What is Your Sales Team's Motivation?
Anthony Cole Training
MAY 19, 2017
QUESTIONS THAT COMPANIES NEED TO ANSWER.
Anthony Cole Training
MAY 19, 2017
QUESTIONS THAT COMPANIES NEED TO ANSWER.
ConversionXL
MAY 3, 2017
Facebook ads, when utilized properly, are among the most effective targeted marketing efforts in the industry. However, it’s often the case that companies are leaving money on the table when it comes to Facebook ads. Often, there are simple customer segments (that you already have access to) that you can target with Facebook Ads very effectively.
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A Sales Guy
MAY 17, 2017
Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.
Understanding the Sales Force
MAY 19, 2017
Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.
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
MAY 11, 2017
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.
The Sales Hunter
MAY 23, 2017
1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline than you support with the right […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
MAY 16, 2017
It’s all about asking the right digital analytics questions. Sure, in the right context, you can probably get by doing what Avinash Kaushik refers to as “data puking,” but you won’t excel as an analyst or marketer that way. In addition, you’ll consistently come up short on bringing true business value to your company. In any field, it’s important to be critical.
Hubspot
MAY 29, 2017
Influencer marketing is a trendy topic these days, but it doesn't require a lot of work or a ton of money to harness the power of influencers on your brand's social media channels. One of the lowest-effort and most organic ways to work with another person or brand to advance your marketing goals is by hosting an Instagram takeover. Not sure what we're talking about?
Understanding the Sales Force
MAY 1, 2017
Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Abicus, got me on a video conference and shared what he came up with.
Engage Selling
MAY 29, 2017
After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
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.
A Sales Guy
MAY 11, 2017
Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. Here’s a good example of what I’m talking about. Your product or service only solves a handful or substantial, relevant problems for you target customers, therefore, you have to assume they may be experiencing one or more of those problems
Anthony Cole Training
MAY 12, 2017
The 3 Es.
ConversionXL
MAY 11, 2017
“Never interrupt your enemy when he is making a mistake.” —Napoleon Bonaparte. When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing – how they are thinking about the market, what tactics they are using, how they are crafting messages and design – can make all the differen
Hubspot
MAY 26, 2017
Every marketer faces different challenges. Although we typically share similar goals, some teams are stuck on hiring top talent, while others are having trouble finding the right technology for their needs. Whatever the case may be, there’s always at least one area that you can stand to improve. In other words, there’s always room to optimize the various components of your strategy and turn your marketing into an even more effective revenue generator.
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
Score More Sales
MAY 12, 2017
Are you getting regular referral business as a seller? I shared this story below about how I referred a hair stylist to a friend of mine and how that single referral gave her loyal clients for many years in addition to personal relationships that would be considered priceless.
Engage Selling
MAY 4, 2017
A key distinction between top sellers and top sales leaders is that top sales leaders must be excellent team players, whereas top sellers do not.
A Sales Guy
MAY 16, 2017
You can’t get too far from the social media experts who tell you to, hustle, grind, put in the work, just do it. It’s a pretty popular message and it makes sense. You can’t finish unless you start. But, doing isn’t has hard as keep doing. It’s easy to write a blog post, it’s not easy to write one every day for a week or a year.
The Sales Hunter
MAY 3, 2017
The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople. They’re taking their money by selling them a dream that goes “poof”shortly […].
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
MAY 8, 2017
Most product descriptions are awful. Or worse, non-existent. Product copy and product descriptions seems like such minor parts of a website in the grand scheme of conversion optimization , so many brands brush it off. But for companies doing it right, writing excellent product descriptions is a great way to sprinkle brand personality in a place that most people don’t expect it.
Hubspot
MAY 25, 2017
At most companies, it can feel like marketing and sales are far from being on the same team. According to the 2017 State of Inbound report, fewer than half of marketers would describe their respective companies' Sales and Marketing teams as "generally aligned.". And that's a problem. Here at HubSpot, we're lucky to have a strong, healthy relationship between marketing and sales.
Score More Sales
MAY 1, 2017
I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him.
Engage Selling
MAY 5, 2017
In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event.
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.
A Sales Guy
MAY 23, 2017
The next episode of The Real Deal of Sales is out and as usual, it’s a good one. In this episode, I ask sales people what advice they would give other sales people. I’m not disappointed when it comes to people helping others. Their advice was spot on. Don’t forget to check out my take and remember to subscribe. Watch: The Real Deal of Sales.
The Sales Hunter
MAY 30, 2017
It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening. I like to view it as the time to make things happen, because other salespeople […].
ConversionXL
MAY 12, 2017
Copywriting and UX go hand-in-hand. Think about it. Design and copy add up to equal the user experience, right? If either element falls short, so does the overall UX. So, it just makes sense that copywriters should have an understanding of UX and design basics. That starts with wireframes. First, what is a wireframe? Wireframes are a visual guide to elements on a web page.
Hubspot
MAY 22, 2017
No other B2C industry has thrived on Instagram quite like the fashion industry. Between their carefully curated photos, expertly targeted ads, and decisive adoption of Instagram Stories, fashion and beauty brands have become masters of consumer engagement on the visual content platform. And brands from any industry could learn a thing or two from these inspirational feeds.
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Score More Sales
MAY 22, 2017
One of the BEST ways to communicate with others is to be able to think on your feet. It’s called extemporaneous speaking. Yea, I know – big word. It is the ability to respond “in the moment” often without preparation to a buyer when they throw you a curve as they reply to you in a normal conversation.
SalesProInsider
MAY 16, 2017
I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they? So you never ever ever make the same stupid mistake I did, read on. Years ago I built a relationship with a buyer…a manager of a district branch with 475 other branches throughout the US.
A Sales Guy
MAY 8, 2017
Back from my trip to Chicago. I had a blast and got to talk to a number of sales leaders for The Real Deal of Sales. Not only did I learn what many sales leaders are doing today, I did a kick ass sales podcast with Will Barron , I did a presentation with Steve Richard and I got to spend time with people I hadn’t spent time with in a while. Good times, it was fun.
The Sales Hunter
MAY 10, 2017
Newsflash: Artificial intelligence and a bot will not take your sales job from you, unless you let it. Sales is the “art of selling.” It always has been and it always will be for one very simple reason — sales is about a transaction between two human beings. You’re reading this post as a […].
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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