Anthony Cole Training
JANUARY 16, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
ConversionXL
JANUARY 13, 2012
A major factor affecting your conversions is user flow. It’s the path a user follows through your website interface to complete a task (make a reservation, purchase a product, subscribe to something). It’s also called user journey. In order to maximize your conversions, you have to get the user flow right – build one that matches user’s needs.
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Partners in Excellence
JANUARY 23, 2012
I’ve been writing a lot about changing the conversation, about challenging our customers, about getting them to think differently. A lot of readers have been sending me notes, asking for advice on how to do this. While I agree with many of the principles outlined in Challenger Selling and Provocative Selling, I take a little different view on things.
A Sales Guy
JANUARY 6, 2012
Yup, I said it. Good closers are bad sales people. The better a “closer” is, as defined by traditional definitions, the shittier the sales person they are. Why? A good “closer” is someone who is unable to bring the client along and close them during each step of the sales cycle and therefore they have to “close” the whole deal in one step.
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
Score More Sales
JANUARY 31, 2012
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Sales Tips for the End of the Pipeline. by Lori Richardson on January 31, 2012. You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. If they have a Twitter account, you’re there.
Understanding the Sales Force
JANUARY 25, 2012
Understanding the Sales Force by Dave Kurlan Cold calling. It sounds so.20th Century. Some industries still break-in their salespeople by putting them on the phone and having them dial - more than one hundred times a day - and attempt to schedule appointments. You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Pointclear
JANUARY 26, 2012
Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship?
Partners in Excellence
JANUARY 24, 2012
Sales people are notoriously bad at writing things down and documenting things. I talk to thousands a year. When I start talking about documenting something–a deal plan, an account plan, territory, call plans, even a to-do list–all of a sudden you can see the resistance in their faces. . They sit back, fold their arms. Most say nothing, but a few courageous one’s will say, “Dave, you don’t get it.
A Sales Guy
JANUARY 27, 2012
I used the phrase, “information sale” in a post a while back. I’ve been thinking about that term for quite a while now. It’s really been on my mind. The information sale is the idea that selling happens when the client or prospect is being educated. It’s when the sales person is using information to teach the prospect or customer something they didn’t know.
The Sales Hunter
JANUARY 27, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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
JANUARY 11, 2012
Understanding the Sales Force by Dave Kurlan Earlier today we ( Objective Management Group ) held our annual Rockefeller Habits strategy meeting. At one point the management team was reviewing year over year growth to pinpoint where last year's growth came from. The segment of our business that survived the recession was our Sales Force Evaluation. Companies that had money they could part with wanted to work on sales and we own the Sales Force Evaluation market.
Anthony Cole Training
JANUARY 31, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Engage Selling
JANUARY 30, 2012
Sales managers often encounter cases where a sales rep is in a slump and needs help. One-size-fits all solutions don’t work. Instead, try one of the following field-tested ideas. Reconnect to plan. Review goals and have your team recommit to an action plan you’d set earlier, or create a new one together. Get back to basics. Mastering the fundamentals is an ongoing process and it’s often where you’ll discover gaps in a rep’s knowledge.
Partners in Excellence
JANUARY 15, 2012
Over the past few months, I’ve been involved in a lot of discussions on sales compensation. Last quarter, the conversations focused on commission and bonus plans people were looking to put in place for this year. Last week and this week, I’m involved in a lot of discussions about people being disappointed in the bonuses they received or didn’t receive for last year, how to manage the issues and so forth.
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A Sales Guy
JANUARY 12, 2012
I have a new mantra; The best sales people can make the sale. without almost ever having to talk about. their product. When we are talking about our product, we’re NOT talking about the customers business. (There is one exception, I’ll get to that in a minute) When we’re talking about our product we’re focused on our need and not our customers.
The Sales Hunter
JANUARY 24, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Understanding the Sales Force
JANUARY 30, 2012
Understanding the Sales Force by Dave Kurlan Everyone has a plan. Some plans are better than others because they contain all or most of the necessary steps and sequence them in an appropriate order. Most plans have gaps where steps should be and the sequence doesn't lend itself to success. One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND they want to evaluate their sales force too.
Anthony Cole Training
JANUARY 30, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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.
Hubspot
JANUARY 31, 2012
Over the past few months, you may have heard some chatter about a brand new social network called Pinterest. Not surprising. According to Compete , unique visitors to Pinterest.com increased by 429% from September to December 2011 , and the social network already boasts a user base of 3.3 million. Pinterest is only growing in popularity as the hottest new social network, and in December 2011, it made Hitwise's list of the top 10 social networks, currently sitting at #5 and beating out big names
Partners in Excellence
JANUARY 21, 2012
It’s difficult to imagine what we sell might be unimportant. It’s important to us, it’s how we make our living. It’s important to our company, it’s why the company exists, it’s why we design and build products and solutions . Our solutions are important to our customers—at least some of them–perhaps a certain department, a functional area, certain teams within our customers.
A Sales Guy
JANUARY 2, 2012
The beginning of the year in sales always starts with a number. Then it moves to getting to the number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. What is often missed however, is a good solid understanding of what the team is going to need to make the number.
The Sales Hunter
JANUARY 3, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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
JANUARY 19, 2012
Understanding the Sales Force by Dave Kurlan We instruct clients to have their sales candidates take the Sales Candidate assessment very early in the recruiting process. It's the first step after the client receives their resumes. Clients carefully spell out exactly how the entire process will work and explain that the assessment is simply the first step.
Anthony Cole Training
JANUARY 5, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Hubspot
JANUARY 31, 2012
Yesterday, Business Insider reported that Procter & Gamble is set to lay off 1,600 employees as a result of its decision to cut back on the company's annual advertising spend of $10 billion. CEO Robert McDonald said he can't keep increasing his ad budget even if sales continue to increase because of the prevalence of "more efficient" expenditures like Facebook and Google.
Partners in Excellence
JANUARY 12, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are a couple of perspectives in win/loss analysis I think are important in driving performance improvement and improving our ability to win — hopefully ultimately just doing win reviews. There are two different perspectives of wins and losses that I’d like to discuss.
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A Sales Guy
JANUARY 7, 2012
We all have greatness inside of us. We all have a Michael Jordan wanting to get out. We’re taught the luck is some of us are born with greatness while others, the unlucky,are not. Feel good and be happy, this notion is wrong. The luck isn’t in being born with greatness, it’s in finding it. We’re all born with greatness. The luck or the goal is finding our greatness, our Michael Jordan.
Understanding the Sales Force
JANUARY 26, 2012
Understanding the Sales Force by Dave Kurlan If you have been reading this Blog for a while, then you may remember my requests during the last half of 2011 to complete a survey for my Trust Project. My goal was to understand to what degree people did not like and/or trust salespeople and integrate that information into our future work. I thought it could signify the importance of additional findings in Objective Management Group's Sales Candidate Assessments, and it could influence how we train
Anthony Cole Training
JANUARY 23, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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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