Anthony Cole Training

MAY 26, 2016

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.” Dave uses role-playing as an example. I see this all the time! Ask someone to role-play in front of the group and they shut tight like a clam.

Sales 120

Sales 120

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

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

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

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Follow-up

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

Hubspot

MAY 6, 2016

Let me make one thing clear: This is not a post about how you should spend your weekends working yourself to the bone. "Productivity" has a much wider definition than many of us give it credit for. We tend to equate productivity with doing things, rather than with taking time to think, reflect, and rest. But busyness is not the same as productivity.

Product 78

Product Non-Profits Hospitality Cross-sell 78

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

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

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

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

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

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

Anthony Cole Training

MAY 11, 2016

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

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126

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 Retail A/B testing 80

A Sales Guy

MAY 23, 2016

Teaching is about providing quality insight as part of the sale. If you’re a sales person, you’re a teacher. Do you remember your 5th-grade teacher or your biology teacher Jr. year? Good, cause that’s you now. Like Miss. Kennedy or Mr. Jackson, it’s your job to cultivate the mind of your customer and help develop their mind around the problems they are trying to solve.

Sell 67

Sell Prospecting Customers Product 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

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

Understanding the Sales Force

MAY 24, 2016

I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.

Sales 67

Sales 67

Hubspot

MAY 19, 2016

Email has seemingly been on the brink of extinction for about a decade now. Over the past few years alone, email has been called " dead ," " not dead, evolving ," and even " dead, again." But as you can likely tell by the steady stream of messages still flowing into your inbox every day, not to mention the ones you write and send yourself, email continues to keep on keeping on.

Contact 77

Contact Campaign Conversion 77

Anthony Cole Training

MAY 19, 2016

Sales 120

Sales 120

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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.

Pipeline

ConversionXL

MAY 26, 2016

As optimizers and business owners, you’re striving to better understand your audience. Who visits your site? What are they looking for? What will make them convert to paying customers? To help answer these questions, buyer modalities were created to help categorize visitors and their purchase behavior. The only problem? Buyer modalities are meaningless and personality models as a whole are extremely difficult to apply to online marketing and optimization.

Entertainment 76

Entertainment Engineering Follow-up Conversion 76

A Sales Guy

MAY 16, 2016

“…be deliberate in the type of leader you want to be…” There are 5 types of sales leaders: The supporter. The fixer. The “Ah you can do it” The enabler. And The a **e. The supporter is a players coach. They are advocates of the team, doing everything they can to support the team for success. Supporters are popular, the downside is they don’t like to challenge sales people.

Appointment 65

Appointment Sales 65

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

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

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

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 77

Follow-up Start-ups Technique Product 77

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 Gaming Up-sell 70

ConversionXL

MAY 13, 2016

Raise your hand if you’ve ever made an impulse purchase. I can relate (and the stack of random junk in my room can attest to that). If we’re not alone in this behavior, then clearly there’s a market of impulse buyers. In fact, UIE found impulse purchases represent almost 40% of all the money spent on e-commerce. The question is, how do you make it easier for them to make an impulse buy?

Entertainment 73

Entertainment Sell E-commerce User Experience 73

A Sales Guy

MAY 13, 2016

If a sales conference is determined by its speakers, then it’s hard to argue that SalesMachine Summit 16 won’t be the hottest sales conference of the year. Check out this lineup; Seth Godin , Arianna Huffington , Simon Sinek , Gary Vaynerchuck , Billy Beane, and more. This is going to be a savage event. In addition to these killer keynote speakers, there are four tactical tracts (Sales Strategy, Sales Operations, Sales Development, and Sales Leadership) designed to provide robust, a

Entertainment 65

Entertainment Sales Drivers/motivators Up-sell 65

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

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

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

Hubspot

MAY 25, 2016

Have you ever had any formal or informal paid advertising training or education? If you have, you’re one of the lucky few. Most marketers are presented with a chunk of their company’s marketing budget one day and told to “run some ads.” Don’t let the costs scare you, paid social advertising is incredibly measurable, and can produce real ROI. From managing your budget to choosing channels and measuring success, learn how to get started with paid advertising. 1) How Do I Manage My Budget?

CTR 73

CTR Sports Finance Campaign 73

Pointclear

MAY 26, 2016

Keep leads from being ignored is the fifth 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 we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.

Objectives and Key Results 63

Objectives and Key Results Lead generation Follow-up Contact 63

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