Anthony Cole Training
JULY 3, 2012
I am currently conducting a poll on Linkedin. I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. Here is the link: Linkedin Poll. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops.
Partners in Excellence
JULY 15, 2012
There are a lot of great technologies that can become indispensable to sales professionals. Great sites to research things going on in our markets and with our customers, CRM tools, playbooks, and all sorts of other sales aids. Each of these can help magnify our impact and effectiveness with customers. They can help make us much more productive and accomplish a lot more each day, week, month.
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A Sales Guy
JULY 30, 2012
The single most important element of account management and one of the most critical sales skills is proactivity. This seems rather obvious. Yet, unfortunately, far too many farmers or account managers leave too much to reaction or reactivity. The great advantage to account management is your access to data. You should know almost everything there is to know about the account, what the culture is, what’s been budgeted, who the decision makers are, who the competition is, what the pitfalls are,
Understanding the Sales Force
JULY 24, 2012
Understanding the Sales Force by Dave Kurlan The first problem with today's title is the "5" in "Top 5.". They are not the 5 that most sales managers spend their time on, so let's begin with the sales management practices that most sales managers actually spend their time on. By the way, that's how so many "best practices" (that aren't) actually get published.
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
JULY 11, 2012
People will not buy your stuff on their first visit. The more expensive and/or complicated the product, the more time they need to think and decide. People like to buy from people and businesses they know and like. This is why it’s a good idea to capture emails and build a relationship before you even ask them to buy anything. This post is about getting the most out of your relationship building efforts with your email list.
The Sales Hunter
JULY 26, 2012
Recently I was doing a training session with some very capable salespeople. We were talking about how to engage the customer in a conversation. It was a good discussion, minus one thing. Too many in the group were talking about how they share with the customer results of things they’ve been able to do for other customers. Sharing what I refer to as testimonial information with a customer can be a great approach, if it’s done right.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 14, 2012
Managers play a critical role in the lean sales and marketing organization. It’s different from we think in the traditional organization. In the traditional organization, there’s the belief we work for our managers. We all know the corporate hierarchy and pyramid. In too many organizations, managers spend too little time coaching. They are busy in meetings, they are busy with paperwork, they don’t have time or the skills to work with their people.
A Sales Guy
JULY 11, 2012
Yup, I said it. Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. We can be the reason deals are getting stuck. After all, it is our job to help keep deals moving. This is especially true with first line managers.
Understanding the Sales Force
JULY 30, 2012
Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.
ConversionXL
JULY 5, 2012
If you want to double your results, you can either double the number of visitors (very expensive), double the conversion rate (possible, but increasingly harder as there’s a max limit to your conversion rate) or double repeat purchases – loyalty. Jakob Nielsen has mentioned that 2010–2020 will be the loyalty decade. Investing in loyalty is as important as investing in usability and conversion optimization.
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.
Score More Sales
JULY 31, 2012
Last week we talked about how a focus on improving your speaking can grow your sales revenues – the same, if not more holds true with being an effective listener. Listening – and really hearing – what buyers are looking to do, what problems they are trying to solve, and what the pulse of the market is – it’s critical for success.
Anthony Cole Training
JULY 16, 2012
The results are in for my poll question on Linkedin. The question I asked was: When you are asked about someone on your team not meeting expectations your response is? The possible answers where: They are failing to execute. They lack effort. They need more training. They are making progress. I have failed to develop them. The results in a nutshell: 50% blamed the performer, 50% took responsibility for the failure of the team member.
Partners in Excellence
JULY 3, 2012
As sales people, we always are trying to get into our Buyers’ minds. We want to understand what they are thinking, what drives them, how we can position ourselves and our solutions most favorably. We constantly search for some insight about how to connect more effectively. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds.
A Sales Guy
JULY 26, 2012
Revenue, just about EVERY sales organization runs on it. Everyone has a revenue quota. Sales reps are measured on it. Sales leaders are hired or fired on their ability to make it. Sales teams are managed to it. Revenue is the king of sales metrics and thats why many sales organizations fail. Pulling the revenue lever is a big lever. It’s a big lever because revenue can come from a number of different places; increased deal sizes, more deals, conversion or win/loss ratios etc.
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Understanding the Sales Force
JULY 30, 2012
Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.
The Sales Hunter
JULY 10, 2012
You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. The prospect hasn’t provided you with any indication such as proprietary information or sense of time to lead you to believe they may buy from you. The question now becomes,”What do I do next?” There are two strategies you can use.
Score More Sales
JULY 6, 2012
If there is one thing true it is this – no one likes to deal with personal rejection. Those of us who are or have been professional, long time sales representatives, business development managers, and sales evangelists have typically learned the secret to success: You don’t take rejection personally. Even athletes miss some balls – sometimes lots of balls – or they miss the net and the game is lost.
Hubspot
JULY 31, 2012
How great would it be if you could target your organic Facebook business page updates by more than just users' location and language? That'd probably be pretty valuable -- and more effective -- right? If you're nodding your head in agreement, we've got some great news for you. According to TechCrunch , it looks like Facebook has started rolling out powerful new post targeting options today called 'Page Post Targeting Enhanced.'.
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Partners in Excellence
JULY 17, 2012
It should come as no surprise to anyone that has been semi-conscious over the past decade, that our worlds are becoming increasingly complex. Our jobs, and those of our customers are more complex and difficult. Fewer people doing more. The rate of change is accelerating. We have too little time to accomplish even our “A” priorities. In a recent IBM CMO Study , 79% of the respondents expect high/very high level of complexity over the next 5 years, yet only 48% felt prepared to de
A Sales Guy
JULY 12, 2012
I woke this morning to this story in the USA Today: Team USA Uniforms: Controversial choice? The article discussed the fact that the women’s uniform apparently had no pants and that the uniform was made in China and not the U.S. To me however, the real offense is the placement and depiction of the female athlete in the uniforms official promotional photo (above).
Understanding the Sales Force
JULY 26, 2012
Understanding the Sales Force by Dave Kurlan One of my clients owns a Mexican company that provides phone, video conferencing and surveillance equipment to integrators and end-users. During the height of the violence in Mexico, Arturo was kidnapped and held, bound and gagged, at gun point. He was released - one of the few, fortunate survivors - but the emotional scars ran deep.
The Sales Hunter
JULY 13, 2012
Yes, there is a punch line to this question. Why do salespeople talk too much? Because as long as they’re talking, the customer can’t tell them “no.” I hate to say it, but there is a lot more truth in that statement than a lot of people will want to admit. This is also why the number one part left out of a sales presentation is the close.
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.
Score More Sales
JULY 13, 2012
Recently I read a rant from one of my colleagues who was tired of people not responding to e-mail. I know exactly what he means. It happens so often that it seems now to be acceptable and perhaps even fashionable to not reply to an email – even between client and company, or family members, or friends. Before you get as mad as my colleague did, (which I don’t blame him for) – if you are a seller or other business professional making a living building relationships through comm
Hubspot
JULY 31, 2012
You all know The Old Spice Guy, right? "The Man Your Man Could Smell Like" campaign was successful for many reasons, but one of them was that it gave Old Spice a voice. A voice that came through in every video, commercial, tagline, Facebook update, tweet -- you name it. And do you know who is behind all of that marketing collateral ? Copywriters. The ability to find the exact right words to tell your company's story isn't an easy feat, and it's even harder to do so consistently.
Partners in Excellence
JULY 5, 2012
I’ve been carrying on a number of discussions in various forums on LinkedIn. It’s been with people reacting to my post, “Well It Worked, Didn’t It?” One of the key themes in these discussions is prospecting, with people taking all sorts of positions, and lot of discussion about the “C” word–yes, Cold Calling.
A Sales Guy
JULY 16, 2012
Community member Jeff Abbott commented on a recent post about how he’d like to better understand how quotas are set and by whom. I thought this could be a good topic, so here it goes. The first thing you need to know about quotas is there are a lot of different ways to set them. There are rules that deviating from can be costly, but outside of that there are a lot of roads to setting the right quota.
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Understanding the Sales Force
JULY 10, 2012
Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do: You can hire hunters - salespeople who will find and close those new accounts.
The Sales Hunter
JULY 19, 2012
I’ve been looking closely at 6 secrets for prospecting success , and we’ve already covered confidence and follow-through. Now we have arrived at telephone skills! If you feel you don’t have the telephone skills you should have to be successful in sales prospecting, don’t feel bad. You’re not alone. Telephone prospecting skills are the number one thing salespeople say they lack.
Score More Sales
JULY 9, 2012
You know that feeling when you have a sales opportunity in your pipeline and all is going so smoothly that you wonder if it is too good to be true? Often it is not a solid deal – meaning it is not qualified, or in other words, your buyer is either not really ready to move forward or they will not be moving forward with you. You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you thin
Hubspot
JULY 31, 2012
Pause for a moment to think. Are you really making the most of your Google+ presence? As in, are you leveraging Google+ for all its lead gen potential ? The most organic way to use Google+ to generate leads is by posting compelling content updates that include links back to your website. And in order for this to work, you need marketing content that will interest your audience and capture their attention.
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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