Anthony Cole Training
OCTOBER 7, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
OCTOBER 31, 2011
Sales is changing. There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers. These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services. The sales people, leaders and organizations that understand and embrace these changes will be far better positioned to meet their numbers than those who don’t.
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Partners in Excellence
OCTOBER 26, 2011
As sales professionals, we are supposed to be masters of effective communication, yet too many times we overlook even the simplest of issues. We’ve sent the customer some information–we assume the read it. We’ve sent the customer some information–we assume they understand it. We’ve sent the customer information and assume it addresses their needs, because we believe it addresses their needs.
Pointclear
OCTOBER 10, 2011
Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert.
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Closing Bigger
OCTOBER 21, 2011
'Today as associations, non-profits and any other member based organizations we need harness the power of community to grow our member base. This infographic is a work in progress but I wanted to post it and get your feedback. What are your thoughts?
Hubspot
OCTOBER 11, 2011
For most businesses, generating leads is the ultimate benefit of creating and maintaining a social media presence. But first things first. In order to make social media an effective lead generation machine, you first need to generate a following -- fans for your Facebook page, followers for your Twitter account and LinkedIn company page, etc. The more fans and followers you have for your social media presence, the better reach you'll have.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
OCTOBER 27, 2011
We measure a lot of things in sales. Some sales organizations are fanatical about metrics, others not so much. Either way, measurement is part of sales. It’s what makes sales such a unique monster. There is no place to hide. Sales is an objective environment. With all the measuring sales does, there has been one measurement that rarely shows up on our dashboards.
Partners in Excellence
OCTOBER 23, 2011
That’s the $64K question for all sales people. Who’s the decision-maker and how do we get access to her? Conventional sales wisdom tells us to focus on the top, prowling the halls of the executive suite, trying to develop relationships with the CxO. Finding that decision-maker, persuading him that we have the right solution and getting a favorable decision is the “Holy Grail” for sales people.
Pointclear
OCTOBER 27, 2011
I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…).
Closing Bigger
OCTOBER 14, 2011
'Today’s podcast and blog post are a result of some great dialogue, ideas and amazing research findings that were unearthed at yesterday’s panel at the ERDI conference here in Calgary, Alberta. The panel I sat on was on “Technology Implementation over the last 20 years in our schools. The panelists were: Michael Goldberg , Economist, Marty Keast , President of the School Division for Pearson Education, Linda Fabi, Director of Education for the Waterloo District School Board and the panel was kic
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
Hubspot
OCTOBER 19, 2011
Successful inbound marketers understand the value of an effective Facebook presence complete with an engaging business page that attracts a lot of 'Likes' (By the way, have you liked HubSpot on Facebook yet? ;o). But for those just getting accustomed to Facebook business pages and all they have to offer, the experience can seem daunting. To give you a good sense of the various elements of a Facebook page and how to use those elements effectively, let's dissect the anatomy of a Facebook business
Anthony Cole Training
OCTOBER 21, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
OCTOBER 17, 2011
Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 Conference so far. Justin kicked off his presentation with a joke about a ship captain who wore a red shirt so his crew wouldn’t see him bleed when they were fighting pirates, who also had brown pants for when the odds were stacked against them.
Partners in Excellence
OCTOBER 19, 2011
Today I was asked the question, “Do you have to keep qualifying through the sales process?” It’s a good question–one that is too often ignored. Before answering this, let me back up a moment and start at the beginning of the sales process. I’ve often written that we make a mistake in the qualification phase of the sales process–we focus on qualifying the customer.
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Pointclear
OCTOBER 24, 2011
An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? —noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. Kenandy has been founded by Sandy Kurtzig, the former CEO of ASK Group and the creator of ManMan.
Closing Bigger
OCTOBER 20, 2011
'Social media use by hotels for their marketing, service and branding initiatives is growing rapidly. Today a tweet posted by a customer from a hotel front lobby can reach more people than an ad in Air Canada’s in flight magazine. In addition to this we have all witnessed the havoc that a Twitter influencer can have on a brand after the broadcast their disdain for the bad service they have received to their 20,000 followers.
Hubspot
OCTOBER 28, 2011
Over the last two months, HubSpot has secretly been practicing the Michael Jackson "Thriller" dance routine in preparation for an awesome Halloween flash mob! Watch the video below to see how strategic planning, dedication, and practice pays off. HubSpot + Inbound Marketing + Thriller + Mall + Zombies = EPIC FLASH MOB. How do you think we did in our first-ever flash mob?
Anthony Cole Training
OCTOBER 24, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
A Sales Guy
OCTOBER 22, 2011
The elevator pitch has been the cornerstone of sales for years. We’re constantly asked and challenged to share what we do or what we sell in a compelling, succinct manner in less than 30 seconds. The amount of time you might have if you met someone in the elevator and had to get their attention before they got to their floor. The elevator pitch isn’t dead, but it’s certainly morphing.
Partners in Excellence
OCTOBER 31, 2011
I talk to lots of people about their value propositions and the business cases they have presented for their solutions. People seem to talk the talk, but in reality, I see few people really focusing on the business value of their solutions. . Part of the problem is many customers don’t seem to want a business case, they just ask us, “What’s your best price?
Pointclear
OCTOBER 18, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. JoJo Jensen’s quote from Dirt Farmer’s Wisdom i , “You can’t catch water with a fist,” is especially true in the conflict between sales and marketing. I am particularly struck by her thought that you must be open-handed and open-minded to accomplish almost anything in life.
ConversionXL
OCTOBER 20, 2011
Do you know who is Ira Glass? You better. He’s the host and producer of This American Life , a weekly radio show drawing over a million listeners every week. He’s the storytelling guru, if there ever was one. I stumbled upon this video on him talking about storytelling. I found it more insightful and useful than many of the paid courses out there.
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.
Hubspot
OCTOBER 13, 2011
I have been asked by many people why I prefer one brand over another and why I am so brand loyal. With Twitter and other forms of social media in the mix, there is no reason why you shouldn't be constantly engaged by your favorite brands. Whether it's JetBlue helping you out when your flight is delayed or CVS giving people who interact with them special discount codes, social media fans and followers should always feel like their voice is important and influential.
Anthony Cole Training
OCTOBER 25, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
OCTOBER 18, 2011
I suppose, to expect the act of selling to be at a minimum during this weeks Sales and Marketing 2.0 Conference was a bit naive. What should I have expected from conference attended by a few hundred sales and marketing people? This was my first Sales 2.0 Conference and I didn’t know what to expect. My hope was to learn something new. Using that as my success metric, the conference underwhelmed.
Partners in Excellence
OCTOBER 31, 2011
“Rising Tides Float All Ships,” a bit of an odd title, given the current economic uncertainty. This term has been used to talk about the false sense of success many individual and executives may have about their peersonal performance and that of their organizations. In great times, or robust growing markets, it’s hard to perform badly.
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.
Pointclear
OCTOBER 3, 2011
Angela DeFinis is an industry expert in professional public speaking. As an author, executive speech coach, and founder of DeFinis Communications , she has spent over twenty years helping business professionals communicate with greater poise, power, and passion. Using her signature Line by Line Coaching™ process, Angela and her talented staff have trained business leaders and other professionals to speak with increased skill and confidence in engaging any audience.
ConversionXL
OCTOBER 13, 2011
I got this above email just minutes ago. We’ve all read Cialdini’s “Influence”, right (if you haven’t yet, do it now). We’ve all been victims of scarcity principle (“only 4 seats left at this price!”) and many of us have used it successfully in our campaigns. It really does work well – unless the reason for scarcity is blatantly made up!
Hubspot
OCTOBER 3, 2011
And the Facebook announcements just keep on coming. Today, we learn about Facebook's new metrics within the Insights tool, a new premium ad unit, and the Facebook Insights API. Let's dive right into what these new features are and what they mean for marketers. New Metrics in Facebook Insights. In addition to existing metrics provided by Facebook Insights , Facebook is now also providing three new metrics: 'People Talking About This,' 'Number of Friends of Fans,' and 'Weekly Total Reach.'. 1.
Anthony Cole Training
OCTOBER 18, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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