Anthony Cole Training

MAY 11, 2016

Why Do So Many of My Salespeople Fail to Perform as Expected?

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163

Engage Selling

MAY 26, 2016

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

Sales 92

Sales Up-sell Referrals Clients 92

ConversionXL

MAY 4, 2016

Have you ever wished for a tap to call button on a mobile site? Or struggled to tap a tiny link? Have you ever wondered what would happen after you clicked a button on a site? Or, worse, wondered what to do next on a site? If you answered yes to any of those questions, you’ve experienced a UX mistake. They’re more common than most people realize.

UX 90

UX User Experience Objectives and Key Results Conversion 90

Hubspot

MAY 31, 2016

There’s no doubt that Photoshop is an incredibly powerful tool for marketers. Photoshop has thousands of features, tools, settings, and shortcuts that have drastically changed and shaped graphic design and photo editing over the last few decades. With the sophistication of today’s design capabilities, however, comes the hassle of learning and staying up-to-date on Photoshop’s features.

Follow-up 78

Follow-up Start-ups Technique Product 78

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

Hospitality

Partners in Excellence

MAY 31, 2016

I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. We need to have a serious discussion about your performance. Yeah, I know we always tend to talk about the performance of our people, but we need to focus on your own performance. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months.

Territory 74

Territory Sales Start-ups Pipeline 74

Understanding the Sales Force

MAY 18, 2016

I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something

Sales 74

Sales Inside sales Drivers/motivators Sell 74

The Sales Hunter

MAY 17, 2016

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].

Up-sell 72

Up-sell Process Sell Presentation 72

ConversionXL

MAY 16, 2016

Both your visitor and Google prefer your site to be fast. Increasing site speed has been shown to increase conversion rates as well as increase SERP rankings , both resulting in more money for your business. But A/B testing tools actually may slow down your site. We researched 8 different testing tools to show how your site performance is affected by each one.

A/B testing 86

A/B testing Territory Clients Technology 86

Hubspot

MAY 13, 2016

For most people, adding a caption, emoji, or even a cool filter to a Snapchat before shipping it is enough to satisfy their creative needs. And that's perfectly fine. There are plenty of people and brands doing really cool things on Snapchat without going all "Van Gogh" on their pictures and videos. But there are also people who prefer to go that extra mile when it comes to dressing up their Snaps.

Angle 78

Angle 78

Partners in Excellence

MAY 18, 2016

At its essence, sales is about finding customers who have problems we can solve, helping them understand why they should solve the problem, helping them commit to that change, and helping them solve the problem. We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process.

Customers 72

Customers Objection handling Negotiate Technique 72

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.

High impact

Pointclear

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”.

Price 70

Price Sales Up-sell Gaming 70

Anthony Cole Training

MAY 19, 2016

Sales 128

Sales 128

The Sales Hunter

MAY 3, 2016

Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. In both the short-term and […].

Prospecting 72

Prospecting Pipeline Sell Sales 72

ConversionXL

MAY 25, 2016

Almost all business owners hate Yelp, but they understand its power. User generated reviews in general are tremendously influential in persuading people to buy. One study found that 88% of consumers trust online reviews as much as personal recommendations and 72% of consumers say positive reviews make them trust businesses more. Millennials, in particular, trust user-generated content 50% more than other media.

Conversion 80

Conversion Trust Drivers/motivators Retail 80

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B2B

Hubspot

MAY 10, 2016

Back in 2011, Snapchat was synonymous with risqué teen behavior. News coverage repeatedly warned parents of the damaging effects the platform might have, and as a result, the success trajectory wasn't looking good. Since then, Snapchat has evolved into something so much more. And while it's certainly not the cornerstone of every marketing strategy just yet, the channel has earned a reputation for fast growth and innovation.

Follow-up 78

Follow-up Start-ups Launch Networking 78

Partners in Excellence

MAY 12, 2016

I’m amazed at the number of sales people that continue to think their value proposition is a pithy sentence that you say to a customer that all of a sudden causes them to pull out and sign a purchase order. Everyday, I get calls from sales and marketing people asking for help on their value propositions. After a few minutes of questions, they always seem to be looking for the same thing, “What are the few sentences that we can tell the customer that express our value and differentia

Customers 70

Customers Prospecting Presentation Conversion 70

Understanding the Sales Force

MAY 23, 2016

Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes - they are skill based. What happens when you have salespeople who won't even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.

Meeting 69

Meeting Strategize Sales Pipeline 69

A Sales Guy

MAY 30, 2016

If you’re selling your product, STOP ! It’s not what your customers want. Do you know what you’re selling? Let me give you a hint. It’s not the product your company makes and it’s not whatever services they offer. You’re not selling some cool feature. You’re not selling how inexpensive it is. You’re not selling the convenience of your product.

Sell 68

Sell Service Product Cold Call 68

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

The Sales Hunter

MAY 10, 2016

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1. Thinking that because they’re a new connection, you the […].

Prospecting 70

Prospecting Sell Sales 70

ConversionXL

MAY 11, 2016

The design of your website is more important for conversions than you think. First impressions matter, and a good way to make one is with a hero image that complements your value proposition. But what’s a hero image, really, and how do you make them work for you? What’s a Hero Image? A hero image is defined as “a large, featured image or series of images prominently displayed on the homepage.

Conversion 80

Conversion Transportation A/B testing Retail 80

Hubspot

MAY 9, 2016

Whether you're new to marketing or decades into your career, conversion rate optimization is an ever-changing topic and necessary asset in your marketing playbook. Looking to learn more about your audience? Want to manipulate your existing resources to improve their performance? How about growing your business by improving lead flow? Wouldn't that be nice?

Conversion 78

Conversion Real Estate Non-Profits Campaign 78

Partners in Excellence

MAY 13, 2016

I really appreciate sales people who bring us new insights about things happening in our industry and markets. We are anxious to learn, we are always interested in opportunities to grow our business. Recently, I’ve a number of sales people have been prospecting, insisting that we have problems. The problems are all over the place. One is insisting that our demand generation efforts are not producing results, our demise is imminent, but if I just take the time for a demo, he can provide t

Growth 67

Growth Pitch Account management Prospecting 67

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.

Sales

Understanding the Sales Force

MAY 9, 2016

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning seeing some improvements being made in this area. For example, back in the early 90's, when Objective Management Group (OMG) first began measuring the existence of sales process, only 9% of all salespeople were following one with any degree of consistency and effectiveness.

Process 67

Process CRM Sales 67

A Sales Guy

MAY 24, 2016

Sales isn’t about taking, or convincing. It’s not about forcing or cajoling. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. Today it’s easy to forget that. The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales.

Quota 68

Quota Sales Pitch Education 68

The Sales Hunter

MAY 31, 2016

The short answer to this question is, “No!” I say “no,” because until both Sales and Marketing accept the roles they play and their reliance upon each other, there is little chance the fight will end. I’ve had the unique opportunity to sit at both desks over the years, holding key Marketing and Sales […].

Sales 70

Sales Technique Sell 70

ConversionXL

MAY 5, 2016

It’s a cultural trope to “want what you can’t have,” but it’s also a principle based in decades of psychological research. That principle, scarcity, is incredibly powerful in marketing, persuasion and conversion optimization (when done right). The problem is, if you don’t do it right, it’s pretty meaningless (or worse, you trigger a psychological backfiring and hurt sales).

Extrinsic 80

Extrinsic Sports Sales Intrinsic 80

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Sales

Hubspot

MAY 10, 2016

Where do you see yourself in five years? Of all the interview questions out there, this might be the most difficult. These days, career paths aren’t linear. The age-old corporate ladder model of putting in a few years as an individual contributor, becoming a manager of a small team, and climbing your way through senior management or director roles is not right for everyone.

Launch 78

Launch Growth Conversion Customers 78

Partners in Excellence

MAY 10, 2016

I was conducting a series of reviews with a team of sales executives. They were struggling to meet their numbers, asked me to spend some time with them. As usual, one of the first things I looked at was their pipeline. I asked them a few questions about win rates, sales cycles, average deal value—they had some answers, but not the kind that make one feel really comfortable.

Pipeline 67

Pipeline Consult Closing Presentation 67

Understanding the Sales Force

MAY 2, 2016

Did you ever drive down a street and seen a roadside sign advertising free stuff? Maybe it was a free sofa, chair, or table. Maybe it was a free lawnmower or bicycle. It could have even been free kid's stuff. Nearly all of the free stuff you find on the side of the road, available to the first taker, is somebody else's junk. Instead of throwing it out, and rather than taking the time to donate it (if an organization would have it), they are simply giving it away.

Inside sales 67

Inside sales Sales Promote Trust 67

A Sales Guy

MAY 6, 2016

I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville Tenessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word. We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. A self-admitted caffeine addict, it’s hard to argue with him as it’s hard to know whether it’s the caffeine or him.

Drivers/motivators 67

Drivers/motivators Start-ups Sales 67

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.

Product