Anthony Cole Training

OCTOBER 1, 2019

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

Product 197

Product Sales Consult Sell 197

Neuromarketing

OCTOBER 29, 2019

It appears that United Airlines has stopped using a classic decoy pricing approach for in-flight wifi options. The post Decoy Pricing: Did United Airlines Fire Their Behavioral Economist? appeared first on Neuromarketing.

Price 130

Price 130

Membrain

OCTOBER 2, 2019

You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?

Sell 122

Sell 122

SalesProInsider

OCTOBER 2, 2019

When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Our mind is powerful.

Clients 114

Clients Prospecting Follow-up Price 114

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

InsightSquared

OCTOBER 3, 2019

Combination of leading revenue intelligence solution with activity data capture and next best action sales engine offers industry’s most complete platform to drive predictable growth. BOSTON — Oct. 3, 2019 – InsightSquared , the leading provider of revenue intelligence solutions, has acquired Olono, a leader in sales activity management. The acquisition solidifies InsightSquared’s position as the vendor of choice for revenue operations professionals who want to equip go-to-market teams with a su

Pipeline 22

Pipeline B2B Growth Trust 22

ConversionXL

OCTOBER 9, 2019

Video marketing is booming. It’s no longer news. Cisco predicts that, globally, video traffic will be more than 80% of all web traffic by 2022 (up from a prediction of 75% made in 2017). Other recent reports claim a 17% leap in video content usage in 2018, with the average person watching more than 90 minutes of online video every day. In the same report, 85% of surveyed consumers said they would like to see more videos from brands.

Lead generation 110

Lead generation B2B Promote Strategic planning 110

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. It finally starts to make sense, this SaaS stuff. As you cross $2.5m, $3m in ARR, you can start to see a path to real cash flow and financial independence, even though you aren’t there quite yet.

Non-Profits 108

Non-Profits Growth Appointment Sales 108

G2

OCTOBER 11, 2019

Much like shows about hospitals and law-practices, popular media tends to paint the wrong picture of human resource management.

Hospitality 107

Hospitality 107

Partners in Excellence

OCTOBER 7, 2019

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation! Sales people are coin operated, if they have the opportunity to make more money some place else, they will go after that opportunity.” But the data shows a completely different picture.

Sales 107

Sales Sell Product 107

Jill Konrath

OCTOBER 30, 2019

After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together.

Sales 105

Sales Meeting Prospecting 105

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

ConversionXL

OCTOBER 1, 2019

Confidence intervals are a standard output of many free and paid A/B testing tools. Most A/B test reports contain one or more interval estimates. Even if you’re simply a consumer of such reports, understanding confidence intervals is helpful. If you’re in charge of preparing and presenting those reports, it’s essential. In this article, we’ll look at confidence intervals—what they are, how to interpret them, some caveats, and oft-encountered issues.

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A/B testing Construction UX Presentation 110

Anthony Cole Training

OCTOBER 29, 2019

In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar. As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales.

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Sales Consult Sell 158

SaaStr

OCTOBER 8, 2019

We’re back to Miami for our second ever SaaStr meet-up there, this time bigger and better than ever during Art Basel!! Come join us on December 5 hosted at 500 Startups Miami for an evening of SaaStr talk, mentorship, unicorns, VCs and more. We’ll have cocktails (or something similar) and some great discussions, including several great pieces of content, including a fun discussion between me and the co-founders of Cloud Unicorn Digital Ocean.

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Meeting 106

G2

OCTOBER 30, 2019

The New York Times. The Wall Street Journal. Forbes. Across every industry the hot topic for the future of business seems to be remote work.

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105

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B2B

Membrain

OCTOBER 30, 2019

“There are five questions that determine whether a person will do something or not. These five questions have been heavily investigated at the individual psychological level, the psychobiological level, all the way down to cells and molecules. If you know the answers to these questions, you know whether the person will do something or not.”.

Sales 102

Sales 102

Hubspot

OCTOBER 18, 2019

We all know blogging is an ultra-important asset to your business when it comes to building traffic and reputation. The hidden dark side, though, is how hard it is coming up with topics that will give you that ultra-good traffic. If you've hit a roadblock when it comes to the content on your blog, don't sweat it. An age-old question between marketers is " What do you blog about?

Trust 101

Trust Networking Start-ups Represent 101

ConversionXL

OCTOBER 16, 2019

Five years ago, I was trying to build links—and failing. In fact, I was failing so hard that I had to work without getting paid while building only a couple of links a month. . My team and I followed the “best practices” for link building, starting with our content. We put together some excellent research that showed you didn’t need an Ivy League degree to become a successful entrepreneur.

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Pitch Follow-up Negotiate Clients 109

Anthony Cole Training

OCTOBER 22, 2019

In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.

Product 151

Product Sales Clients Management Consulting 151

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

Engage Selling

OCTOBER 18, 2019

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.

Sales 100

Sales Promote 100

Heinz Marketing

OCTOBER 1, 2019

By: Mike Schultz, President, RAIN Group. A number of years ago, one of our clients said the following to us after a training delivery: “The program and reinforcement were great. The people who are adopting it are seeing strong results. How, however, do I get more of them to adopt it? How do I get them to stop complaining they don’t have the time?”. Thus, we started a multi-year study of productivity and accountability.

Product 100

Product Drivers/motivators Sports Represent 100

Membrain

OCTOBER 23, 2019

What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities.

Sales 102

Sales Process 102

Hubspot

OCTOBER 17, 2019

How many times have you seen a killer marketing campaign and thought to yourself, "Wow, I wish I would've thought of that!". (Glossier, I'm looking at you.). We've all been there. The truth is, when you're just starting out, it can be tough to know whether your strategy is as comprehensive and powerful as it could be. To help ease some of that uncertainty, we've created this guide that'll show you step-by-step how to create a marketing strategy that leaves no stone unturned.

Promote 101

Promote Campaign Niche Launch 101

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

ConversionXL

OCTOBER 30, 2019

Think back to the last experiment you ran for your SaaS company. What were you trying to learn or improve? Maybe you wanted to increase email captures or free-trial leads. . Now try to think of the last time you experimented with something other than your acquisition strategy. If you’re struggling, you’re not alone. . Article after article, course after course, conference talk after conference talk addresses acquisition experimentation—getting more conversions at the top of the funnel.

Referrals 101

Referrals Objectives and Key Results Non-Profits Trust 101

Anthony Cole Training

OCTOBER 17, 2019

Throwback Thursday Post:

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Sales Consult Sell 151

The 5% Institute

OCTOBER 22, 2019

Best sales books; with so many articles, which one’s should you focus on reading? Personal development, such as listening to informative podcasts, business and sales related audio books, and sales training should be a part of your daily activities if you want to succeed and win more sales. Another important, yet sometimes forgotten activity (due to our busy lifestyles and schedules), is reading books.

Pitch 98

Pitch Drivers/motivators Sales Gaming 98

SaaStr

OCTOBER 2, 2019

The other day, I had an experience I’ve never had in 14 years of building and buying SaaS: I became That Angry Customer. Really, an Angry Ex-Customer. I don’t have time or energy to get too angry about a few bits and bytes, or a few nickels. But in this case, the vendor just went too far, too many times, and created disruption all across our little tiny team.

Customers 97

Customers Contract B2C Referrals 97

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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.

Sales

Membrain

OCTOBER 13, 2019

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.

Sales 97

Sales B2B Customers 97

Hubspot

OCTOBER 11, 2019

Advertising is changing -- in fact, in 2020, companies will spend more than $250 billion on media advertising for the first time in U.S. history. More companies are spending money on advertising than ever before. As a result, there are now innumerable platforms you can use to promote your product, service, or business. But how do you choose the right medium to promote your platform?

Transportation 101

Transportation Launch Promote Campaign 101

Partners in Excellence

OCTOBER 15, 2019

Recently I wrote, “ What If We Kept The Target Close Date Sacred ?” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of the time and too much of our training focus on the things we must do to sell our solutions to the customer.

Customers 96

Customers Cross-sell Pipeline Closing 96

Anthony Cole Training

OCTOBER 25, 2019

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

Sales 133

Sales Consult Product Sell 133

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