Anthony Cole Training

MARCH 24, 2014

'In a previous blog, I talked about my own motivation as it related to my athletic career. In an earlier earlier post (yes, I typed it twice to make the point that it was even earlier than the first), I wrote about my motivation today to drive revenue to Anthony Cole Training Group – to build a sustainable business so that those who depend on us (our clients, development experts, and employees) would not have to worry about the future of the company.

Drivers/motivators 219

Drivers/motivators Sports Sales Pipeline 219

A Sales Guy

MARCH 5, 2014

'It appears our social media report, Social Media and Quota Attainment , got peoples attention. A year since it’s publication, social selling seems to be blowing up. Everyone is incorporating social into their selling process and that’s a good thing, at least for those who want to make quota. So now that you are a social selling pro, we want to find out “HOW” you are using social selling.

Sell 144

Sell Quota Networking Up-sell 144

Closing Bigger

MARCH 29, 2014

'Edgy Conversations – How Ordinary People Can Achieve Outrageous Success is an awesome book that once I picked up I pretty well read the whole thing. I asked Dan Waldschmidt , author of the book to do a podcast interview. In this podcast we really got to dig onto his methodologies and principles of creating a great life and a successful business.

Conversion 134

Conversion Follow-up Clients Sales 134

ConversionXL

MARCH 16, 2014

'“Typography is the detail and the presentation of a story. It represents the voice of an atmosphere, or historical setting of some kind. It can do a lot of things.” Cyrus Highsmith. We only have a handful of tools to communicating online, really. Words, images, colors & composition are the usual suspects – but they’re stealing most of the credit for what goes into making effective websites & landing pages.

User Experience 133

User Experience Conversion Represent UX 133

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Follow-up

Understanding the Sales Force

MARCH 10, 2014

'Understanding the Sales Force by Dave Kurlan Clients frequently ask about the percentage of candidates recommended by Objective Management Group''s (OMG) Sales Candidate Assessment and why it is so low. When clients are feeling the urgency to hire salespeople and too many candidates are not getting recommended their knee-jerk reaction is to change the customized criteria on the role configuration so that more candidates can be recommended.

Gambling 116

Gambling Clients Sales Pipeline 116

The Sales Hunter

MARCH 19, 2014

'You may think you’re sending a great email, but don’t kid yourself. Chances are you’re making one of the following fatal mistakes. 1. Using the first 15 words in the email to explain how great you are. Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you.

Cold Call 111

Cold Call Technique Sales Prospecting 111

A Sales Guy

MARCH 4, 2014

'They spend more time with your sales people than anyone else in the company. They perform the coaching sessions. They lead the pipeline review meetings. They create the personal development plans. They influence and then bless the account plans. They distribute the quotas. They manage to the quotas. They influence the deal strategies. They resolve territory disputes.

Territory 115

Territory Sales Quota Pipeline 115

Closing Bigger

MARCH 18, 2014

'As a social selling speaker I get a lot of great opportunities to speak globally. One of my favorites is Vegas. CDC Software (Now Aptean ) invited me to speak on social crm and social media for sales organization.

Sell 133

Sell CRM Sales 133

ConversionXL

MARCH 18, 2014

'Tommy evaluates Cheap Recipe Blog , and The Murray Group , an independent insurance agency out of Rochester NY for user friendly & conversion oriented design. When I judge “user friendly” design, I’m looking for the following factors: Is it easy to read? Are all of the elements in “familiar” places? Are the actions I’m supposed to take simple & clear?

Conversion 132

Conversion User Experience Customers Sales 132

Score More Sales

MARCH 21, 2014

'It’s bound to happen to you as a seller – you work with a client and maybe you just don’t click or there is some glitch in the delivery of your products and services. For whatever reason, you don’t follow-up like you should. You want to follow-up, but some time elapses, and then in the back of your mind you fear that it won’t be a positive interaction so you get busy and forget.

Follow-up 106

Follow-up Up-sell Sell Inside sales 106

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

Retail

The Sales Hunter

MARCH 12, 2014

'We’ve all heard stupid voicemails, and if you’re like me, you do two things. One, you delete them before they’re done, and two, you remark to yourself how the person leaving it is a village idiot. Let me share with you 5 stupid voicemail mistakes: 1. Speaking without any energy or volume. The other person can’t see you, but they are still painting a picture in their mind as to who you are.

Drivers/motivators 110

Drivers/motivators Price Sell Sales 110

Anthony Cole Training

MARCH 31, 2014

'I started this series - 5 Keys To Building Successful Sales Teams with this post: 5 Keys to Building a Successful Sales Team/Career. I finished that post with the following statement: I believe that, with all the variables that contribute to the outcome of a sales team, there are 1) just a few that really matter, 2) just a few that you can really control, 3) some that you can manage, 4) some that you can improve and 5) some that you have to ignore.

Drivers/motivators 200

Drivers/motivators Sales Meeting Sell 200

A Sales Guy

MARCH 3, 2014

'Have you seen this yet? ToutApp’s virtual gong? I love this idea. They showed it to me before the launch and it’s cool. Do you have or remember the bell or gong that would be rung in the office after someone closed a deal? Can you recall the sound of the bell shaking you unexpectedly while you were on a call or working diligently? Do you remember the feeling of accomplishment and excitement when the bell was being rung for you, announcing your most recent closed deal?

Drivers/motivators 115

Drivers/motivators B2B Launch Technology 115

Understanding the Sales Force

MARCH 14, 2014

'Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. This article was named Top Sales Article for last week and this article was named a Top 10 Sales Article for last week, both over at Top Sales World.

Consult 101

Consult Sell Up-sell Represent 101

Advertiser: ZoomInfo

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Promote

ConversionXL

MARCH 28, 2014

'You’ve likely already heard that explainer videos can boost conversions anywhere between ten and ten bazillion percent. You’re probably even toying with the idea of doing one for your company. The question is… Can you make it any good? With over 100 years of movie & video history embedded in our collective subconscious, your customer’s expectations are really high.

Objectives and Key Results 122

Objectives and Key Results Education Start-ups Entertainment 122

Score More Sales

MARCH 26, 2014

'Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. You need to know how to find these buyers, and then determine what your options are in connecting with them.

Prospecting 101

Prospecting Niche Territory Contact 101

The Sales Hunter

MARCH 28, 2014

'It’s time to give you the information you need to help you tell your friend that they’re simply not cut out for sales. I know it sounds like I’m being harsh. Problem is there are salespeople who are struggling because of one reason or another and sometimes we have to be in someone’s face to […].

Drivers/motivators 108

Drivers/motivators Sales Sell 108

Anthony Cole Training

MARCH 11, 2014

'As I think about this concept, I realize that I may actually discuss more than just 5 keys. These elements, or contributing factors, can be called “keys” but they can just as easily be called the 5 elements of successful sales teams or the 5 contributing factors of successful sales teams. 5 Keys sounds too finite or definitive but, although I’ve never claimed to have the definitive answers to building successful sales teams, I am convinced that if you have strong Performance Management, Recruit

Drivers/motivators 191

Drivers/motivators Sales Clients Process 191

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Pipeline

Pointclear

MARCH 20, 2014

'You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time. Well, I called 185 inbound leads like that, in one week. Not only was it a waste of my time, but the repeated failure really started to get inside my head.

Sales 104

Sales Education Up-sell Start-ups 104

Partners in Excellence

MARCH 25, 2014

'Over the past few weeks, I’ve been on the road constantly, I think I’ve logged over 50K miles, sat in dozens of meetings, account/deal/call/pipeline reviews. I’ve spent a lot of time in airplanes and hotels, so I read lots of stuff–books, magazines, blogs. I keep hearing common themes (and I’m guilty about contributing to many of these themes.

Product 97

Product E-commerce Education Inside sales 97

ConversionXL

MARCH 24, 2014

'Visitors can come from a variety of traffic sources: SEO, Social, Ppc, etc. But if those visitors can’t tell what your site is about in the first 5 seconds, you don’t stand a snowball’s chance in hell of getting them to convert. This week, I review a variety of sites to see if they pass the 5 second test & give suggestions on how to improve each.

Up-sell 108

Up-sell Sell 108

Score More Sales

MARCH 18, 2014

'[First, a hat update: Many readers know that I shaved my head to help raise money for cancer research, and now I''m collecting hats a) to keep my own head warm here in chilly New Hampshire and b) to donate them all to the Dana Farber Young Women with Cancer program. We''ll be posting a link daily with the "latest" in headwear donated to the cause. Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World.

Referrals 100

Referrals Advertising/ Marketing Sales B2B 100

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.

Price

The Sales Hunter

MARCH 4, 2014

'My recent post 11 Things Great LeadersDo that Managers Only Think Abou t was wildly hot on social media, which compelled me to write a sequel. Below are 6 more critical traits demonstrated by all great leaders. These are things that average managers can’t even begin to accept as necessary. 12. Great leaders understand the value of trust. Great leaders place trust in others and, more importantly, the people they put trust in know it and feel it.

Trust 106

Trust Drivers/motivators Price Up-sell 106

Anthony Cole Training

MARCH 6, 2014

'I’ve delivered a workshop by this title several times over the last 5 years - at conferences as a keynote and also as a break out workshop. The program, delivered in a 45 to 90 minute segment, is an overview of our Sales Managed Environment (SME) program. SME is one of our corporate coaching/consulting deliverables for companies trying to get the answers to the big question: How do we drive more sales growth?

Angle 185

Angle Sales Growth Pipeline 185

Pointclear

MARCH 6, 2014

'By Christopher Hosford, editor-in-chief, HosfordGroup LLC. Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred.

Engineering 101

Engineering Closing Prospecting Customers 101

Partners in Excellence

MARCH 13, 2014

'A few days ago, I was tagging along with a sales person on a call. It started well, then the customer expressed an objection. That’s when things started to go wrong. The problem was, like too many other sales people, the sales person had an immediate response to the objection. Watching the situation, when the customer expressed the objection, I could see the hair going up on the back of the neck of the sales person.

Price 95

Price Gaming Start-ups Customers 95

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.

Contact

ConversionXL

MARCH 11, 2014

'In today’s review, Tommy is assessing the visual complexity of a cabinet hardware eCommerce site to determine if the visual elements may be getting in the way of conversions. When I judge “visual complexity”, I’m primarily looking at the following factors: The amount of visual elements presented on the page at any given time.

Presentation 96

Presentation Conversion Sales Product 96

Score More Sales

MARCH 25, 2014

'Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. What if you could break out from being unstuck, and catapult your company and maybe even yourself to higher visibility and more revenues? Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world.

Sell 92

Sell Inside sales Represent Education 92

The Sales Hunter

MARCH 25, 2014

'There is no need to dread negotiating. If you do dread it, then chances are you’re not going to succeed. Here is my list on 7 key things you can start doing right now to improve your negotiating skills: 1. Be prepared to walk away. Have 100% confidence you can and will do it if […].

Negotiate 102

Negotiate Closing Sell Sales 102

Anthony Cole Training

MARCH 4, 2014

'When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. As part of the DNA, we uncover several items - one of which is called the "Record Collection". Record collections are beliefs that individuals have developed over time that become the unconscious motivators for actions and decision making.

Drivers/motivators 180

Drivers/motivators Sell Education Technique 180

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