Anthony Cole Training
MAY 27, 2014
'What is a BHAG? A BHAD defined is a big, hairy, audacious goal: B-H-A-G. In a BHAG, there are two things to remember. Number #1 – According to Wikipedia, the term BHAG was coined by Jim Collins in his article, Building Your Company’s Vision. Number #2 - We must attempt to define “audacious” as used in the term BHAG. The word "audacious" as defined by Dictionary.com simply means this: Extremely bold or daring.
A Sales Guy
MAY 17, 2014
'My boy Koka and his team over at Linkedin put out this SlideShare the other day and I love it. It’s got some great quotes from some great social selling and business thought leaders I respect and know well. My favorite quote is from Seth Godin; Selling to people who actually want to hear from you is more effective than interrupting strangers who don’t. 50 Sales and Social Business Quotes You Need to Hang in Your Office from LinkedIn Sales Solutions.
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ConversionXL
MAY 7, 2014
'In the world of conversion optimization it’s always a good idea to keep your eyes open for case studies that you can learn from, adapt to your needs and go test it. What we have are 6 case studies that are a bit different. They take something as common social sharing buttons, Facebook Connect or huge product pictures, things that in theory would give you nice boost if you tested them.
Understanding the Sales Force
MAY 19, 2014
'Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. It doesn''t matter if this has all occurred in the last 45 minutes, or if this took place over a series of meetings, calls and months.
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Partners in Excellence
MAY 5, 2014
'As sales people, we know relationships are important. I hear comments all the time, “Sales is a relationship business.” “Sales is a people business.” We are learning the importance of networking to increase the breadth and depth of our relationships. We nurture those relationships to build trust and confidence with out customers.
Pointclear
MAY 6, 2014
'The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). CRM may have been well intentioned—meant to centralize information—but it wasn’t designed specifically for sales.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MAY 21, 2014
'Sales isn’t easy. It if were, trust me, everyone would be doing it. It amazes me how so many non sales people in an organization think sales is some sort of lottery ticket , where sales people sit around making mounds of money they didn’t deserve. BTW: I always welcome those people to put 1/2 their salary on the line and join the ranks of sales.
ConversionXL
MAY 27, 2014
'From image carousels to social media logins, trends spread like wildfire in the eCommerce industry. But, have you ever stopped to question the business implications of following these trends? ‘Everyone has that thing on their website,’ you think, “So it must be working!”. But that logic is flawed. Chances are, the sites you’re copying from are as clueless about the effectiveness of such trends as you are.
Understanding the Sales Force
MAY 15, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. They needed those salespeople to schedule meetings but they weren''t doing it. They needed those salespeople to make calls but they wouldn''t make them. They needed to get those salespeople moving but those salespeople were stuck.
The Sales Hunter
MAY 6, 2014
'Last Saturday I gathered with a few close friends (38,000+) to listen to Warren Buffett and his sidekick Charlie Munger answer questions for 6 hours at the annual meeting for Berkshire Hathaway. Let’s skip past what the news media had to say about the event (yes, there was plenty of coverage). Here are the 7 […].
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
MAY 18, 2014
'Probably more “selling,” happens outside the sales profession than within the profession. That “selling,” isn’t measured by revenue or quote, but it happens every minute of every hour of every day. Think about it—it’s getting buy-in to your idea in the company. It’s getting people on your team to want to be on your team, share your vision, help you achieve the goal.
Pointclear
MAY 27, 2014
'Today''s guest post is by Christopher Hosford, editor-in-chief and head writer at HosfordGroup LLC, a New York City-based content marketing agency. He is former East Coast Bureau Chief of Crain''s "BtoB" magazine, and former editor-in-chief of Nielsen''s "Sales & Marketing Management" magazine. He is a regular contributor to ViewPoint and can be reached at chris@hosfordgroup.com.
A Sales Guy
MAY 20, 2014
'Price “should” have a direct correlation to value. The right value drives the right price. The higher the perceived value, the higher the acceptable price. The lower the perceived value, the lower tolerance for price. It’s really simple. If you want to keep your prospects and customers buying, make sure the value in what your selling is commiserate with what they are paying AND that they see it.
ConversionXL
MAY 1, 2014
'Wondering how to write “compelling” copy? Consider this. According to a 2012 psychological study conducted in France by psychologist Remi Radel , humans can perceive the meaning of words in as little as 1/300th of a second. Researchers recruited students for the test, asking all of them to arrive at the lab without having eaten for at least 3 or 4 hours.
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Understanding the Sales Force
MAY 5, 2014
'Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Ways Salespeople are Selling in the Dark.
The Sales Hunter
MAY 27, 2014
'Many times the sale is won or lost based on the ability of you, the salesperson, to develop an effective relationship. This applies whether it be B2B or B2C. Having an effective relationship with the customer can go a long ways to closing the sale and, more importantly, to closing sale after sale through an […].
Partners in Excellence
MAY 18, 2014
'Growing up, I always thought of being a scientist/engineer. I learned that math, physics, science are based on certain underlying principles. 2+2 always equals 4, the fundamental laws of physics, thermodynamics, and so forth always apply. The basic principles remain the same. Research has caused us to learn more about the principles, our understanding of the behavior of things at a subatomic level has been enhance.
Score More Sales
MAY 27, 2014
'Be agile or you will lose touch with your buyers – sales will spiral down – have they already? Agile is not just fast, it is a methodology for software development and project management where you do shorter amounts of work and assess, change, and improve. It’s seems unusual these days when a new business book talks about much in the way of new strategies or tactics.
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A Sales Guy
MAY 13, 2014
'If you didn’t make quota, own it. If you lost the deal, own it. If the customer is threatening to leave over price, own it. It you missed your forecast, own it. If the competition is creeping into the account, own it. If your pipeline isn’t big enough, own it. If you don’t understand your customer’s business very well, own it.
ConversionXL
MAY 8, 2014
'“At MECLABS we’ve spent years asking and trying to answer a simple question: ‘Why do people say yes?’. When given a whole series of options, how do you get people to say ‘yes’ to your option over another?” explained Flint McGlaughlin, Managing Director and CEO of MECLABS. “ You don’t optimize websites, you optimize thought sequences : What are the essential levers we need to pull to get the prospect to say ‘yes?’”.
Understanding the Sales Force
MAY 28, 2014
'Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons.
The Sales Hunter
MAY 14, 2014
'If you are a sales leader — or want to be one someday — below are the questions you must habitually ask yourself. These are the questions that separate true leaders from those who talk a good talk, but fail to grasp authentic leadership. 1. How will I apply today what I learned yesterday? Leaders […].
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
MAY 15, 2014
'I talk to all sorts of sales people and sometimes notice an “impatience.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” “What’s the script?” “If I just had a killer pitch!
Score More Sales
MAY 19, 2014
'One idea that can help new and veteran sellers alike is the idea to always set a next action: when leaving a voice mail message. when sending an email message. when talking directly to a prospect. when talking to a strategic referral partner. when talking to a vendor. when planning your work day / week / month. Think of it like a Domino effect – which is when something you do causes a series of events to happen one after another.
A Sales Guy
MAY 9, 2014
'Sales coaching is the most valuable element of a sales team. If you don’t buy in to this, you can stop reading. This post is about getting the most out of coaching your people to become the best they can be. If coaching is one of those things that just seems to get in the way, then you are NOT going to like this post. Fifty seven percent (57%) of sales people say they want more coaching.
Pointclear
MAY 20, 2014
'My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. Yes, we had a CRM system, but Marketing didn’t have an automation system. I ‘shared’ the sales operations manager with the CMO because we had a good working relationship.
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
MAY 22, 2014
'Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. Not only are the best sources a moving target, but the candidates themselves can be looked at the same way. Five years ago, we may have started with Monster.com, two years ago, CareerBuilder.com and today, we may start with Indeed.com.
The Sales Hunter
MAY 13, 2014
'Yeah, right. And you’re probably thinking, “Mark Hunter has the solution?!” I don’t have the only solution, but on May 20, I will join 3 others in an open, candid discussion about how to close more sales faster. Forget the cheesy sales pitches and the typical stuff you hear. This one hour conversation is about […].
Partners in Excellence
MAY 1, 2014
'Like any sales/business professional, our customers are very dear to us. We spend a lot of time prospecting to find them. We work to identify how we can help them solve their problems, grow, address new opportunities, or improve. We try to create great value, and, in turn develop highly profitable relationships. But every once in a while, those relationships may no longer make sense.
Score More Sales
MAY 26, 2014
'Two different sellers told me in the last week that they are not using LinkedIn as much as I had encouraged them to do because it doesn’t work for them and takes too much time. Both of these individuals have been doing the same old prospecting strategies for a number of years and both really would rather not change. Change is scary. Change involves admitting that you don’t have all the answers.
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