Anthony Cole Training

MARCH 11, 2016

Prospecting 128

Prospecting Sales 128

ConversionXL

MARCH 2, 2016

How do people view search results? The answer to this questions brings great insight to those trying to make money on search marketing, whether SEO or PPC. We conducted a new eye tracking study to find out. . There have been a few eye-tracking and mouse-tracking studies done on search behavior in the past. Of course, you’re probably familiar with the F-Pattern uncovered by NN/g years ago.

Engineering 91

Engineering User Experience 91

Partners in Excellence

MARCH 3, 2016

I have a confession. For some reason, I take perverse pleasure in taking sales people off script. Yes, I do it purposefully, but not maliciously. I suppose I should be ashamed with playing with these hapless souls, but I’m not. But before you start thinking poorly of me, the questions or responses I provide aren’t unreasonable. These sales people are just ill prepared to engage in a conversation.

Prospecting 83

Prospecting Retail Pitch Clients 83

Understanding the Sales Force

MARCH 14, 2016

There are specific events, points in time, and conditions when it is appropriate to ask for help. Before I explain those, let me go to my favorite source for analogies - baseball - to show how this is true. A quick Google search indicates that I have woven baseball into 435 of my articles - nearly one third of them, so why baseball again?

Sales 83

Sales Consult 83

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

Hospitality

Hubspot

MARCH 28, 2016

I, like most people, have some experience with Microsoft Excel -- but not as much as I wish I did. For the most part, I've used it to brainstorm ideas, budget vacations, and make simple traffic and leads calculations. But thanks to my limited Excel skills, I'm subjecting myself to the tedium of updating my spreadsheets manually. I'm well aware that it's causing me to miss out on a whole world of reporting automation that could save me hours and hours of time.

Price 78

Price Technique Education Niche 78

The Sales Hunter

MARCH 22, 2016

All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].

Sales 75

Sales Drivers/motivators Sell 75

ConversionXL

MARCH 3, 2016

“ Statistics are like bikinis. What they reveal is suggestive, but what they conceal is vital ,” said Aaron Levenstein, a former professor of business administration at Baruch College. [Tweet It!]. The same is true of your data in Google Analytics. Most of what you spend your time looking at (and re-looking at) is merely suggestive. That’s not the data you want to be analyzing and drawing insights from.

Customers 91

Customers UX Referrals Non-Profits 91

Partners in Excellence

MARCH 17, 2016

I’m pretty tough on sales people. You’ve read my endless rants about bad prospecting, clueless call execution, and other examples of poor “salesmanship.” One thing, I’m certain of, is that I will never run out of examples of really bad selling. But when you reflect, you have to consider the question, “Are so many sales people really that bad?

Pitch 78

Pitch Legal Finance Prospecting 78

Understanding the Sales Force

MARCH 10, 2016

You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight - and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.

Sales 76

Sales Pipeline Closing 76

Hubspot

MARCH 22, 2016

With 400 million users , over 80 million posts per day, and a 93% growth month-over-month for businesses using it, it's crucial that marketers include Instagram as a part of their social media marketing strategy. And it all starts with your Instagram profile. Download the complete guide to using Instagram for business and marketing here. The best Instagram profiles have a few things in common, including easily identifiable usernames, a recognizable photo, an informative yet delightful bio, a lin

Follow-up 78

Follow-up Networking Campaign Start-ups 78

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.

High impact

The Sales Hunter

MARCH 15, 2016

It’s not your boss’s job to motivate you. In fact, it’s not anyone else’s duty to motivate you. The only person who can really motivate you is you. You can listen to someone else, and yes, they may motivate you for a moment, but ultimately it is only because you choose to act upon what they […].

Drivers/motivators 72

Drivers/motivators Sales 72

Anthony Cole Training

MARCH 11, 2016

By Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

Meeting 128

Meeting Sales Process Prospecting 128

ConversionXL

MARCH 31, 2016

Having a well-thought-out plan for A/B testing Facebook ad campaigns is essential if you want to improve your performance reliably and consistently. And the more you test, the better. A study of 37,259 Facebook ads found that “most companies only have 1 ad, but the best had 100’s” A/B testing Facebook ad campaigns can get complicated quickly (and easily produce invalid results).

A/B testing 90

A/B testing Campaign Start-ups Process 90

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. Within minutes, the phone rings, it’s an anxious SDR. “I see you are interested in our products, can I tell you more about them, or set up a meeting for you to learn more? “Can I set up a demo?” “When do you plan on buying, who will be involved in the decision making process?

Prospecting 75

Prospecting Follow-up Meeting Conversion 75

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B2B

Understanding the Sales Force

MARCH 28, 2016

I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.

Sales 72

Sales 72

Hubspot

MARCH 21, 2016

I joined HubSpot in September 2011 as a blogger. At the time, I needed to know how to write and educate through my writing. Flash forward to today. My content role has evolved eons beyond what I could ever have imagined. To conquer lead gen, I mastered ebook production. To help spread data, I learned how to create infographics. When I write blog posts, that typically means designing a SlideShare or other visual element to accompany the posts.

Agriculture 78

Agriculture Networking Presentation Lead generation 78

A Sales Guy

MARCH 10, 2016

We’re afraid to be different. Yet different is what get’s us noticed. Different is new. Different is unique. Different has value. Different requires thought, connection, and awareness. You can’t cruise control yourself to different. We, the world, doesn’t need more sameness. We need more difference. The world needs different ideas, different approaches, different methodologies, different people, different companies, different solutions, different anything, different every

Presentation 70

Presentation 70

Anthony Cole Training

MARCH 9, 2016

Prospects want you to have honest, direct and assertive conversations with them so that they can make better, critical decisions.

Sales 128

Sales Prospecting Conversion 128

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.

Sales

ConversionXL

MARCH 15, 2016

Are you familiar with the user experience quote , “User interface is like a joke. If you have to explain it, it’s not that good.”? While clever, that statement is far from true. User interfaces shouldn’t be complicated, but you can’t expect a new user to understand a new interface without any sort of direction. Similarly, you can’t expect an existing user to understand an updated interface or a new feature without any sort of direction.

Gaming 90

Gaming Non-Profits UX Start-ups 90

Partners in Excellence

MARCH 11, 2016

Our customers don’t need sales people calling on them. They don’t need a person that can only focus on talking about their products and services–after all customers have the web to learn about products. They don’t need someone that can engage in a scripted conversation, listening for key words, so they can set up a demo or pass them onto someone who will be talking about their products.

Sell 74

Sell Manufacturing Finance Up-sell 74

Understanding the Sales Force

MARCH 30, 2016

It's a catch-22 that I find myself in all of the time. In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. If I am less expert at selling I will lack credibility. I become one of those people who, if they can't do it, teach it. On the other hand, I can't be better at selling than at providing expertise because it is often very threatening to potential clients, they fear being sold something - especia

Sell 69

Sell Prospecting Consult Clients 69

Hubspot

MARCH 18, 2016

Consumer sentiment for a brand is like a fire. During the good times, it's a roaring campfire, emanating heat and light and making everybody around it happy. During the bad times, it's the flickering flame of a candle, barely shining through the darkness. And during the really bad times, the fire is roaring once again. but only because everything is burning to the ground.

Conversion 78

Conversion Sports Campaign Objectives and Key Results 78

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.

Sales

The Sales Hunter

MARCH 14, 2016

The faster you fail, the faster you have an opportunity to learn! No, I’m not a fan of failure for failure’s sake, BUT the truth is that when you try something and fail, you are learning valuable lessons! And the faster you can learn from those lessons, the more successful you will be. So go out […].

Drivers/motivators 67

Drivers/motivators Sales Sell 67

A Sales Guy

MARCH 24, 2016

My snapcode. Be sure to take a picture of this and add me on SnapChat. Alright, most of you know I’m a huge advocate of social selling. It works, I advocate salespeople use it and learn how to incorporate it into their selling process. In case anyone still finds it necessary to debate, here are two studies I’ve done that highlight the impact of social selling on quota attainment and sales team success.

Quota 64

Quota Networking Sales Sell 64

ConversionXL

MARCH 25, 2016

Symbolism is a tricky thing. Different symbols mean different things to different people based on different backgrounds and past experiences. That’s why icons can easily flop, if they’re not properly tested. After all… If the user can’t use it, it doesn’t work. [Tweet It!]. But how do you test icon usability? Is icon usability testing the same as standard usability testing?

UX 90

UX A/B testing Objectives and Key Results X-functional 90

Partners in Excellence

MARCH 8, 2016

Over the past weeks, I’ve been arguing against mindless scripts being executed mindlessly. But what happens if the script works? Recently, I responded to an email, get the inevitable call, the SDR opens with “We can help with your performance measurement issues… ” I wasn’t sure I had any performance measurement issues, but was interested in learning more.

Prospecting 74

Prospecting Conversion Product Customers 74

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Sales

Score More Sales

MARCH 28, 2016

It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.

Pipeline 60

Pipeline Sales Up-sell Start-ups 60

Hubspot

MARCH 16, 2016

Business blogging "best practices" instruct bloggers to include a relevant call-to-action at the bottom of every blog post. This is nothing groundbreaking -- it's how you convert visitors to your blog into valuable inbound leads for your business. But are those end-of-post calls-to-action (CTAs) really the best option? After all, any conversion rate optimization expert worth their salt knows to take industry "best practices" with, well, a grain of salt.

Lead generation 78

Lead generation Conversion User Experience Promote 78

The Sales Hunter

MARCH 8, 2016

Your goal is to not to spend time with leads, but to spend time with great prospects. To do this, you have to qualify your leads faster to give you the time you need to spend with the high-value prospects. Too many salespeople take a “go slow” approach when it comes to leads. The feeling […].

Prospecting 65

Prospecting Sell Sales 65

A Sales Guy

MARCH 16, 2016

Most of us like to believe we’re thinkers and pretty good ones at that. But, the sad truth is, we aren’t. According to University of Texas Psychology professor and author of Smart Thinking Art Markman, we suck at thinking, and it’s to our demise. We’re not wired to think. Our brains use tremendous amounts of our energy and are always working to minimize its workload.

Follow-up 63

Follow-up 63

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.

Product