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.
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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).
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.
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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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
DECEMBER 4, 2012
Relationship selling as we once knew it is DEAD. Put a fork in it. It’s over. The other day on Twitter, this popped up in my timeline: I personally prefer selling after building a relationship. Trust goes a long way in sales. This tweet was in response to my post on A Sales Guy Consulting blog of the Huthwaite video stating that relationship selling is dead.
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.
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.
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
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.
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.
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.
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.
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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.
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.
Partners in Excellence
DECEMBER 12, 2012
The sales process is the cornerstone to driving the highest levels of sales performance. There’s so much data supporting this, one would think discussing sales process should be a non issue—-every organization should continually be strengthening their process, sales people should be executing them with precision. Yet, this is far from the truth.
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.
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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.
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.
Score More Sales
DECEMBER 18, 2012
How The Antarctic is Like Sales. This year I met Mike Pierce, also known as “Antarctic Mike” when we were both speaking at a sales industry conference. Mike has the distinction of having run back-to back marathons and a 100km “ultra” marathon in Antarctica. Before going to Antarctica, he trained in a huge freezer. I’ve been fascinated with Mike’s stories and how they relate to the mental part of selling so we had a discussion about the mental aspects of selling and how it relates to the tr
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.
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.
Partners in Excellence
DECEMBER 13, 2012
“No Decision Made,” is increasingly what we are hearing on deals in which we’ve invested time and effort. In extreme cases, we are seeing as much as 35% of the qualified deals people pursue ending in “no decision.” This outcome is, perhaps, more frustrating than an outright loss. We don’t know what to do–will they make a decision at some point?
ConversionXL
DECEMBER 18, 2012
Another year coming to an end. Thank you for being a reader of ConversionXL. Here’s my Christmas gift to you. Like the last year, I’m going to do free conversion mini-reviews of my reader websites. I summed up my key learnings from last year’s reviews in this post. In this mini-review I will be pointing out the low hanging fruits – main things you should fix and that will make a difference in your conversions.
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.
Understanding the Sales Force
DECEMBER 11, 2012
Understanding the Sales Force by Dave Kurlan. I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Here are the ones that have earned my criticism. Accenture CSO Insights – Sales Optimization Study. Harvard Business Review Revealing Study of Salespeople Makes News.
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.
Score More Sales
DECEMBER 31, 2012
It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues. We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites. Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever.
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%.
Partners in Excellence
DECEMBER 27, 2012
When I first started selling, I learned a lesson that has stuck with me — and shaped everything I do since then. I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” I also learned it was my responsibility to figure out how to achieve this. Many of you may reject this as being obnoxious–representing the worst thinking of a sales person.
Hubspot
DECEMBER 28, 2012
Given its impact on Google search , it's been hard for marketers to ignore Google+ as a social media player. That being said, the social network still left something to be desired. Am I right? Well it looks like Google+ is changing for the better, with The Next Web reporting that Google+ Business Pages now have the ability to interact with all Google+ users, regardless of whether users have added the business page to one of their Circles.
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