Anthony Cole Training
OCTOBER 20, 2016
In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!
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.
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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?
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.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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
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?
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.
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
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!
Anthony Cole Training
OCTOBER 3, 2016
Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger. Of the 5 sales management skill sets required - coaching, motivating, recruiting, mentoring and performance management – this last one, performance management, is where the team “scored” the best.
A Sales Guy
OCTOBER 10, 2016
First impressions are dead. Yup, I said it. If first impressions are still a part of your life, you’re doing it all wrong. There is no reason for anyone to be faced with a first impression any longer. There are just too many places and too much information out there for the first impression to matter. Well, in-person first impressions that is.
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
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ConversionXL
OCTOBER 11, 2016
Here’s something not many people talk about: no one at your organization really wants optimization to succeed – at least not in way that is most powerful and revenue impacting. Let that sink in. They will all talk about it, they will assist in practice, they will push you to do more and they will say all the right things. But the second a result does not go there way, they will turn on you faster than it takes you to read this overly wordy introduction.
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 […].
Engage Selling
OCTOBER 25, 2016
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.
Anthony Cole Training
OCTOBER 26, 2016
A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.
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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 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.
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?
ConversionXL
OCTOBER 4, 2016
The traditional (and most used) approach to analyzing A/B tests is to use a so-called t-test , which is a method used in frequentist statistics. While this method is scientifically valid, it has a major drawback: if you only implement significant results, you will leave a lot of money on the table. In this blogpost, I will argue why a post-hoc Bayesian test evaluation is a better evaluation method than a frequentist one for growing your business.
The Sales Hunter
OCTOBER 12, 2016
We have all heard about the need to be “social selling,” and yet those two words used wrong have caused a lot of salespeople to go hungry. We can’t just say we’re going to use social media to prospect and think the world is going to be wonderful. Social media is ONE of the prospecting […].
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.
Engage Selling
OCTOBER 28, 2016
I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap?
Anthony Cole Training
OCTOBER 6, 2016
“What you can conceive and believe you can achieve.” - Napolean Hill.
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.
Understanding the Sales Force
OCTOBER 31, 2016
At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.
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.
ConversionXL
OCTOBER 5, 2016
Sites that don’t work don’t convert. That’s why optimizers conduct quality assurance on sites, landing pages, test treatments, email campaigns, you name it… to make sure they work the way they’re supposed to. While it’s common knowledge that quality assurance is something you should do, not enough optimizers complete it properly.
The Sales Hunter
OCTOBER 6, 2016
Today I’m excited to share a guest post from Paul Smith, author Sell with a Story. One of the most important stories a salesperson can tell is a “How We’re Different From Our Competitors” story. Instead of a boring and unremarkable list of me-too reasons your company is better, the story illustrates those differences in […].
Score More Sales
OCTOBER 17, 2016
Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow. Anthony is also a top sales speaker, podcaster (In the Arena) and now author of The Only Sales Guide You’ll Ever Need.
Anthony Cole Training
OCTOBER 28, 2016
A guest post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group.
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