a fairly loyal customer, but in spite of my loyalty, there is always a little fire inside me that is open to something else.
Partners in Excellence
SEPTEMBER 28, 2014
'Relationships are important in selling. However, I think too many are have the wrong idea about what relationships are. Too many think relationships are rooted in the pleasant manner of a sales person, the quick smile, great conversation, quick wit, a slap on the back, supported by the occasional lunch or golf game. But relationships are really different, they are rooted in action.
The Sales Hunter
SEPTEMBER 16, 2014
'Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].
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
SEPTEMBER 8, 2014
'Understanding the Sales Force by Dave Kurlan. Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. This is important! We want you to be part of our next White Paper on Sales Force Effectiveness. Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company?
Anthony Cole Training
SEPTEMBER 16, 2014
'This is an unusual sales management blog post from me because it will be short. It is short because, this morning, I’m short on time. I am scheduled for a meeting at the Cincinnati Freestore Foodbank at 8:00am. From there, I go to the airport to fly to Hershey, Pa., where I will be presenting 3 Keys to a More Productive Sales Force and then I’ll be on my way to NJ.
Engage Selling
SEPTEMBER 30, 2014
'Believe it or not, you can easily alienate, disengage and confuse your prospects within the first few seconds of a sales call. How you open a conversation with a prospect can truly make or break your chances for success with them. Unfortunately, most salespeople start sales calls in ways that repel prospects and clients. It […].
A Sales Guy
SEPTEMBER 21, 2014
'One of the best movie lines ever is Joe Pesci’s from Good Fellas. “Funny how? I mean, funny like I’m a clown? I amuse you? I make you laugh?” In my world, I don’t care how you’re funny, like a clown, like a comedian, like a comic, as long as you’re funny. When it comes to being funny, in the world of sales and business, Stu Heinecke amuses me.
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Partners in Excellence
SEPTEMBER 2, 2014
'In an outstanding post, Why Sales People Need To Create Value, Not Just Communicate, Bob Apollo cites a data point from Forrester: “Prospects say only 1 in 8 conversations with sales people are useful!” It’s a staggering number! 87.5% of the conversations customers are having with sales people are a waste of time! Think of the massive losses in productivity and costs that are incurred both on the part of customers and within our own sales organizations.
The Sales Hunter
SEPTEMBER 12, 2014
'“Businesses fail not due to a lack of financial resources, but due to a lack of intellectual resources.” When a business fails, the first person that tends to get blamed is the banker. I’ve heard this far too often and I have to ask myself, “If the business was a good business with potential, […].
Understanding the Sales Force
SEPTEMBER 2, 2014
'Understanding the Sales Force by Dave Kurlan. This is the first in a four-part series that will run this week. If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs.
Anthony Cole Training
SEPTEMBER 9, 2014
'Not the Obama, Bush, Lincoln, Washington kind of presidential. More like the presidential thinking of Larry Ellison, Alan Mulally, and Beth Mooney. All are or were chiefs, and, at one time, were also presidents. But, prior to that, at some time in their careers, they were managers of something. What separated them, I’m guessing, is that they thought presidentially - they looked at the role of manager through the eyes of a president.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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