Anthony Cole Training

OCTOBER 13, 2016

A Guest Post by Salesloft.com.

B2B 194

B2B Sell 194

A Sales Guy

OCTOBER 31, 2016

If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results.

A/B testing 142

A/B testing Sales Contact B2B 142

Understanding the Sales Force

OCTOBER 11, 2016

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, "How many of the top 7% have you actually met and where are they today?

Drivers/motivators 126

Drivers/motivators Sales 126

Partners in Excellence

OCTOBER 14, 2016

Whatever way you look at it, we are facing a crisis in sales performance. The data is everywhere-quantitatively and qualitatively. Last week in Dreamforce 16, there was a lot of discussion about “time available for selling.” Data points being tossed around showed time available for selling plummeting–in most cases less than 30%, in many far less than that.

Sales 124

Sales Quota Up-sell Clients 124

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

ConversionXL

OCTOBER 13, 2016

Ever scroll through a website and get irrationally angry? Maybe it was the slow loading time, the poor design, the frustrating lack of clarity – no matter the case, I’m sure you can relate. Though you might not like to hear it, a substantial amount of your customers are going through the same thing on your site right now. This is inevitable.

UX 118

UX User Experience Start-ups Represent 118

Closing Bigger

OCTOBER 28, 2016

Today’s podcast guest is Debra Jason author of Millionaire Marketing on a Shoestring Budget. I met Debra at the Guerrilla Marketing Global Summit last year and have been following her updates and insights ever since. In this interview we talk about low budget yet highly effective approaches to marketing you and your business. Some of the key areas we focus on in the interview with Debra are: Social media marketing.

Sell 106

Sell Sales 106

A Sales Guy

OCTOBER 10, 2016

Email is critical to sales and marketing. We all know it, so if we want to win with email, we must create emails that not only get opened but also deliver on the objective of the email. All sales and marketing emails have an objective. We wouldn’t send them if they didn’t. In most cases, the objective is to get the recipient to take action.

Objectives and Key Results 135

Objectives and Key Results Sales Prospecting Represent 135

Understanding the Sales Force

OCTOBER 13, 2016

Image Copyright 123RF Stock Photo. Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. By itself, this was not unusual because I receive 20-25 unsolicited emails per day. They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for

Sell 115

Sell Appointment Prospecting Service 115

Partners in Excellence

OCTOBER 26, 2016

Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and challenges our customers face are not trivial. Our solutions and products are increasing in breadth and scope. The rate of change, both self generated and externally imposed, seems to be accelerating.

Legal 109

Legal Sales Government Networking 109

ConversionXL

OCTOBER 27, 2016

It will come as no surprise, but like most things in life, conversion optimization will benefit from a strong strategic approach. This generally includes aligning your goals and resources to build out a roadmap, or at least a framework/process, for your experiments. Much like in other disciplines, while experts agree that strategy is important, they can sometimes differ in their approach to such a strategy.

A/B testing 118

A/B testing Strategize Engineering Construction 118

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

Engage Selling

OCTOBER 20, 2016

Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results.

Drivers/motivators 105

Drivers/motivators Sales Up-sell Clients 105

Anthony Cole Training

OCTOBER 18, 2016

This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.

Sales 171

Sales 171

A Sales Guy

OCTOBER 18, 2016

Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo.

Sales 126

Sales Prospecting Meeting Clients 126

Understanding the Sales Force

OCTOBER 3, 2016

Thanks for continuing to read my Blog - I appreciate it. There is one Blog that I never fail to read, and that's Seth Godin's Blog. Seth doesn't write about sales - he pens a thought leadership Blog - but sometimes his articles are very applicable to sales and selling. Recently, he posted two very short articles - each is less than 30 seconds to read and I believe they are both well worth your time.

Sell 111

Sell Sales 111

Advertisement

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

B2B

Partners in Excellence

OCTOBER 24, 2016

I’ll jump to the bottom line, then retrace my steps. “Customer buy holes in walls, not drills.” Actually, they may not be buying holes in walls, they may actually be looking to attach something to the wall… Yeah, I know you’ve heard that old maxim or a variant for years, possibly decades. Perhaps the reason the saying is constantly resurrected is we are constantly forgetting it.

Sell 104

Sell Customers Cold Call Presentation 104

ConversionXL

OCTOBER 20, 2016

We want other people to like us. It’s a human desire. We also want other people to like our websites. If, on our site, we come across as likable, we tend to become more profitable. So, in conversion optimization, likability is an important and powerful psychological trigger. Likability is nebulous, though. What’s it mean and how can we optimize for it?

Contact 115

Contact Consult Referrals Management Consulting 115

The Sales Hunter

OCTOBER 25, 2016

We’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].

Closing 101

Closing Consult Prospecting Sell 101

Anthony Cole Training

OCTOBER 26, 2016

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

Closing 163

Closing Sales Prospecting 163

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

A Sales Guy

OCTOBER 13, 2016

We all wanna get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look at TechCrunch, Mashable, and every other tech publication, and it’s clear. Growth is the goal. But there ain’t no growth without a highly functioning sales team.

Education 126

Education Sales Growth Territory 126

Understanding the Sales Force

OCTOBER 19, 2016

Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price

Drivers/motivators 110

Drivers/motivators Price CRM Process 110

Partners in Excellence

OCTOBER 25, 2016

Recently, I’ve been having a number of discussions on account based strategies, major/global account coverage. To be honest, I’m stunned with some of the thinking about growing account based businesses. Most of the thinking is dominated by retention strategies. Keeping the customer, if you have a subscription type of offering, getting the renewal.

Territory 103

Territory Account management Cross-sell Retail 103

ConversionXL

OCTOBER 6, 2016

Just when you start to think that A/B testing is fairly straightforward, you run into a new strategic controversy. This one is polarizing: how many variations should you test against the control? There are many different opinions on this one, some completely opposite. Some of it comes down to strategy, some of it to mathematics. Some of it may depend on the stage of business you are the sophistication of your program.

A/B testing 111

A/B testing Strategize Drivers/motivators Technique 111

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

Engage Selling

OCTOBER 13, 2016

It goes without saying, but sales can be one of the most stressful professions out there, period.

Clients 100

Clients Sales Up-sell Quota 100

Anthony Cole Training

OCTOBER 6, 2016

“What you can conceive and believe you can achieve.” - Napolean Hill.

Sales 163

Sales 163

A Sales Guy

OCTOBER 26, 2016

Seth Godin wrote a fantastic post the other day. In it, he talks about our alertness for differences. For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviors to them. Until, the next thing you know, we start referring to, “those people.” Seth suggests that rather than look for differences, we should search for things in common.

Gaming 121

Gaming Sales 121

Understanding the Sales Force

OCTOBER 24, 2016

What is they key to accurate sales forecasts? Sure, it's all of the things I've written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven't you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close?

Sales 104

Sales Closing Process Sell 104

Advertisement

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

Partners in Excellence

OCTOBER 18, 2016

My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe You’re Doing It Wrong. Make sure you read it. His article caused me to start thinking about Resistance. We all encounter resistance from our customers, it seems the harder we push, the greater the customer’s resistance (for those students of physics, you will recognize the commercial application of Newton’s Third Law of Mechanics).

Pitch 102

Pitch Gaming Prospecting Clients 102

ConversionXL

OCTOBER 21, 2016

One of my favorite UX quotes comes from Chikezie Ejiasi , UX lead at Nest. He wrote: “Life is conversational. Web design should be the same way. On the web, you’re talking to someone you’ve probably never met – so it’s important to be clear and precise. Thus, well structured navigation and content organization goes hand in hand with having a good conversation.” Can tabbed navigation be clear and precise?

UX 108

UX Objectives and Key Results Follow-up Presentation 108

Engage Selling

OCTOBER 18, 2016

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!

Sales 99

Sales Consult Up-sell Clients 99

Anthony Cole Training

OCTOBER 28, 2016

A guest post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group.

Sales 153

Sales Technique Closing 153

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