March, 2015

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March Madness Thursday and Selling

Anthony Cole Training

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Sell 233
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The 5 Roles Of Sales People Crushing Quota

A Sales Guy

'I had to share this with you guys. It’s a great Infographic. I’ve long argued that information is the key to successful sales people and that renaissance people are the best sales people, while teaching organizations are the best sales organizations. This infographic by Salesforce and Kapost on content represents exactly what I’ve been saying.

Quota 131
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10 Best Practices for Better B2B Website Experience

ConversionXL

'Best practices are starting points: if you have no data, start with these. They are not what you should end up with, but it’s where you start (the optimization). That’s an important distinction. Here are some ideas about of how you can apply 10 Jakob Nielsen Usability Heuristics to lead generation websites in the B2B or high consideration B2C realm, where there isn’t necessarily any transactional functionality, e.g. e-commerce, user registrations, etc.

B2B 120
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Sales Tip: 2 Must-Haves for Sales and Marketing Alignment

Engage Selling

'Are you aware of the 2 must-haves for sales and marketing alignment? Watch this video to find out! Learn top sales strategies to create perpetual growth in your business. Get your copy of Nonstop Sales Boom!

Sales 119
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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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Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

'Copyright: / 123RF Stock Photo.

Sales 118
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“Delivering You Value Proposition” Is Not A Step In Your Sales Process!

Partners in Excellence

'Before going further in this article, stop for a moment and look at the steps and activities in your sales process. At some point is there something similar to, “Deliver value proposition to customer?” Now a few of you may be scratching your heads–if you don’t have a sales process, you are in deep trouble. Do not pass Go, do not Collect $200, go immediately to Jail!

Process 112

More Trending

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LinkedIn Is Today’s Suit — Are Your Wearing Armani or J.C. Penny

A Sales Guy

'When I first started my career, I was a suit b h. I wore the most stylish suits I could afford. I wore Boss, Armani, Ralph Lauren, and Canali. I loved them. I knew what stores had the best sales, and how to get these #badass suits for as cheap as possible. As my career progressed and I made more money, I began to have my shirts custom made. They had English spread collars with French cuffs.

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Lies Your Designer Told You (or Data vs Design)

ConversionXL

'Designers versus data more than ever deserves its place in the pantheon of great conflicts: the Hatfields vs. McCoys, Android vs. iOS, Social Media Marketing vs. Results, Athens vs. Sparta, the Doctor vs. Daleks, Auburn vs. Alabama, and Fox News vs. reality. We make this out to be some great collision of disciplines when in fact they are not opposites and they can and should work together.

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Hustle!

Engage Selling

'“Everything comes to him who hustles while he waits” – Thomas A. Edison When professional athletes are practicing, the word “hustle” gets yelled out by many coaches who want to get the most out of their players. It’s true. Hustle can make the difference between an average player and a top producer. The same concept is […].

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30 Reasons Why 1 Million Sales Jobs Will be Obsolete

Understanding the Sales Force

'Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won''t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently.

Consult 117
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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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Sales Motivation Video: Focus on Your Customer’s Outcome!

The Sales Hunter

'It’s Monday and you should be focusing on your customer’s outcome! I am amazed at the number of salespeople who spend too much time consumed with their sales presentation or their product features. None of that matters as much as your customer’s outcome. Once you understand what your customer wants or what they are trying […].

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March Madness Thursday and Selling

Anthony Cole Training

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Sell 135
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A New And Surprising Way To Improve Email Response Rates

A Sales Guy

'Getting people to open emails and then respond to them is the biggest challenge in sales today. With so much communication being done via email, increasing response rates is the holy grail. I wrote a post a while back that contained an infographic outlining the best subject lines for emails. It was one of my most popular posts in 2014. It’s clear that getting increased response to emails is important to salespeople.

B2B 124
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Buying Acceleration

Partners in Excellence

'It’s become fashionable to talk about Sales Acceleration. I suppose it seems sexier than talking about sales effectiveness or efficiency. Perhaps we can visualize the concept of speed much more easily than other metaphors. Inbound sales people are constantly trying to accelerate sales by getting to the customer quickly. Just the other day, I made the mistake of downloading another white paper, within minutes I get emails and calls from sales people about demoing and buying their produc

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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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Sales Tip: Selling Your Customer Services for Success

Engage Selling

'It’s all about selling your services in this video sales tip. Although it may seem like a bitter medicine at first, selling your services correctly will pay big dividends moving forward. Nonstop Sales Boom is out now! Learn key strategies to build a business that produces consistent sales growth.

Service 118
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How Music Can Definitely Help You Sell More

Understanding the Sales Force

'Next week I have a special treat for my readers. I will post an article that features my least read articles of all time - sounds very exciting, doesn''t it? While I was looking for the least read articles I consistently came across a whole bunch of my articles that were related to music. I found enough to create a another article series. By the way, do you know about my article series?

Sell 112
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Is My Price Too High or My Customers Too Cheap?

The Sales Hunter

'This is a question I get asked a lot. Recently, I was sitting in a room of salespeople discussing ways to grow the business, and one salesperson was adamant the easiest way to grow sales would be to cut prices. The argument was based on how the prices he was being asked to sell […].

Price 104
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4 Tips to Power up Prospecting in 2015: #2 Commit to It!

Pointclear

'In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.

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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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Why There Is No Room For “IF” In Selling

A Sales Guy

'I received this email the other day and it started like this; If you work in sales enablement you should – Well, I don’t and I suspect most of the other recipients didn’t either. The email then went on to talk about the value proposition of the podcast they were promoting. After a decent list of benefits the email ended like this: If you are in sales enablement , and need to scale, you will benefit from listening to this podcast.

Sell 122
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Your Sales Process Is Not A One Way Street!

Partners in Excellence

'Our thinking and visualizations of our sales processes, deal strategies, funnels, and pipelines often cause us to do the wrong things. It’s because we have a “one way street” mentality as we think of our deal strategies. Things progress–top to bottom, left to right (or right to left in certain parts of the world). We prospect, qualify, discover, demonstrate, propose, close, implement.

Process 104
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Lessons from The Million Dollar Consulting Convention

Engage Selling

'I recently had the honour of presenting at the inaugural Million Dollar Consulting Convention presented by Alan Weiss. Over 180 professionals attended the Convention, and while I was there to “teach” consultants how to create a Nonstop Sales Boom, I took in as much (if not more) than I gave out. Here are my top 10 […].

Consult 118
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Can the Worst Salespeople be Saved?

Understanding the Sales Force

'Copyright: / 123RF Stock Photo. Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently. It''s a great question.and I will share several examples.

Sell 109
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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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6 Reasons Dogs Can Sell Better Than Many Humans

The Sales Hunter

' Yes, this is random but hear me out. Dogs can sell better than many humans. 1. Dogs are loyal to those who take care of them. Dogs learn pretty quickly where their food comes from, and once they know, they become quite focused on the person. Think about this from a salesperson’s perspective. Are […].

Cold Call 103
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When Bad Things Happen to Good Leads - Part 5

Pointclear

'Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away! In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.

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What Are You Focused On?

A Sales Guy

'What are you focused on ? ? ? Exactly! How honest are you being? What we focus on is what we get.

Sales 122
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Sales People Build Your Personal Brand And Thought Leadership!

Partners in Excellence

'Thousands of blogs and articles on social selling, media, marketing focus on building Personal Brands and Thought Leadership. The experts proclaim sales people must become thought leaders and focus on building their personal brands. These same experts say sales people must engage socially, whether through blogging, social engagement, or whatever mechanisms, developing and demonstrating their thought leadership to prospects, customers and markets.

Territory 104
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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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Sales Tip: Open Up New Markets with Your Best Asset

Engage Selling

'We continue our discussion of introducing yourself to new markets…but what is your greatest asset when focusing on expansion? Grow your business the right way. Learn top sales strategies in my new book. Get your copy of Nonstop Sales Boom!

Sales 114
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Case History - Another Pitiful Sales Cold Call Exposed

Understanding the Sales Force

'Copyright: 123RF Stock Photo. The salesperson who cold-called me gets kudos for, well, cold-calling me and getting through. Unfortunately, it all went downhill from there. She said she was calling from Charter Business and wanted to talk about phone and internet. I told her that we were all set and that''s when it got interesting.

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Your Prospects Don’t Care About Your Price

The Sales Hunter

'The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on thinking their price is going to be too high. Your […].

Price 103
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When Bad Things Happen to Good Leads - Part 4

Pointclear

'So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase return on marketing programs. Yes, we have a problem in that sales has a tendency to ignore leads from marketing. Be that as it may, marketing is not exactly making use of the valuable data that results from their efforts either.

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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.