Anthony Cole Training

JANUARY 28, 2016

Suppose… you had a non-performing stock (salesperson).

Sales 128

Sales 128

ConversionXL

JANUARY 12, 2016

Peter Drucker famously said, “What gets measured gets managed.” But what if your measurement data is incorrect? What if you’re not measuring correctly or completely? What if there’s a whole pile of things you think you’re measuring when really… you’re not? The fact is that a lot of the people relying on Google Analytics are relying on bad data.

Campaign 91

Campaign Referrals Follow-up Territory 91

A Sales Guy

JANUARY 22, 2016

This week was an amazing week. My book Not Taught was reviewed by Forbes. It was a savage review. Here’s part of what they had to say; On a sales and marketing level, Not Taught is an achievement. Although at times both patronizing and provoking, it buzzes with electricity. The dialogue is pure, unfiltered, adrenalized Keenan. It imbues the author’s many fervent dialogues with the narrative equivalent of a car chase.

Electricity 87

Electricity Follow-up Start-ups Gaming 87

Partners in Excellence

JANUARY 8, 2016

I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have to know about things like GUI’s, software architectures, installation, coding, memory utilization, caching, pipelining, and all sorts of little details.

Sell 86

Sell Product Consult Quota 86

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

Hubspot

JANUARY 22, 2016

No matter how many free tools crop up for ecommerce companies, a paid ad is sometimes the best bet for driving new traffic to your website. The problem is that other ecommerce and even brick-and-mortar competitors are using the same search terms and keywords you will. Not only do you need to know how to build a campaign through Google’s AdWords product, you also need to know how to stand out from the crowd.

Campaign 78

Campaign A/B testing Niche Start-ups 78

Understanding the Sales Force

JANUARY 4, 2016

This is a perfect topic to begin the New Year! While others will be talking and writing about goals and resolutions, we'll be discussing the things that really make a difference. Sure, having goals is important but having them in writing, with an achieve by date, and a plan is exponentially more likely to have an actionable outcome than only having goals.

Sales 72

Sales 72

ConversionXL

JANUARY 29, 2016

You already know retargeting works. But what if you’re doing it all wrong? What if grouping all audiences into the same retargeting campaign is actually doing more harm than good? The truth is that a lot of people never give the attention or resources that’s needed to improve their retargeting campaigns. It’s an afterthought. So today, we’re going to look at seven retargeting case studies that use some seriously creative tactics that I’ve never thought of… or even heard of.

Campaign 91

Campaign Cross-sell Healthcare Retail 91

A Sales Guy

JANUARY 27, 2016

I was recently at a client site where I was meeting with the sales team one-on-one. My one-on-ones are not your typical, boring, go through the motion, “update” driven one-on-ones. They are almost like therapy sessions or serious coaching sessions. We get our hands dirty, dissecting, assessing, and analyzing where improvement and opportunity exist.

Start-ups 75

Start-ups Growth Clients Meeting 75

Partners in Excellence

JANUARY 28, 2016

It’s a common lament among sales people, “I’m trying to close the customer, I can’t get them to move forward! They’re dragging their feet, they just won’t order!” Last week, with several clients, I was doing pipeline reviews. Too many sales people were saying this, slipping their forecasts, slipping their target close dates another month (one becomes suspicious when you see 11 sequential monthly slips on a deal–but I’ll leave that for anot

Customers 83

Customers Manufacturing Healthcare Pitch 83

Hubspot

JANUARY 19, 2016

In the past few years, Instagram has quickly become the go-to social network. And if you think it's just middle and high schoolers are the ones using the app, think again: Pew Research Center reported in 2015 that 26% of adult internet users use Instagram. Compare that with the 23% of adult internet users who use Twitter. Not only do adults use instagram, 53% of adults ages 18–29 years old say they use it every single day.

Follow-up 78

Follow-up Start-ups Gaming Networking 78

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

The Sales Hunter

JANUARY 8, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. “Learn from the best to […].

Sales 71

Sales Sell 71

Anthony Cole Training

JANUARY 13, 2016

Sales managers, why is it important to practice sales skills?

Sales 128

Sales 128

ConversionXL

JANUARY 8, 2016

When you hear “data segmentation”, your instinct might be to bury your head in the sand or fall asleep. Why? Well, segmentation can seem daunting (or boring) to those unfamiliar with it. It’s an unfortunate truth because segmentation is perhaps one of the most effective tools at our disposal. The ability to slice and dice your Google Analytics data is the difference between mediocre, surface-level insights and meaningful, useful analysis.

X-functional 90

X-functional Conversion Start-ups A/B testing 90

A Sales Guy

JANUARY 4, 2016

It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back? 2 times, 3 times, 5 times, 8 times.10 times? . Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and that’s not your job.

Prospecting 67

Prospecting Cold Call Meeting Sell 67

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B2B

Partners in Excellence

JANUARY 14, 2016

It’s impossible to be a top performing manager if your people aren’t performing! Yeah, I know that elicits a “Duuggghhh” response, but I’m not sure many managers have really internalized this. It’s far too easy to blame your people–“They aren’t doing the right things, They’re lazy, They may not be the right people, ……” All that may, in fact, be absolutely true!

Meeting 83

Meeting Process Sales Trust 83

Hubspot

JANUARY 19, 2016

If you're anything like me, you're consistently working out of at least 20 browser tabs, four journals, a yellow legal pad or two, and a myriad of Post-it notes stuck around your computer monitor. To the average overseer, it's nothing short of chaos. But for me, there's a system. at least, that's what I tell myself. Nonetheless, my muddled system transforms dramatically when I work with a team.

Legal 78

Legal Lead generation Customers Product 78

Understanding the Sales Force

JANUARY 25, 2016

When coaching, most sales managers change the words their salespeople use. "That's not how I would say it - try this instead!" While there are a couple of key moments in the sales process where the words do actually matter, for 98% of the sales process, it's about listening and asking appropriate questions, following the process, achieving key milestones, following the company's general strategy and using appropriate sales tactics.

Sales 67

Sales Process 67

Anthony Cole Training

JANUARY 5, 2016

For many sales managers, the year end came to a sudden stop last Thursday as they closed the books on 2015. Yesterday, January 4 th , you were back at the office kicking off a new year of sales. Depending on the type of sales you and your team are in, January results are a result of what you did at the tail end of 2015. With that in mind, how is your March, April and May shaping up?

Sales 128

Sales Closing 128

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

ConversionXL

JANUARY 15, 2016

What drives your decision-making? Trick question. Two drivers are behind the wheel: system one and system two. Which system is driving right now? Which system was driving when you bought that new house? How about when you solved difficult math problems in Grade 11? As it turns out, logic is literally a scarce resource. So, if you’re making a truly rational argument, you’ll want to ensure you’re optimizing for system two.

Process 90

Process Campaign Presentation Price 90

A Sales Guy

JANUARY 11, 2016

In today’s new economy, we’ve become information hounds. We demand information at all times. We want to be educated. We want to be taught. We want to be motivated. We want to be inspired. We want to be entertained. We want to be challenged. We scour the internet looking for information and with it the people that can help us do our jobs, raise our children, improve our relationships, help our pets, make more money — make our life better.

Entertainment 66

Entertainment Education Follow-up Drivers/motivators 66

Partners in Excellence

JANUARY 11, 2016

As sales professionals, we don’t tend to talk much about project management–at least from our customers’ points of views. Sure, within our own organizations we have lots of project going on–but somehow we don’t tie project management to the work we do with our customers. There’s a lot of talk about the customer buying journey, frankly, I’m rethinking my views about a lot of the buying journey discussions.

Sell 82

Sell Closing Process Customers 82

Hubspot

JANUARY 27, 2016

"I got lucky.". "I don't belong here.". "I'm a fraud, and it's just a matter of time before everyone finds out.". Sound familiar? Most of us have experienced feelings of doubt and unworthiness at some point in our lives. But when your accomplishments are a result of your own knowledge, hard work, and preparation and you still feel inadequate. you're probably suffering from impostor syndrome.

Angle 78

Angle Territory Gaming Start-ups 78

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.

Sales

The Sales Hunter

JANUARY 12, 2016

Are your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals: 1. Use the first quarter and, in particular, the first month […].

Drivers/motivators 65

Drivers/motivators Sales Quota Sell 65

Anthony Cole Training

JANUARY 4, 2016

I stopped doing a formal list of New Year’s resolutions a long time ago. I don't remember when exactly… I just know that I did. Maybe I just got tired of the process of knowing that, in the end, some of the things I wrote down would get done and others were just wishful thinking.

Sales 128

Sales Process 128

ConversionXL

JANUARY 11, 2016

Most articles will tell you that poor grammar can kill sales. While not as important in blog posts as in sales copy, grammatical errors can dissolve credibility, possibility resulting in less sales. But is there anything empirical to support this? On a high level, it seems to make sense. And while spelling mistakes haven’t been heavily researched in relation to revenue, optimization, or growth, there is a small amount of research that suggests spelling mistakes impact credibility in negati

Promote 75

Promote Drivers/motivators Trust Contract 75

A Sales Guy

JANUARY 5, 2016

Jaime Casap Google’s Global Education Evangelist crushed it with this observation, and he’s right. It’s time we stop asking kids what they want to be when they grow up. S**t, it’s time we stop asking adults that question too. Why? It’s a leading question that drives people to think about who they want to work for or what environment they wish to work in, and although that seems innocuous, it’s rather damning in the 21st century.

Drivers/motivators 66

Drivers/motivators Education Strategize Follow-up 66

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Sales

Partners in Excellence

JANUARY 4, 2016

The role of sales has clearly changed. We no longer have to spend our time educating customers about our products and solutions. Beside, too often, they really don’t care about our products and their capabilities. If we can’t talk to them about our solutions, then what’s left? What do we talk to them about? I guess, we have to focus on what interests them.

Conversion 81

Conversion Objectives and Key Results Sales Education 81

Hubspot

JANUARY 25, 2016

Your LinkedIn profile is a place for you to build your professional brand, showcase your achievements and skills, share content with other professionals, and connect with colleagues, business partners, and even potential employers. And people will come across it in a variety of ways -- whether they're searching for employees at your company or in your industry, or they met you in person and want to remind themselves what you do or learn more about your accomplishments.

Networking 75

Networking 75

The Sales Hunter

JANUARY 27, 2016

We’ve all had customers who just don’t want to move forward. They throw out one reason after another, and you know their problem is simply they can’t make a decision, but won’t admit it. You want to close the sale fast to allow you to move on. The only asset you have that is in […].

Customers 30

Customers Closing Sales Technique 30

Understanding the Sales Force

JANUARY 19, 2016

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. Of course I have the usual baseball analogy, which I'll skip along with the target analogies for Golf, Basketball, Soccer, Football and Hockey.

Sales 77

Sales Product 77

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.

Product