Anthony Cole Training
MARCH 20, 2015
'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.
A Sales Guy
MARCH 11, 2015
'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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Understanding the Sales Force
MARCH 30, 2015
'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.
The Sales Hunter
MARCH 15, 2015
'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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Partners in Excellence
MARCH 4, 2015
'Sales people love to talk. They want to talk about their company, their products, how their products and services help solve a customer problems. Turn them on, and they won’t stop, questions don’t deter them. That’s probably not an inaccurate, but perhaps slightly unfair generalization of sales people. But try an experiment with your team. Ask them to prepare a prospecting call with a senior executive, giving them the following instructions: You can’t talk about products and services, you can’t
Engage Selling
MARCH 13, 2015
'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!
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MARCH 25, 2015
'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.
Understanding the Sales Force
MARCH 18, 2015
'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?
The Sales Hunter
MARCH 3, 2015
'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 […].
Partners in Excellence
MARCH 18, 2015
'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.
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
Engage Selling
MARCH 31, 2015
'“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 […].
Anthony Cole Training
MARCH 20, 2015
'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.
A Sales Guy
MARCH 16, 2015
' “Selling is not just show up and throw up!” . Mark Roberge. Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale. Unfortunately, too many salespeople and therefore sales organizations do crappy demos. I see this as the fastest growing sales problem today. So, with that said, I wanted to get someone who knows how to do killer demos to school us all on how to a demo that works and helps the sale, not hurt it.
Understanding the Sales Force
MARCH 25, 2015
'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.
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The Sales Hunter
MARCH 17, 2015
' 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 […].
Partners in Excellence
MARCH 26, 2015
'Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs. That is, they’ve leveraged the same generic sales stage steps that came with their CRM system. Or they’ve used the generic sales process from the sales training company they last used.
Pointclear
MARCH 24, 2015
'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.
Engage Selling
MARCH 27, 2015
'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.
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A Sales Guy
MARCH 20, 2015
'I got hip to Meerkat about two weeks ago. Like most people, I saw the all the noise coming out of SXSW and so became curious. This week while at Insidesales.com Accelerate conference I decided to take Meerkat for a spin and see what it’s like. I Meerkatted Hall of Fame QB Steve Young’s talk. Steve is a pretty funny guy. I tried to upload it here, but it’s too big a file.
Understanding the Sales Force
MARCH 11, 2015
'Every Mac owner knows about the dreaded beach ball of death. For those who have never experienced the Mac equivalent of a computer crash, a beach ball that won''t stop spinning appears on the screen and when it''s more than a simple application crash, the death reference implies impending doom to the Mac itself. This is what it looks like: During the summer, beach balls can also be seen floating among fans in the center field bleachers at Fenway Park.
The Sales Hunter
MARCH 12, 2015
'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 […].
Partners in Excellence
MARCH 30, 2015
'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.
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.
Pointclear
MARCH 17, 2015
'Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.
Engage Selling
MARCH 6, 2015
'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!
A Sales Guy
MARCH 5, 2015
'The iWatch talk is getting hot. Watches as a device are being pumped up as the next big thing, but if you ask me, I’m saying no. ( so is my boy Fred Wilson ). Here’s the deal. I had a badass professor at The University of Chicago, his name was James Schrager. Some of you might even know of him. The guy’s a classic. One of the things he taught us was businesses fall into 4 categories (I think it was 4 ) One of the categories is the image category.
Understanding the Sales Force
MARCH 2, 2015
'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.
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.
The Sales Hunter
MARCH 28, 2015
'How you respond to a customer’s objection is absolutely vital to not only overcoming the objection, but also to maximizing the price you will ultimately get. Sales is about keenly focusing on the customer’s desired outcome and leveraging that. And this becomes essential when the customer starts raising objections. You can develop skills that will […].
Partners in Excellence
MARCH 22, 2015
'One of the things that separates top performers, individuals and organizations, apart from everyone else is the consistency of execution. Consistency of execution has 3 core elements. Knowing the right thing to do to drive the expected results. Doing those things consistently, day after day. Continually sharpening them, improving executions (As Stephen Covey would say, “Sharpening the saw.).
Pointclear
MARCH 25, 2015
'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.
Engage Selling
MARCH 20, 2015
'Could it be possible that 30% of leads are never followed up on? I provide my insights in this video sales tip! Create lasting sales growth in your business. Learn top sales strategies in Nonstop Sales Boom!
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