Anthony Cole Training
DECEMBER 17, 2012
Are you prepared to succeed today in Sales, Sales Management, Business and Life? As I am asking you that question I am forced to answer it for myself as well. Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. What is required so that we can say we are prepared to succeed?
A Sales Guy
DECEMBER 15, 2012
I woke up at 4:30 this morning. Unable to go back to sleep, I pulled out my phone and opened up Facebook and this post was the second in my timeline. I have read and seen countless responses to yesterday’s tragedy on TV, in blog posts, news outlets, on Twitter and more. But this one is the best I’ve seen yet and I wanted to share it with this community.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Partners in Excellence
DECEMBER 2, 2012
I’m sorry if I’m starting to sound like a broken record, but I’m getting tired of this statement! Yes, lots of surveys show that customers are engaging sales people later and later in their buying process. There are tremendous resources on the web that provide much information to the customer, enabling them to self educate, get opinions of others, and to narrow their alternatives to a short list.
ConversionXL
DECEMBER 11, 2012
Sometimes A/B testing is made to seem like some magical tool that will fix all problems at once. Conversions low? Well run a test and increase your conversions by 12433%! It’s easy! Setting up and running tests is indeed easy (if you’re using the right tools), but doing it right requires thought and care. 1. Most A/B tests won’t produce huge gains (and that’s okay).
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
Score More Sales
DECEMBER 10, 2012
If you make your living trying to connect with people by phone, through email, or a combination thereof, start thinking more scientifically first, about what you are doing and saying. After that, add in the artistic element – the fact that you are calling human beings and leaving voice messages for real people, not a name on a list. Here are ten quick ideas — any one of them, when applied, could help you get an additional meeting, demo, or customer.
The Sales Hunter
DECEMBER 4, 2012
As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. Recently Zig Ziglar passed away and I can’t help but remember how much he used to talk about this.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
DECEMBER 6, 2012
Yesterday I wrote why I believe “relationship selling” is over , done, finished. Today, I was reminded why. I’m currently shopping content marketing support firms. I have a very specific challenge regarding my Hubspot strategy and I want to get them addressed by the end of this year. Two companies were recommended and I scheduled initial phone calls with both.
Partners in Excellence
DECEMBER 16, 2012
The events of the past week, not just in Connecticut, but tragedies we hear about, as well as those we don’t, around the world force each of us to pause and reflect. We struggle to understand or put meaning to these tragedies. Some years ago, I started this blog, titled, Making A Difference. My goal was to have an impact on people’s lives.
ConversionXL
DECEMBER 6, 2012
The best kind of visitor is the one looking to buy. She knows what she wants and has a credit card in her hand. Now it’s your job to seal the deal. If you’re dealing with a motivated customer, you just need to make taking action easy and present a competitive and compelling offer – and answer the magic questions. What are magic questions?
Score More Sales
DECEMBER 26, 2012
photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business? There are many reasons to have a robust LinkedIn profile and connect to others for business professionals. Yet even among business builders, there are multiple strategies on business building with the 175 million + social connection site. Here are two very different strategies.
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.
The Sales Hunter
DECEMBER 26, 2012
A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. This is the year to not have any excuses as to why you didn’t call somebody back when you were supposed to. It’s the year to not have an excuse as to why you didn’t close a sale you thought you would get. Make 2013 the year it all comes together.
Understanding the Sales Force
DECEMBER 5, 2012
Understanding the Sales Force by Dave Kurlan I'm exposing myself to criticism again today. It seems that each time I use a political example, I'm attacked for making a political statement. However, I never made a political statement on this blog and never will. I simply use examples, from both sides, to illustrate sales lessons. If you don't need proof, scroll down to the last paragraph for today's examples.
A Sales Guy
DECEMBER 5, 2012
2013 is just around the corner. We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals.
Partners in Excellence
DECEMBER 24, 2012
This time of year always brings a convergence of all types of activity. We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs. Some inevitable restructuring, new territories and realignment.
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.
ConversionXL
DECEMBER 20, 2012
Which posts published in 2012 proved to be most popular? These 10 blog posts got the most attention this year. If you haven’t read some of them, make sure to check them out: Don’t Use Automatic Image Sliders or Carousels, Ignore the Fad. Controversy and challenging the status quo made this post the winner. With over 100 comments and close to 2000 tweets, it was by far the most shared and discussed.
Score More Sales
DECEMBER 7, 2012
Recently there was a report published on converting B2B sales leads into deals that we blogged about. The study was researched by Leads360. They also just created a handy Infographic to go with it, so take a look and enjoy. See their post with a bigger version of the graphic here and get the link to the report. The big statistic everyone was talking about was that when a lead is contacted within ONE minute of a potential buyer inquiring, the chances to convert that lead increased a whopping 391%
The Sales Hunter
DECEMBER 7, 2012
I’m not talking about your company or what you sell as being a sales leader. What I’m talking about is would your customers say you are a sales leader? It’s easy for us to think of ourselves as being a sales leader. It’s only natural for us to view ourselves in a positive light. But the real payout is in how our customers view us.
Understanding the Sales Force
DECEMBER 11, 2012
Understanding the Sales Force by Dave Kurlan. There are probably topics that I have written about more often than coaching salespeople, but none that are more important or have a great impact than coaching salespeople. I present my Top 20 Articles on Coaching Salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching. 10 Sales Coaching Examples – One Size Does Not Fill All. 5 Steps to Coaching Your Salespeople Beyond Happy Ears.
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.
A Sales Guy
DECEMBER 31, 2012
Everyone has goals. It’s what we do, we set goals for the new year. The thing is, goals are nothing with out commitment. Commitment is what is behind all successful efforts. Any goal that can be made without commitment isn’t a goal at all. The key is to find something worth committing to and commit. Commit doesn’t mean quit when it gets hard.
Partners in Excellence
DECEMBER 14, 2012
In this video, the folks at OpenView Labs asked me “What are the keys to achieving high performance in sales?” It’s difficult to focus on just 3, but in this video, I talk about 3 areas where managers can contribute to improving the performance of their sales people: Making sure their people have a solid understanding and buy-in of their goals and metrics.
Pointclear
DECEMBER 18, 2012
My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing. Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.
Score More Sales
DECEMBER 3, 2012
Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. Some have completed theirs. I know some really great smaller organizations that don’t complete this important task until sometime in Q1 – in a panic because they didn’t get things done Q4, they extend the old comp plans and ultimately make changes sometime in mid-January.
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.
The Sales Hunter
DECEMBER 18, 2012
I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. For most companies, the time around the holidays always winds up being a little more laid back, as many people take vacations. The typical rush of meetings and reports just seems to go into suspended animation. What this means is many people are going to be willing to talk who don’t normally make the time to talk with people who call them.
Understanding the Sales Force
DECEMBER 10, 2012
Understanding the Sales Force by Dave Kurlan Assessments are awesome, especially when you choose the right ones, for the right purpose, at the right time. Despite the availability of some terrific assessments, they won't work for every company. For example, let's select Objective Management Group's (OMG) highly predictive Sales Candidate Assessments.
A Sales Guy
DECEMBER 21, 2012
Most sales leaders are finalizing their 2013 plans. (If you haven’t download our 2013 Sales Planning Development Tool Kit you should, because you’re now officially in the cycle and it’s only going to get worse.) For those of you who are finalizing your plans, there is something 90% of you won’t have in your plan. Almost every plan will have revenue numbers.
Partners in Excellence
DECEMBER 6, 2012
There’s no doubt, the world and business is more complex and this is unlikely to stop. Our customers struggle with managing complexity–though pragmatically, it may be just how do they get from day-to-day. Within our own organizations, the same issues are at play. And last, but not least, our own jobs as sales and marketing professionals are complex.
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.
Hubspot
DECEMBER 31, 2012
You're probably knee deep in 2013 prediction blog posts -- posts looking forward to all the amazing things (hopefully all amazing, right?) marketing has in store for us in 2013. Heck -- we even published one of our own a few weeks ago -- and an ebook to boot! But how about we accompany all that looking forward with a little looking back? 2012 was a great year, after all -- full of memorable marketing moments that we should take a minute to celebrate.
Score More Sales
DECEMBER 11, 2012
In working with sales professionals and sales leaders we always try here to remember the chief credo of sellers everywhere: “In sales, you cannot get back your time” This means that every time you spend time working on a sales opportunity that is a bad fit for you and your company, you are probably wasting your time as well as the buyers time.
The Sales Hunter
DECEMBER 18, 2012
Just saying the words “negative salesperson” almost sounds strange. The problem is there are far too many negative salespeople out there each and every day competing against you — and worse yet, doing a huge amount of damage to the sales community. Let’s assume everyone reading this is not what they would call a “negative salesperson.” I will buy that to an extent, but not 100%.
Understanding the Sales Force
DECEMBER 11, 2012
Understanding the Sales Force by Dave Kurlan. I write often about sales process. After all, one can't accurately predict outcomes to sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top 10 Articles on Sales Process. Do You Have a Sales Process? Sales Process – What Have You Gotten Away From? 12 Questions About Your Sales Process.
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.
Expert insights. Personalized for you.
225 
Let's personalize your content