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 13, 2012
If you’re Amazon or Apple – congratulations! You don’t have any credibility issues. Most of us aren’t so lucky. Almost all but the biggest companies have an uphill credibility battle ahead of them every time a new visitor lands on our site. What’s website credibility and why is it important? BJ Fogg – the world’s leading researcher on web credibility – has said that web credibility is about making your website in such a way that it comes across as
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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?
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.
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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.
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?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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.
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?
Score More Sales
SEPTEMBER 11, 2012
Is it a sales opportunity or not? It seems like a real sales opportunity – but is it? They told you they like you and your company. They found you online, after lots of research. They seem to have a lot of other potential business. There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more.
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
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.
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.
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.
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?
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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.
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.
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.
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.
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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.
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.
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.
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.
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.
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.
Hubspot
SEPTEMBER 17, 2012
It may feel like a fustercluck, but there are actually some rules and regulations that go along with participating in social media. Not the kind that ban people from uploading pictures of their meals (PB&J no crust today guys! #omgsohungry), but the ones that help alleviate things like spamming, bad content, and a poor community experience. You know, the things that help make social media a nice place to be.
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.
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.
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
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.
Score More Sales
SEPTEMBER 13, 2012
courtesy of IBM. One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations now. Buyers don’t just want a more personalized approach – they really are beginning to demand that from marketing and sales. Think about it – you sign up for and pay to attend an event. After you receive your confirmation of payment and a thank you, you notice that you still are getting emails that encourage you to sign up.
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.
Hubspot
SEPTEMBER 4, 2012
Here at HubSpot, we know a thing or two about webinars. We’ve set the Guinness World Record for largest online marketing seminar, we've hosted webinars with partners such as Facebook , LinkedIn and Salesforce and we’re able to host and promote in-house because of the modern marketing team we’ve built! But no matter how great the content of your webinar is, it doesn't mean much if there's nobody there to hear it.
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