Anthony Cole Training
OCTOBER 18, 2012
For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. One of the things that makes us just a little different is that we start our engagement with a new client talking, discussing and sharing the pyscholgy and dynamics of the buying and selling engagement. What makes it so hard to qualify or disqualify a new prospect?
A Sales Guy
OCTOBER 29, 2012
How many times have you heard this: “Just because he or she is your best sales person doesn’t mean they should be promoted to sales management.” In spite of the truth to this, I watch people do it all the time. A sales person is killing it. They are the top performer for years and when a sales management position opens up, BOOM! they get the job.
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ConversionXL
OCTOBER 21, 2012
Compared to social media and content marketing, email is a mature channel for engaging online consumers. Its longevity is a testament to its ability to convert leads into buyers and buyers into repeat customers. In fact, according to a Forrester report put out on September 24, 2012 email continues to be the top factor in influencing repeat purchases: Forrester Research report showing email’s positive influence on repeat customers.
The Sales Hunter
OCTOBER 11, 2012
For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price.
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Understanding the Sales Force
OCTOBER 12, 2012
Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn't participate in the global economic crisis as they're simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation.
Partners in Excellence
OCTOBER 28, 2012
Every sales professional knows the importance of keeping a full pipeline. If they don’t, their managers remind them of it every pipeline review. But if we are keeping full pipelines, why do only 53% of sales people make their quotas? Something’s wrong. I get to see the pipelines of dozens of organizations and hundreds of sales people every year.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
OCTOBER 16, 2012
The 4th quarter is the most critical quarter for sales. S**t, I’d argue it’s the most critical quarter for business in general. The 4th quarter is the last chance to make the number and ensure success. Like sports, fail in the fourth quarter and that’s it, you’re done. There are no more chances. In addition to being the last chance to make the number, it’s also the last chance to get prepared for the new year.
ConversionXL
OCTOBER 5, 2012
Read any copywriting manual or article and you will learn that the headline is the most important thing in your sales copy. And it’s true. The sad thing is that the advice that follows is often severely outdated and originates from the snail mail sales letter people from the 1950s and beyond. I researched 500 headlines of successful online businesses and figured out which formulas work today. .
The Sales Hunter
OCTOBER 26, 2012
What is the objective of lowering your price to try and get more sales? Anyone can get more business if they lower their price. It doesn’t take a rocket scientist to figure that one out. Here’s the question you have to ask: What is the objective of lowering your price? Too many times companies lower their price all for the sake of building the business, but all they wind up doing is attracting customers who don’t appreciate or value the full price.
Understanding the Sales Force
OCTOBER 30, 2012
Understanding the Sales Force by Dave Kurlan. Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Not being one to ever pass up opportunities like this I, conducted the following comparison. First, it's important to know that OMG's assessment is sales specific - built for sales.
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
OCTOBER 26, 2012
I’ve always approached networking and social networking from the point of view of trying to build genuine relationships, trying to create value for people without a condition of reciprocity. . For example, I tweet things I think are really interesting and may be interesting to my followers. I don’t do it with the expectation that someone might tweet my stuff.
Anthony Cole Training
OCTOBER 23, 2012
Barbara Nowak - Rowe as a member of the Harvard Business Revue group in Linkedin asked the question: Do you agree that "one that never fails is not trying hard enough"? What do you think about above question? Can we always be right? Isn't failure a necessary price for education and getting better and better? I made the following comment to her question: "I don't believe that it isn't about trying hard enough but rather more about taking enough risk".
A Sales Guy
OCTOBER 13, 2012
A client and I were talking about 2013 the other day. He told me he his growth strategy for 2013 was going to be through improved sales productivity. His thought process made sense, considering this year we spent a lot of time growing headcount. He is headed into the last part of a wildly successful year of 165% bookings growth. Looking into 2013 my client sees tremendous opportunity to grow through productivity.
Score More Sales
OCTOBER 1, 2012
Being “on” every day when you have a front-line role in selling is a tough thing. Gaining access, having intelligent conversations, and working toward closing business EVERY day is also tough. Unlike some other jobs where you may not face customers, let alone make contact with people you hope will become customers, there is no time to be down or “off” Whether you’re selling technology, services, or are a distributor of products, coming up with one new way to put a
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Pointclear
OCTOBER 16, 2012
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. "So what do you want from your salespeople?” I asked the marketing manager. Little did I know that she would launch into a stream-of-consciousness, pre-Christmas/New Year’s/birthday gift list that she had apparently been holding back to regurgitate at just the right moment.
Understanding the Sales Force
OCTOBER 22, 2012
Understanding the Sales Force by Dave Kurlan Your kids won't eat their vegetables, your parents won't listen to you, your suppliers won't provide customer service excellence, the President (as of 10-22-2012) of the United States can't get the economy going, your football team isn't winning enough games, and the majority of your salespeople are under-performing.
Partners in Excellence
OCTOBER 24, 2012
Forensic Prospecting—I wish I could claim inventing this term, but the words popped out of the mouth of a client as we were discussing prospecting approaches. There’s an untapped gold mine of prospects that sales people overlook or take for granted. These are customers that have done business with us in the past—as far back as we can possibly imagine.
Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period I delivered, taught and coached the participants the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and executing to a more effective selling approach.
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A Sales Guy
OCTOBER 1, 2012
I often hear sales people and sales leaders express their frustration with not getting deals closed or their inability to get prospects to move through the sales cycle. The “gone silent,” stuck deals drive them crazy. It’s one of the most common discussions I have with sales organizations. Deals get stuck for lots of reasons, one of the big ones is because no one is finding the gap or measuring the gap.
Score More Sales
OCTOBER 31, 2012
The times they are distracting. If it isn’t hurricanes, flooding, or snow, it is elections…… and pretty soon it will be holiday planning here in North America. These make for potent, distracting combinations if you are supposed to be making calls and contacts to grow sales for the company you work for. Unlike other jobs, you can’t just mentally “check out” Instead you need ideas, tips, strategies and inspiration to keep your focus.
The Sales Hunter
OCTOBER 17, 2012
Why do customers ask for a discounts or a better deal? It’s simple. The reason they ask is because typically they get it. This blows me away and this is why it’s now time for us to frame this question as something similar to the old question, “What came first, the chicken or the egg?” Customers aren’t stupid, but I hate to admit I think in the sales profession there are a lot of stupid salespeople.
Understanding the Sales Force
OCTOBER 9, 2012
Understanding the Sales Force by Dave Kurlan I grew up in the 1960’s, when a roof antenna that could rotate 90 degrees was the big thing and cable television was yet to be introduced. We had very limited viewing choices on our televisions. We could watch only what the three major networks, NBC, CBS, ABC and their local affiliates, were broadcasting, plus PBS which offered primarily academic shows.
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
OCTOBER 26, 2012
Unfortunately, too often the people in organizations are treated as commodities. People are swapped out, new one’s are swapped in, they are ignored and not recognized. In reality, people are the most sustainable differentiators in any organization. See, people can’t be copied or duplicated. It’s easy to copy or mimic a business strategy (though it’s impossible to be a leader by doing so).
Anthony Cole Training
OCTOBER 23, 2012
Do you agree that "one that never fails is not trying hard enough" ? I have found, over the last 20 years in sales coaching and in my career as a collegiate coach, that not failing has more to do with not taking risk. As I thought about this question, I started to think specifically about the sales people that I have known who are highly successful and how failing contributed to their success.
A Sales Guy
OCTOBER 2, 2012
You are not the customer’s b h. You are a great sales person. A great sales person isn’t a go-fer, they are keenly in-tune to a customer’s problems and how to solve them. A great sales person doesn’t pester the customer with pitches and presentations. A great sales person provides valuable insight into the challenges, issues, and problems their customers are facing and that warrants respect.
Score More Sales
OCTOBER 19, 2012
LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. In fact, this month marks my 9th year as a LinkedIn member – October, 2003. At that time I had built up a network of amazing people at a Boston startup technology / financial services company where I created a corporate university.
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
OCTOBER 19, 2012
Too many salespeople allow their competitors to define their price. To put it more harshly, too many salespeople allow themselves to believe they need to lower their price due to what a competitor is charging. It’s far too easy for a salesperson to think that what a competitor is offering is identical to what they’re selling. Therefore, if they want to do any business, they need to offer a price that is minimally no higher than the competition and better yet, less.
Pointclear
OCTOBER 23, 2012
Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates , Chairman of The JF Corporation and CEO of Top Sales Associates , based in London & Paris.
Partners in Excellence
OCTOBER 10, 2012
Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in growing their business. At dinner one evening, I was talking to a three executives, comparing notes on a new tool each was considering buying and implementing in their organizations. The conversation was fascinating, each had a completely different understanding of the tool and what it could do.
Understanding the Sales Force
OCTOBER 16, 2012
Understanding the Sales Force by Dave Kurlan I've hit on this topic several times before when I ranted about: US Airways. United Airlines. Delta Airlines (Frank wrote this one). National Car Rental. National Car Rental a second time. There were more. Today, Verizon Wireless gets the brunt of my wrath! I'm a planner - I make sure every detail has been taken care of in advance because I hate surprises.
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