Anthony Cole Training
NOVEMBER 30, 2015
Great closing pitchers get batters out. They always don't get people to strike out. Sometimes runners get on base, but then the next batter hits into a double play and now there are two outs and no one on base. The third batter hits a fly ball to the outfield, the outfielder catches the ball – ballgame. Another save for the closer.
Closing Bigger
NOVEMBER 12, 2015
Today’s sales funnel and sales process has changed. Sales for many of us is now more about getting buy-in versus pitching our wares. This 15 minute sales and social selling podcast introduces the new sales funnel “The 5 Stages of Consent” and also dives into how content creation is not enough to get noticed – you need to have a thought leadership strategy to truly fill the new sales funnel.
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ConversionXL
NOVEMBER 20, 2015
You’ve found your way to this article, but you probably won’t read it start to finish. You’ve read the stats. According to Copyblogger, 80% of people will read a headline , but only 20% read the body. 38% of people who click on a site will leave before engaging with the content at all. People will share copy, effectively vouching for its quality, when they’ve only read 25% of it.
A Sales Guy
NOVEMBER 9, 2015
I am constantly amazed at the complete lack of creativity in sales people. Sales people are the extreme athletes of the business world, yet for some reason too many of us subscribe to the herd mentality — doing what everyone else does. The problem with doing what everyone else does is ONE, it’s boring and TWO, it lacks creativity. Making it in sales requires creativity.
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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
NOVEMBER 9, 2015
Bah Humbug. I’ve officially jumped off the millennial bandwagon. In truth, I’ve jumped off all the generational stereotyping bandwagons and have decided to treat instead, people as individuals. Why this novel approach? This month I’ve been reading a lot about why people say Millennials are different. Of note they list: They want a culture of purpose They […].
Understanding the Sales Force
NOVEMBER 16, 2015
This is an article about getting your sales message to resonate - every time. However, before we can discuss that, I need to share a current, real world example. So bear with me. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Closing Bigger
NOVEMBER 16, 2015
Today’s podcast ( download here ) is focused on why Influencer Engagement programs are vital and how to run one effectively in the B2B sales and marketing space. Following is brief abridged version of what I cover in the podcast: In a recent study (by Augure ) of over 600 B2B marketing professionals 93% of them stated that they considered influencer engagement as an effective strategy to build brand awareness. 75% cited influencer engagement as an effective in lead generation.
ConversionXL
NOVEMBER 4, 2015
Understanding what consumers want, what consumers need and why is a crucial part of conversion rate optimization. Earlier this year, BrandShop released the results of the 2015 Digital Consumer Preferences Survey , which revealed in no uncertain terms that consumers want (and need) buying online directly from brands to be easier. Why do consumers, despite the rise of eCommerce, find buying online difficult?
A Sales Guy
NOVEMBER 16, 2015
The ONE (or 50) Things You need to Know to Get Y our Customers Attention. There are a million things sales people need to do to get the customers attention and make the sale. But there is one that is far more important than any of the others. What is it? It’s knowing, ahead of time, what problems your customers are struggling with. I’m constantly amazed. at how often sales people reach out to a customer with no clear understanding what problems their customers COULD be dealing wit
Partners in Excellence
NOVEMBER 1, 2015
I was reminded in a great conversation with Bruce Lewolt of a problem all managers tend to face in coaching. We tend to coach to our strengths–not to the weaknesses of the sales person. It’s something that’s almost subconscious, but limiting to the individuals we are coaching, as well as overall organizational performance. We see it all the time.
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
Understanding the Sales Force
NOVEMBER 5, 2015
Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.
The Sales Hunter
NOVEMBER 10, 2015
It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) 1. Failing to gain a relationship with others beyond just […].
Closing Bigger
NOVEMBER 4, 2015
Hello Guerrillas! It was great to spend 3 days with you at the Guerrilla Global Summit in Orlando Florida! As promised I am including my presentation deck from my seminar on Guerrilla Social Selling. Remember if you want to take apply to take part in the the Social Media Director program you need to apply by clicking here before 11:59 pm on Friday November 6th.
ConversionXL
NOVEMBER 5, 2015
Email marketing is one of the fastest ways to drive sales of any online channel. Think about it… What other channel can you launch something and drive sales immediately? But the biggest challenge most businesses face is they don’t have an email database (which I’ll interchangeably refer to as a ‘list’) big enough to see the benefits of email. Why the ‘traditional’ method of growing an email database doesn’t work.
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
A Sales Guy
NOVEMBER 5, 2015
“Was this helpful?” “Was this helpful?” I always end every client call, customer meeting AND sales call with that question. People aren’t used to being asked that. There is always a pause of bewilderment before their response. I ask this question because it occurred to me that just because the meeting happened and we have next steps and I thought it was a good meeting doesn’t mean everyone else did.
Partners in Excellence
NOVEMBER 11, 2015
Before I start this post, I have a confession. I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. Perhaps it’s a deficiency in my character or something wrong in my upbringing, though Mom and Dad did the very best they could with the material they had. But I’m obsessed by really bad prospecting.
Understanding the Sales Force
NOVEMBER 2, 2015
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine - which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead.
Engage Selling
NOVEMBER 5, 2015
Could your sales team be too isolated? Back in July, I was working with an organization and we brought the whole sales team together. One of the first things we did is we asked each individual on the team to begin sharing examples, ideas, thoughts and success stories. We wanted to determine whether those success stories aligned […].
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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.
Closing Bigger
NOVEMBER 28, 2015
Today’s blog post and podcast is about the 9 C’s of Social Sales Success. Their are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. I have taken them and broken them down under 9 core areas that start with the letter C. Following are the 9 C’s of Social Sales Success: 1) Curiosity.
ConversionXL
NOVEMBER 19, 2015
There’s a fine line between online persuasion and manipulation. In university, most classes, at least in the humanities and social sciences, dealt at least in partial with the morality of the lessons we learned. Especially in marketing and communications classes, there was the line between persuasion and propaganda. Online, though, for whatever reasons, ethics aren’t discussed as frequently.
A Sales Guy
NOVEMBER 3, 2015
If you’re selling in any proper fashion, you’re working overtime trying to get to the root problem your prospect or customer is struggling with. You’re asking substantial business and process questions. You’re inquiring about their goals and objectives and the desired outcomes. If you’re killing it, you’re trying to understand their current state and their desired future state.
Partners in Excellence
NOVEMBER 8, 2015
I had a fascinating exchange of emails with a very good sales person. He described a particularly difficult sales situation. It started well, then all of a sudden things fell apart. As he tried to recover or at least understand, there was a series of miscommunications, ending in the customer/prospect saying, “Don’t ever contact me or anyone in my company again.” The sales person had learned a lot in the process.
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.
The Sales Hunter
NOVEMBER 13, 2015
First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B, where my preferred style […].
Anthony Cole Training
NOVEMBER 24, 2015
Song written and recorded by Lee Greendwood.
Engage Selling
NOVEMBER 12, 2015
Are your sellers falling short in their negotiations? “The more you sweat in peace, the less you bleed in war.” This great saying is a wonderful reminder for all salespeople, especially when it comes to negotiating. The truth is, most mediocre salespeople are playing more than they’re practicing. That is, they’re neglecting the preparation stage before their […].
ConversionXL
NOVEMBER 17, 2015
When you think about the holiday season, you think more traffic, right? More traffic means more conversions. More conversions mean more data. More data means more insights. But is the data from the tests you run during major shopping holidays representative? We can’t throw sample pollution out the window, can we? Will your insights still be relevant in February when the rush dies down?
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.
A Sales Guy
NOVEMBER 11, 2015
Carlos Gil asked a great question that really made me think. He asked how I define Hustle. Hustle is a word that’s being tossed around a lot lately, but I think we’re selling the word short. In Take 17 of #heykeenan I share my definition of hustle and what inspires me. I enjoyed this one, it was emotional, because the more I thought about it, the more it became personal and emotional.
Partners in Excellence
NOVEMBER 9, 2015
Millions of people hours are spent every day confronting the issue, “How do we get our customers to be interested in us?” Marketing spends millions in content strategies, overlaid with all sorts of promotion programs. Sales looks for insights or provocation. Together, marketing and sales looks for provocative prospecting messages and approaches.
The Sales Hunter
NOVEMBER 15, 2015
If you think hanging around negative people isn’t going to affect you, think again! Your career is too important to let it be influenced by the negative attitudes of people around you. And don’t fall into the false idea that you will be the one to pull them out of their negativity. That approach […].
Understanding the Sales Force
NOVEMBER 23, 2015
Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.
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