Anthony Cole Training
APRIL 28, 2017
I have done many workshops over the years and, normally, in the very beginning, I ask: What is it that you want to leave here with that would make this a great investment of your time? One of the top 3 answers in every situation is the question: How do I motivate or keep my sales team motivated? (Dan Pink – Ted Talk on Motivation – a great 18 minute investment!).
Understanding the Sales Force
APRIL 4, 2017
Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.
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A Sales Guy
APRIL 10, 2017
Look sometimes “rules” and “regulations” blind us to the most obvious and simple solution and this was the case for United Airlines this weekend. United overbooked a flight. It happens, I get it. In an effort to maximize bookings and make sure flights are full, airlines commonly overbook anticipating people don’t show, miss their connections, etc.
ConversionXL
APRIL 4, 2017
How you decide to invest in marketing channels can make or break your business. That sounds like an obvious statement, but not a lot of people think about it critically. Rather, marketers get trapped in the fervent anxiety of needing to be everywhere at once. This is both ineffective and stressful. It doesn’t help that there’s a new blog post out every day about how you’re missing out on [X] and this company is killing it by doing [Y].
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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.
Engage Selling
APRIL 18, 2017
Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!
Hubspot
APRIL 26, 2017
Where most social media feeds are almost distractingly busy -- full of photos, videos, and text updates from friends and brands you follow -- Instagram is different because you can only look at one post at a time. And while this simple, clean interface makes to easy to focus on the beautiful photography and interesting videos on Instagram, it also leaves something to be desired: the ability to easily repost other users' content.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Score More Sales
APRIL 14, 2017
Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.
A Sales Guy
APRIL 17, 2017
I went public recently arguing that sales coaching offered the greatest opportunity for sales organizations to accelerate sales in 2017. You can see my very public declaration here. You know me, I don’t hold back when I make a prediction. But in this case, my declaration isn’t enough. I want more. In spite of my bullish outlook on the power of coaching salespeople in driving and exceeding quota, I wanted to know more.
ConversionXL
APRIL 13, 2017
As technology continues to make data-driven marketing easier to implement and control, one thing remains constant: it’s all about the effectiveness of your team. As Paul Rouke says, we need to prioritize human intelligence in the face of increasingly sophisticated artificial intelligence, and building a high performing team is the most impactful thing you can do when it comes to growth.
Understanding the Sales Force
APRIL 19, 2017
We brought home a puppy and we had him completely housebroken in 4 days. He's really smart and we've done this before, a combination that makes it nearly impossible to screw up. To see him go to the door and touch it with his little paw, whimper when he is in his crate, go outside and do his business, and run back to the door is great. But it got me wondering, why is training a puppy relatively fast and easy while it is so much harder and takes so much longer to train salespeople?
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
Hubspot
APRIL 6, 2017
Today, most marketing teams are structured to drive traffic towards websites, which then converts into leads for the sales team to close. Once this process starts to deliver results, marketers then seek to generate even more traffic, and hopefully even more success. An oversimplification, but that’s the standard marketing playbook. Few marketing teams focus on getting more from existing traffic.
Anthony Cole Training
APRIL 12, 2017
IT STARTS WITH UNDERSTANDING PERFORMANCE.
The Sales Hunter
APRIL 12, 2017
Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m […].
A Sales Guy
APRIL 30, 2017
I’m pumped to be interviewing this lady right here. New York Times, Best Selling Author, Tasha Eurich is going to be on Taught Leaders this Thursday at 2:00 EST, 11:00 PST. We’re gonna be talking about her new book; Insight, Why We’re Not as Self-Aware as We Think, and How Seeing Ourselves Clearly Helps Us Succeed at Work and in Life. This book is lit and I’m excited to talk about: Why we just can’t see who we REALLY are and why we have such blind spots.
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
ConversionXL
APRIL 27, 2017
What happens when ecommerce sites run out of stock? Cue crowds of angry (would-be) customers and the burning of a big pile of money. Ok, it might not be that bad, but it’s certainly never good. Fortunately, there are steps you can take to mitigate the negative impact. But First… How Sites Usually Deal with Out of Stock Product Pages. Let’s say you’re browsing an ecommerce site for a clothing line.
Understanding the Sales Force
APRIL 25, 2017
Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. Steven Sparber, from Richardson , was nice enough to send me an advanced copy of the results.
Score More Sales
APRIL 7, 2017
Sometimes you, or your sales team members, get in a slump. Monotony. The same old, same old each day. It is easy to get stuck in a rut.
Hubspot
APRIL 28, 2017
April showers bring May flowers (depending on where you live). This April also brought an onslaught of augmented reality, or AR, from a few of your favorite social media apps. Just like last month, Facebook and Instagram continued to compete with Snap Inc. in April, with all three apps launching new products and features to keep more users and marketers spending their time there.
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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.
SalesLoft
APRIL 18, 2017
I always find it interesting when science validates conventional wisdom. It’s both satisfying to know you were on the right track, and angst-inducing to know that following that wisdom is no longer an option. Such is the case with the traditional sales notion that you should “listen more than you speak.”. In a recent blog post , Chris Orlob, Senior Director of Product Marketing at our long-time partner Gong.io, highlighted a number of interesting takeaways his team found after applying machine l
A Sales Guy
APRIL 8, 2017
I’ve never been afraid to admit I don’t know how to do something. I’ve never been afraid to call someone up and say, “Hey, I need help.” Not being afraid to ask for help has had a tremendous impact on my career and my own personal growth. It’s because of my own experiences that I believe we need more mentoring. I can’t write this without giving David Brock mad love and support.
ConversionXL
APRIL 18, 2017
Run an agency? Offer conversion optimization services? Then you know it can be hard. I’ve been running an optimization agency for 6 years now. Here are my top lessons I’ve learned along the way. 1. Build a name, build an audience. It’s so much easier to run an agency business if you have a personal brand name and an audience. Think about it: you’re in the business of expertise.
Understanding the Sales Force
APRIL 12, 2017
Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well. Most of the average scores in those 21 Sales Core Competencies, as well as the percentage of salespeople with gaps in those Core Competencies, don't change much either.
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.
Score More Sales
APRIL 20, 2017
Several main stage talks and numerous breakout sessions at the 2017 AA-ISP Leadership Conference referenced the many thousands of sales tools in existence and how confusing it can be for sales leadership. It is enough to make your head spin. While you may be using 3 or 4 or more of these tools, the average number of apps in a high growth sales development team tech stack is 5 (according to TOPO.
Hubspot
APRIL 26, 2017
As inbound marketers, content plays an important role in attracting attention to our company and building trust with our prospects. Our content can come in many different formats, and the format we choose can speak volumes about the research and ideas within. Interactive content has become increasingly more popular as brands try to cut through the noise and keep prospects' attention long enough to deliver a message.
The Sales Hunter
APRIL 18, 2017
Never before have I been more proud of the sales profession and more passionate about its impact on the global economy. In this era of consolidation and trends that move at the speed of a tweet, sales is a profession that doesn’t just stay the course, but sets the course. Last week 400 sales professionals […].
A Sales Guy
APRIL 25, 2017
Straight Keenan 2 is up and in it, I go to Topo Summit 2017 in San Francisco, I kick off The Real Deal of Sales and I answer the burning question, where did the Keenan red plaid shirts (Yes there are more than 1) come from? Hint: You can thank Jill Konrath. The post Where Did the Keenan Red Plaid Come From? appeared first on A Sales Guy.
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.
ConversionXL
APRIL 21, 2017
While SEO and PPC are saturated markets that are getting harder and harder (while PPC costs keep rising), the conversion optimization market is just growing and growing. It’s a market where most competitors are good friends and openly sharing everything – there’s plenty of business to go around for all of us. If you’re a digital marketer and are looking to specialize in CRO, watch this video where the optimization legend Craig Sullivan shares his thoughts on the topic: I
Understanding the Sales Force
APRIL 17, 2017
Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon. It's money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead. You may think it's because Amazon saves them money but that isn't necessarily true.
Engage Selling
APRIL 11, 2017
You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.
Hubspot
APRIL 10, 2017
A few weeks ago, I had an alarming revelation: I'm a crappy listener. That came to light when someone important to me pointed out that I don't seem to have any interest in what he does for work. “Your eyes just glaze over whenever I talk about my job,” he told me. I couldn't deny that. And it wasn't limited to him -- whenever someone spoke to me about something that I found less than fascinating, I had a tendency to tune it out.
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