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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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.
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.
Advertisement
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.
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.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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.
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 […].
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,
Score More Sales
APRIL 7, 2016
Years ago sales owned the conversation. If you were a buyer you got in line to find someone to help you learn enough about a new product or service on the market so you could make a “sound” decision – especially if it was a business transaction where it is businesses selling to other businesses. Unfortunately, a lot of sellers took advantage of that scenario thus giving selling a bad name.
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
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.
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 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.
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 […].
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
Hubspot
APRIL 12, 2016
Nowadays, getting a website up and running isn't nearly as difficult as it once was. Optimizing the design of that website for improved user experience (UX), on the other hand, continues to be something that marketers struggle with. In fact, according to a report from the Society of Digital Agencies (SoDA) , 77% of agencies believe that poor website UX is a weakness for their clients, making poor UX the most significant weakness agencies identified.
Score More Sales
APRIL 28, 2016
A week ago the American Association for Inside Sales Professionals ( AA-ISP ) had their annual Leadership Summit in Chicago. I’ve been to the last 4 and wanted to share some thoughts about what you missed if you were not able to go. Also if you did go, there were a lot of things happening so everyone there probably had a little different perspective.
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.
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.
Advertisement
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.
A Sales Guy
APRIL 28, 2016
I did a fireside chat for the Denver Enterprise Meet Up. I don’t know what came over me, but I was in rare form. I was fired up. I shared my thoughts on the state of sales organizations today. On the patheticness that is BANT (Budget, Authority, Need, and Timing). I talk about how salespeople struggle with finding true business problems and more.
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 […].
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).
Partners in Excellence
APRIL 21, 2016
I’m amazed by the number of CEO’s I speak with that don’t want to have sales people. Most of them do have sales people—begrudgingly. But because of their attitudes, their sales organizations suffer, reinforcing the CEO’s perspective that sales people are worthless. These are otherwise smart, even brilliant business executives, who don’t like or don’t believe in the function of sales.
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.
Understanding the Sales Force
APRIL 21, 2016
My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks and rabbits, the family of foxes that live on our property, deer, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill!
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.
A Sales Guy
APRIL 26, 2016
80% of people aren’t ready for the 21st Century. This means fewer job opportunities, lower salaries, fewer promotions, more failed businesses, and more for those not ready. The Information Age has ushered in a new era of success and with it a whole new set of skills. How do you stack up? Are your skills up to par for the 21st Century or are you part of the 80% of people who aren’t ready?
The Sales Hunter
APRIL 19, 2016
While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others. Below are the 5 traits I found time and time again in those who were consistently delivering results far above the norm when it comes to prospecting. 1. […].
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.
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.
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?
Understanding the Sales Force
APRIL 18, 2016
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Last week I was invited to download the 2016 InsideSales.com Business Growth Index Report. I read through it today and while I wasn't terribly surprised by anything, there were a few findings that are quite interesting, showing that some companies aren't making very good decisions, and these decisions could be representative of your company too.
Advertisement
Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Expert insights. Personalized for you.
126 
Let's personalize your content