Anthony Cole Training
NOVEMBER 19, 2013
'In my previous post, I discussed the cause and effect of hiring better sales people and generating sales growth. I took a dive into the first step of correcting that recruiting problem by creating a profile that attracts more of the right people. This next part will deal with finding those people. In today''s world, communicating nearly everything is done online.
ConversionXL
NOVEMBER 10, 2013
'In a study by Google in August of 2012 , researchers found that not only will users judge websites as beautiful or not within 1/50th – 1/20th of a second, but also that “visually complex” websites are consistently rated as less beautiful than their simpler counterparts. Moreover, “highly prototypical” sites – those with layouts commonly associated with sites of it’s category – with simple visual design were rated as the most beautiful across the b
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Partners in Excellence
NOVEMBER 16, 2013
'If you are the sensitive sort, particularly about this topic, you may just want to skip this post, I’m a little angry. After writing, Who Benefits Most From Coaching , I was deluged with emails and comments on various forums. All had the same basic theme: “The managers in my company don’t seem to care about coaching.” Or, “It is non existent in my company, how do I get coaching when managers don’t want to coach?
Understanding the Sales Force
NOVEMBER 13, 2013
'Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? Early in the movie the two astronauts, played by Sandra Bulluck and George Clooney, lose communications with Houston. From that point on, they don''t stop talking to Houston, they don''t stop reporting in, they don''t change protocol. What they do change, is they add a phrase to the beginning of each message.
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
A Sales Guy
NOVEMBER 25, 2013
'You want a killer way to know if you’re talking to an “A” player during an interview? There is one thing that the best of the best sales people do during an interview that others don’t. They ask the questions that matter. Let’s stop and think about it for a minute. What is an interview? An interview is a way for an employer to evaluate the ability of a candidate to do a job.
Closing Bigger
NOVEMBER 14, 2013
'Today’s Podcast is on the power of intent in sales, leadership and marketing. We are being constantly told that what we focus is on is vital, yet the intention behind that focus determines the quality of our results. In his life-long study of Micro-Expressions Paul Ekman, Ph.D has proven that whether we realize it our not we are constantly telegraphing our intent and emotional state to those around us.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
NOVEMBER 14, 2013
'2014 is almost here. How to make much more money in the coming year? Here are my 10 rules for #winning in 2014. This post is based on my keynote presentation at Mesh Marketing last week. Question: what do these 4 things / people have in common? The awesome book (and mediocre movie) Moneyball. Barack Obama. Jeremy Lin. Nate Silver. Any guesses? Moneyball was a story about a mediocre, under-funded baseball team achieving great things when managed by looking at the data.
Partners in Excellence
NOVEMBER 25, 2013
'Today, we are all trying to engage our customers with Insight. But so much of what people think of as Insight ends up prompting no reaction from the customer. Perhaps, they might say, “Thanks for sharing.” Maybe you’ve gotten them more interested and they respond, “That’s interesting stuff.” Or you’ve gotten them hot and lathered and they say, “Wow, I’ve never heard that before!
Understanding the Sales Force
NOVEMBER 6, 2013
'Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Fear of failing doesn''t affect everyone that sells.
A Sales Guy
NOVEMBER 6, 2013
'We’ve all been there. Prospects say they will buy or they want your service or they will call you back and they don’t. They just disappear, in spite of their promises. Ray is a sales person with a client and he was struggling with this very challenge. I asked him to share his experience with this community, because his story is solid. You’re going to enjoy this.
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.
Pointclear
NOVEMBER 19, 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. The agency came with all the right people: the creative director looked appropriately creative, the account manager appropriately agreeable, the agency founder and CEO appropriately serious and driven by a combination of the other two.
The Sales Hunter
NOVEMBER 25, 2013
'Voicemail messages are a powerful tool if done right! There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Definitely DON’T: 1. Speak with a bland voice. It’s amazing the number of voicemail messages I hear where the person leaving the message has zero energy and a totally bland voice. 2.
ConversionXL
NOVEMBER 21, 2013
'It took us 6 rounds of tests until we landed on a variation that was doing 79.3% better than the version our client had before coming to us. Background. TruckersReport is network of professional truck drivers, connected by trucking industry forum. It’s a great community for drivers to share information and assist each others careers. I guess it’s what you would call a niche site – but that niche is bringing them over 1,000,000 visits each month (close to 5 million pageviews).
Partners in Excellence
NOVEMBER 4, 2013
'I’m often amazed by the discussions–or absence of discussions on differentiation. In order to win, we have to differentiate our solutions, but we have to differentiate them in the areas the customer cares about. Most of the time, it’s long lists of features, comparing our solutions to the competition–with the goal being more boxes checked in our column than the competitors.’ We overwhelm and confuse customers with long lists of features, benefits, and whatever we
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Understanding the Sales Force
NOVEMBER 3, 2013
'Understanding the Sales Force by Dave Kurlan I''ve heard this stated so many ways and so many times. "Dave, you need to know that our business is all about relationships!". There are four possible relationship scenarios: Strong relationship and you have the business. Strong relationship but you don''t have the business. Lack of relationship and you have the business.
A Sales Guy
NOVEMBER 7, 2013
'Last week I bought a new dining set for my home in the mountains. Because I’m not there often, I didn’t schedule a delivery date. I wasn’t sure when I was going to be up there to take delivery. The salesman told me that wasn’t a problem and to just call at least two days in advance to schedule the delivery. Well, I’m going this weekend, so I called them on Wed.
Pointclear
NOVEMBER 12, 2013
'Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing.
The Sales Hunter
NOVEMBER 5, 2013
'Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. Next time you visit me, would you please shut up and quit talking so much?
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Score More Sales
NOVEMBER 1, 2013
'It takes time to build trust. That’s why there is a buying cycle– why most people don’t buy on the spot. Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. If you are selling remotely – by phone, email and even video chat – you need to demonstrate to your potential buyer that your solution will
Partners in Excellence
NOVEMBER 27, 2013
'Depending on the research you look at, “No Decision Made” has a huge impact on results we produce. The lowest levels I’ve seen with leading market research firms is a little more than 20% of forecast deals end in no decision made. Other reports have it going up from there, some as high as 50% of forecast deals. Recently, I’ve noticed a weird kind of psychology around these types of deals.
Understanding the Sales Force
NOVEMBER 27, 2013
'Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Does that surprise you? Does this represent a change in buyer behavior? Is it a result of more competition? Are salespeople less effective ? Is it the economy?
A Sales Guy
NOVEMBER 5, 2013
'Quick, name 4 blogs you subscribe to and read frequently. Me: Seth Godin . Partners in Excellence (David Brock). Sales Solutions Architect (Townsend Wardlaw). The Sales Blog (Anthony Ianarino). Jill Konrath. Now quick, name just two sales webinars you attended in the last 3 months: Me: Forecasting Accuracy Savo Group. Inside Sales Virtual Summit. Now, what are the last 5 videos’ you watched?
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.
Pointclear
NOVEMBER 21, 2013
'Do you measure success on the basis of your cost per lead (CPL)? If so, you might want to think again. Measuring success through CPL is a mistake for three reasons. First, you can’t create the same umbrella lead for different solutions. Second, not everyone who visits your website and fills out a form is a lead. Third, actively nurturing long-term leads can halve your cost per deal closed.
The Sales Hunter
NOVEMBER 17, 2013
'We all know how important sales motivation is. The level of sales motivation a person has is going to be reflected in the level of sales they make. Conversely, the more sales a person makes, the greater their level of motivation. This time of year it seems as if there is some holiday we have to work around, whether it be due to days off or a complete closing of a business.
Score More Sales
NOVEMBER 20, 2013
'Click here to view the embedded video. There has been a lot of talk about the value of social business lately from a lot of sources. One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.
Partners in Excellence
NOVEMBER 25, 2013
'I spend a lot of time talking about sales managers, executives, and sales people. Often it’s on how we maximize our impact in connecting with customers, or maximizing performance –organizationally or individually. But the Sales Operations and Enablement functions are critical in providing the ability for managers, executives, and leaders to do this.
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Understanding the Sales Force
NOVEMBER 18, 2013
'Understanding the Sales Force by Dave Kurlan I''ll get to it but first bear with me. Last week I was driving into Boston to lead our Fall Sales Leadership Intensive. I was listening to the personalities on the Boston sports radio station discuss the client appreciation event they attended the prior evening. Coincidentally, several of their sales managers were supposed to attend our sales leadership event and were unable to be with us because they were required to be at the client appreciation e
A Sales Guy
NOVEMBER 3, 2013
'We have been given a gift today. We’ve been given a free hour, an hour we can do anything we want. In a society where we are all squeezed for time, struggling to make due with the minutes we have, today is the ultimate gift, it’s a 25 hour day. You have an extra 60 minutes today, one whole hour. What are you going to do with it? You can sleep an extra hour like most do or you could be deliberate in using it.
Pointclear
NOVEMBER 5, 2013
'Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. In all this marketing and sales chaos, little to no ROI can be measured from marketing investments. In an optimized salesforce, however, sales executives focus on closing business rather than finding business and virtually 100% of leads sent to sales are sales-qualified.
The Sales Hunter
NOVEMBER 5, 2013
'I’m continuing on my quest to tell you 14 things great salespeople do. 2. Great salespeople don’t settle for average. They are continually looking to not just make a number but blow past the number. At the end of a year, they don’t shut down because a number is in the bank. They keep going! It’s the last quarter of the year and you know you are going to make your number.
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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