Anthony Cole Training
FEBRUARY 13, 2014
'Linda and I have known each other for 30 years. This November, we will have been married for 29 of those years. Over the years, I have claimed that this was the best sale I ever made. I had competition, I had a reluctant prospect, and my value proposition was shaky at best. But, I did have Desire to Succeed, Commitment to do everything possible to Succeed, and I took Responsibility for all outcomes.
ConversionXL
FEBRUARY 21, 2014
'Have you ever heard of the “ significant objects ” project? As a literary & anthropological experiment, Rob Walker and Joshua Glenn wanted to see if they could resell cheap knickknacks (avg. cost $1.25) on eBay and turn a significant profit by adding personal stories to the item descriptions. The hypothesis was that emotionally charged stories would increase the perceived value of each object and therefore net a large profit on each item sold.
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Score More Sales
FEBRUARY 28, 2014
'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.
Partners in Excellence
FEBRUARY 11, 2014
'Recently, someone wrote me saying: “I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every site imaginable – and respond to all the comments…” This individual thought I was possibly wasting my time. I think it’s a fair question, many people wonder whether they should be investing in social channels, how much time to invest, whether there is a payoff.
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
A Sales Guy
FEBRUARY 20, 2014
'What is the true secret to killing quota? It’s not goal setting, it’s not more calls, or a better product. It’s not good coaching or hiring the best sales team. While all these things are at the core, and without a doubt critical. The most valuable part of success and crushing quota is in the monitoring. Ideas, strategies, regulations, goals, objectives are all fine and dandy, but in the end they are useless without the monitoring for success.
The Sales Hunter
FEBRUARY 25, 2014
'The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. How many times have we watched a terrific organization fall apart when the leader retires or exits their position?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
FEBRUARY 24, 2014
'The checkout flow is where the money is at. Think about it, random strikers leave the site before ever entering the checkout funnel, while motivated buyers come here to finish their order. Any small increase in this step usually has a direct impact on how much more money your site makes. Example: An Ecommerce site that I analyzed recently had a payment page where 84.71% of the traffic proceeded to buy.
Score More Sales
FEBRUARY 17, 2014
'Conventional wisdom says that cold calling doesn’t work anymore. Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. Warm every call up. After all, buyers are 70% through their buying process before you even find out about them, right? Hold on a minute.
Partners in Excellence
FEBRUARY 20, 2014
'We are anxious to meet with customers to tell them all about our products and services. We practice the few questions we need to ask–you know the one’s—they create the platform to launching into descriptions about how our product it the answer to everything they want to do. We practice our pitches, refining and polishing them, hoping that at the end, the customer pulls out a purchase order saying, “I need to buy a bunch of these!
A Sales Guy
FEBRUARY 27, 2014
'I told you, guaranteed sales success! Which step are you going to reach today? It’s your move.
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
FEBRUARY 17, 2014
'Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Today, I want to talk about Chief Technology Officers, VP''s and Directors of IT. At first glance, you might not think that IT has much of an impact on sales and you would be correct.
Anthony Cole Training
FEBRUARY 10, 2014
'I once spoke with a regional president of a bank that did not believe that selling is like a game. I am not one to argue. However, as I consider his comment, I still believe two things: 1) Selling really IS very much like a game and 2) People ought to be able to defend their answers. I don’t care how they do it as long as they defending their position with more than just saying, “I don’t believe…”.
ConversionXL
FEBRUARY 13, 2014
'According to digital marketing firm Lyris, you should expect to lose 30% of your email subscribers every year. The two main reasons behind losing subscribers are: They change their email address. Your content is no longer relevant to them, so they stop opening your email or they unsubscribe. The first case is just your bad luck. Perhaps the subscriber was using their work address and got a new job, or they got bored with their username and got a new one.
The Sales Hunter
FEBRUARY 11, 2014
'Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1.
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Partners in Excellence
FEBRUARY 3, 2014
'A client called me up stating, “I need to hire a rainmaker.” He is the CEO of a mid sized company that’s struggling a little, and wanted my help in finding someone. Since I’ve always struggled with the concept of a rainmaker, so I asked him what he meant. He replied, “I need someone to make things happen!” He went on to describe someone who could turn around the most difficult situations, walk into a prospect and in one or two meetings inspire the customer
A Sales Guy
FEBRUARY 1, 2014
'The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Here are four advantages of having marketing own the inside sales function, followed by four reasons why it might not work.
Understanding the Sales Force
FEBRUARY 26, 2014
'Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. It''s about the importance of trust. Please read it before proceeding. It''s also very consistent with the late Steven Covey''s philosophy as related in his book, The Speed of Trust. Trust is becoming more important than ever. Companies are focusing more on integrity and values, and that''s from both sides of the door.
Anthony Cole Training
FEBRUARY 11, 2014
'Numbers measure sales success. (Success, What is the Standard) ? It could actually be several different numbers, but usually one stands out from all the rest and that number is the production/sales/revenue/ commission number. How do you compare numbers to determine your success as measured against others? This is a great question…but it doesn’t have a clear answer because the numbers are relative.
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ConversionXL
FEBRUARY 26, 2014
'Note from the editor: We talk a lot about conversion rate optimization, and how it’s about showing the right people, the right thing, at the right time in order to get more out of your website. For many ConversionXL readers, PPC advertising is a big part of your business & in many ways it is just as critical to the conversion process as what’s happening on the page.
Pointclear
FEBRUARY 27, 2014
'We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. But it’s only a tool. Marketing automation doesn’t identify your best target audiences. It can’t develop value propositions.
Partners in Excellence
FEBRUARY 9, 2014
'I’m always amused by the games that go on as managers conduct pipeline and forecast reviews. Data shows sales people spend at least two hours a week on pipeline and forecast reviews. Think of it, 5% of the sales organization’s time in some of the most confusing and useless discussions I’ve seen. If we learned how to do these effectively, we could not only improve the quality of these reviews and information, as well as significantly reduce time spent in reviews.
A Sales Guy
FEBRUARY 9, 2014
'Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world. Unfortunately, despite everyones best intentions, unless you are at the very end of the sales cycle and everything has been completed, this is a fruitless questions, with a very low probability of bei
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.
Understanding the Sales Force
FEBRUARY 11, 2014
'Understanding the Sales Force by Dave Kurlan Well, are you? I''ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren''t those the ones you like best? Aren''t those, especially when they have industry background, the ones you hire? And don''t they all perform just swell?
The Sales Hunter
FEBRUARY 6, 2014
'Whenever I speak to a group, whether it be a keynote or a training session, one topic I tend to mention is how our goal as salespeople is to impact people positively. When talking about this, I say it goes far beyond what you’re selling and is critical regardless of whether or not you close a sale. We all impact people everyday. Just stop and think about all of the people you come in contact with each day.
ConversionXL
FEBRUARY 5, 2014
'According to an Edison Research and Arbitron report in 2012, podcasting is becoming one of the more viable methods for acquiring and retaining customers. Originally, the study found podcasting awareness had remained rather flat for several years, dating back to about 2006 when the percentage of those surveyed who said they were familiar with the term podcasting sat at only 22%.
Score More Sales
FEBRUARY 11, 2014
'Online visibility helps build your personal brand as a seller, and your company brand as a trustworthy and helpful organization. Building a positive brand in the B2B world is the first step toward the idea of a virtual pipeline where content and ideas convert into prospects and ultimately, clients. Over a number of years, I have worked to build a brand online and I’d like to share some of the lessons I’ve learned.
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Partners in Excellence
FEBRUARY 17, 2014
'As sales people and managers, we are often obsessed with the “numbers.” There are constant review of pipelines and forecasts. Some look at the daily and weekly activity metrics. Everyone is focused on quota performance. In order to maximize our performance this week, this month, this quarter, this year, and year after year, we need to understand the numbers that impact performance and our success over time.
A Sales Guy
FEBRUARY 2, 2014
'Three centuries ago, Sir Isaac Newton formulated three physical laws of motion that describe the relationships between two objects, and the forces acting upon those objects, and the resultant motions in response to those forces. The third of Newton’s laws says this: “When one body exerts a force on a second body, the second body simultaneously exerts a force equal in magnitude and opposite in direction to that of the first body.” In other words, for every action, there is an e
Pointclear
FEBRUARY 25, 2014
'In “ Wampeters, Foma & Granfalloons ”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and sales in many companies today? If someone agrees to see your sales representative, don’t they have to be more qualified than a forwarded lead? Not necessarily. Appointment setting is the easiest way to granfalloon without getting anything done.
The Sales Hunter
FEBRUARY 4, 2014
'Recently on a phone call with a group of salespeople, I was asked if there were any secrets to selling at full price. It was a great question and I shared with the group 5 things they need to do. Check out the list I gave them: SECRET 1: Find better customers. Selling to the wrong group is always going to create pricing pressure. Just because a customer shows interest doesn’t make them a good customer.
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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