Anthony Cole Training

JUNE 11, 2013

'Over the years, I have been very fortunate to work with a lot of very successful companies in many industries across the US. Over the years, I have found some very common responses to our sales and sales management training programs. Some of the responses I would consider legitimate and reasonable; others I put in the category of myths. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization.

Education 191

Education Manufacturing Sales Presentation 191

A Sales Guy

JUNE 23, 2013

'When I was a kid, I used to build forts. I loved it. We’d snag all the scrap building supplies from the houses going up in the neighborhood and build the elaborate forts. They were multi-story, multiroom shanties. These things were a kids paradise. You could never stand up in them, but they would have carpet from ceiling to floor. You’d be able to go from room to room through trap doors and secret cut outs.

Sell 129

Sell Up-sell B2B Presentation 129

ConversionXL

JUNE 28, 2013

'I hear this all the time. “ Our competitor X is doing Y, we should do that too ” or “ X is market leader and they have Y, we need to have Y “ There are 2 key things wrong with it: The reason they have Y (menu, navigation, checkout, home page layout etc) the way it is, is probably random. In 50% cases it’s what their designer came up with (and most likely not because of a long, thorough analysis and testing) or they just copied another competitor.

Conversion 133

Conversion Growth Consult Price 133

Understanding the Sales Force

JUNE 22, 2013

'Understanding the Sales Force by Dave Kurlan The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn''t reveal that much but there is an interesting quote (that I will get to shortly) that is relevent to hiring salespeople. When we help companies get the sales selection piece right there are several components that we tweak.

Education 109

Education Entertainment Clients Price 109

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Follow-up

The Sales Hunter

JUNE 18, 2013

'Quit kidding yourself! You’re not making any money off the low-price customer, regardless of what you think. Let me give you 4 reasons. Reason 1: The customer who demands a lower price from you is also going to be the customer who nags at you all the way through the sales process and long afterward. Low-price customers are wired to think they can get everything cheap and they can get people to do for them whatever they ask.

Price 110

Price Customers Drivers/motivators Gaming 110

Partners in Excellence

JUNE 11, 2013

'It’s clear we’re in a frenzy of networking and connecting. There seems to be a rush to establish connections, friends, whatever. People are reaching out, connecting, racking up the numbers. They’re using every channel possible–LinkedIn, Twitter, Facebook, Google +, and more. But then there’s this odd phenomena. . Somehow, I’m under the mistaken opinion the purpose of networking and connecting is to form some sort of relationship.

Networking 101

Networking Trust Referrals Up-sell 101

A Sales Guy

JUNE 12, 2013

'Chad Malchow. I’m skipping this weeks WITCE Wednesday (I hate that name, so if someone could please offer another it would great.) to share a guest post. Chad Malchow is Sr. Vice President of North American Sales for Return Path and one smart cat. Return Path is a client and I have been working with Chad for a few months. As part of our work I asked Chad to think about leadership and the work we’re doing and put it into post form to be published here.

Meeting 123

Meeting Trust Clients Sales 123

Closing Bigger

JUNE 7, 2013

'Privacy is a Myth on the Internet. Last week news broke globally that the US Government has unfettered access to most social networks and data stored by them. PRISM is a program/mandate that is supposed to protect the USA from outside threats but Germany and many other members of the EU are deeply concerned. This all began with a leaked PowerPoint outlining PRISM.

Government 96

Government Legal Represent Networking 96

Pointclear

JUNE 11, 2013

'At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. Handoffs of qualified leads from marketing to sales can be as smooth and technically precise as those of the sprinters on a relay track team.

B2B 98

B2B Teamwork Sports Sales 98

The Sales Hunter

JUNE 25, 2013

'If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. Why should they care about you when you don’t care about them? Don’t even try faking it. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. 2.

Customers 101

Customers Drivers/motivators Trust Price 101

Speaker: Jay Black, Senior Account Executive

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Retail

Partners in Excellence

JUNE 30, 2013

'“We don’t have the budget” strikes fear into the hearts of all sales people. Asking for budget is one of the standard BANT qualifying questions. No budget, we disqualify and move on. But in doing this, we walk away from huge opportunities. In fact, a huge number of sales result in situations where there has been no budget. If we are embracing the Insight Selling, many times we are making the customer aware of opportunities to grow, opportunities they may be missing, ways to

Strategize 99

Strategize Up-sell Meeting Sell 99

Anthony Cole Training

JUNE 21, 2013

'What does sales experience have to do with sales success? "It depends" would be the most appropriate answer. If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.

Sell 169

Sell Sales Up-sell Sales Experience 169

A Sales Guy

JUNE 22, 2013

'I found this great post on the ten traits of extremely successful people. I thought the list was unique. Many of the traits were different from what we usually see. I also liked the list because it reinforced some of things I’ve talked about on this blog when it comes to hiring, making the sale, identifying talent etc. What do you think of the list?

B2B 121

B2B Networking Presentation Sales 121

Understanding the Sales Force

JUNE 17, 2013

'Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. The most important line in the article read, " Personality often is the best insight into whether a person is a good cultural fit for a specific company.". Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales.

Construction 91

Construction Sales Process 91

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Promote

Score More Sales

JUNE 12, 2013

'If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? That is exactly what happens through the powerful strategies of connecting to the right people for the right reasons. I am convinced that with the power of connection, nearly anything is possible.

Referrals 89

Referrals Strategize Networking CRM 89

The Sales Hunter

JUNE 5, 2013

'What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? At what point during the sales process are they doing this? If they’re doing it before you meet with them, I would refer to this as exploratory.

Customers 100

Customers Drivers/motivators Education Presentation 100

Partners in Excellence

JUNE 4, 2013

'The post, “ What’s All This About Social Selling,” provoked a lot of reaction. As I started reading the discussions, I started thinking more. Do the “social tools,” make us less social? As you know from the article, I believe “social selling” or “social business” starts with a set of beliefs or values about how you want to connect with, engage, and create value for the customer and prospects.

Sell 99

Sell Technology Technology Networking 99

Anthony Cole Training

JUNE 21, 2013

'What does sales experience have to do with sales success? "It depends" would be the most appropriate answer. If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.

Sell 155

Sell Sales Up-sell Sales Experience 155

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Pipeline

A Sales Guy

JUNE 11, 2013

'It’s not uncommon for me to get emails requesting help from sales people or sales leaders. But, I got one this morning and I felt terrible for this person. They are dying on the vine and are desperate to break the sales code and start selling before they give up entirely. You can feel this person’s frustration and agony. They are clearly not happy.

Sell 120

Sell Inside sales Sales Education 120

Understanding the Sales Force

JUNE 18, 2013

'Understanding the Sales Force by Dave Kurlan World-Class Sales Organization. We hear those words a lot. Some companies aspire to it. Others claim to be there already. You are more likely to hear claims like those from a large enterprise, but you have better odds of actually finding it in a small to midsize company. World-Class Sales Organization. Some would say it''s a description of a company''s people.

Sales 89

Sales Consult Gaming Sell 89

Score More Sales

JUNE 5, 2013

'In a world where business people and sellers are working to stand out and make a difference, there are a lot more people telling then showing exactly how to do so. It must have been fate that got me in front of new author Porter Gale at the IBM Smarter Commerce Global Summit held recently in Nashville. She gave a wonderful keynote talk on the main stage and then I listened to her talk at the IBM Superwomen’s Group Luncheon where she was a panelist.

Networking 87

Networking Niche Consult Referrals 87

The Sales Hunter

JUNE 11, 2013

'Why would anyone pay more for something? Unless they see some sort of value or benefit in it, they wouldn’t. This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — ”a feature.” If that is the case, then why do so many salespeople spend their time doing nothing but selling product features to customers?

Sell 98

Sell Customers Price Drivers/motivators 98

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.

Price

Partners in Excellence

JUNE 26, 2013

'So much of the writing about lean focuses on waste reduction. That’s great stuff, we want to make sure we aren’t doing unnecessary work or producing waste. But, at least for marketing and sales professionals, that’s not the real reason to start your lean journey. (I know I have some lean professionals groaning, but hang in there).

Growth 98

Growth Sales Pipeline Engineering 98

Pointclear

JUNE 4, 2013

'You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. I had the pleasure to sit down and chat with my colleague and friend Jonathan Farrington. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London.

Finance 85

Finance Launch Quota Sales 85

A Sales Guy

JUNE 20, 2013

'Unless you’ve been under a rock in sales, you’re keenly aware of the growing popularity of the Challenger Selling approach. The Challenger selling approach is the result of a substantial study by the CEC (Corporate Executive Board) that showed; sales people who challenged their customers and prospects out performed those who didn’t.

Customers 119

Customers Sales Prospecting Sell 119

Engage Selling

JUNE 11, 2013

'Glad to see we are making an impact! Today I received the following note in response to a meeting request: “Yes, let’s meet face to face for sure! I might even ask for your autograph since, with how much I watch your amazing videos – you’re kinda like a sales training celebrity/hero to me” Always [.].

Meeting 78

Meeting Sales 78

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.

Contact

Score More Sales

JUNE 3, 2013

'A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. That’s “your” guy.

Inside sales 85

Inside sales Territory Contact Sales 85

The Sales Hunter

JUNE 22, 2013

'Your customer is researching on the internet before they even talk to you. Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. You don’t need to be afraid! Instead, embrace and initiate dialogue about what they’ve learned on the internet. . Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. .

Cold Call 98

Cold Call Process Negotiate Consult 98

Partners in Excellence

JUNE 28, 2013

'I saw a post on this topic today. It caused me to pause and reflect. I’ve been very fortunate to have had some outstanding mentors. Naturally, I thought of my Dad and Mom, they certainly are in the top 5. There have been dozens of people that I’ve considered to be mentors, they’ve been in my life for a period of time, had an important impact.

Territory 98

Territory Pipeline Up-sell Start-ups 98

Pointclear

JUNE 20, 2013

'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass.

Quota 85

Quota B2B Inside sales Sales 85

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