Anthony Cole Training
NOVEMBER 27, 2012
Ernesto Sirolli does a wonderful job of helping us understand that in order to get more of what we want we need to learn to do 3 things: Ask. Shut Up. Listen. It's not a complicated lesson but one that is abused daily by sales manager and sales people that claim to know better. I don't mean to be critical so let me explain. I've been coaching and training sales people for over 20 years now.
ConversionXL
NOVEMBER 15, 2012
People make snap judgements. It takes only 1/10th of a second to form a first impression about a person, and websites are no different. It takes about 50 milliseconds (that’s 0.05 seconds) for users to form an opinion about your website that determines whether they like your site or not, whether they’ll stay or leave. This number comes from specific studies.
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A Sales Guy
NOVEMBER 3, 2012
I’m moving in a few weeks. I hate moving. Because I hate it, investing in movers is well worth it to me. I’ve been putting it off for too long, so yesterday I Googled moving and found a site that allowed me to get quotes from 6 different movers at once. This was awesome. I put in a few bits of information, the application auto populated 6 moving companies that serve my area and all I had to do was click a button.
Understanding the Sales Force
NOVEMBER 15, 2012
Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. They tell us that these signals can interfere with the plane's instrumentation. Scary stuff!
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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.
Score More Sales
NOVEMBER 26, 2012
Working hard in sales but not accomplishing enough? Last week I was interviewed on the OpenView Lab blog about ways to keep focus through the end of the year. If you’re bogged down by lack of closed business, upcoming holidays, relatives, and distractions like Cyber Monday, you might want to listen to the interview since it is audio and easy to listen to.
The Sales Hunter
NOVEMBER 8, 2012
It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
NOVEMBER 9, 2012
If you think people might buy your products or services without checking out the competition first, think again. Research says that on average consumers visit three websites before making a purchase. Another insight by the same study was that the more sites a consumer visits, the more money they are likely to spend. In other words, the more expensive the product, the more time people take to comparison shop.
A Sales Guy
NOVEMBER 5, 2012
Pipelines are an interesting thing. They are supposed to provide valuable insight for BOTH management and sales people. Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. Pipelines however, are more than a key indicator. They dictate behavior.
Understanding the Sales Force
NOVEMBER 26, 2012
Understanding the Sales Force by Dave Kurlan Perhaps you watched the Thursday night Thanksgiving Day football masacre between the New York Jets and the New England Patriots. The Patriots scored 35 unaswered points in the second period and in one 52 second timeframe, scored 3 touchdowns. Unbelievable! Incredible! Unheard of! The more common reaction though is, "How quickly it all unraveled for the Jets".
Partners in Excellence
NOVEMBER 28, 2012
People don’t dislike sales people, they dislike bad selling! I wish I had said that, but it originally came from Andy Rudin —thanks for the great quote. There’s a lot of data going around about customers not wanting to engage sales people until very late in their buying process. The numbers vary, but they seem clustered around 70% of the buying process is completed before sales people are engaged.
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
Score More Sales
NOVEMBER 8, 2012
What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Answer: Only communicate through email. Never pick up the phone, and be guilty of two other bad email habits that happen every day, all over the business world. Situation: A friendly, optimistic relationship is struck by two business services providers who do different services.
Anthony Cole Training
NOVEMBER 19, 2012
I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. Do me this is an obvious skill set and is the priority of any other UNLESS you outsource this to a 3rd party OR you have a sales environment where your sales team essentially plays "Catch" - people either calling in or walking in. #2 is Qualifying DNA - if you don't have to worry about prospecting then this by far is the most important skill set to possess. possessing the DNA of quali
The Sales Hunter
NOVEMBER 30, 2012
Have you ever wondered what types of customers are attracted by certain types of salespeople? Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others.
A Sales Guy
NOVEMBER 18, 2012
The secret sauce of sales is simple, do what is right. If your product isn’t a fit, don’t sell it. If your product meets 6 of the 7 needs of the client, tell them about number 7. If there is a better option, let your customer know. Don’t hide anything, lying through omission is still lying. If what you sell doesn’t work, take it back.
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Understanding the Sales Force
NOVEMBER 7, 2012
Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), which may have been lost in the sea of mutual attack ads and name-calling. In an interview with Rolling Stone, President Obama said that Mitt Romney was a b r. That was a very rare, public choice of words for a sitting president, but on its own, I don't have an issue with that.
Partners in Excellence
NOVEMBER 29, 2012
As sales people we have been drilled and drilled in “Value Propositions.” Over time, our concepts of value propositions have changed–as they should. Value propositions used to be generic claims (usually generated by marketing) about value, perhaps statements about our products–things like “best quality,” “richest functionality,” “highest performance.” and so forth.
Score More Sales
NOVEMBER 9, 2012
At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up. Rather than being totally bummed out by this since I’m a voracious business book reader and recommender, I want to propose an option for those who don’t read a lot but DO want to learn, grow, and improve – the option is to watch the right videos which can show you specific, targeted skil
Anthony Cole Training
NOVEMBER 20, 2012
I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. The speaker was the one and only David Sandler. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The answer to that question is: YES! Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan.
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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.
The Sales Hunter
NOVEMBER 15, 2012
I think this is a chicken and egg type of question. What came first? Cheap prices or cheap customers? I’m a firm believer that a huge by-product of cheap prices is cheap customers. You might say what’s wrong with cheap customers, but I’ll challenge anyone on that comment and here’s why. People who argue with you on price will tend to be ones who will argue with you on everything else.
A Sales Guy
NOVEMBER 20, 2012
Yes, the old addage that a customer buys “you” and not your product is true. But, it’s not why you think. Customers don’t buy because of your witty sense of humor or because your fun to go to lunch with. They don’t buy because they like you and your popular with the team. Yes, your customer buys “you” and not your product, but for different reasons.
Pointclear
NOVEMBER 29, 2012
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. “So, what do you want from Marketing?” I asked the gathered salespeople. “Don’t hold back; tell me like it is. Don’t be shy; open up and let me have it.” And that is how the conversation went with me saying very little for the next hour.
Partners in Excellence
NOVEMBER 5, 2012
The scene gets played over and over, literally hundreds of times every year. I’m sitting with a sales person or team, we’re reviewing a deal, building a strategy to win it. I’ll ask a question, it could be about the problem the customer is trying to solve, their needs and priorities, the decision-making process, the competition, how differentiated the value proposition is.
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.
Score More Sales
NOVEMBER 1, 2012
Are you a seller or sales leader? Want to defy the odds during end of the year obstacles like holidays, pre-holidays, post-holidays and focusing ahead on 2013? Yesterday I wrote about maintaining focus , but we know you need more tactical ideas to make this happen. Craft a “60 Day Focus Plan” This plan helps you or your team stay on point with what needs to be done, namely revenue generation.
Understanding the Sales Force
NOVEMBER 5, 2012
Understanding the Sales Force by Dave Kurlan Today I received a request for all of my articles to date which reference Objective Management Group's Sales VP/Director Assessment. I conducted a quick search and found - what? None! Out of nearly 1,000 articles, I hadn't referenced OMG's Sales VP/Director Assessment even once! I'll fix that right now. Unlike our sales and sales management assessments, which are usually performed as part of a sales force evaluation at the request of an executive, mos
The Sales Hunter
NOVEMBER 16, 2012
We’re into the home stretch. Before we know it, we will be turning the page on another year. Challenge is there is still a lot of selling left in this year. Problem is far too many salespeople are already drawing conclusions as to how their year is going to end. What gives us the ability to know how the year is going to end when we don’t even know what could happen today?
A Sales Guy
NOVEMBER 8, 2012
David is on his third book this month. He’s noticed a change in how his buyers are buying. He can’t put his finger on it, but he senses there is a change and he’s determined to identify it. Traditionally in the top 5% of performers, David is a student of sales. He continually evaluates and assesses his approach to sales and each sale in general.
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
NOVEMBER 1, 2012
Two months ago I met up with Brian Massey to talk about his new conversion optimization book Your Customer Creation Equation. Now we met again to discuss what he learned from marketing it. So there we were, having breakfast in a small restaurant in Austin, Texas, and pulled out a video camera to talk about book marketing. If you’re planning to release a book any time soon, it’s a good idea to listen to what Brian had to say.
Partners in Excellence
NOVEMBER 13, 2012
I was struck by a sentence in the CEB’s Sales Challenger Blog , “ Given a choice, customers will generally engage a supplier as late as they possibly can.” They go on to say the reason is the sales person has nothing unique or valuable to contribute to the conversation. They are absolutely right. But more broadly, the issue really is, customers–most people, in fact–generally don’t like to have their time wasted!
Score More Sales
NOVEMBER 27, 2012
It is always great to speak with current and former Chief Revenue Officers (CROs) and Chief Sales Officers for their perspectives and insight. Recently I talked with Jeff Lehman, former CRO, CEO and multiple award-winning author. Our conversation about the 3 rd edition of his book, “The Sales Manager’s Mentor – 365 Tips on the Art of Sales leadership” turned into an interview for a post.
Understanding the Sales Force
NOVEMBER 29, 2012
Understanding the Sales Force by Dave Kurlan I was driving to a meeting when I became frustrated with the car in front of me. The driver was traveling much too slowly and, despite the fact that I had plenty of time to get to my meeting, I could feel the developing anxiety. As I thought about the irony of not being late, yet feeling anxious anyway, my thoughts turned to selling.
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