Anthony Cole Training

JULY 28, 2014

'Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session. 1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler.

Prospecting 199

Prospecting Up-sell Process Sell 199

A Sales Guy

JULY 21, 2014

'Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing.

Drivers/motivators 162

Drivers/motivators Consult Growth Follow-up 162

Closing Bigger

JULY 21, 2014

'Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment and a variety of other influences. When comparing sales people within the exact same company very few things influence the level of one person’s success over the other more than the quality of conversations they have with future and existing customers.

Conversion 138

Conversion Objection handling Sales Price 138

ConversionXL

JULY 17, 2014

'Your website is leaking money. Everybody’s is. The first step toward plugging the leaks is identifying WHERE the leaks are. Which funnel steps, which layers of your site, which specific pages are leaking money? Google Analytics can provide answers. #1: Funnel Visualization. Every site that has a funnel (most do) should start with funnel visualization.

Conversion 132

Conversion UX Start-ups Construction 132

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Follow-up

Understanding the Sales Force

JULY 10, 2014

'Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.

Sell 123

Sell Sales Pipeline Up-sell 123

The Sales Hunter

JULY 31, 2014

'Not long ago, I was sitting in a restaurant known for its breakfast. It’s 7:40 AM and I am the only customer. Ten years ago, you couldn’t find a seat in this place at this time of day. Now it’s a question of how much longer can the restaurant hold on. What changed? Everything, […].

Drivers/motivators 109

Drivers/motivators Networking Service Sell 109

A Sales Guy

JULY 2, 2014

'Fifty years ago today, July 2nd 1964, then President Lyndon Johnson signed into law one of the most important pieces of legislation ever signed. It was the Civil Rights Act. It is truly astounding it took 190 years AFTER this sentence was penned to actually live to the creed. these truths to be self-evident, that all men are created equal , that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.

Education 151

Education Start-ups Meeting Sales 151

Pointclear

JULY 22, 2014

'As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.

B2B 108

B2B 108

ConversionXL

JULY 22, 2014

'According to eConsultancy, up to 30% of eCommerce visitors will use internal site search. Typically speaking, due to the increased level of purchase intent, are also known to convert sometimes up to 5-6X higher than the average non-site search visitor. Natural language processing software Inbenta mentions in this article a client who noticed their site search customers converted 43% higher, and eConsultancy talks about cases where site search visitors are making up as much as 13.8% of the overa

Non-Profits 125

Non-Profits User Experience Retail Conversion 125

Understanding the Sales Force

JULY 7, 2014

'Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer! I observed that for every three salespeople that would call customers for referrals, there were always two that preferred to make cold calls.

Cold Call 112

Cold Call Referrals Follow-up Up-sell 112

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

Partners in Excellence

JULY 31, 2014

'Everyone is time poor. We have too much on our plates–more than we possibly can accomplish. We’re inundated with emails, messages, phone calls, meetings. The growth of our “To-Do” lists far outpaces out “Completed” lists. In attempts to bring sanity and manageability into our lives, we leverage all sorts of tools and techniques to improve our efficiency.

Technique 100

Technique Technology Technology Meeting 100

Anthony Cole Training

JULY 8, 2014

'Guest Blog By Mark Trinkle, Sales Development Expert. How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business.

Sales 198

Sales Meeting Closing Prospecting 198

A Sales Guy

JULY 25, 2014

'Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale.

Follow-up 137

Follow-up Referrals Strategic planning Commission 137

The Sales Hunter

JULY 16, 2014

'The year is half over and the race is on. Regardless of whether you’re on track, ahead of pace or behind where you need to be, these 4 things will work for you: 1. Call every one of your customers past and present and ask them why they like working with you. Objective is […].

Drivers/motivators 103

Drivers/motivators Price Closing Sales 103

Advertiser: ZoomInfo

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Promote

ConversionXL

JULY 8, 2014

'Back in 2001, Consumer Reports put out a study that revealed the average American was consciously exposed to roughly 247 marketing messages daily, yet only really noticed around half of them. While other “expert analysis” put that exposure to marketing anywhere between 500-5000 messages, this is the most sane explanation of what we’re actually aware of.

Click Through Rate 118

Click Through Rate Technique Real Estate User Experience 118

Understanding the Sales Force

JULY 8, 2014

'Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Let''s say it''s a ground ball and the third baseman boots it for an error. Of course, the next ball is hit right at the third baseman again and this time he fields it cleanly, but makes an error on the throw. And just as if it were programmed to happen, the third baseman is suddenly a target, balls coming at him and him alone, as he appears helpless and unable to make a clean play to put a merc

Cold Call 100

Cold Call Government Networking Sales 100

Partners in Excellence

JULY 29, 2014

'Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. Social selling dominates many conversations. Many would have you think social selling (social media, social marketing, social business, or whatever you call it) is the silver bullet. Just do thing socially, prospects will come out of the woodwork, they’ll engage, they’ll pull out PO’s–pre-empting your twitter strea

Technique 99

Technique Up-sell Pitch Sell 99

Anthony Cole Training

JULY 7, 2014

'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 that is, 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. if you are missing critical pieces of the process.

Negotiate 189

Negotiate Sales Conversion Process 189

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Pipeline

A Sales Guy

JULY 17, 2014

'Here at A Sales Guy we’re looking for an outside sales, business development badass. As you could prolly figure, we go about it a little different. We don’t ask for a resume and a cover letter. We actually ask people to send us an email outlining why they would be a badass sales person for us and to share their social media presence. You can see the entire job description here for our Sales Badass.

Outside Sales 133

Outside Sales Sales Sell Service 133

Pointclear

JULY 29, 2014

'The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.” Was he right?

Lead generation 103

Lead generation Follow-up Sales 103

The Sales Hunter

JULY 8, 2014

'What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].

Price 102

Price Meeting Customers Sales 102

Understanding the Sales Force

JULY 14, 2014

'Understanding the Sales Force by Dave Kurlan. If you were on vacation the past two weeks, this is what we were discussing: June 30: The Top 10 Reasons Your Great New Salesperson Could Fail July 1: The One Sales Question I''ve Been Wrong About for Years July 2: The One Thing Missing from the New Way of Selling Part 2 July 7: Leads are Making Salespeople Lazier Than Old Golden Retrievers July 8: Top 21 Keys to Making Your Sales Force Dominate Today July 10: The New 21 Core Sales Competencies for

Process 97

Process Objectives and Key Results Sales Up-sell 97

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

Partners in Excellence

JULY 23, 2014

'I get at least a couple 100 emails a day (not including the SPAM). A lot of them are trying to sell me on something. Most I quickly delete, but some are interesting and intriguing. Some of the interesting emails are offers to explore a collaboration, people interested in getting me to do something for/with them, some outright trying to sell me something–but still interesting.

Cold Call 97

Cold Call Promote CRM Prospecting 97

Anthony Cole Training

JULY 18, 2014

'As sales people, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% difference to equal a 67% return on investment? Let’s start with the easy answer – you must put in 10% more effort. That does not mean that I am accusing you of not working hard or not exerting great effort. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone.

Cold Call 186

Cold Call Appointment Sales Up-sell 186

A Sales Guy

JULY 22, 2014

'There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor” from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.”.

Sales 126

Sales Consult Growth Trust 126

Score More Sales

JULY 22, 2014

'Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked.

Territory 93

Territory Sales Inside sales Engineering 93

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

The Sales Hunter

JULY 24, 2014

'I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].

Price 102

Price Customers Sales 102

Understanding the Sales Force

JULY 20, 2014

'Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired? I posed that very question to Google search and none of the results that appeared on the first page answered my question. Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired?

Real Estate 97

Real Estate Sales Clients Price 97

Partners in Excellence

JULY 24, 2014

'Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice. We want to help our customers learn. It’s actually not that new a concept–we’ve always taught our customers something. It used to be about our products, or our solutions, or our companies. Now the context of teaching has changed–really for the better for both customers, sales and marketing.

Customers 97

Customers Pitch Trust Drivers/motivators 97

Pointclear

JULY 15, 2014

'By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the

Sales 97

Sales Service Process Product 97

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