Anthony Cole Training
AUGUST 26, 2016
A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. On the 25 th , they removed the plaque (disc), sutured the eye and then sent me home for recovery.
Engage Selling
AUGUST 9, 2016
They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.
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ConversionXL
AUGUST 12, 2016
Drip, drip. Did you hear that? That’s the sound of potential customers leaking out of your sales funnel. Drip, drip… Another customer gone. After fighting tooth-and-nail to launch your SaaS business, the last thing you want is a leaky sales funnel to undermine all your hard work. Because even a small leak can snowball into a gushing cascade of leads, leaving your business bone-dry.
A Sales Guy
AUGUST 30, 2016
Sales isn’t something you do to someone. It’s something you do for someone. Everything changes when we put the customer first. When their problems, issues, challenges become our primary focus, we stop doing something to our prospects and start doing something for them. That something. Is fixing a broken system, it’s finding more money for capital improvements, that something is helping them compete better, that something is helping them deliver more for less, that something is
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
Partners in Excellence
AUGUST 19, 2016
In the past few days, I’ve been embroiled in conversations about grammar and spelling. I read an discussion about “Should I hire a sales person with poor writing skills.” I was astounded by the majority of responses. Many people had the view, “If they can sell, who cares!” The conversations about grammar ran along similar lines, “It’s all about ideas and closing business, who cares about grammar and spelling?
Hubspot
AUGUST 30, 2016
Raise your hand if you’d rather watch a video to learn something new than read about it. Go ahead -- you’re not alone. 59% of executives say they’d rather watch a video than read text , too. And really, that number makes sense -- we are a society of video streamers. (I mean, hello, Netflix.). But if you’re not sure where to begin, fear not -- we’re here to make sure you don’t just hit the “Live” button on Facebook and stare at the camera like a deer in headlights.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
AUGUST 25, 2016
Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side.
ConversionXL
AUGUST 8, 2016
A great deal has been written about whether in the internet age, your business should have a phone number on your website or not. On one hand, having a phone number can increase the trustworthiness of your website , help sell potential customers who aren’t comfortable buying online, and allow customers to easily contact support. The flip side? Phone support costs money.
A Sales Guy
AUGUST 17, 2016
Too often sales leaders dismiss the rumblings from their sales people are whining and complaining and as excuses for not being able to sell. In Spazz Out 7, I rant on why that’s a big mistake and what can happen if they do. Sales people are on the front lines, they know what’s going one. Ignore them at our own peril. Do you have a Spazz Out topic you want me to hit?
Partners in Excellence
AUGUST 25, 2016
Often, I read and hear, “Sales people are inherently lazy… ” Perhaps, I’m looking at the world through rose-colored glasses, but I believe most sales people want to do the right things. The problem is, too often, they just don’t know what the right things are. It’s hard to be lazy and be successful in selling, after all, selling is one of the toughest professions in business.
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.
Hubspot
AUGUST 19, 2016
Work events are really hit or miss. Let’s be honest: How many times have you found yourself anxiously fidgeting with a paper napkin in the corner of a stuffy networking happy hour? That’s why I was not only relieved, but also surprised and delighted, when I attended a holiday party that featured a live, interactive version of an arcade game. An entire room had been curated to look like a video game setting, and people were dressed up as characters from it.
Anthony Cole Training
AUGUST 22, 2016
We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association). The topic was The Customer-First Advisor: How to Help Your Salespeople Survive and Sell in the Coming DOL Environment – regarding the recent Department of Labor ruling outlining the fiduciary responsibilities of financial advisors giving advice to prospects or clients.
Understanding the Sales Force
AUGUST 31, 2016
Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?
ConversionXL
AUGUST 2, 2016
When trying to boost conversions, whether it’s on a signup screen or a landing page, it’s a default for many optimizers to generate hypotheses based on best practices and what’s generally “known” to be a problem. A landing page that doesn’t display well on mobile is a perfect example. Someone might shout “it’s not responsive” and then resize the page properly for mobile use.
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The Sales Hunter
AUGUST 7, 2016
It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. But how well are you managing these? That is key to your success. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. Don’t delay! Your success depends […].
Partners in Excellence
AUGUST 23, 2016
It happens to all of us. We need to make our number. Quarter end is approaching, we need a deal to close to make our numbers. Recently, I was doing a deal review with a sales person needing a specific deal to make her quarter happen. She’s a great sales person, and as with great sales people very goal driven. We started the deal review with her statement, “I need to make this deal happen this quarter… ” Naturally, her manager and I agreed.
Hubspot
AUGUST 12, 2016
Have you ever seen something in the window of a shop that you just had to have -- and then bought it immediately? In most cases, that's not how purchases are made. (And thank goodness, otherwise many of us marketers would be out of a job.). Most of the time, before becoming a customer, a person will first go through what's called the sales funnel. The sales funnel consists of the different stages a customer goes through leading up to their purchase -- from looking at your website for the first t
Anthony Cole Training
AUGUST 17, 2016
Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Engage Selling
AUGUST 11, 2016
Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
ConversionXL
AUGUST 24, 2016
The grass is always greener on the other side of the fence, right? That’s the mentality of comparison shoppers. If they look hard and long enough, they will find a better value. If they don’t look around, they’ll miss out on greener grasses. Today, the term “comparison shopper” describes the majority of consumers, especially those online.
The Sales Hunter
AUGUST 9, 2016
A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference. Here’s my list of 10 […].
Understanding the Sales Force
AUGUST 22, 2016
Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales. Nearly every time they publish an article on sales or selling, they are usually as wrong as the mainstream media is with their attempts to manipulate readers and viewers to vote for their preferred candidates.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Hubspot
AUGUST 3, 2016
Over the past few years, video has become one of the most compelling ways for brands to tell their stories on social media. From the instant popularity of Facebook Live videos to Instagram increasing their video length from 30 to 60 seconds , marketers are using the power of video to communicate their business' personalities and brand stories, to express creativity, and to build emotional connections with fans and followers.
Anthony Cole Training
AUGUST 15, 2016
I assure you that the military academies are all about performance management. IF it moves, it gets measured.
Score More Sales
AUGUST 8, 2016
Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement.
ConversionXL
AUGUST 1, 2016
As a digital analyst or marketer, you know the importance of analytical decision making. Go to any industry conference, blog, meet up, or even just read the popular press, and you will hear and see topics like machine learning, artificial intelligence, and predictive analytics everywhere. Because many of us don’t come from a technical/statistical background, this can be both a little confusing and intimidating.
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The Sales Hunter
AUGUST 2, 2016
Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […].
Understanding the Sales Force
AUGUST 9, 2016
It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from.
Hubspot
AUGUST 5, 2016
If your product team is working on the next big thing , there ought to be an equally awesome launch plan in the works to accompany it. While some companies are guilty of drafting a press release, crossing their fingers, and hoping that the users will come, there's actually much more to it than that. Quite simply: If you have big news, you need a big plan.
Anthony Cole Training
AUGUST 10, 2016
In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. We specialize in financial services, banking and insurance. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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