Anthony Cole Training

AUGUST 26, 2019

In this article, we discuss the 3 challenges facing salespeople today:

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Sales Sell 228

Openview

AUGUST 27, 2019

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.

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ConversionXL

AUGUST 21, 2019

When a prospect downloads your lead magnet , their journey to paying customer has only just begun—it may never finish. Most B2B leads don’t become customers. Benchmarks for download-to-customer conversion rates are scarce. But Salesforce revealed that less than 0.5% of webinar leads ever convert to customers. That’s a grim portrait, even if conversion rates for other lead magnets are multiples higher.

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B2B Objectives and Key Results Prospecting Presentation 131

Engage Selling

AUGUST 22, 2019

Are you underestimating the power of testimonials for your sales? You may consider your own behavior when purchasing something from Amazon, for example.

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Product Sales Clients Closing 130

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.

Sales

Membrain

AUGUST 11, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

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Referrals Clients Sales 122

SalesforLife

AUGUST 12, 2019

At Sales For Life, we’re huge proponents of strategy over execution. Here’s why. The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. (That being said, there are many organizations where sellers aren’t doing enough to influence a sales outcome).

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Sell Pipeline Government Strategize 115

Sales Hacker

AUGUST 8, 2019

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ConversionXL

AUGUST 28, 2019

Lead generation is vital for any business. Once you’re generating some leads, the next logical step is to improve the conversion rate. Depending on your niche, there are different tactics and methods for improving conversions. One you may not have heard of is creating and optimizing micro funnels. This post covers what micro funnels are and how and when they’re best used—especially as a means to track form interactions.

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GTM UX Niche Conversion 129

Engage Selling

AUGUST 1, 2019

Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don’t know when to slow down on that persistence and actually repel the client away.

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Clients Prospecting Sales Closing 117

Membrain

AUGUST 7, 2019

Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.

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Process Sales CRM 118

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.

Objection handling

G2

AUGUST 9, 2019

Content marketing has evolved moving from traditional media into the digital landscape.

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Anthony Cole Training

AUGUST 30, 2019

The buyer's cycle has changed. These days, when a buyer wants to make a purchase, they have all of the tools located in the palm of their hand. If you are not making the buying process as frictionless as possible, then you are most likely going to lose out on a sale.

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Sales Hacker

AUGUST 15, 2019

As the first step in the sales process, prospecting can make or break your entire funnel. . That’s why it’s critical you know how to qualify a prospect (the right way). Unfortunately, with the vast number of options and resources available today, some salespeople have adopted a “spray-and-pray” approach, trying to sell to anyone with a pulse. . With over 15 years of experience in sales, I’ve closed deals with big names like McDonald’s, Dell, and Manchester City Football Club — but those de

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Prospecting Price Up-sell Start-ups 110

ConversionXL

AUGUST 20, 2019

An alarming digital marketing trend should scare all online publishers: Organic traffic from Google is vanishing: Google’s latest search elements (featured snippets and People Also Ask) steal clicks from organic listings. The first three positions account for over 50% of clicks. This means that you’re still “buried” on the bottom or middle of Page 1.

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CTR Click Through Rate Strategize Follow-up 128

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

Hospitality

Engage Selling

AUGUST 15, 2019

It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?

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Sales Pipeline Drivers/motivators Sell 115

Membrain

AUGUST 25, 2019

I was speaking to a friend the other day.He’s VP of Sales Enablement for a large technology organization. He had just come out of a meeting of his peers–the top management in the sales organization. He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.”.

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Technology Technology Meeting Sales 117

A Sales Guy

AUGUST 28, 2019

Register here –> INBOUND19. The post Join me at Inbound19! appeared first on A Sales Guy.

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Sales 109

Anthony Cole Training

AUGUST 9, 2019

Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business. In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today!

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Pipeline Sales 212

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.

Retail

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all. “ What you do and say during sales conversations is the most decisive separator between mega-successful salespeople and average salespeople,” says Gong CEO Amit Bendov.

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Contract Up-sell Prospecting High impact 107

ConversionXL

AUGUST 30, 2019

Most product descriptions are awful. Or worse, non-existent. Product copy and product descriptions seem like such minor parts of a website in the grand scheme of conversion optimization , so many brands brush it off. But for companies doing it right, writing excellent product descriptions is a great way to sprinkle brand personality in a place that most people don’t expect it.

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Product Objectives and Key Results Pitch Non-Profits 127

Engage Selling

AUGUST 29, 2019

Are you clear on your prospecting? You’re probably familiar with the saying “always be closing.” Sure, not a bad idea.

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Prospecting Closing Sell Clients 114

G2

AUGUST 14, 2019

Through visual composition, graphic design has the ability to solve problems and communicate messages.

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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.

High impact

Force Management

AUGUST 14, 2019

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do.

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Customers Process Sales 104

Anthony Cole Training

AUGUST 15, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

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Presentation Prospecting Process Sales 195

Partners in Excellence

AUGUST 15, 2019

It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. They aren’t performing as they should be, we need to up their game.” I then asked, “Is it the absence of those specific skills and that technology that is impacting

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ConversionXL

AUGUST 27, 2019

You want to do amazing marketing. You want to empower your team, collect the right data, create unique content, automate funnels, personalize communication, report with ease, act on insight, and achieve the snowball effect. If you’ve read my book or taken my course , you know that marketing technology is vital to your success. Now, you’re ready to learn about the mistakes that marketers have made—so you can avoid them, build marketing leadership skills , and get ahead faster.

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GTM X-functional CRM Technology 124

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B2B

Sales Hacker

AUGUST 9, 2019

A few weeks ago, I had a conversation with the head of business development for a French logistics company. He was over the moon because in only 5 months he reached his goal of getting 10 qualified opportunities. And, even better, he managed to go beyond the target by closing a €350K deal. The results were shocking. And even more impressive, he got those results in a brand new industry. .

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Assembly Line Pipeline Sales Closing 103

G2

AUGUST 9, 2019

Working from home is as much a perk as it is a challenge. It can increase productivity or kill it. And the one thing it basically comes down to is: distractions. Luckily, research gives us a good idea about how to avoid distractions and unlock maximal productivity when working from home.

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Product 105

Membrain

AUGUST 14, 2019

Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?

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Start-ups Sales 102

Anthony Cole Training

AUGUST 2, 2019

If you have followed my blog, read our sales newsletters or listened to our audio sales brews , then you’ve heard me talk about success formulas. The concept is pretty simple. If you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way, especially if you are missing critical pieces of the process.

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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.

Start-ups