Anthony Cole Training
AUGUST 22, 2014
'A guest blog by Walt Gerano, Sales Development Expert. Welcome to the final in the series, Tale of the Fail. Will Rogers said, “Even if you’re on the right track, you’ll get run over if you just sit there.”. Well, he was right. Welcome to my train wreck. If you have been following the last couple of blogs posts, you have seen Tony and Mark talk about the reasons we let one get away from time to time.
A Sales Guy
AUGUST 24, 2014
'I thought this was an interesting infographic. As sales people, we spend an inordinate amount of time trying to communicate with our prospects and buyers. Therefore, it seems to me we might want to get it right. This infographic suggests nothing in the subject line get’s open the most. Well duh, any “Re:” suggests the recipient is responding to something they sent out earlier.
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ConversionXL
AUGUST 19, 2014
'As more and more business owners are learning about the benefits of the new version of Google Analytics (referred to as “Universal Analytics”) as well as the utility of Tag Management Systems (made even more popular by the release of the free Google Tag Manager), Peep reached out to me to write an article about moving an inline GA implementation to Google Tag Manager.
Partners in Excellence
AUGUST 14, 2014
'The answer to this question seems obvious, the customer experience, whether it is buying, post buying, or anytime they engage our company, is for the customer. It’s the experience they should have in every interaction with our organization. When they are looking for information, how do they find it? Is it meaningful, relevant, and timely? When they engage in a buying process, do we align with how they want to buy, creating value in each step of the process?
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
Understanding the Sales Force
AUGUST 11, 2014
'Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. I was featured on the cover but I''m most hopeful that everyone will read Jonathan Farrington''s interview with me. He got me to be very outspoken about what''s taking place right now in our industry and I believe that everyone will benefit from reading it.
The Sales Hunter
AUGUST 26, 2014
' What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 6, 2014
'A Sales Guy Recruiting is in the market for a new ATS (applicant tracking system). We’ve reached out to several of the leaders in the space and I have to tell you, if their sales organizations and approaches are any indication of the type of company they are, I’m in a lose lose. One company in particularly, and ironically it’s the front runner, has been the most egregious in their incompetence.
ConversionXL
AUGUST 26, 2014
'Here’s something scary, according to MECLabs & Magento’s 2014 eCommerce Benchmark, only 13% of those studied base their testing on extensive historical data. The sad part is, the same study found that in almost every revenue group – with the exception the $0-10k group – companies that test changes based on extensive historical data were proportionally the most likely to be more successful.
Partners in Excellence
AUGUST 30, 2014
'I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything I could make up. This morning, I get two LinkedIn messages from the same individual. The first was a InMail–it had something to do with effective use of LinkedIn InMails, and email marketing, but he wanted to talk to me about a product he is selling to do this stuff.
Pointclear
AUGUST 21, 2014
'I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about.
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
AUGUST 7, 2014
'This question comes up in many different forms, but the issue is the same. How should I talk about my competitor when asked by a customer? The quick answer I give to people when asked this question is, “No, you shouldn’t talk about them.” But I admit — that answer does come with some […].
Anthony Cole Training
AUGUST 20, 2014
'The Tale of the Fail - I have to give credit to Ron S. for this phrase. Ron was a senior sales management executive for one of our clients. It was his responsibility to make sure that his sales people were always improving and it was his belief that sales people improved by reviewing their experiences and the experiences of others. So, when he conducted post-call debriefs with his sales people, he wanted to hear about 2 things - the Tale of the Sale AND the Tale of the Fail.
A Sales Guy
AUGUST 16, 2014
'You know how much I love creative s**t. I could talk for hours about creativity AND how creativity is the difference between winning and losing. Creativity is the s**t and the cats over at On24 have lit up the creativity Christmas Tree with this funny and creative video. How to Webinar! Not only is it creative, but it’s not boring. Most companies are boring.
ConversionXL
AUGUST 5, 2014
'A couple weeks ago, we dug into internal site search & found that in some cases , searches performed by only 10% of the site’s total traffic made up nearly 40% of the companies overall revenue. Then we went into my 3 favorite methods for increasing conversions by improving the search experience. But we’ve only just scratched the surface.
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Partners in Excellence
AUGUST 3, 2014
'The other evening, I was relaxing, watching something on Netflix. It was a mystery thriller, with quite a complex plot that had taken some very interesting twists and turns. I was a two thirds of the way through the movie (70% to be precise), when my wife joined me. She had been busy doing some things, but when she sat down, she immediately started asking: What’s happened?
Pointclear
AUGUST 5, 2014
'Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace.
The Sales Hunter
AUGUST 26, 2014
' Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The argument the salesperson makes is that the competition has never […].
Anthony Cole Training
AUGUST 21, 2014
'A guest blog by Mark Trinkle, Sales Development Expert. As the quote says, “Those who cannot learn from history are doomed to repeat it.”. My blog post today is another in the series of posts about The Tale of the Fail – sales lessons we can all learn from sales that we have lost. One of the most distinguishing traits of successful sales people is that they always learn from the mistakes they make in selling.
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A Sales Guy
AUGUST 20, 2014
'If GPA matters to you when hiring sales people, you are losing out on some of the best talent. GPA has no correlation to job success ( Google ) or success in general ( How Children Succeed, Paul Tough ). GPA is a useless measure when it comes to hiring and using it as a hiring criteria is only hurting you, your team, and your organization. “G.P.A.’s are worthless as a criteria for hiring, and test scores are worthless. … We found that they don’t predict anything.” — Laszlo Bock.
ConversionXL
AUGUST 21, 2014
'Reducing churn is critical to the success of your SaaS company. David Skok, who is a must read for all startups , explains that as a SaaS company grows, the size of the subscribers/customers/users who no longer do business with the company will also, organically, grow. This equates to a loss of revenue, which requires more and more signups from new customers just to replace what you are organically losing every month.
Partners in Excellence
AUGUST 21, 2014
'We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Rooter.” The longer a deal is stalled, the less likely it’s going to happen.
Pointclear
AUGUST 26, 2014
'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” l
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
AUGUST 23, 2014
'Do you think your personal social media accounts have no impact on your sales career? Guess again. Customers are using the internet more and more to decide who they want to do business with. And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters. I wish you could do […].
Anthony Cole Training
AUGUST 13, 2014
'Early evening on Mondays, I play tennis with some guys who I also play league tennis with. I started playing with this group 3 years ago. At one of our matches recently, I was in the mens locker room getting ready when a player from the other team came into the room. We started chatting. I dont remember much of our conversation except for the parting comments - Good luck, have fun, and lets not forget that its old man tennis..
A Sales Guy
AUGUST 11, 2014
'When it comes to making quota there are a number of critical success factors, but the most critical and often undervalued is time. Time is without a doubt one of the most critical and important elements to making quota. The more time we have, the higher the probability we make quota. The less time, the lower the chances we have. Time is our best friend.
ConversionXL
AUGUST 28, 2014
'In a 2013 study by eConsultancy & RedEye , surveying almost 1,000 client-side & agency marketers, it was found that 60% found A/B testing to be “quite valuable” to their business. Yet, only just over a quarter (28%) report being satisfied with their conversion rates. What’s interesting is that another study by VWO found that only 1 in every 7 A/B tests is a statistically significant winning test.
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Partners in Excellence
AUGUST 25, 2014
'We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Create a customer for life, through providing great, ongoing customer experiences. Grow the account.
Pointclear
AUGUST 19, 2014
'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect̶
The Sales Hunter
AUGUST 16, 2014
'Are you using social media the right way in your sales process? Unfortunately, many salespeople are not! I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Be […].
Anthony Cole Training
AUGUST 28, 2014
'In case you missed my previous blog post, I talked about words of wisdom I learned from my dad, Ray Cole Sr. In that post, I covered: He’ll only do that once. Even a blind squirrel finds an acorn now and again. He’s too dumb to pour p**s out of a boot even if the instructions are on the bottom. I started that post with the comment that I thought my dad could have been a good sales manager.
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.
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