Anthony Cole Training
SEPTEMBER 4, 2012
I played football for 13 years, coached or was part of football for an additional 6 seasons. It defined who I was for a long time and defines many of my beliefs today. I have been coaching sales peoplt to sales success for over 20 years. There are some similarities. One belief I have today is that practice of any skill or performance is essential to gaining a successful outcome.
ConversionXL
SEPTEMBER 19, 2012
There are three ways to grow sales – online and offline both. Only three. However, most companies focus only on one – and are missing out on revenue opportunities. So what are these 3 ways to increase online sales? increase the number of customers, increase the average order size, increase the number of repeat purchases. #1: Increase the number of customers.
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Partners in Excellence
SEPTEMBER 24, 2012
Sales people don’t like the routine! We do different things every day. Each situation is different, each call is different. There’s huge variability in our jobs — or so we like to think. But is it really true? Is it really true that we can’t plan our days, that there aren’t some standard practices or processes that we leverage?
A Sales Guy
SEPTEMBER 13, 2012
It’s the moment of truth. You’re about to call back the prospect you’ve been chasing for the last two months. You are about talk to your customer who makes up 30% of your quota. You’re about to start making cold calls. It’s call time. When you sit down to make that call, whether it’s one call or 4 hours of cold calls, what’s in your head?
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.
Score More Sales
SEPTEMBER 5, 2012
Lori, Trish, and Jill August, 2012. To be professional in any career, you need mentors. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. I met Trish Bertuzzi in 2010. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. I didn’t set out intentionally in actually “choosing” mentors.
Understanding the Sales Force
SEPTEMBER 16, 2012
Understanding the Sales Force by Dave Kurlan In the past decade Boston's sports teams have won a number of championships. The two that excited me the most were the Red Sox' 2004 World Series victory and the Patriots' 2001 Super Bowl win. When I reminisced about those long-awaited championships, I was suprised at how little time I spent savoring those wins, compared with how much time I spent mourning the huge losses.
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The Sales Hunter
SEPTEMBER 1, 2012
The argument is simple: Lower your price and you’ll do more business. Sure, it might be simple, but it’s also stupid. Lowering your price to get more business means what you’re getting is more cheap customers. Stop and ask yourself this question, “Which would I rather have? Cheap customers who are always harping on me about price or full-price customers who see the value in what I sell?
Partners in Excellence
SEPTEMBER 17, 2012
A sales person’s job is to sell–nothing surprising. More and more, however, it seems that things conspire against us, diverting us from engaging our customers. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . Several years ago, we did a study of a one of the largest telecommunications companies in the world.
A Sales Guy
SEPTEMBER 26, 2012
I don’t think anyone who reads this blog is confused about my opinions on social media and its impact careers and successful selling. Whether you are a CEO, SVP/VP sales, Sales Manager or a Sales Leader if you have not embeded social into your daily processes you aren’t doing your job. At the very least, every person, who has a job to do should AT LEAST be using Twitter as an information stream.
ConversionXL
SEPTEMBER 3, 2012
What did you do last Sunday? Well I had breakfast with Brian Massey, The Conversion Scientist. There’s a shortage of good and easy-to-read books on conversion stuff, so I was excited when he released his brand new book, Your Customer Creation Equation. Well actually the book is so new that it’s actually being launched 2 days from now at Content Marketing World.
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.
Understanding the Sales Force
SEPTEMBER 5, 2012
Understanding the Sales Force by Dave Kurlan After being on vacation for parts of the past 3 weeks, it was important for me to quickly determine what I needed to focus on today, my first day back. Of course, my calendar and task list suggested that most of the day had been laid out prior to my vacation but there is so much more to refocusing than what appears on the calendar and the task list.
Anthony Cole Training
SEPTEMBER 10, 2012
I was watching TV one morning last week while getting ready to deliver a 'surgical strike' report to a new client. A surgical strike is a summary of the evaluation we do for organizations to help determine why they get the sales results they get. This in turn helps the company and us determine the correct path to take to improve sales management, sales behaviors, sales skills and eventually sales results.
The Sales Hunter
SEPTEMBER 11, 2012
If you’re wondering what salespeople would like to tell their sales manager, below are 12 things salespeople have shared with me. Sales managers, read this list and ask yourself if any apply to you. If you’re a salesperson reading this, you can agree with any or all, but in the end, don’t use any of them as an excuse as to why you can’t do something.
Partners in Excellence
SEPTEMBER 26, 2012
Yeah, I know, I know. Many readers will react to this title with responses like, “Isn’t Sales Competence an oxymoron? Isn’t that something like Military Intelligence?” But if we want to maximize sales performance across our organizations, it’s critical that we have a model that identifies critical competencies for the sales organization.
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
A Sales Guy
SEPTEMBER 8, 2012
I’m reading my friend Mike Weinberg’s new book, New Sales Simplified. I’m enjoying it so far and will share my thoughts with this community shortly. But, I couldn’t wait to share this quote. This is a great explanation of sales. Read it, let it sink in and ask yourself, does your organization enable this or work against this?
Score More Sales
SEPTEMBER 3, 2012
It’s crunch time for B2B sales teams everywhere working to close deals by the end of Q3, and by the end of the calendar year. Just like professional sports, there are jobs on the line for sales leaders (coaches) and individual contributors (players) if they don’t hit promised and forecasted numbers. Why now? Large, complex sales cycles for SaaS services contracts and other product-based deals take time to come to closure.
Understanding the Sales Force
SEPTEMBER 24, 2012
Understanding the Sales Force by Dave Kurlan Why do salespeople get more excited about big sales opportunities than they do about strong sales opportunities? I don't know about you but I get much more excited about an opportunity that has a strong likelihood of closing than a big one that has at best less than 50% chance. What about you? Salespeople are generally too optimistic and not skeptical enough about what they are hearing.
Anthony Cole Training
SEPTEMBER 17, 2012
I just read a quote by noted business expert Peter Drucker: "Meetings are by definition a concession to deficient organizations. For one either meets or one works. One cannot do both at the same time. In an ideally designed structure.there would be no meetings. We meet because people holding different jobs have to cooperate to get a specific task done.
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.
The Sales Hunter
SEPTEMBER 25, 2012
Allowing your customer to choose between two options will allow you to increase your sales by allowing your customer to feel like they’re in control. Many times customers will hesitate to buy something, even if it’s what they’re looking for, if they feel the salesperson is pressuring them. One way to engage your customer in the closing process and allow them to feel they’re in control is by asking them a question as part of your close.
Partners in Excellence
SEPTEMBER 5, 2012
Sales people always seem to be busy and on the “go.” We’re running from meeting to meeting, we have phone calls to make, and then there’s always email. We seem to always be in motion, always doing something. But then there is the “downtime.” Those few minutes waiting to see the customer. All that time traveling to and from the customer, all the spaces between those activities we have on our agendas.
A Sales Guy
SEPTEMBER 4, 2012
The best sellers I’ve ever seen have an amazing ability to anticipate what their customer is thinking. Buying is a process, check boxes have to be checked. The checks are in the buyers head or in an elaborate excel spreadsheet. Buyers won’t buy unless the boxes are checked. Behind each box to be checked lies a decision to be made. To check the box the buyer has to believe AND feel the information adds up, that it corresponds with getting them to their goals and objectives.
Score More Sales
SEPTEMBER 26, 2012
Click here to view the embedded video. In this time of the “Chief Executive Customer” there has been a lot of talk about specific ways and ideas to help boost revenues. At the recent Smarter Commerce Global Summit in Orlando, I had the pleasure to meet and talk with a number of presenters which caused me to think a lot about business process improvement and on dissecting what you already do, looking for gains. 1.
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 27, 2012
Understanding the Sales Force by Dave Kurlan Can you remember that time, back in school, when you did something so embarrassing that you wanted to run away and hide forever? Of course you do - it was all about you. But I will wager any amount of money that you are the only one who remembers. The others who were there that day and anyone you might have told have long forgotten.
Hubspot
SEPTEMBER 28, 2012
We’ve always been pretty hesitant to jump in head first with event sponsorship and attendance. Sure, there are some industry events we think rock: Dreamforce , SMX , Dublin Web Summit , LeWeb , and of course Inbound. But what usually happens with events? They end up over-hyped and under-delivering, chalk full of poor networking opportunities, generic content, and few opportunities to make meaningful connections with new leads and customers.
The Sales Hunter
SEPTEMBER 22, 2012
If you want tremendous sales success, you are going to have to stop doing what average salespeople do. To see what I mean, check out this short video on what it takes to be a great successful salesperson.
Partners in Excellence
SEPTEMBER 29, 2012
A False Positive is a term used in medicine. Imagine some sort of test that comes back with results saying you have a life threatening condition, but in reality you don’t. The results of the test were mistaken, giving a False Positive. If your doctor doesn’t know the results are mistaken, that a False Positive has occurred, the doctor could prescribe treatments for a condition you don’t have.
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A Sales Guy
SEPTEMBER 12, 2012
All too often sales people face the wrath for sales failure or the celebration for sales success by themselves. It seems obvious, they are the ones on the frontline. It makes sense. If sales people aren’t making the number, it’s their fault. When they are, they should be celebrated. When it comes to sales organizations, I agree with the second statement but not the first.
Score More Sales
SEPTEMBER 17, 2012
Remember the business conference or sales offsite you attended to sharpen your skills – perhaps you were a speaker. Even if you were an attendee, you can benefit from being connected to a great event through curation. Curation is when you pull together pieces and parts of the event you attended and create one single place people can go online to see more about it.
Understanding the Sales Force
SEPTEMBER 26, 2012
Understanding the Sales Force by Dave Kurlan You are driving down the highway and you see an enormous truck in your side mirror. The truck is moving very fast - twice your speed - and closing in quickly. You continue to look in the mirror and because of the way your side mirror is shaped, it appears that the closer the truck gets, the more likely it seems that the truck will simply run right over you.
Hubspot
SEPTEMBER 27, 2012
Are your contacts "going with the flow," or are they just sitting dormant in your marketing database ? Well, if you don't have any email workflows set up, then your answer is probably the latter -- which also means you're missing out on some big opportunities to leverage, engage, and nurture all the people in your marketing database. In fact, according to a report released by Lenskold Group and The Pedowitz Group, 60% of survey respondents who use marketing automation say it has increased the qu
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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