Anthony Cole Training

FEBRUARY 14, 2014

'Several years ago, a video with Allan Iverson (then with the Philadelphia 76ers) went viral. Apparently, there was a problem between him and his coach Larry Brown about a practice session that Iverson missed. When questioned about it by the press, Iverson goes on and on and on (see video ) about practice. Switching sports – let’s talk baseball. Teams are now reporting for spring training in various locations in Florida and Arizona.

Sports 170

Sports Pitch Gaming Contract 170

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.

Clients 130

Clients Pitch B2B Pipeline 130

A Sales Guy

FEBRUARY 10, 2014

'It takes some serious cojones to walk away from a deal or to stop pursuing a deal in the early stages. As sales people we see everything as an opportunity AND it feels like we’re leaving money on the table when we do. Let’s face it, leads that turn into opportunities are valuable and walking away means we have to go get a new one and who knows when and if that will come.

Prospecting 122

Prospecting Quota Price Closing 122

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.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

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Follow-up

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.

CRM 109

CRM Sales Contract Up-sell 109

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?

Presentation 112

Presentation Drivers/motivators Consult Up-sell 112

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.

Sell 103

Sell Networking Clients Technology 103

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.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121

ConversionXL

FEBRUARY 18, 2014

'Last Monday we announced a joint contest where one lucky ConversionXL winner would receive a year long subscription to GrowthHacker.tv worth $348. To enter all you had to do was leave a comment letting us know your biggest takeaway from Peep’s interview with Bronson Taylor & tweet the link to this page. This was an experiment to see if we could pull off a competition without a lot of effort.

A/B testing 99

A/B testing Follow-up Promote Growth 99

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.

Trust 106

Trust Sell Retail Prospecting 106

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

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.

Prospecting 109

Prospecting Contact Sales Up-sell 109

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.

Commission 168

Commission Gaming Sales Growth 168

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!

Product 97

Product Sales Presentation Pitch 97

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.

Inside sales 118

Inside sales SQL Sales Follow-up 118

Advertiser: ZoomInfo

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Promote

Score More Sales

FEBRUARY 10, 2014

'image courtesy of Docusign. Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The event was hosted by Docusign, and you can see the whole webinar here.

B2B 96

B2B Inside sales Sales Education 96

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?

Sports 105

Sports Sales Strategize Drivers/motivators 105

ConversionXL

FEBRUARY 10, 2014

'Exciting News! Growth Hacker TV wants to give one lucky ConversionXL reader a year long subscription to one of the fastest growing growth hacking resources online. If you’re unfamiliar with Growth Hacker TV, every week host Bronson Taylor interviews people who were highly influential to the growth of some major online companies. Recent guests include: .

Growth 94

Growth 94

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.

Gaming 155

Gaming Prospecting Clients Sell 155

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Pipeline

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.

Appointment 97

Appointment Lead generation Represent Sales 97

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

Strategic planning 115

Strategic planning Presentation Strategize Up-sell 115

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.

Quota 93

Quota Territory Pipeline Prospecting 93

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.

Price 96

Price Sell Drivers/motivators Service 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

ConversionXL

FEBRUARY 7, 2014

'When a business increases it’s webinar attendance by 1000% & net $40,000 in the first 3 sessions, you should probably listen to what they’re doing right. This week, I had the opportunity to sit down with Lars Lofgren - Growth Manager of KISSmetrics.com , whose job is specifically to get more leads for his software company. Over the course of the next 20 minutes Lars & I will dive deep into KISSmetrics processes so you can learn: The up-front investment that helps them ge

E-commerce 93

E-commerce Cross-sell Up-sell Growth 93

Score More Sales

FEBRUARY 21, 2014

'Gone are the days where it took 30 minutes to set up your office work area with all of the things you’d need to help you sell. Now we are a mobile society of sellers and we need tools that are simple and easy to use. Need to look someone up? Grab your smartphone and favorite app for that. Want to get more insight about key members in your next meeting?

B2B 92

B2B Up-sell Represent Pipeline 92

Pointclear

FEBRUARY 4, 2014

'By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy situation, right? But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs.

A/B testing 95

A/B testing Technique Campaign Prospecting 95

A Sales Guy

FEBRUARY 24, 2014

'This is the most CREATIVE wedding photo EVER! Think about what frame of mind the photographer Quinn Miller had to be operating from to stage this picture. Think about how he looks at weddings and how he sees the experience. Quinn looks at wedding photography completely different than everyone else and he is winning because of it. Is it daring? You bet your ass.

Clients 114

Clients Sell Closing Sales 114

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

Partners in Excellence

FEBRUARY 5, 2014

'There are not many things that cause me to come unglued. But there are two that provoke immediate outrage—and usually a tirade if I’m speaking with an individual or a group. These two things are: Customers lie! The customer is stupid! These are, possibly, the most destructive statements and attitudes any business professional, but particularly sales people can have.

Customers 93

Customers Trust Represent Conversion 93

The Sales Hunter

FEBRUARY 3, 2014

'Do you want to get the week started right and then ride that momentum through the week? Then call one of your best customers TODAY! That’s right! Even if you don’t have a specific reason to call one of your better accounts, pick up the phone and call them anyway. You likely will be surprised at how happy they will be to hear from you!

Drivers/motivators 93

Drivers/motivators Customers Sales Price 93

ConversionXL

FEBRUARY 28, 2014

'I know what you’re thinking, “Ugh… webinars…” I couldn’t agree with you more. They’re played out, they can feel dirty, and definitely have a high reputation of being – in general – thinly veiled pitch feasts. But then again, Lars Lofgren told me in his interview that webinars were one of the prime reasons KISSmetrics has been able to grow as quickly as it has.

Pitch 92

Pitch Conversion Customers Sales 92

Score More Sales

FEBRUARY 4, 2014

'Superbowl XLVIII has come and gone. This time I had a stake in it – although I now live in greater Boston, my birthplace was Seattle - the sports-tortured city. We lost our basketball team. We never win much of anything. While many people found the Superbowl boring and even a blowout, those of us from the Pacific Northwest who are fans clung to every moment of the game and are still savoring it.

Sports 90

Sports Territory Gaming Sales 90

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