Anthony Cole Training
AUGUST 7, 2014
'Back a few years ago, when I was teaching my daughter how to drive, I tried to teach her good driving habits. One critical habit that I tried to help her recognize was to read the gauges, or what they call in aviation, complete a radial scan. I explained to her that, prior to taking off in a car, you’ve got to make sure that there isn’t a light on telling you that your air pressure is low or that there’s an engine problem.
A Sales Guy
AUGUST 27, 2014
'There is a big difference between knowing what to do and being able to do it. You know you have to connect with the CEO to get the deal closed, but can you? You know you have to grow your pipeline by 30% in order to make quota, but can you? You know you have to spend more quality time with the kids and the family, but can you? You know you have to save more money for retirement, but can you?
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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 […].
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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.
Partners in Excellence
AUGUST 19, 2014
'Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts. An article I wrote several years ago, The Most Used, Useless Metric In Sales has been republished in several venues–creating some discussion. With clients, with people in email (Adam, thanks for reminding me), and others, there have been lots of discussions about forecasting.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 17, 2014
'If you missed Venture Beat’s post the other day on these stats you’ll want to go check it out, cause it appears we’ve ALL been duped. I’ve seen these numbers so many times I, like most people, have come to accept them as fact. Haven’t you? Although I don’t believe I’ve blogged about these numbers, I know I have verbally tossed them about with peers and customers.
Understanding the Sales Force
AUGUST 15, 2014
'Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. [ Disclosure: Hubspot is a client of both Kurlan and OMG ; This blog is hosted on Hubspot''s terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.].
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 […].
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.
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
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?
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.
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.
Understanding the Sales Force
AUGUST 20, 2014
'Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. "This is one of my top salespeople - how can she possibly lack Desire for sales success?". It''s a great question and I hope to explain it fully here.
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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 […].
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
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.
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.
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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.
Understanding the Sales Force
AUGUST 21, 2014
'Understanding the Sales Force by Dave Kurlan. The CEO said, "We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence you provide is perfect for us, this is the right time to move forward, and we''re ready to go.". Waiting for the other shoe to drop, I said, "But.". And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.".
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 […].
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
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
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?
Anthony Cole Training
AUGUST 27, 2014
'I think my dad would have been a good sales manager, not a great one, a good one. In today’s world, he would have been a little too harsh with the coaching and discipline and certainly he would have struggled with political correctness. Raymond Fredrick Cole Sr., would have been 83 this past Monday. He died almost 7 years ago. I still miss him. My dad was a foreman on a blueberry farm in Hammonton, New Jersey.
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.
Score More Sales
AUGUST 5, 2014
'As sellers we often work in a haphazard manner. We dart in and out of potential sales opportunities. We drop everything looking for that next, big opportunity. We multitask and say we’re going to reach more people than we do. We often come up short, leaving at the end of the day or end of the week feeling dejected. It’s a vicious cycle – but it doesn’t have to be this way.
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.
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 […].
Pointclear
AUGUST 12, 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
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.
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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