Anthony Cole Training

APRIL 13, 2018

Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis.

Sales 166

Sales Growth 166

Jeff Shore

APRIL 17, 2018

Amy O’Connor . As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc. The problem is that most of the time the technique is just a small part of the issue. ?Your technique will only ever be as strong as you mindset.

Technique 120

Technique Follow-up Sales Up-sell 120

ConversionXL

APRIL 12, 2018

If you ever ran a highly trustworthy and positive a/b test, chances are that you’ll remember it with an inclination to try it again in the future – rightfully so. Testing is hard work with many experiments failing or ending up insignificant. It would only seem optimal to try and exploit any existing knowledge for more successes and fewer failures.

A/B testing 114

A/B testing Start-ups Follow-up Conversion 114

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Simple: it’s the only one based on hard data. Our team at Gong.io studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom.

Objection handling 110

Objection handling Technique Price Sales 110

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Follow-up

Understanding the Sales Force

APRIL 2, 2018

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

Sell 108

Sell Pipeline Gaming Up-sell 108

Engage Selling

APRIL 12, 2018

Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

Clients 104

Clients Closing Quota Service 104

Jeff Shore

APRIL 10, 2018

By Jeff Shore. ?Congratulations. You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Here’s the bad news: ain’t nobody gonna take you by the hand and guide you to success. That’s also the good news, because it is best left to you to determine what your definition of success is. You will want to figure that out on your own.

Sales 120

Sales Prospecting Start-ups Meeting 120

Hubspot

APRIL 24, 2018

If you're reading this blog post, chances are you already know you should incorporate more video content into your marketing. But like most new strategies, you might need to prove its ROI before you get budget. And that can be tricky, because to make a great video, you need a few things -- like a camera and editing software. You might already have a high-quality camera built into your smartphone, but editing your raw footage and preparing it for publication requires a third-party mobile app.

UX 101

UX Follow-up Education Networking 101

ConversionXL

APRIL 24, 2018

Each business has its own level of difficulty. Do you know what to do when things are no longer working? How can you prepare yourself when the time comes to close up shop? Be ready for your next business idea. The post How to Prepare for a Business Failure appeared first on CXL.

Closing 93

Closing 93

SalesforLife

APRIL 27, 2018

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult to differentiate their products and services. The result is exactly what you would expect in this environment—a large number of sales reps missing quota each year.

Quota 92

Quota Sales Service Product 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

Openview

APRIL 11, 2018

Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do, particularly fundraising, is selling. They’re the first and best salesperson your company will ever have. But even if you have a great product, there will come a point where you simply need to build out a sales function.

Product 82

Product Negotiate Quota Cross-sell 82

Membrain

APRIL 1, 2018

Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the key things that every member of your sales organisation needs to understand is how they establish unique value for each existing or prospective customer.

Sales 92

Sales Prospecting Customers 92

Jeff Shore

APRIL 11, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Matthew Pollard, an introvert, deliberates with Jeff, an introvert, about who has the advantage in a sales situation. As a sales professional, who do you think has the edge? An extrovert or an introvert? Everyone brings something to the table when it comes to their sales ability. But just because you’re quiet or introverted, doesn’t mean that you can’t or won’t be successful.

Growth 117

Growth Consult Drivers/motivators Networking 117

Hubspot

APRIL 18, 2018

Best Websites for Stock Photography. Negative Space. Death to Stock. Picjumbo. Stokpic. Kaboompics. Startup Stock Photos. Freerange. LibreShot. Fancy Crave. Unsplash. StockSnap.io. SplitShire. Life of Pix. HubSpot. Pexels. Gratisography. Jay Mantri. ISO Republic. New Old Stock. Pixabay. I got the image above for free on Unsplash. Yet for some reason, many publishers continue to push out cheap (and usually cheesy) stock photography to serve as a representation of their brand.

Follow-up 101

Follow-up Technology Technology Start-ups 101

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

ConversionXL

APRIL 20, 2018

Do you want to get better at your work? Are you even trying? Putting in the work and meeting with mentors will get you far, but dedicated time for learning WEEKLY will increase your chances significantly. You have the time to learn! CXL Institute All-Access has everything from digital psychology to Google Analytics courses. All-Access is great for teams and individual learners.

Meeting 92

Meeting 92

A Sales Guy

APRIL 5, 2018

Lately, I’ve noticed somewhat of an unfortunate pattern taking hold in sales. Scratch that, the use of “lately” is misleading; the trend has been more or less obvious for years. Here’s the thing: salespeople don’t listen to learn. Say what?! Here, I’ll repeat myself – all while looking at YOU, sales pro: you’re not listening to your prospect to learn.

Sales 88

Sales Pitch Drivers/motivators Gaming 88

Miller Heiman Group

APRIL 12, 2018

“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.

Strategize 87

Strategize Sales Government Service 87

Membrain

APRIL 4, 2018

Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.

CRM 86

CRM Product Sales 86

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Pipeline

Jeff Shore

APRIL 18, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff Shore has been in sales for over 30 years. A successful author, speaker and entrepreneur. – he launched The Buyer’s Mind a year ago to help sales professionals understand their customers better. In case you’ve never met him, this episode will help you to know him better. Join us for this inspirational interview with Jeff Shore!

Price 117

Price Launch Sales Experience Customers 117

Hubspot

APRIL 18, 2018

Email Closing Lines. "I've got a great checklist on [insert topic]. Want me to send it your way?". "Is it currently a priority to improve [insert business goal]?". "Did the ebook you downloaded change the way you think about [insert topic]?". "I love ramen as well. Have you tried [insert restaurant name]?". "I've also a fan of [type of music]. Who are your favorite artists?".

Closing 101

Closing Prospecting Legal Referrals 101

ConversionXL

APRIL 12, 2018

Do you want to make your website better? There are many ways to optimize a landing page for higher conversions. One method is to perform an expert reviews to understand what you should change. Watch my step-by-step framework. On this episode of The Pe:p Show, conversion optimization champion Peep Laja breaks down how you can improve landing page conversions with expert reviews and heuristic analysis.

Conversion 92

Conversion 92

Understanding the Sales Force

APRIL 30, 2018

Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data. If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.

Closing 86

Closing Pipeline Gaming Sales 86

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

Gong.io

APRIL 19, 2018

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?”. At one point, they were right to think so. Here’s the theory behind it: People like to say “no.”. It makes them feel in control. So when you ask “Did I catch you at a bad time,” they want to say “no.”. It opens the door to a successful cold call.

Cold Call 85

Cold Call Meeting Conversion Sales 85

Engage Selling

APRIL 6, 2018

??????????How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales.

Sales 84

Sales Clients Closing Quota 84

Jeff Shore

APRIL 26, 2018

By Amy O’Connor. Having a bad sales day? Eh. Shrug it off. Chalk it up to being “just one of those days,” go home, relax, read something inspirational, and get a good night’s sleep. Having a bad sales week? A bad sales month? Okay. Pause. Time to evaluate. A bad sales week can turn into a bad sales month which can quickly snowball into a bad quarter and potentially lead to a disappointing (a.k.a.

Sales 116

Sales Strategize Up-sell Prospecting 116

Hubspot

APRIL 9, 2018

Did you know an Instagram post with at least one hashtag averages 12.6% more engagement than a post with no hashtags? Hashtags are powerful. They can help your posts reach a target audience, attract followers in your niche, increase engagement, and develop a more positive and recognizable brand image. Here’s the thing, though: with great power comes great responsibility (#spiderman).

Campaign 101

Campaign Niche Follow-up Promote 101

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

ConversionXL

APRIL 19, 2018

You need business experience? Where should you work to get the best experience? Work for an agency! Working for an agency will allow you to view many business situations from the backend. Use your experience and CXL Institute’s course to Build a Brand for your Small Business. The post How to Gain Business Experience Fast appeared first on CXL.

89

89

SalesforLife

APRIL 16, 2018

Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance.

Product 84

Product Sales 84

Jill Konrath

APRIL 5, 2018

When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!

Clients 82

Clients 82

RAIN Group

APRIL 24, 2018

How many attempts does it take to break through to busy buyers? What offers are most accepted? Do cold meetings convert to new business? In our new benchmark report, Top Performance in Sales Prospecting , the RAIN Group Center for Sales Research uncovered the answers to these critical prospecting questions. With data from 488 B2B buyers and 489 sellers, we've cracked the code on what works in prospecting today.

Prospecting 85

Prospecting B2B Sales Meeting 85

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