Anthony Cole Training
APRIL 29, 2013
'I just returned from a conference that I attend annually. The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.
ConversionXL
APRIL 23, 2013
'What’s the best way to persuade somebody when talking to them? You have to be confident, talk fast and swear a little among other things. But what about persuading somebody without words – possible? You bet. Researchers installed a ‘fly’ onto urinals across different airports around the world: The presence of a fly in a urinal literally changes human behavior.
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Partners in Excellence
APRIL 1, 2013
It’s the customer’s moral and business obligation to always challenge you with, “But Your Price Is Too High.” This isn’t a problem or issue. What is the problem, is the mindless response from sales people, immediately offering a lower price. Or even worse, anticipating the objection, discounting in advance–it doesn’t preempt the objection, it just means you have to discount further.
A Sales Guy
APRIL 6, 2013
'Last week I posted a sick infographic on the difference between successful people and unsuccessful people. The infographic got a lot of play and therefore it got me thinking that it would be cool to provide more info and insight on what it takes to be successful. Sales is a tough sport and a huge part of making it is doing the right things to be successful.
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
Understanding the Sales Force
APRIL 15, 2013
'Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. The author says that some of the most successful salespeople share 10 personality traits but doesn''t say how many were in the study or how many shared the 10
Score More Sales
APRIL 30, 2013
'There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. It’s safe to say that there are millions of these businesses out there – from very small SMBs to smaller mid-sized businesses.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
APRIL 29, 2013
'Most people won’t buy anything on the first visit, so you need to capture emails. And then what? In this article we’re going to dive deep into a discussion about creating content for your autoresponder campaign. We’ve talked about ReOptimizing your autoresponders and creating effective drip campaigns before. This article is about how to not sound like a robot and keep that personal vibe even when your content is on auto-pilot.
Partners in Excellence
APRIL 28, 2013
'We know the importance of selling internally. We get support, resources, and commitments to help us close deals with our customers. We get the programs and products we need to better penetrate our territories. Selling internally is critical to our success and ability to accomplish things. So it’s the same with our customers. To accomplish what they want, they have to sell internally.
A Sales Guy
APRIL 24, 2013
'My friend and sales “gansta” Dave Brock posted this great piece on the importance of questions and where the real value in questions is. Dave nailed it with this; Effective questions get the customer to think of things differently, to consider other options, to shift their point of view. The whole tone of a sales call changes when the customer says, “I’ve never considered that before,” or “I’ve never thought about that,” or “I didn’t realize that was possible,” or “No one has eve
The Sales Hunter
APRIL 25, 2013
'Are you willing to walk away from a customer who is persistently asking for a price discount? I hope so! I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. They will drain your energy — and the time and energy of your office staff — so quickly that any profit you are getting from them will quickly become “not worth it.” I recognize that this is not always an easy call to make.
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.
Understanding the Sales Force
APRIL 17, 2013
'Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect.
Anthony Cole Training
APRIL 29, 2013
'I just returned from a conference that I attend annually. The conference is sponsored by Objective Management Group, a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.
ConversionXL
APRIL 3, 2013
So you’ve used different landing page strategies , managed to entice visitors with a great lead magnet , and you’re capturing emails like a boss. Question is, now that they’re on your list, what do you do with them? What happens after they download your lead magnet, and how can you make sure they keep coming back? We’ve talked about creating email drip campaigns before , and if you want to get the basics covered, you should really read this post to give yourself a primer
Partners in Excellence
APRIL 18, 2013
'I wrote, Customer Retention-Different Approaches , the other day. It stimulated a lot of discussions. One of the most interesting was with my friend Brian MacIver. He reminded me of the terrible difficulty sales people have in retaining and growing business with existing customers, as well as the absence of customer retention strategies in many organizations.
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A Sales Guy
APRIL 16, 2013
'The phrase “It’s not a matter of if but when” for most of the world is a compelling and calming message. The idea that something IS going to happen is enough. It makes most of us comfortable and elevates the stress of the unknown. In sales however, “when” something is going to happen, is as important as “if” something is going to happen and if you can’t nail the when, you’re only doing half your job.
The Sales Hunter
APRIL 30, 2013
'Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.
Score More Sales
APRIL 29, 2013
'One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Most sellers do not follow-up enough. B. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. C. Many leads slip through the cracks because of a lack of methods and processes.
Anthony Cole Training
APRIL 1, 2013
Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales. Recently, while working with an international insurance firm, I was told that their tool had initially been very usefull and effective.
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Understanding the Sales Force
APRIL 2, 2013
Understanding the Sales Force by Dave Kurlan People are easily confused. Take selling for example. If I state that selling is difficult, the top 26% of your salespeople will agree. They are very aware of their sales process, as well as the importance of following it and achieving the milestones that must be accomplished along the way. This requires discipline, consistency, superior skills, and strong DNA.
Partners in Excellence
APRIL 25, 2013
'There’s a great article in the Harvard Business Review, “Figure It Out.” Be sure to get a copy of it. The ability to “Figure Things Out,” is critical for sales and business success. But it seems we overlook it, or try to “engineer” all our support systems around providing all the answers and direction. We create sales automatons that can follow a process, that can learn a pitch, that can leverage the tools.
A Sales Guy
APRIL 7, 2013
'I saw this infographic by Pardot the other day and I thought it was funny and accurate. How To Fend Off Zombie Leads infographic by Pardot. Can you think of another Zombie lead?
The Sales Hunter
APRIL 18, 2013
'Below are 5 stupid phrases salespeople say right when they’re presenting the price and trying to close. (Usually what ends up happening is they offer a discount! Ouch!). Have you ever found yourself saying… Is that more than you thought it would be? Are you concerned about the price? How does this price compare with what you’ve been looking at?
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
APRIL 30, 2013
'I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe.
Score More Sales
APRIL 3, 2013
This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. Three pet peeves of mine, and perhaps yours, have inflicted the world of communication in selling: Spelling errors. Grammatical errors. Incorrect word choices and improper word usage. I am not an expert – in fact I taught a course for Franklin-Covey on Business Writing for a couple of years, and would catch myself making a typo of some kind in
Understanding the Sales Force
APRIL 10, 2013
'Understanding the Sales Force by Dave Kurlan Two clients called this week to express their concerns. Client #1 was concerned because their most important metric is sample requests and their requests are down from the same period last year. I asked what drove sample requests and he told me that sales visits led to sample requests. During the past 6 months we dramatically changed what their salespeople were doing on sales visits.
Partners in Excellence
APRIL 4, 2013
'My recent posts, “But Your Price Is Too High,” and “Price Is Meaningless Until You Establish Business Value,” have stimulate heated discussions and debates on LinkedIn and other venues. What’s struck me is we still have very fundamental misunderstandings of value, value propositions, and how we understand, create, communicate and deliver value to our customers.
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A Sales Guy
APRIL 29, 2013
'How confident would you be picking your next sales person or sales leader without their resume. You couldn’t look at their work history at all, no LinkedIn, nothing. All you could do was interview them. Would you feel more confident or less confident in your hiring decision. Could you pick a winner without seeing their work history? What would you rely on?
The Sales Hunter
APRIL 16, 2013
'Why should they? Quit talking about what you have and start talking about what they want. We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is not to say this type of information is not important. It is important, but only when used at the right time. The problem is most salespeople use this type of information at the wrong time.
Pointclear
APRIL 24, 2013
'My guest today is Jim Dickie. Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.
Score More Sales
APRIL 19, 2013
'It’s been a tough week in Boston. Monday was a day of extreme jubilation due to our annual Marathon tradition, then a sudden drastic low – lower than low. I choose not to detail the series of events – they are easy to find through any search engine. Today on Friday, there is a complete lock-down in Boston and 5 neighboring towns because of a suspect remaining on the loose.
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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