Anthony Cole Training

APRIL 17, 2013

'Sales don''t just "happen". At least, not in my business nor in the companies that I have the opportunity to work with. Over the last 20 years of partnering with sales organizations from coast to coast, from large metropolitan areas to small cities, sales have to be generated not merely collected. Sales have drivers, leading indicators and activities that, when executed at the right amount and the right way, will generate sales results.

Drivers/motivators 195

Drivers/motivators Appointment Pipeline Manufacturing 195

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.

Campaign 130

Campaign Click Through Rate E-commerce Pitch 130

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

Customers 120

Customers B2B Drivers/motivators Prospecting 120

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

Commission 116

Commission Sales Trust Sell 116

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Follow-up

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.

CRM 116

CRM Customer Relationship Management Consult Relationship Management 116

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.

Price 108

Price Profit margin Customers Quota 108

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.

Sell 99

Sell Territory Trust Up-sell 99

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.

B2B 118

B2B Pipeline Drivers/motivators Prospecting 118

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.

Consult 107

Consult Prospecting Trust Closing 107

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.

Follow-up 104

Follow-up Inside sales Sales Up-sell 104

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

Retail

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.

Customers 107

Customers Cold Call Drivers/motivators Contact 107

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.

Finance 190

Finance Sales CRM Pipeline 190

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.

Customers 97

Customers Manufacturing Cross-sell Legal 97

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?

Sales 115

Sales B2B Education Start-ups 115

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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.

Sell 101

Sell Presentation Price Meeting 101

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.

Start-ups 99

Start-ups Technique Up-sell Strategize 99

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?

Closing 100

Closing Price Technique Consult 100

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.

Objectives and Key Results 184

Objectives and Key Results Strategic planning Sales Represent 184

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Pipeline

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.

Pitch 96

Pitch Process Prospecting Sell 96

A Sales Guy

APRIL 17, 2013

'Every once in awhile I come across something very moving in the world of sales and marketing. Stumbling on this video in my Facebook timeline is one of those times. This is a very, very powerful video. The only thing more moving than the positive message it’s trying to convey is the emotion of these woman as they are confronted with their own horrific sense of self.

B2C 115

B2C Meeting Sell Sales 115

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

Sales 95

Sales Consult Technology Technology 95

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.

Customers 96

Customers Lead generation Represent Start-ups 96

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.

Price

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.

Sell 99

Sell Customers Consult Drivers/motivators 99

Anthony Cole Training

APRIL 5, 2013

'Whenever I do a workshop or a keynote for group that is about selling, I almost always talk about one of the 9 Keys To Successful Selling - the key of persistence. And I generally make my point by asking the audience a question and having the following dialog: How many of you here today have a dog? Have you ever had a dog? Know someone with a dog? Good, that covers everyone.

Entertainment 149

Entertainment Sales Up-sell Follow-up 149

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.

Education 95

Education Represent Trust Price 95

A Sales Guy

APRIL 9, 2013

'The number one selling Tequila in the world doesn’t allow the word tequila to be used when referring to it’s product. Yes, it’s on the bottle, but that’s pretty much the only place you’re gonna see the word. The logic? It comes down to a simple question. What do you think of when you think of the word “tequila?” Exactly!

B2B 115

B2B Retail Up-sell Gaming 115

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.

Contact

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.

Sell 94

Sell Territory B2B Consult 94

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.

Sales 89

Sales Clients Presentation Prospecting 89

The Sales Hunter

APRIL 2, 2013

Shifting the way you view what you sell is one of the biggest things you can do to improve your sales process. People and companies don’t buy anything. They only invest to seek either a gain or improvement. Yet salespeople seem driven by the belief they can only make a sale when they fully explain what it is they have to offer. The problem is made even worse when the salesperson begins to link the price of what they sell to the cost of what it took to make what they’re selling.

Sell 98

Sell Customers Price Drivers/motivators 98

Engage Selling

APRIL 25, 2013

'There are a lot of closing techniques with cute names. But which of them work? Take the quiz and find out! And for more strategies based on this quiz, check out this article.

Closing 78

Closing Technique Sales 78

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