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Sales Success is influenced by many factors. The economy being a major one in that it has a significant impact on 'consumer and business confidence'. Other contributing factors might be the direction of a company or its product offering or it's pricing strategy. All of these do have influence but I believe that the influence has to do with 1) How easy is it to engage a prospect or 2) How hard is it to engage the prospect.
According to a report by Nielsen on social media Americans spend three times more time on social media than reading their e-mail. 7.6% of online time is spent reading e-mail and 23% on social. The juicy bit of the study is that more than 70% of social networks users shop online. That’s ~12% more than the average person. These stats make a good case that if you and your brand is active on social networks, you can get rewarded – if you do it right.
Our customers want insights–they want to learn more about what they could achieve, how they can improve, why they might change! In my experience, this has always been critical to engaging customers. Today, it’s just as critical, perhaps more so, because if we aren’t providing it, they can find it elsewhere. But Insight and Challenging the customer to think differently is not the goal, it’s only the beginning.
Sales people and heads of Sales, from the sales manager all the way to the CSO fail because they don’t know how to get it done. It is that simple. I’ve spent much of January listening to my clients and their sales staff go through their 2013 sales plans. Sales plan reviews are no small order, they traditionally last 2 hours per rep/sales leader.
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
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. The referral from this level would be very powerful. Would you agree?
Understanding the Sales Force by Dave Kurlan When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: The salesperson did not have an effective sales process. The salesperson did not follow the sales process. The salesperson was not coached on this opportunity in the context of the sales process.
At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Additionally, the Impact Analysis (findings) gives us a guide as to what can and should be done to improve sales outcomes with the right sales leadership, management systems and process.
At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Additionally, the Impact Analysis (findings) gives us a guide as to what can and should be done to improve sales outcomes with the right sales leadership, management systems and process.
Heatmaps are great for analyzing the behavior of your visitors. They can lead to insights you can’t find using other methods, which can greatly increase your conversion rate. Heatmaps are roughly divided between mousetracking heatmaps and eyetracking heatmaps. The big majority of companies use mousetracking heatmaps because of it’s price effectiveness.
A sales person’s job is to sell–so why would I recommend professional sales people stop wasting their time selling? The real issue is that too many sales people waste time selling to people who have no need to buy. Sales people make 100′s of calls every day. Mindlessly calling endless lists of people. They don’t know anything about those people, their companies, but their name is on the list so they call.
I’m a huge fan of learning. Let’s skip the fact I was a shitty student and it took me forever to graduate from college, I do love learning. A great deal of my learning comes from happenstance. I see something that interests me, I read it and I learn something. I have a good memory for ideas, memes, and thesis’s, so I retain a lot of what I read.
Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video. I can’t imagine how much fun (and work) it must be for someone like Jen who often travels with the team and gets the most incredible viewpoint – from the side line of the field – to see the NFL in action.
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.
We all start the beginning of each year with 365 days. To give you an example of how some salespeople can waste the better part of the year, I put together a few numbers below. The sad comment is that a lot of the items, though they seem stupid, are closer to reality than fiction for some salespeople: 365 Total Days in a Year. - 104 Weekend days. - 12 Holidays. - 15 Vacation days. - 5 Sick / personal days. - 10 Company meeting days.
I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7. She had jet black curly hair, dark complexion, brown eyes and a wonderful child's smile. To begin the mass, we all stood as the cantor instructed us where to go in our hymnal to find our opening song.
Does beauty sell? Most people would intuitively say ‘yes’, but what evidence is there that supports the claim? In today’s article we’ll take a look at the world of beautiful people, products and design. How being beautiful has it’s upsides and sometimes, things to look out for. Welcome to the world of beautiful design, beautiful people, beautiful products, beautiful everything.
I had this brilliant idea for a post on sales leadership and organizational transformation. When we sell to our customers, we give them insight about how to improve there businesses, we help them identify new opportunities to grow, to improve the efficiency and effectiveness of their operations. We have powerful methodologies or approaches like Consultative, Solutions, Customer-Focused, Challenger, Provocative Selling to help us do this.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
There is nothing more important than hiring the best people. Wrong hires are VERY costly. In spite of the importance of getting the right players on board and making good hiring decisions, 50% of all hires don’t work out. In baseball batting.500 is impossible, in hiring it’s less than optimal. To beat the odds requires a solid, progressive, intensive hiring process and part of that process means doing “real” reference checks.
courtesy of InsideView. If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions.
Understanding the Sales Force by Dave Kurlan Got you on that title, didn't I? Did you ever find yourself in a position where you needed to hire salespeople? Of course you did. Did you use Objective Management Group's (OMG) incredibly accurate and predictive sales candidate assessments as part of your filtering and selection process? Perhaps you did.
Well, if I really stop to analyze the last 20 years Anthony Cole Training Group has been in business I am sure that I would find multiple things that I've been wrong about but for today let me just focus on this ONE thing that I've been wrong about. Now to take a minute to defend myself I haven't been wrong about this one thing all the time. There have been moments in sales training sessions and when working with sales managers I have made a better clarifying statement about this ONE thing for s
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.
Usability testing is the black horse of boosting conversion. If your site is difficult to use or understand (= has usability problems), it kills conversions. Website usability testing helps you identify all the main sources of friction, and thus boost conversions. The premise is simple: observe real users use and interact with your website, pay attention to their experiences and try to spot patterns.
Yes, I know a few of you are scratching your heads saying, “What does Dave mean with this title?” I’ll explain, but first, I need to define a few things: We–sales people–are solution providers (hopefully). The solution owner is the group within our customer responsible for implementing solutions, but they don’t own the problem, they are helping solve the problem.
Sales is a value conversation. Sales Person: Do you see value Mr. Customer? Have I demonstrated enough value that you’d like to buy? Does the price of my product offer enough value for you to invest? The Customer: Yes. or. No. It’s really that simple. This is a good conversation. The customer has a choice. Everything else is part of the dance.
In all the noise and all the clutter you must stand out or your human-to-human connection will not ever take place. Once you have a human connection, you can help move others to take action – but not before. We receive hundreds upon hundreds of emails weekly. It takes something special to stand out. Imagine me stopping to read the one that came in with this first sentence: I’m a sales guy.
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.
People are quick to say how cold-calling doesn’t work and how if you’re doing cold-calling, you’re wasting your time. If you choose to believe cold-calling doesn’t work and you are going to rely exclusively on referrals, then I suspect you either have a very low-level of expectations or you have a network that rivals a political organization.
On the 11th of January this year I posted an article: The Competencies that Influence Sales. Today I read an article from Entrepreneur Magazine and decided that I needed to add one more competency to the list: Timeliness. Ross McCammon in his article reveals the secret to "how to be on time for a meeting": Countless studies by scientist, the military, various government agencies and the guy who invented Clocky, "the alarm clack that runs away ," have all come together to prove that the way to be
It seems that everyone is running some type of online campaign nowadays. Some of them good, some not so much. Here is our guide to running an effective and legal sweepstakes campaign online. First off, let’s define what a sweepstakes campaign is. Sweepstakes are prize giveaways where the winners are chosen by luck. Prizes can range from stickers and t-shirts to houses, cars, and enormous cash wins.
As professionals, particularly as sales professionals, we are only as good as the commitments we meet. We’re always making commitments–to our customers, our colleagues, our managers, ourselves. But how many do we meet? We tend to make a lot of commitments, it’s easy to do—”I’ll do this,” “I’ll do that,” “I’ll get back to you with these… ” Commitments are meaningless unless we deliver on them–they becom
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
What is your people process? For sales leaders of large organizations this is a big question. When you run a sales organization with multiple levels, 3, 4, 5 or more, having a people process becomes increasingly important. Do you know who the best sales people in your organization are? Not the top dogs from a quota achievement perspective, but the best overall sales people?
As a sales professional, do you invest in getting known in your marketplace and in growing your career? Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. Don’t just read the post but read all the comments too.
It seems every salesperson is focused on what their goals are for 2013. Nothing wrong with that, but don’t forget about your customer’s goals. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. If you have customers you’re not scheduled to meet with in this time period, then it’s time to get on the phone and talk with them.
I was in church this holiday season and, seated in front of me, was a mother and her 6-year old daughter. The daughter had jet black curly hair, a beautiful complexion, brown eyes and a wonderful child's smile. As we began the service, the music director instructed us to turn to song 358 for the opening song, which would be Joy to the World. The little girl pumped her fist in delight and, when the music began, she sang along with a great deal of enthusiasm.
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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