Anthony Cole Training
APRIL 20, 2016
The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.
A Sales Guy
APRIL 4, 2016
Life is hard. That is a fact. It’s hard for a lot of reasons; family, work, health, relationahips, money, s**t the list of life’s challenges could be a mile long. But, one of the hardest things in life is something we don’t talk about much. It’s something all of us, I mean everyone of us struggle with, yet it goes largely unaddressed most of our lives.
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Engage Selling
APRIL 5, 2016
Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits.
Closing Bigger
APRIL 26, 2016
Hello Sales Pros! My next online sales training course (Part 1 of The Professional Sales Certificate Program ) starts on May 2nd. If you or one of your team members is looking to take their sales career or business to the next level this one month long “learn at your own pace” program may be ideal. These are the same sales processes and principles that Bill Gibson and myself have implemented into major sales organizations on four continents over the past 2o+ years.
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
ConversionXL
APRIL 19, 2016
You’ve read about color psychology, system one and two, emotional persuasion, etc. I know you have because it’s everywhere. It’s on KISSmetrics, Forbes, Entrepreneur, Inc., Help Scout, HubSpot… you name it. Hell, we’ve covered some of these topics ourselves. Why? Well, because many psychological triggers do, in fact work.
Partners in Excellence
APRIL 4, 2016
The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
APRIL 13, 2016
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching - the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend.
Hubspot
APRIL 30, 2016
While setting and working towards personal goals is often hailed as a way to stay motivated and productive, the science behind goal-setting paints a different picture. For starters, a study from the University of Liverpool revealed a connection between depression and setting generalized, abstract goals. It turns out that when we don't have precise criteria for what it means to achieve a goal, it's difficult to ever feel a sense of accomplishment.
The Sales Hunter
APRIL 26, 2016
What makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? There’s a reason why customers don’t see value in salespeople, because to be quite blunt, most salespeople don’t bring value. To many customers, there’s zero difference between […].
ConversionXL
APRIL 11, 2016
You often read that most people prefer to watch a video than read text. How true is that statement, really ? You’ve been hearing about video for years now, but it’s still relatively uncharted. Big brands are spending tens of thousands on videos that fall flat while a lucky few are going viral. But even they struggle to repeat their original success.
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.
Partners in Excellence
APRIL 4, 2016
I saw the Princeton Marching Band for the first time in the early 80’s. I was working in Manhattan, a few of my colleagues were Princeton grads, so every once in a while, we’d take the train to Princeton to watch a football game–and the “memorable” Princeton Marching Band. Take a few minutes to watch this video, contrasting Lehigh and Princeton.
Anthony Cole Training
APRIL 27, 2016
I went fishing with a very good friend of mine from First Citizens Bank in NC and he took me to his favorite fishing hole - Lake James. Keith claims it is the most beautiful fishing lake in the country. I don’t know if it is - I’ve not seen them all, but this is one beautiful lake!
A Sales Guy
APRIL 19, 2016
Tell the truth. You’re not going to be able to meet the customers implementation requirements as you thought. Your product or service doesn’t deliver a particular feature that’s important to them. Your team screwed up and didn’t see the requirements and ended up coding the wrong thing. There was a defect in your production line.
Hubspot
APRIL 29, 2016
We've all heard how important it is to make a good first impression. Show up late for a job interview? That's a bad first impression. Eat a ton of garlic and forget to brush your teeth right before a first date? Also a bad first impression. Go to meet your significant others' parents for the first time dressed in Crocs and sweatpants? That might also result in a bad first impression (depending on prevailing fashion sensibilities).
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The Sales Hunter
APRIL 12, 2016
Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Problem is we don’t realize it’s a problem until after we’ve encountered […].
ConversionXL
APRIL 14, 2016
According to Google Trends , the term “conversion rate optimization” is an official “breakout”, meaning “searches for that phrase have jumped by +5,000 percent” over the last few years. While this proliferation of all things CRO is good news for the industry, it does have one painful drawback. For most websites, the biggest barrier to CRO lies it one of its most fundamental commandments: thou shall test.
Partners in Excellence
APRIL 29, 2016
I’m a huge fan of high velocity outbound calls — at least when done well. Recently, I needed to buy a new car, my current car was coming off lease, I thought I’d take advantage of some of the end of quarter promotions. I did my research, narrowed down to a couple of different models, configured those models at the manufacturer’s sites (Build Your Car) to get an idea of pricing.
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.
Understanding the Sales Force
APRIL 11, 2016
I know. Everyone loves you. You are just so likable that it's inconceivable that you could be disliked. As usual, I see things a bit differently and I'll prove that there is someone that not only dislikes you, but might even hate you. For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! I'll share that with you but first, I must ask you a question.
Hubspot
APRIL 27, 2016
It used to be that Snapchat was seen as a platform geared mostly toward teens and pre-teens. But over the last several years, Snapchat has added features and made changes that have helped to move it into a much broader space. No longer are they a niche photo-messaging service -- they've become an established media platform valued at over $16 billion and with over 100 million users.
A Sales Guy
APRIL 10, 2016
Have you ever seen a hamster on a hamster wheel? They are hustling. You can’t argue that! But are they getting anywhere? Exactly, and that’s why this notion of hustle is played out. Look, don’t get me wrong, you have to work YOUR ASS OFF if you want to be successful and the truth is most people won’t and don’t put in the kind of real hard work required.
ConversionXL
APRIL 25, 2016
If you’re launching a mobile app, you’ve likely considered the differences between optimizing a simple site and a mobile app or game. But have you considered how the measurement and data analysis process will be different? Without a definitive plan and deep understanding of the fundamentals, your mobile app data will get complicated quickly.
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.
Partners in Excellence
APRIL 27, 2016
I’m a great fan of inbound marketing/demand gen approaches. What sales person wouldn’t be? It’s great to be able to talk to someone who actually is interested in your products and services! Before the first conversation, you have a context of their interests. You know marketing programs they’ve responded to, you know the content, which provides an indication of their interest.
Anthony Cole Training
APRIL 4, 2016
I continue to learn from my clients and the training director of a large national bank once said to me, “This is what we would like to keep doing. This is what we would like to start doing. And this is what we would like to stop doing.” Of course, all of this was framed up with lists of actions and initiatives because we were meeting to discuss coming years of training content, focus and delivery.
Understanding the Sales Force
APRIL 25, 2016
Two experiences this weekend support something I have been teaching for more than 30 years. Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provalone. She responded, "We don't have impourded, but we have some from Italy." I said that would be fine. Then she grumbled to a co-worker that this guy wanted "impourded" provolone and he explained that the Italian provolone was imported.
Hubspot
APRIL 26, 2016
By now, you probably know that today's buyers hold all of the power when making a purchasing decision. You're also probably aware that they're doing some of their research online. But have you really adapted your marketing plan to match the way today's customers shop and buy? Consider these recent statistics about B2B buyers from a 2015 study by Think With Google : 89% of buyers use the internet during the B2B research process. 71% start with a generic search query (they're looking for a topic,
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The Sales Hunter
APRIL 5, 2016
News flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be. The argument […].
ConversionXL
APRIL 13, 2016
When it comes to traffic acquisition, the money is in the headline. But testing content headlines comes with a unique set of problems. The Challenges With A/B Testing Content Headlines. There can be great value in testing content titles. Clearly. Look at Upworthy, BuzzFeed, or Huffington Post. They’ve made fortunes on publishing must-click headlines (good for them, bad for humanity I say).
Partners in Excellence
APRIL 25, 2016
In the “old days” the structure of the sales organization was pretty simple. Hire a bunch of people, give them territories with goals and turn them loose to sell. There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. Sometimes all the selling was done over the phone.
Anthony Cole Training
APRIL 1, 2016
I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.
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.
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