Anthony Cole Training

JUNE 2, 2015

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 196

Sales Meeting Clients Sell 196

Closing Bigger

JUNE 9, 2015

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

Quota CRM Meeting Sales 135

A Sales Guy

JUNE 18, 2015

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

Represent Growth Start-ups Follow-up 124

Understanding the Sales Force

JUNE 29, 2015

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.

Conversion 113

Conversion Sell 113

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Follow-up

The Sales Hunter

JUNE 30, 2015

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 […].

Prospecting 111

Prospecting Sell Sales 111

ConversionXL

JUNE 21, 2015

Elite Camp is a 3-day traffic and (mainly) conversion event. It’s among the very best CRO events in the world, and of course in Europe. This year was already its 6th year – and the format has proven to be so successful that the event has been replicated in many other countries. Elite Camp 2015 had an enviable line-up of heavy hitters and rock stars.

A/B testing 105

A/B testing Campaign Start-ups Conversion 105

Engage Selling

JUNE 18, 2015

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 105

Process Sales Quota Pipeline 105

A Sales Guy

JUNE 1, 2015

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

Sales Clients Closing Sell 115

Understanding the Sales Force

JUNE 25, 2015

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 100

Sales Cold Call Consult Pipeline 100

The Sales Hunter

JUNE 16, 2015

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

Sales 109

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

ConversionXL

JUNE 4, 2015

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.

A/B testing 105

A/B testing Price Presentation 105

Anthony Cole Training

JUNE 4, 2015

I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. That was about 21 years ago. Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools.

Objectives and Key Results 184

Objectives and Key Results Referrals Sales Price 184

Partners in Excellence

JUNE 1, 2015

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 96

Sales Objection handling Up-sell Construction 96

A Sales Guy

JUNE 19, 2015

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.

Technology 115

Technology Technology Sales 115

Advertiser: ZoomInfo

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Promote

Understanding the Sales Force

JUNE 16, 2015

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 97

Sales Gaming Promote Price 97

The Sales Hunter

JUNE 4, 2015

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 […].

Service 102

Service Hospitality Customers Product 102

ConversionXL

JUNE 16, 2015

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

Objectives and Key Results 102

Objectives and Key Results Launch Drivers/motivators Gate keeper 102

Anthony Cole Training

JUNE 23, 2015

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 176

Sales 176

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Pipeline

Partners in Excellence

JUNE 15, 2015

A reader asked how to overcome individuals’ and organizational fear of transformation. My knee jerk reaction was that irrelevance is much more scary than transformation. Change, continuous improvement, adaptability, even transformation are not options in today’s business world. They are mandatory if we are to grow and thrive. They are virtually mandatory of we are to survive.

Technology 94

Technology Technology Market share Customers 94

A Sales Guy

JUNE 25, 2015

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.

Objectives and Key Results 114

Objectives and Key Results Quota Commission Pipeline 114

Understanding the Sales Force

JUNE 4, 2015

Forbes conducted a survey of Fortune 500 CEO's and 82% of them said they would be hiring more people within 2 years. Why should that be important to you? To answer that question, let's talk about your KPI's, or Key Performance Indicators. The reason KPI's are more important than all of your other metrics is because they are, or should be, forward looking indicators, rather than lagging indicators.

Consult 97

Consult Sales 97

Pointclear

JUNE 16, 2015

What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years.

Pipeline 97

Pipeline Cold Call Price B2B 97

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

The Sales Hunter

JUNE 23, 2015

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 […].

Prospecting 96

Prospecting Sales 96

Anthony Cole Training

JUNE 5, 2015

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.

CRM 175

CRM Sales Technology Technology 175

Partners in Excellence

JUNE 25, 2015

There were some interesting comments on my post, Focus On The Customer–Magic Happens! Mike Kunkle wrote that he found it “Amazing that people were amazed.” Michael Harris raised the issue of “Knowing Versus Doing.” These are issues I wrestle with constantly, and which drive great frustration. I think this issue–Knowing Versus Doing–it at the crux of organizational and individual performance excellence.

Consult 93

Consult High impact Price Technology 93

A Sales Guy

JUNE 4, 2015

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.

Drivers/motivators 111

Drivers/motivators Clients Service Meeting 111

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

Understanding the Sales Force

JUNE 23, 2015

I'm a big fan of the Jack Reacher thrillers and movies. Perhaps you've seen one of them. While reading Lee Child's newest Reacher book, "Personal", I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.

Sales 96

Sales Closing 96

Engage Selling

JUNE 5, 2015

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 92

Sales 92

The Sales Hunter

JUNE 28, 2015

Great salespeople own the process. They don’t pass the buck. They are diligent in delivering a high level of service to their customers. And they treat their colleagues and administrative staff with a high level of respect. Be accountable. Own the process. Check out the video to see what I mean: Copyright 2015, Mark Hunter […].

Drivers/motivators 96

Drivers/motivators Service Sales Process 96

Anthony Cole Training

JUNE 25, 2015

Additional support information for this topic:

Sales 169

Sales 169

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