Anthony Cole Training
MARCH 5, 2013
Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Over the last 10+ years, tools like SalesForce.com, ACT, SalesLogic and Base have been developed that provide capabilities for sales management and finance to gather data, gain insight, manage sales opportunities and predicit future sales success.
A Sales Guy
MARCH 8, 2013
“If you’re clients are heavy Mac users you’re gonna love this feature.” “If A/B testing is important to you, then your going to like this.” “If you’re losing to the competition then we can help you gain share.” “If defect rates are high, we can save you money.” “If you’re network is suffering from latency we can resolve that issue.” “If your AR are outstanding longer than 30 days our service can help you.&#
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Understanding the Sales Force
MARCH 11, 2013
Understanding the Sales Force by Dave Kurlan If you're anything like me, you get 300 emails a day and there simply isn't time to respond to it all during office hours. That is one of the reasons why working hours often begin in the wee hours of the morning and don't end until the late night television shows are over. Email does not replace phone conversations but it is a terrific tool for reaching many people with the same message.
ConversionXL
MARCH 13, 2013
This is a guest post by Dan Norris from Informly. In my last business I was obsessed with traffic. I started a blog and I clearly remember the day I cracked 5,000 monthly visitors woo hoo! Only took me about 2 years. When I sold it to start Informly I was hoping I’d get to that level a bit quicker but after 5 months I was already getting 10,000 monthly visitors.
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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.
Score More Sales
MARCH 1, 2013
The first day of a new month in selling offers so much promise. For those on a calendar year, it is the beginning of the last month of the first quarter. Time to make things happen! You’ve dusted off the holidays and Winter doldrums and Spring is around the corner. Time to close some of that pipeline you have out there or crank up the efforts to further build your pipeline.
Pointclear
MARCH 12, 2013
I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MARCH 31, 2013
That pretty much says it. Now sit down with your manager, a peer or a friend and simply explain: 1) What are your customers problems? 2) Why does your product or service solve them? 3) How does your product or service solve them? If it was simple, well done. If it wasn’t, try again. Simplicity is a powerful tool that is grossly under utilized in selling. understand it well enough.
Understanding the Sales Force
MARCH 6, 2013
Understanding the Sales Force by Dave Kurlan Each morning my son and I build a story from the playlist we hear on the radio. Consider today's playlist from Sirius/XM's 70's station: Lucy in the Sky with Diamonds. I Wish. Skyhigh. Disco Lady. Diamond Girl. No Sugar Tonight. Could it be I'm Falling in Love. So the story goes that Lucy was up there in the sky with her diamonds and I just wish she hadn't been blown sky high because she's a Disco Lady who just loves those diamonds.
Partners in Excellence
MARCH 27, 2013
I’ve been involved in a number of conversations about my positions on Sales Forecast Accuracy recently. I wanted to share some thoughts provoked by those very good conversations. The Sales Forecast Is Not The Demand Plan! The demand plan is the basis for scheduling manufacturing (or service delivery). It ripples through the manufacturing schedule, inventory planning, shipping, procurement, supply chain management.
Score More Sales
MARCH 5, 2013
Recently I had the pleasure to interview Kyle Porter, co-founder and CEO of SalesLoft , a sales intelligence software company. Kyle and I first met when he came to Boston for B2B Camp Boston last year. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. Kyle is very enthusiastic and seems to really enjoy talking about selling.
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
The Sales Hunter
MARCH 13, 2013
The opening sentence of your email should contain words like strategic , value , leadership , profit , trust , leverage , advantage and competitive. Getting a prospect to open your email is only the first step in email marketing. The second hurdle to overcome is to get them to actually read your email. Your first sentence will set the tone and determine if they will read more and ultimately engage.
Anthony Cole Training
MARCH 28, 2013
By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.
A Sales Guy
MARCH 26, 2013
It’s almost here. The Social Media and Sales Quota Report will be released this week and boy are the findings interesting. Working with Barb Giamanco over at Social Centered Selling, we set out to find out what impact, if any, social selling, that is using social media as part of the selling process, had on revenue and quota attainment. The results are in and they are astounding.
Understanding the Sales Force
MARCH 13, 2013
Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Speaking of Top Sales World, they just published a page showing all of the greats (I'm honored to be included) that have been inducted into their Sales & Marketing Hall of Fame in the past 3 years.
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Partners in Excellence
MARCH 25, 2013
My post, “But Will I Sound Too Salesy?” generated some interesting comments and discussions. A sentence from Dominic’s comment struck me. He shared an experience in a sales training class: “They thought the actual close suddenly transported them into the realms of a door-to-door encyclopedia salesperson, which they felt was suddenly grubby.” If we are doing the right job engaging customers in discussions about improving their business and achieving their goals.
Score More Sales
MARCH 14, 2013
Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. We love to see the results published, because it is consistent with what we have been working with sales teams on for months.
The Sales Hunter
MARCH 1, 2013
Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Too many sales managers think they can take shortcuts to making their number. They think if they suddenly hire a couple of salespeople who have great skills and knowledge of the marketplace, then everything will be great.
Anthony Cole Training
MARCH 28, 2013
'By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.
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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
MARCH 25, 2013
Ok, not entirely, BUT changes need to be made. Performance goals are not as effective as we think. How do you coach your direct reports? Do you set goals for them? Do coach them around their performance goals? Do help them become better at what they are doing? How often do you have coaching sessions? What happens in your coaching sessions? In 1988 Carol Dweck and Ellen Leggett put goal setting under a microscope.
Understanding the Sales Force
MARCH 14, 2013
Understanding the Sales Force by Dave Kurlan I just read the 13 Traits of An Outstanding Salesperson , an article that appeared on Inc.com. As usual, I had several thoughts about this so, in no particular order. Note that it isn't " The " 13 traits; it's simply 13 traits, implying that there are others; It's also not "The Top 13" traits; These are not in any way, shape or form, expert opinions; Charisma ?
Partners in Excellence
MARCH 15, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, sometimes we sell the quality of our products and selling, but I almost never hear the discussion of quality in selling or marketing. It’s a sharp contrast to discussions I have with manufacturing, engineering, development, and even financial executives. Quality is an ingrained part of everything they do (at least in high performing organizations).
Score More Sales
MARCH 28, 2013
A lot of sellers have confusion around whether to recommend someone or endorse them on LinkedIn, as well as whether to ask for a recommendation or an endorsement. Since you can do both on LinkedIn, let’s clarify what each is, and then how to best utilize them: Recommendations have been on LinkedIn since the beginning. This is where you ask someone to recommend you, and they can write a few sentences or paragraph about your qualities, your relationship, and anything else that helps show you
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.
The Sales Hunter
MARCH 7, 2013
Remember that saying, “You only get one chance at a first impression” ? That is the truest statement when it comes to email marketing! In a nanosecond, your prospect is going to decide whether or not they are going to open your email. You may have spent 15 minutes or several hours composing the “perfect” email, and quicker than you can blink, they have deleted it.
Pointclear
MARCH 26, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Software programs that explain the most data, verified by the most evidence, are better than those that do not. i Really, how do you argue you with this? CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of s
A Sales Guy
MARCH 28, 2013
Well it’s here. The results of the social media and sales quota survey. The results are pretty fascinating. . The goal of the survey was to put some real data behind this social media, social selling craze. At the end of the day sales people are responsible for making quota. Sales people don’t spend time on anything they doesn’t help them get make quota.
Understanding the Sales Force
MARCH 4, 2013
Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. His seven are: Strong Centralized Command and Control with Local Authority. Darwinian Sales Culture.
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.
Partners in Excellence
MARCH 18, 2013
We spend a lot of time talking about customer experience design. There is some value to it, but there is also great danger (and arrogance) in it. We cannot possibly design the customer’s experience, we can only design how we engage the customer for those parts of their experience that involve us. The customer experience is theirs, and it’s different for each customer (individual).
Score More Sales
MARCH 21, 2013
There are a lot of debates about how to get someone’s attention in business, especially when their whole work existence is rushed and crazy. In some cases people are doing more than a full-time job. I know of at least two clients who have two titles at their companies – they each do two full-time positions. So how do you get their attention when sending an initial e-mail?
The Sales Hunter
MARCH 5, 2013
What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? It’s hard to have your email stand out when there are 89 BILLION business emails sent every day! Now think of your ideal customer. You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores.
Engage Selling
MARCH 28, 2013
There are sales lessons on every corner, all you have to do is look for them. Here are a three from this week. Hit #1 : US Airways Gate agent, Gate #3 Providence RI. She noticed that my FF# was not entered correctly when I boarded. So, she took my ticket, changed the number in the system after everyone was boarded, and walked onto the plane to present me a new boarding pass with the updated information.
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