June, 2015

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Sales Habits – Coaching Bad Habits Out of Sales People

Anthony Cole Training

Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.

Sales 211
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#SocialSelling at The Hangar with The Andrew Westlund Group

Closing Bigger

Thank-you to the Andrew Westlund Group for inviting me out to The Hangar today to address your group of companies for you monthly meeting. Social Media and sales were once thought of as separate disciplines yet today they are inseparable tools for business. Here are some quick links for you: The 2014 Sales Quota Attainment Study by A Sales Guy Inc. and Kitedesk.

Quota 135
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Do Top Candidates Find You Attractive?

Engage Selling

Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, same old when it comes to their recruitment process and trying to find great talent to join their team. It’s surprising to see how many […].

Process 128
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The Great Create, The Good Consume and The Poor Ignore

A Sales Guy

I was reading this killer post the other day, and it got me thinking. The post addressed what we do in our free time, but it was this quote that got my synapses firing: Decide when you are consuming and when you are creating. As I read it, I was struck by the simplicity of the statement, but even more by the power of its implication. It implies that everyone creates or consumes, and it’s this assertion that had my mind going crazy.

Represent 124
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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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Are We Wasting Our Time on LinkedIn?

Understanding the Sales Force

Copyright: 123RF Stock Photo. It's the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time? LinkedIn is a tool that I use more than some and less than others. As busy as I am, I'm unable to spend an hour on LinkedIn each day, but I do visit daily.

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10 Rules for Using Social Media to Prospect

The Sales Hunter

1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].

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My Favorite Sales Books

Partners in Excellence

I hate starting posts with an apology. Particularly to a group of outstanding people, many of whom are friends–authors of sales books. There are a lot of awesome ideas out there by experienced and thoughtful people. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management.

Sales 110
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Sales Tip: Delivering a Proposal Remotely

Engage Selling

I heard you loud and clear. Sometimes, you can’t get out to personally deliver your proposals. Here’s a solution. Don’t miss our upcoming webinar where we’ll learn top sales insights from Tim Welch, Managing Director at Grand & Toy.

Sales 116
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This Is The Only Thing Sales Leaders Need To Coach

A Sales Guy

When I teach skiing, one of the most difficult expectations I have to set with my clients is, Rome wasn’t built in a day. There is only so much they can learn in a day or a week. In spite of my efforts to set their expectations, they almost always want massive gains. They want to ski moguls like a pro. They want to control their speed on blacks.

Sales 115
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Your Test is Only as Good as Your Hypothesis [Video]

ConversionXL

ConversionXL Live 2016 is coming up next March (get on the list to get tickets at pre-release prices ). We’re going to publish video recordings of the previous event, and here’s the first one. You run A/B tests – some win, some don’t. The likelihood of the tests actually having a positive impact largely depends whether you’re testing the right stuff.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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10 Traits of High-Performing Leaders

The Sales Hunter

What does it take to be a high-performing leader? You don’t have to look very far — the word LEADERSHIP broken down says it all: Listen Empower Attitude Driven Encourage Relate Simplify Helpful Imagine Passion Listen: Leaders take the time to listen to what is being said and, more importantly, to what is not being […].

Sales 109
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Sales Success – It’s a Function of Beliefs, Habits and Skills

Anthony Cole Training

I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.

Negotiate 204
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Why Some Great Salespeople Produce and Others Don't

Understanding the Sales Force

Earlier this week I wrote an article on how to get sales selection right. Once and for all. Forever. If you didn't read it, please give that a quick read before reading this article because I used the earlier article as a starting point for this one. Earlier today I was talking with someone who wanted his farmers - salespeople who are assigned to a single enterprise account - to hunt.

Sales 104
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What You And a World Class Powerlifter Have in Common

Engage Selling

Engage Selling is a proud sponsor of Leon Brown, world champion powerlifter. He stopped by for a visit last week, to show us his medals, talk about the world records he recently set and to share his experiences at the world championship in Helsinki earlier this month. Here is what I learned from him that is also […].

Sell 111
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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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#heykeenan Take 2 What I Look For In A Killer Sales Person

A Sales Guy

Alright, #heykeenan Take 2 is up and I’m answering a question from Gene Carr , CEO of Patron Technology. Gene wanted to know what I look for when I hire salespeople. It’s a great question and my answer might surprise you. Get my take on anything, ask your questions at #heykeenan on Twitter.

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The Hard Life of an Optimizer – Yuan Wright [Video]

ConversionXL

Here’s another presentation from ConversionXL Live 2015 (sign up for the 2016 list to get tickets at pre-release prices ). While optimization is fun, it’s also really hard. We’re asking a lot of questions. Why do users do what they do? Is X actually influencing Y, or is it a mere correlation? The test bombed – but why? Yuan Wright, Director of Analytics at Electronic Arts, will lead you through an open discussion about the challenges we all face – optimizer to optim

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Customer Service is a Product of Your Company’s Culture

The Sales Hunter

It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer service, and yet even within this industry, there are wide ranges […].

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5 Steps For Hiring Better Sales People

Anthony Cole Training

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Sales 202
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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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12 Proven Sales Hacks to Increase Sales

Understanding the Sales Force

It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven't heard in a while, is making the rounds again. In today's article, we'll talk about the sales improvements that readers are most interested in.

Sales 101
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SASS (Stupid Ass Sales Strategy)

Engage Selling

This month award goes to the Hyatt at Vineyard Creek in Santa Rosa who has a breakfast ordering system that is second to none is stupidity, You choose your selections and place it on the door like another hotel. The hanger specifically reads to place it outsider before 2am You are invited to chose a […].

Sales 109
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Wisdom Goes Out The Window When Emotion Comes Through The Door

A Sales Guy

You ever wonder why deals can go south so quick, for no apparent reason? Have you ever had a deal that seemed like it was cruising along perfectly when boom, it falls apart. Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle.

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Figuring It Out, Critical Sales Competency!

Partners in Excellence

I spend a lot of time in group meetings or 1 on 1’s with sales people trying to understand how they do their jobs and trying to understand what they need to be more effective and drive bigger numbers. To be honest, most of the time I have to bite my tongue as I listen to the litany of things they need to be successful. It always starts with more and better products–along with the lowest prices.

Sales 100
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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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What You Shouldn’t Expect When You Leave a Voicemail

The Sales Hunter

I have been looking at 5 ways voicemail can work for prospecting. You can check out the first 3 ways here, here and here. Now we come to #4: Don’t expect your single voicemail message to be returned. That’s right! Your single voicemail won’t be returned! Instead, view your message as one of a series of […].

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Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I came across an old email sent to me from Ike Jablon. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

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How to Finally Get Sales Selection Right

Understanding the Sales Force

Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers. My team, the Boston Red Sox, just lost their seventh consecutive game. They are in last place and heading for their third last place finish in the past four years. The outlier year was 2013, when they won the World Series.

Sales 98
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Are Your Sales And Marketing Efforts Aligned

Engage Selling

How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole. How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole.

Sales 109
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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The Difference Between What You Do And How You Do It

A Sales Guy

Everyone is a salesperson, or a teacher, or a doctor or a truck driver, or mechanic, or a waiter, or a recruiter, or a Vice President, or a developer or a something. Everyone is something. That’s obvious. When we first meet people, one of the first questions we’re often asked is; “What do you do for a living?” We always seem answer it right too.

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Did You Write The RFP?

Partners in Excellence

I was asked to participate in a deal review. It was one of those “mega” deals, the one you dream of, the one that will make your year–or at least give it a significant boost. In preparation, I started to review the opportunity in the CRM system. I discovered my client was pretty late in the cycle. Apparently, the customer had been thinking about this problem for some time.

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10 Ways to Make Prospecting on the Phone Effective

The Sales Hunter

1. Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. 2. Speak with energy and believe in yourself. If you don’t believe in yourself and speak with confidence and energy, why should you […].

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Two Other Patterns that Set Breakthrough Companies Apart from the Crowd, Pt.2

Anthony Cole Training

A guest post by Tony Scelzo, President of Stringcan. Tony Cole of Anthony Cole Training, LLC has been advising and training for 22+ years in banking, insurance and investment verticals. We asked him about his experience with domino companies. He explained: “I’ve had a chance to see a lot of companies go from small, flat, non-growing organizations to organizations where something happens and they really begin to kick into gear and they start to grow.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.