Anthony Cole Training

MAY 28, 2015

(**To hear the audio version, click here! ). When I was in high school, I ran track. During my sophomore and junior years, I ran the 1-mile race. Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. During my senior year, I ran the 880-yard event. Not a sprint, not the exhausting 440, but certainly a little more demanding of speed and a good start than what I needed when I ran the mile.

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Closing Negotiate Start-ups Presentation 186

A Sales Guy

MAY 20, 2015

Hey, marketers, I have a suggestion. Reach out to some of the best social sellers in the world like, Koka Sexton, Brian Fanzo , Jack Kosakowski , Jill Rowley , Eric Mitchell , Carlos Gil, etc. and take notes. You need to learn how to social market because you’re making a mess out of it. Social marketing is just like social selling. It’s about giving, not taking.

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Follow-up Networking Up-sell Start-ups 123

Understanding the Sales Force

MAY 6, 2015

Earlier this week I posted an article that explored whether or not a salesperson should be punished for landing a big deal if that same salesperson had nothing else in the pipeline. It generated some heated discussion in the comments section and since there was disagreement about compensation in the comment section, I thought it would be helpful to discuss that.

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Commission Pipeline Sales 115

ConversionXL

MAY 19, 2015

You have a hypothesis, and run a test. Result – no difference (or even drop in results). What should you do now? Test a different hypothesis? Not so fast. A fairly common scenario. Let’s imagine that you conducted a qualitative survey , and a large number of respondents voiced concerns about your credit card payment page – they didn’t feel it was secure enough (even though it actually was secure).

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A/B testing Drivers/motivators Follow-up Gaming 106

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Follow-up

The Sales Hunter

MAY 12, 2015

You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Question arises in your mind, “Should I continue trying to connect with them or should I instead simply move on?” This question comes up a lot when I’m working with sales teams. There is no […].

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Prospecting Sales Sell 108

Partners in Excellence

MAY 31, 2015

Unfortunately, one of the biggest sins I see in performance management is avoidance. Usually, we’re good at recognizing problem performers. We’re just terrible in dealing with them. There all sorts of reasons we avoid dealing with them–all bad. They include: Dealing with problem performers takes a lot of time. Dealing with problem performers is no fun–for both the manager and the problem performer.

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Trust Start-ups Process Sales 94

A Sales Guy

MAY 27, 2015

Make a list of all the questions you ask a prospect. Try to be as exhaustive as you can, but make it at least 10. Now, take a look at your questions and remove all the questions that aren’t “business” questions. Questions like, who are the decision makers? When are you looking to have the solution in place, etc? Once you’ve removed the non-business questions, scratch off all the non-business process questions.

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Campaign Clients B2B Prospecting 120

Understanding the Sales Force

MAY 14, 2015

It was a beautiful spring day and while I was walking to lunch yesterday I was thinking about my slugglish metabolism. When I was young, I never stopped walking, running and bicycling and I probably burned more calories than I consumed. I was only 115 pounds when I graduated from high school! I'll turn 60 later this year, and other than the baseball coaching I do, and using the golf cart the few times I play golf each year, I am as close to inactive as possible.

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Sales Closing 105

Engage Selling

MAY 29, 2015

How often are you checking up on your sales process? Learn why regular check-ups are so important for your business! Need new strategies to enhance your current sales process? Get a copy of Nonstop Sales Boom!

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Process Sales 91

The Sales Hunter

MAY 30, 2015

I’m digging into 14 things great salespeople do that set them apart from average salespeople. Today I’m talking about goal setting! Do you set goals? Before you think goal setting is not for you, watch the video. It’s not just about setting goals, but about setting the right ones. Your ability to set goals […].

Sales 106

Sales Drivers/motivators 106

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

Partners in Excellence

MAY 12, 2015

The executive team of a large division of a very large corporation called me to “fix the sales problem.” We were to have a meeting to discuss the issues they faced and to discuss potential corrective actions. I’d asked for data to better understand the sales performance issues. I, also had short phone discussions with a few key sales managers to understand the issues.

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Cross-sell Sales Growth Meeting 94

Anthony Cole Training

MAY 7, 2015

The Dave Kurlan Blog – Understanding the Sales Force – has ben abuzz with comments about a youth baseball coach that made his team run wind sprints after they gave up a lead big enough to invoke the ‘mercy rule’. I won’t go any further into the comments made by others about Dave’s position. You can click here to follow that discussion. What I will talk about is this: Consistency – As some of you know, I played college football at UConn from 1973 to 1977, coached at the University of Cincinnati f

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Drivers/motivators Sell Gaming Start-ups 169

A Sales Guy

MAY 6, 2015

Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients. We know it’s awesome for sharing information and insight. We know it’s great for listening for prospect needs and complaints. But, social can be used for something else as well and it’s highly under used — learning.

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Sell Prospecting Engineering Clients 119

Understanding the Sales Force

MAY 20, 2015

Copyright: 123RF Stock Photo. Half of the company's 20 salespeople have left voluntarily in just the last month and the CEO wants to know why everyone is resigning. He wants Jeff, his sales manager, coached up and needs to recruit replacements. He has tremendous urgency to get this moving and believes that Objective Management Group's (OMG) Sales Candidate Assessment will help him select good salespeople that will stick around.

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Sales 97

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Promote

Engage Selling

MAY 15, 2015

Don’t handle poor performers poorly. There’s a more productive way to help them recover. Get the details in this week’s video sales tip. Is a member of your team constantly missing their targets? Give them a copy of Nonstop Sales Boom!

Product 91

Product Sales 91

The Sales Hunter

MAY 5, 2015

Warren Buffett, in speaking at his annual shareholders’ meeting, shared about the importance of culture to a company. He spoke about how imbedded culture is at his own company, Berkshire Hathaway. He said the value of the culture will be seen in how it does after he’s gone. Culture starts at the top with the […].

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Meeting Sell 100

Partners in Excellence

MAY 24, 2015

Everyone is enthralled with content these day–Thankfully! Content’s not new, just most of the content generated sucks. We have data sheet after data sheet, millions spent in brochures. Of course there’s always the standard corporate presentation, with the ever so important logo’s slide. It’s usually the second or third slide and it really is a “brag slide,” “here are all the wonderful customers that bought from us…” Fortunately, lead

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Sales Launch Engineering Presentation 93

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. INTRODUCTION: I’ve been working with companies for 22 years: companies of all sizes, in various business segments and across the country. One thing I’ve witnessed, discussed or heard for all of these years is the issue about talent.

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Pipeline Clients CRM Networking 150

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Pipeline

A Sales Guy

MAY 12, 2015

This weeks show The Word was one of the best. It tackled a subject I think many sales people struggle with and that’s the difficult customer or climate. It can seem cliche, but it’s not. Customers and prospects need to work with sales people in order for a good sale to take place and when they won’t everything goes south. This episode of The Word tackles this challenge with Anthony Iannarino and Tim Ohai.

Prospecting 118

Prospecting Customers Sales 118

Understanding the Sales Force

MAY 28, 2015

Copyright / 123RF Stock Photo. Do you remember the morning that you couldn't find your keys, but they were right there on the counter? Or the time that you couldn't find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn't find your car in the airport parking garage? And yes, it was right where you parked it.

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Sales 96

Engage Selling

MAY 22, 2015

I’m a little shocked and appalled by the poor practice I discuss in this week’s video sales tip. Make sure you’re not making the same mistake. Avoid common sales mistakes and implement useful sales strategies instead. Get your copy of Nonstop Sales Boom!

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Sales 91

The Sales Hunter

MAY 8, 2015

Social selling is a process and it is a means to an end. Social selling in and of itself is not the end. It’s important to remember this. Never think for a moment you will be able to achieve 100% of your success solely due to embracing social selling. Below are 5 secrets you […].

Sell 97

Sell Process Networking Consult 97

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

Partners in Excellence

MAY 19, 2015

Actually, the title of this post should be: You Can’t Have Pipeline Integrity Without Deal Integrity; You Can’t Have Deal Integrity Without A Sales Process People Use! But it was too long. This is one of those “hip bone is connected to the thigh bone, the thigh bone is connected to …… ” posts. Sales managers seem to be obsessed with pipeline reviews.

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Pipeline Gaming Process Closing 92

Anthony Cole Training

MAY 5, 2015

A guest post by Tony Scelzo, President of Stringcan. We know that domino companies that move from small to big don’t all share the same characteristics 100%, but the similarities that they do share are striking, so when Tony Cole pointed out that there were at least two things he’s seen breakthrough companies succeed in—we were quick to have him elaborate.

Clients 150

Clients Up-sell Prospecting Process 150

A Sales Guy

MAY 8, 2015

This past week I had the absolute pleasure of hangin’ with two true sales badasses, Mike Wienberg author of New Sales Simplified and Kelly Riggs author of Quit Whining and Start Selling. These guys know selling and how to build world class sales organizations. So it was a blast spending 45 minutes freestylin’ on why sales teams aren’t performing and what it takes to get them there.

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Sales Up-sell Price Follow-up 117

Understanding the Sales Force

MAY 4, 2015

My wife and I watched with a combination of fascination, sadness and shock as the coach of our son's 12 and under AAU baseball team made them run suicides after the double header they won on Saturday, and again after the double header they won on Sunday. Why would he punish them after winning four games this weekend? And how does this apply to sales?

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Gaming Sales Conversion 91

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

Engage Selling

MAY 8, 2015

I’ve come to the conclusion that most organizations need more than one sales pipeline. What does this mean? Watch this week’s video sales tip to find out. Don’t let your sales team struggle with hitting their targets. Give them a copy of Nonstop Sales Boom!

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Pipeline Sales Drivers/motivators Sell 90

The Sales Hunter

MAY 15, 2015

We are on a roll looking at the critical things you need for a negotiation to go well! Already we have covered: Sell First. Negotiate Second Only Negotiate After They’ve Rejected Your Offer Twice Make Sure You Are Dealing with the Decision Maker Know their Needs! Now we have arrived at another vital aspect: […].

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Negotiate Sell Sales 97

Partners in Excellence

MAY 5, 2015

“Time available for selling” is plummeting. Several years ago, we assessed how sales people for a very large client were spending their time. Both they and we were shocked with the results, less than 20% of their time was being spent directly on customer related activities. Let me sharpen that definition a little, primarily so you can see the magnitude of the challenge sales people face.

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Territory Contract Up-sell Meeting 92

Pointclear

MAY 19, 2015

Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. I grew up during a time when it seemed like a lot of things were dead: Paul was dead. (The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.

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Cold Call Sales Pipeline Follow-up 94

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