Anthony Cole Training
SEPTEMBER 4, 2013
'Sales people have to prospect! At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. Honestly, I have to say I''m confused by this.
A Sales Guy
SEPTEMBER 3, 2013
'The five of us would sit in the cafeteria every day, eating lunch together. Everyone in the company knew who we were. There was an energy you could feel. We were a small team, but a team we were. We were at 200% of quota. We had secured 90% of the market. We devastated the competition. We were thought leaders in our space. We all loved going to work.
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ConversionXL
SEPTEMBER 6, 2013
'I feel like “conversion rate optimization” is in 2013 what “social media marketing” was in 2009. Most startups fail. Not because they have a conversion problem but because they never really nail the product or how to market it. The product or website (be it software, e-commerce, or a service) might be awesome , but if it puts itself in front of the wrong market, or packages itself so the right market can’t figure out why it’s awesome, the startup will fail.
Understanding the Sales Force
SEPTEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. There are categories of sales tools and CRM applications where none existed a few years ago.
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The Sales Hunter
SEPTEMBER 10, 2013
'Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. 1. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people.
Score More Sales
SEPTEMBER 27, 2013
'Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Just go in to a retailer in a mall or in a big box store somewhere and try to have a really great interaction with an employee. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
SEPTEMBER 9, 2013
'I get tons of LinkedIn requests every day. I’m not a LION , but I do try to accept most request from everyone who asks. That being said, I have 100′s of unaccepted requests in my LinkedIn box. I haven’t accepted them yet because I don’t know them, why they wanted to connect and I can’t find any common ground. I get a s**t ton of connection requests because of this blog.
ConversionXL
SEPTEMBER 19, 2013
'“ I have too little traffic to test; hence, I can’t do conversion optimization. ” I’ve heard this a lot. B t , I say. You can do conversion optimization on any website – even on sites that have so little traffic that a split test would take 2 years to run until statistical significance is reached. You might not be able to run tests, but you can still optimize.
Understanding the Sales Force
SEPTEMBER 23, 2013
'Understanding the Sales Force by Dave Kurlan Well you would think so. People in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more),
Partners in Excellence
SEPTEMBER 4, 2013
'Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. I think there is a different view of the buying cycle, one that is more “squishy.” Hank Barnes of Gartner , has an interesting concept of the buying cycle being a series of “activity
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
The Sales Hunter
SEPTEMBER 19, 2013
'Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. I am very much opposed to that belief. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Problem is that sometimes the level of preparation we would prefer is just not possible.
Anthony Cole Training
SEPTEMBER 27, 2013
'Upgrading the sales force is the responsibility of every sales manager, sales leader and sales executive. Upgrading the sales force , in my opinion, simply means this: developing and building a team that is better this year than they were last year. "Better" can be defined in many ways, but for our purposes, let''s define it this way: Selling more business, more quickly at higher margins.
A Sales Guy
SEPTEMBER 3, 2013
'Product demos and trials seem to be the thing these days, especially in the world of SaaS (Software as a Service). Everyone wants to get there hands on the product before they buy. So much so, it has become part of most sales cycles. Customers want to see, touch and feel the product now. They want to experience what they are going to buy. They want to experience how it feels and how complex or easy it is to use.
Pointclear
SEPTEMBER 16, 2013
'Voicemail in today’s sales arena can be your secret sauce to connecting with your prospects or it can be a death knell. When done correctly, voicemail is powerfully effective. In fact, our experience shows 20% - 30% of all sales opportunities we generate for clients result from leaving a carefully crafted voice message. In today''s PowerMinute you will hear why it is important to leave voicemail messages when prospecting and how to do it successfully to generate a positive response.
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Understanding the Sales Force
SEPTEMBER 11, 2013
'Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.
Partners in Excellence
SEPTEMBER 18, 2013
'Technology has extended wonderful capabilities to make us more efficient. We have CRM, Marketing Automation, and Emailing systems that enable us to “communicate” in ways we never imagined or had the time to do in the past. A prospect reaches out for some information. We immediately respond with a “personalized” note and the content.
Score More Sales
SEPTEMBER 30, 2013
'The best service professionals around the world show appreciation for their customers and internal team. Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. I submit that there is more power in this idea than in most any other aspect of selling, and have written about its power before.
The Sales Hunter
SEPTEMBER 17, 2013
'Trying to reach senior level people requires strategies that typically do not work for others. Consider these 4 secrets: 1. Send senior level people an email late Friday afternoon or Saturday morning. This is one of the best techniques you can use, as senior level people don’t ignore email on the weekend. In fact, for many extremely busy executives, the weekend is the one time of the week when they will spend an extended period of time on email.
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A Sales Guy
SEPTEMBER 25, 2013
'When it comes to selling and closing deals, there is something the best sales people know, the rest of us don’t. This knowledge is, at the core, why the best sales people spend less time on deals that won’t close, why they are able to close deals other sales reps can’t and why they have the ear the most influential decision makers in their accounts and opportunities.
Pointclear
SEPTEMBER 24, 2013
'BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Next, I reached out to my Power Opinions team (PowerViews alumni) to find out what they thought about BANT.
Understanding the Sales Force
SEPTEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan My first post-vacation post is a collection of announcements that have been sitting in my note-taking app, inbox, and calendar. So, in no particular order: If you are not a client and want an inexpensive way to experience our training, I urge you to attend this 90 minute workshop being produced by Lorman: Motivating Your Sales Team - Secrets to Success I will share my top secrets to motivational success on Tuesday, September 10, 2013 at 1 PM Eastern
Partners in Excellence
SEPTEMBER 21, 2013
'Prospecting is critical to our success as sales people. We need to find new customers, we search for people who want to buy our products and services. We constantly conduct prospecting campaigns–email programs about what we do, endless phone calls: “May I speak to the person in charge of copier purchases?” “I’m in your area next week, can I spend a few minutes talking about your employee benefit programs?
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.
Score More Sales
SEPTEMBER 5, 2013
'Rhythm : movement of variation with patterned recurrence of a beat. Cadence : the flow or pattern of events – the beat, time, or measure. As a former marching band member, I know something about rhythm and cadence – it’s what made our band so great. But in business? How can sales grow based on these ideas? Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews.
The Sales Hunter
SEPTEMBER 24, 2013
'Allow your prospect to understand the value of what you have to offer by the questions you ask. In preparing for a sales call, you should at the minimum develop the following: 4 Questions that will allow the customer to explain to you their needs and the benefits they desire. 3 Questions for which you don’t have the answer. 2 Questions that link back to what the customer shared with you on a previous call. 1 Question that closes the sale.
A Sales Guy
SEPTEMBER 16, 2013
'Sales coaching has one purpose and that is to make the sales person better. It’s that simple. Coaching is about analyzing what a sales person is doing in order to enhance their skills and improve their capabilities. Considering coaching has specific outcomes their needs to be a specific process or structure to make sure the goals are achieved.
Engage Selling
SEPTEMBER 3, 2013
'With a new customer, there are many things to be done. What is the most important if you want to create new opportunities? Take the quiz and find out!
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.
Understanding the Sales Force
SEPTEMBER 17, 2013
'Understanding the Sales Force by Dave Kurlan My regular readers have seen this number before: 74% of all salespeople suck, so most salespeople need a lot of help, yet training and coaching are only two pieces of the puzzle. These days, most training can be done more economically and effectively than ever before thanks to AdobeConnect and its powerful, interactive, engaging, live, online training platform.
Partners in Excellence
SEPTEMBER 16, 2013
'I write and speak frequently about customer focus, engaging customers in conversations about their business, and understanding customers. I’ve also taken pretty strong positions against the “show up and throw up” style of selling. The other day, was speaking to someone about these topics and the importance of engaging customers in talking about their business rather than pitching.
Score More Sales
SEPTEMBER 3, 2013
'Want to get slowed down as a sales prospector and waste a lot of time? Call on the wrong prospects. You can waste literally days out of every month looking for the wrong buyers. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message t
The Sales Hunter
SEPTEMBER 3, 2013
'Is it real? Is it fake? What is it? What I’m talking about is the person who thinks they’re a salesperson, but is anything but one. It’s time to have one of those frank discussions about the salespeople who simply are not salespeople. Here are 5 ways you can identify a masquerading salesperson: 1. They fail to ask for the order.
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