February, 2012

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7 Great Coaching Tips for Great Sales Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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Useful value proposition examples (and how to create a good one)

ConversionXL

Value proposition is the #1 thing that determines whether people will bother reading more about your product or hit the back button. It’s also the main thing you need to test – if you get it right, it will be a huge boost. If I could give you only one piece of conversion advice , “test your value proposition” would be it. The less known your company is, the better value proposition you need.

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5 Tips for Lead Nurturing to Grow Your Sales Funnel ? Score More.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. by Lori Richardson on February 22, 2012. As a seller you are working hard to create a full pipeline (funnel) and now that you have all of these companies and some actual sales opportunities on your radar, how will you bring them to closure?

Education 113
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7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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You Don’t Need the Best Sales Talent to Win

A Sales Guy

“ Our job isn’ t to assemble the best players, it’s to put together the best team” – Bill Belichick and Scot Pioli New England Patriots. I had to process this for a little while. For me it was a bit confusing. Doesn’t a great team require the best players? As I kicked this around my head I kept being reminded of all the amazingly talented teams that fell on their face and failed.

Sales 110
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How Frequently Do Your Salespeople Practice Selling?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan [scroll down if you want to skip the introduction to this article]. Once upon a time, when I was much younger, I was a professional musician. I started out by taking weekly, private piano lessons for 3 years and then trumpet lessons for 9 years. In Junior High School I had my own band and by the time I reached high school I was playing in two concert bands, 2 orchestras, a jazz band and my own gigging band.

Sell 101

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Lead Magnets: Email List Building on Steroids

ConversionXL

More than 95% of your visitors won’t buy anything on their first visit. They’re either just browsing, still in the research phase or not entirely sure yet your offer is what they need. It takes time to build trust, instill confidence and build a relationship. So if we _know_ that the overwhelming majority won’t buy anything on their first visit, why push it?

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The Secret To Sales Success

Partners in Excellence

It seems to be human nature to look for the secrets to success—the formula, if followed, will lead every sales person to the pot of gold at the end of every deal or opportunity. I know what that secret is, I’ve resisted revealing it, but have decided it’s time. What would you do if you knew that in every opportunity you did certain things, and that if you did those things the probability of winning the deal is very high?

Sales 98
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What is Sales Leadership? | Sales Motivation and Sales Training

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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How to Become an Expert?

A Sales Guy

Being bad it turns out, is what makes us good. So make as many mistakes as you can. You will eventually become an expert. Our minds and more importantly our feelings require mistakes to learn. When mistakes are made our mind reacts physically. Our minds are constantly searching its surroundings for subtle, predictable patterns we can’t consciously recognize.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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What it Really Means When CRM Isn't a Sales Force Priority

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. In most companies, it's not whether they are using CRM, it's which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.

CRM 94
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Sales Success - Any Success - Keep Your Eye on The Ball

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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53 Ways to Increase Conversion Rate

ConversionXL

Somebody asked me the other day, what are all the possible ways one could increase the conversion rate? Is there a library of all the things that have made the difference? I looked for one, but couldn’t find it. So I decided to put one together myself. Here’s a list of 53 ways to increase conversion rate, along with an example for each case of how somebody did it.

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Coaching Is Tough Enough, Why Do We Make It More Complicated That It Need Be?

Partners in Excellence

I’ve been reading a lot of different stuff about coaching recently. It’s good to see the different points of view, I learn something from each of them. But in the end, sometimes I wonder if we are taking something that is already very tough and making it more complicated than it need be. I read endless debates about who we should spend our time with, A’s, B’s, or C’s.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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10 Corporate Social Media Myths Dispelled

Closing Bigger

'Today’s podcast is about 10 social media myths that are commonplace in the companies and organizations that we work with at Socialized! Agency. Many of these misconceptions stop organizations from truly realizing the potential of social media (or even starting). Below I have listed the myths. Have a listen to the podcast and let me know what you think.

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The Importance of a Sales Cadence and the 5 Critical Elements it Must Cover!

A Sales Guy

A cadence is a rhythmic sequence. In sales leadership a cadence is a rhythmic sequence for engaging with your team. A sales cadence is the frequency or sequence with which you meet with the team and individuals on the team. It’s how to monitor progress. A predefined cadence is a critical element to successful sales leadership. A good cadence is the glue that keeps the strategy in place, validates the structure, strengthens the people, and improves the processes.

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How Many Sales Candidate Assessments Does it Take?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today I was asked how many sales candidate assessments are required in order to hire one salesperson. Great question. Let's make an assumption that your postings on various job sites draw 200 resumes and 34% of those candidates take the assessment. So you have 68 assessments completed and of those, somewhere between 25% and 50% of those candidates are recommended, giving us a pool of 17-34 candidates.

Sales 91
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A Sharp Stick in the Eye is Better Than "Think it Over"

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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Design Like Jagger

ConversionXL

Two weeks ago I announced that I will start doing ‘Product Fridays’, highlighting products sold well. I decided to change that to ‘Rant Friday’ Since I usually write how-to posts, I’ll use Friday as the day to rant on stuff I believe. Here goes. Design like Jagger or why you shouldn’t design your own website (unless you’re a designer).

Trust 119
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Are Your Deals Slipping?

Partners in Excellence

One of the biggest problems sales people face is their deals slipping. We forecast a certain close date, then it slips, and slips, and slips, and …… Things keep coming up, we push the close date out, then more things come up and we get into this seemingly endless cycle until the deal closes. Sometimes these slips in close date can’t be avoided.

Closing 97
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6 Sales Negotiation Tips You MUST Know | Sales Motivation and.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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Charity Update

A Sales Guy

Only one week to go in the A Sales Guy Community charity (no pun intended, really! I’m not that cheesy.) effort. We started off with a bang, but have fizzled a little. We have one week to go. I thought I would have the Sader’s say a little something. It is pretty funny to look back on our lives and think about the ideas and plans you had for life in your teens and twenties.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Top 10 Things - The First Minute of a Sales Candidate Interview

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan In just the first minute of your interview with a sales candidate you should know whether you don't want that candidate working for you. Think about it. If you decide in minute one that this candidate is NOT for you, there are options. You can end the interview and find yourself an hour that you didn't expect to have.

Clients 89
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The Politics of Sales Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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Where's the Proof? Locating Social Proof on Your Web Site for.

Engage Selling

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Performance Management Friday — Compliance Is Not The Point Of CRM Systems!

Partners in Excellence

There’s always a lot of discussion in the Sales 2.0, CRM worlds about compliance. Millions are invested in new systems–supposedly. There’s a great urge to make sure people are using them, so compliance has become a key topic of discussion in lots of places. Basically compliance is measuring, “are people using the system?” Compliance — at least the way it’s commonly used is absolutely worthless!

CRM 97
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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23 Ways to Strengthen Your Relationship with Your Client | Sales.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Clients 81
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I Know! — It’s Not Your Fault

A Sales Guy

I played football in H.S. I was pretty good. I was often in the newspaper. My grandfather lived just a few houses down the street from us. He was a huge sports fan. He would read about me in the paper on Sunday’s after the game. I think it made him proud. During one particular week in the season, like a shit head, I skipped school. I got caught and was suspended for that Saturday’s football game.

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Top 10 Sales Training Realities versus What You Believed

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It doesn't matter who the sales trainer is. It doesn't matter what the content is. It doesn't matter what the subject is but let's choose making cold calls for appointments. It doesn't matter which sales process is being introduced but let's assume it is a simple one. It doesn't matter which sales methodology is being taught but let's assume it is a good one.

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Sales Success? Evaluating the Why's and Why Nots

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.