Anthony Cole Training
FEBRUARY 5, 2013
I'm not sure if the word "dilemma" or "problem" best describes what I'm trying to say. It's like trying to compare the words commitment and resolution. I'm reading the book, "Team of Rivals: The Political Genius of Abraham Lincoln" , and on page 54, Lincoln is quoted as saying: "Always bear in mind that your own resolution to succeed is more important than any other one thing.".
A Sales Guy
FEBRUARY 14, 2013
What are you selling? Before you say a word about your product, you have to know what you’re selling. If you don’t know, then keep digging. What you’re not selling is your product. You’re not selling some cool feature your product has. You’re not selling the convenience of your product. You’re not selling how inexpensive it is, your not selling what you get commission on, so stop it!
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ConversionXL
FEBRUARY 5, 2013
It’s not unusual in our line of work to see the exact same landing page convert at 11% one month, and 55% the next – without making any changes. How so? Your conversion rate is mainly determined by the quality of traffic. The right traffic with the right expectations makes all the difference. This post will tell you how to get traffic that converts. .
Partners in Excellence
FEBRUARY 25, 2013
It’s hard not to be drawn into a conversation about Social Business. Everyone seems to be talking about it. Usually, one to two sentences into the conversation the focus is on, Twitter, blogs, Facebook, Piinterest, LinkedIn, how many followers, how do generate likes, and on and on and on…… We also seem to think social business is “new.” I think it’s because whenever we talk about social business, it seems to be so closely intertwined with technology and soc
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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.
Understanding the Sales Force
FEBRUARY 5, 2013
Understanding the Sales Force by Dave Kurlan You probably haven't read this article by Dan Pink (Thanks to Craig Ruhland for sending me the link). Pink points to research showing that extroverts and introverts are not as successful in sales as ambiverts, the people in the middle of the scale between both extremes. Our research at Objective Management Group (OMG) would support this "discovery".
Score More Sales
FEBRUARY 22, 2013
If you are active on LinkedIn and using it to grow your business, you probably get these requests all the time. I have written about them before – the generic or “slightly modified” request to connect on LinkedIn. We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
FEBRUARY 19, 2013
I was riding the lift today in my teaching blues when a visitor from NY asked how long I had been skiing. During the conversation the concept of 10,000 hours came up. My gut reaction was I was getting close. I started to to do the back of the napkin math and I realized, I was no where close to 10,000 hours. I skied about 40 days before I moved to Vail in 1989.
ConversionXL
FEBRUARY 20, 2013
Email lists are key assets for any company. any 4-year old knows. The bigger your list and the better your relationship with the list, the more money you make. . Growing your email list starts with a great lead magnet – without it no tactic mentioned here will work. You should also have a kickass email capture form – here’s how to design a good one.
Partners in Excellence
FEBRUARY 26, 2013
Yeah, yeah, we all know it’s how we’ve “always” forecasted probability and weighted our pipelines. Yes, for some reason all the CRM vendors “out of the box” implementation of the pipeline ties probability of winning to where you are in the sales process. But when are we going to stop this simplistic and flatly wrong thinking about the probability of winning a deal?
Understanding the Sales Force
FEBRUARY 11, 2013
Understanding the Sales Force by Dave Kurlan Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn't much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate. Most people have not seen the light, are not aware that sugar causes disease, believe that pasta, rice, grains and potato are healthy, and continue to gain weight.
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
The Sales Hunter
FEBRUARY 25, 2013
The title on your card says “sales.” Your job description says “sales” and you’re part of the sales team. If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks.
Anthony Cole Training
FEBRUARY 12, 2013
Some of you are old enough to remember LPs (long playing microgroove records) and record players. Back in the day, that is how we listened to music. The sound was, and still is, incredible. And like almost any medium used to record and replay audio, there were pluses and minuses. One of the negatives of the LP was the scratch. A scratch on the vinyl would cause the needle to skip back or skip ahead.
A Sales Guy
FEBRUARY 27, 2013
As sales people we are taught to find a need and sell to it. Needs based selling is what many of us have been taught from the early days. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about.
ConversionXL
FEBRUARY 13, 2013
This is a guest post by Chris Hexton from Vero. Have you ever thought about how your customers actually read your emails? As in, how they approach them… mentally? How important is the subject line? Do headings in emails matter? Which links are customers most likely to click? Are links in body content distracting? Are images important? By considering questions like these and really investigating how customers actually read emails we naturally put ourselves in a better place to write emails that c
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Partners in Excellence
FEBRUARY 15, 2013
Sorry, I have to admit, I’m letting off a little steam on this post. I just got off of ”one of those” weekly review calls. You know the one’s I’m talking about. We are going through the pipeline, looking at each person’s territory, how they’re doing and getting a mid quarter look at what the end of the quarter will be.
Understanding the Sales Force
FEBRUARY 21, 2013
Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis. I thought that the first half of the article was spot on. I thought that the second half was as bad as the first half was good.
The Sales Hunter
FEBRUARY 26, 2013
Without a doubt, the best time to get a hold of the hard-to-reach person is between :58 and :02 each hour. The reason this is ideal is because it is the one time when a busy person is most likely to be between meetings. If the person also is one who spends a lot of time on conference calls, then they are likely to answer the phone at the top of the hour in anticipation of a conference call scheduled to start at that time.
Anthony Cole Training
FEBRUARY 7, 2013
Performance management is generally considered to be the 2nd step in building successful sales teams. Some would argue it's the 3rd. I'm not here to argue, however, based on my experiences and what I've learned, I believe there IS another important step that must come before performance management. Let me take a moment to define performance management: www.successfactors.com : Performance management - includes processes that effectively communicate company aligned goals, evaluate employee perfor
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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
FEBRUARY 22, 2013
I am sick as a dog and have been for 3 days. I’m in Florida with a client and except for working with them, I haven’t been able to get anything done. I’ve been in bed for 14 hour stints and not getting any better. It sucks. Because of the “crud” the blog has been neglected, I just haven’t been able to think. To avoid another day with out a post I’ve asked Kyle Porter , CEO of Sales Loft to do a guest post.
ConversionXL
FEBRUARY 6, 2013
500 different people go to Amazon.com. Each one sees a different version of the home page. How come? It’s personalized! It’s no secret why Amazon does that: content personalization makes money. A new survey by Adobe and Econsultancy finds that 52% of digital marketers consider the ability to personalize web content to be fundamental to their online strategy.
Partners in Excellence
FEBRUARY 8, 2013
My post, Marketing Displaces Sales , created a lot of comments and discussion. It’s clear, our customers want to be engaged in different ways. They don’t care about the title on someone’s business card, they want timely, relevant, high quality information. They want relevant discussions about their business and goals–regardless of whether it comes from the sales person, account manager, marketing, product management, customer service, or the receptionist (they sometime
Score More Sales
FEBRUARY 13, 2013
Be sure to listen to the great “10 Ways to Utilize Social Selling in 2013″ webinar that Linkedin and DocuSign hosted today if you missed it. (if the link is not here, it will be added when ready). Check out our Social ROI calculator. Contact us if you have questions. The Postwire page (one of my favorite tools for curation) has all ten of the tools mentioned, plus links to the presenters, moderator, and sponsor pages.
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.
The Sales Hunter
FEBRUARY 26, 2013
Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge! And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. A tactical salesperson is focused on the features of what it is they sell. The questions they ask are all geared around getting the customer to think and see why they need what it is they’re selling.
Anthony Cole Training
FEBRUARY 7, 2013
Performance management is generally considered to be an important step in building successful sales practices and sales teams. Wikipedia, which references Aubrey Daniels, perfectly states the purpose of performance management - to close/eliminate performance gaps. But for performance management to be successful, it must be preceded with another important step.
A Sales Guy
FEBRUARY 1, 2013
Did you make your quota for January? By how much? What do you attribute your first months success to? Let me know in the comments if you made quota and by how much. If your willing, share what worked. I think the community would benefit from hearing some good success stories. One month is in the books, was it a good one for you? Let’s celebrate making the number every month, it’s what we do right?
Understanding the Sales Force
FEBRUARY 27, 2013
Understanding the Sales Force by Dave Kurlan Do you see the two pictures? Here in New England, we get perhaps one day each year when we are fortunate enough to see how beautiful the world can appear when it is covered with freshly fallen snow against a back-drop of sun and blue sky. That was the case earlier this week. Ironically, just 9 hours later, the scene had changed dramatically, from one of beauty, to one of pure ugliness.
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.
Partners in Excellence
FEBRUARY 15, 2013
Sales managers have a great deal of influence on the behavior of their people just by the questions they ask. Any self respecting sales person doesn’t want to look like a fool to the manager. So if you consistently ask certain questions, they will quickly understand and come prepared to answer the questions. So that’s the good news …… and the bad news.
Score More Sales
FEBRUARY 7, 2013
In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Younger sales reps tend to be more used to an interruption-based work day filled with texts, chat, some e-mail and perhaps phone calling all as a part of their day.
The Sales Hunter
FEBRUARY 18, 2013
It’s an issue that has been around for years and it isn’t going away anytime soon. The problem is the customer won’t pay more because the salesperson spends too much of their time convincing the customer they shouldn’t pay more. Yes, I believe salespeople work against themselves way too much and wind up encouraging the customer to actually pay less than they would be willing to pay.
Pointclear
FEBRUARY 26, 2013
Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase. But there’s one problem: They’re on the other side of the world. And for all the talk of globalization, the potential for misunderstandings and mistrust is exponentially higher when salespeople are forced to reach across the cultural chasm.
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