Anthony Cole Training

JUNE 14, 2016

Here is the opening paragraph from the IQ Matix Blog – The Law of Cause and Effect by Adam Sicinski. “A person becomes what they think about all day.”. Understanding the Law. The universal law of cause and effect states that for every effect there is a definite cause , likewise for every cause there is a definite effect. Your thoughts, behaviors and actions create specific effects that manifest and create your life as you know it.

Sales 120

Sales 120

ConversionXL

JUNE 9, 2016

Seth Godin once said, “You can use social media to turn strangers into friends, friends into customers and customers into salespeople.” [Tweet It!]. Strangers into friends? Of course. Friends into customers? Yep, it’s relatively easy to promote your site (where followers and friends can make a purchase) on social media. Customers into salespeople?

Retail 85

Retail Cross-sell Up-sell Promote 85

Understanding the Sales Force

JUNE 16, 2016

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship Building and Mastery of Social Selling were findings in our evaluations but now, they are full blown competencies with complete sets of attributes.

Sell 78

Sell Relationship building Sales 78

A Sales Guy

JUNE 23, 2016

Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks. We were talking about social selling and how the tools available to sales people today have never been so powerful in helping salespeople connect with buyers.

Sell 67

Sell Sales Education Gaming 67

Advertisement

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.

Follow-up

The Sales Hunter

JUNE 7, 2016

One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use. The questions […].

Customers 74

Customers Sales Process Cold Call 74

Hubspot

JUNE 28, 2016

As of just last week, Instagram hit a major milestone : the platform doubled its monthly active users to 500 million in just two short years. What's more, over half of those monthly users -- 300 million, to be exact -- are active on the platform daily. That's a whole lot of action. All that said, it should come as no surprise that Instagram has become a place of interest for businesses.

Campaign 78

Campaign Follow-up Start-ups 78

ConversionXL

JUNE 8, 2016

You put tons of time into creating your product(s), experimenting with acquisition channels, honing your messaging – and here I am, about to tell you about how consumers are often swayed by such a subtle thing as the order in which you present your products. It’s a funny thing, human behavior. Often, small nudges can produce significant changes in how we act.

Price 74

Price Real Estate Presentation Start-ups 74

Understanding the Sales Force

JUNE 20, 2016

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.

Appointment 67

Appointment Sales Prospecting 67

A Sales Guy

JUNE 13, 2016

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need? We’ve been taught for years to find our customers needs and then sell to them. We have been taught to ask lots of questions, find their need then position your product to fit their need.

Sell 67

Sell Quota Clients Prospecting 67

The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […].

Customers 74

Customers Service Consult Closing 74

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

Retail

Hubspot

JUNE 27, 2016

This week, Facebook announced grand plans to take their already successful live broadcasting platform to great heights. The announcement included product updates like two-person broadcasts, waiting rooms for viewers, and Snapchat-esque f ilters all in the works. With these updates in mind, carving out a strategy for Facebook Live seems like a no-brainer.

Follow-up 78

Follow-up Start-ups Entertainment Promote 78

Engage Selling

JUNE 30, 2016

There is a specific group of individuals and businesses out there that are actually your best and fastest way to make more sales. You won’t find them by knocking on doors or during your regular prospecting routines and practices.

Sales 64

Sales Prospecting Up-sell Clients 64

ConversionXL

JUNE 27, 2016

For an optimizer, these are words to live by: “Without data, you’re just another person with an opinion.” [Tweet It!]. Optimization isn’t about educated guesses and hunches, no matter how many years you’ve been in the industry. It’s about doing the research, asking the right questions, digging for clues in problem areas, paying attention to the signs when they appear, and running smart A/B tests.

A/B testing 72

A/B testing Conversion User Experience Start-ups 72

Understanding the Sales Force

JUNE 3, 2016

I've been trying very hard to find the time to write this article. I always have plenty of material but I just couldn't wait to write this particular article, and I've been waiting for nearly 24 hours since the idea was triggered by an email. 24 hours may not seem like a lot of time, but for me, once I decide to do something, I want to do it right then.

Promote 67

Promote Sales Meeting 67

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

Promote

A Sales Guy

JUNE 22, 2016

There is a sure-fire way to know if you’re average at what you do or if you’re great at what you do. Ask yourself this simple question. Would you do your job for double the pay if it were 100% commission ONLY based on performance? Would you? Would you be willing to work on a 100% commission plan knowing, if you fail, you don’t get paid?

Commission 65

Commission 65

The Sales Hunter

JUNE 28, 2016

Social media is powerful. No doubt about that, but what it can also do is suck up your time so fast you suddenly find yourself with not only no sales, but also no leads. Here are 10 things you can do to leverage social media, and best of all, once they’re set up they […].

Sales 71

Sales Networking Prospecting Drivers/motivators 71

Hubspot

JUNE 14, 2016

With 400 million monthly active users and more than 80 million posts per day , Instagram has established itself as an obvious platform for brands looking to expand their reach and engage with their audience. Figuring out how to launch a successful Instagram contest, however, is much less obvious. Sure, it sounds like an effective strategy for stirring up conversation -- it capitalizes on user generated content (UGC) and typically requires very little commitment for participants.

Legal 78

Legal Promote Objectives and Key Results Follow-up 78

Score More Sales

JUNE 16, 2016

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

Sales 60

Sales B2B 60

Advertisement

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.

Pipeline

ConversionXL

JUNE 20, 2016

You and I may have a hard time believing it, but many people are afraid to shop online. Now, as someone who regularly makes ridiculous impulse purchases, I never second guess entering my credit card information online. In fact, I just bought a Led Zeppelin coffee mug in the time between writing and editing this article. You, too, probably regularly buy books, movies, clothes, and software online.

E-commerce 72

E-commerce Customers Trust Government 72

Understanding the Sales Force

JUNE 24, 2016

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sale

Consult 63

Consult Sales 63

A Sales Guy

JUNE 5, 2016

We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward. In Take 16 of #heykeenan I break down how you can know if your buyer is serious or not.

Prospecting 63

Prospecting Customers 63

The Sales Hunter

JUNE 21, 2016

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Sales 69

Sales Cold Call Technique Consult 69

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

Hubspot

JUNE 7, 2016

Back in April, Mark Zuckerberg announced the launch of Facebook's Messenger Platform -- a new service that enables businesses of all sizes to build custom bots in Messenger. In the days following the announcement , the tech and marketing space lost its mind. Thousands of articles were penned about the news , each one speculating on what an open Messenger platform could mean for businesses.

Healthcare 74

Healthcare Drivers/motivators Promote Follow-up 74

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.

Objectives and Key Results 64

Objectives and Key Results Follow-up Strategic planning Sales 64

ConversionXL

JUNE 3, 2016

Analytics is a field that moves fast. Most changes have happened as a result of the transition from PC computing to mobile. Mobile is still a new space for analytics. Things are happening quickly, and everyone’s looking for the newer, better, and faster solution. At Amplitude , we’ve now been analyzing data non-stop for four years. We want to share four of the themes that we’ve seen emerge over our time helping companies with analytics.

User Experience 62

User Experience UX Growth Conversion 62

Understanding the Sales Force

JUNE 15, 2016

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?". He had a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them.

Territory 63

Territory Sales Clients 63

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

A Sales Guy

JUNE 6, 2016

The days of telling sales people how to sell and how to do their jobs are over. Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling. If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how many appointments were set, and how many presentations were given – STOP IT.

Appointment 62

Appointment Quota Sales Presentation 62

Score More Sales

JUNE 10, 2016

How many times have you heard someone describing their company’s value proposition only to hear them spew out features and benefits of their services or products? Having a strong value prop is one key to making the “short list” when companies are searching online and need to narrow down their search before engaging.

Service 57

Service Product B2B 57

Hubspot

JUNE 28, 2016

A couple of my teammates recently launched a tool called The Next Five to help people navigate through those times in their career where they're feeling kind of stuck. You know, when you're just not sure what the next step is on your career path. And while we may think about this stuff from time to time -- and maybe even sheepishly practice holding those conversations in the car on the way to work -- I don't think we often verbalize our thoughts on where we want our career paths to go (presuming

Promote 71

Promote Conversion Trust Territory 71

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.

Follow-up 61

Follow-up SQL Lead generation Sales 61

Advertisement

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign