Anthony Cole Training
MARCH 22, 2012
One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Whenever two people come out on the call my first thought is: Which one is the rookie? My other thoughts are: Why are two people here? Why is the manager with the salesperson?
ConversionXL
MARCH 23, 2012
If you run a SaaS (software as a service) business or only sell one product (with some options), you probably have a dedicated pricing page for the whole thing. Here’s how to get it right. 1. Simple is best. Some fundamental truths: People don’t read, they skim. Nobody likes complicated stuff. Nobody enjoys figuring stuff out. People prefer things that are easy to understand.
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Partners in Excellence
MARCH 5, 2012
We organize our companies by function–sales, marketing, customer service, finance, manufacturing, development, an so on. I suppose the management science guru’s thought it the most efficient way to organize and run a company. Each function has their goals and performance measures, each naturally optimizes what they do to achieve those goals.
A Sales Guy
MARCH 14, 2012
You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one.
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
The Sales Hunter
MARCH 30, 2012
People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. I meet a lot of people who I think the world of and with whom I enjoy spending time.
Understanding the Sales Force
MARCH 5, 2012
Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
MARCH 2, 2012
Somebody asked me the other day how can they charge more for their product. Like way more than people are used to paying for products in that category. The solution: create a new product category. Many companies have done this successfully. All you have to do is call your product something else and build a different kind of experience around it. People have generally a pretty good idea how much things should cost – mostly because they remember how much they’ve paid for it.
Partners in Excellence
MARCH 29, 2012
Lori Richardson posed a very challenging question at Focus.com: “What is your definition of a “sales influencer” in a B2B organization?” I struggled with this for a while, all the natural answers came to me–it has to be the sales force, but we can’t forget marketing…… The more I thought of this, the more I became convinced that while that may be the current answer, it really shouldn’t be “the answer.” The answer really needs t
A Sales Guy
MARCH 20, 2012
As sales people we don’t have to sell to everyone. We can tell prospects; “Thanks, but no thanks.” The best sales people know this. There is this unwritten rule that says, for some reason, sales people HAVE to sell to everyone. The truth is we don’t. Just because someone wants to buy, doesn’t mean we have to sell to them.
The Sales Hunter
MARCH 2, 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
MARCH 2, 2012
Understanding the Sales Force by Dave Kurlan Someone over at Focus.com posted the question, "Are you already behind on your 2012 sales goals?". One responses was another question, " What are some different ways you keep morale high when the team is behind on goals?". I responded to this question with the following answer: "I don't expect many to agree with this answer and my opinion can't be changed.
Anthony Cole Training
MARCH 20, 2012
In a recent Forbes Magazine there was an article about the only 3 true interview questions you need to ask. Here is an excerpt of that article: The only three true job interview questions are: 1. Can you do the job? 2. Will you love the job? 3. Can we tolerate working with you? That’s it. Those three. Think back, every question you’ve ever posed to others or had asked of you in a job interview is a subset of a deeper in-depth follow-up to one of these three key questions.
Score More Sales
MARCH 8, 2012
In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. These people affect your chances of bringing deals to closure every day. Since a chain is only as strong as its weakest link, you may have 3 of these people covered, but that fourth one is going to do you in. You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long bu
Partners in Excellence
MARCH 1, 2012
I just read the IBM 2011 Global CMO Marketing Study. It’s a fascinating report, based on in-depth interviews with more than 1700 CMO’s worldwide. It’s a must read for any sales and marketing professional. As I devoured the 72 page report, something struck me—where’s sales? In a discussion of critical issues facing CMO’s there was no discussion of the Sales Function or how Sales and Marketing need to work together.
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A Sales Guy
MARCH 31, 2012
I feel there is a chasm growing in sales between those who are embracing Sales 2.0 and those who are not. I’m not sure why, but I’ve always felt sales people and sales leaders can be some of the slowest adopters and critics of change. When things work, we stick with them. Sales people don’t change very quickly. It’s always been odd to me that people in such a dynamic occupation are so resistant to change.
The Sales Hunter
MARCH 31, 2012
Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service. The reality is most salespeople do not sell in this arena. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity.
Understanding the Sales Force
MARCH 7, 2012
Understanding the Sales Force by Dave Kurlan If you were to remove the easy "yes" and "no" decisions that your salespeople hear during the course of the year, 80% of the opportunities that have been stalled in your pipeline would still be there. Why is it so difficult for your salespeople to get decisions made on those opportunities? The simple answer, the one you already know , is that those prospects aren't ready to buy.
Anthony Cole Training
MARCH 26, 2012
Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. Do have a plan to achieve those goals. Do inspect your activity and progress towards those goals. Do share your goals with someone that loves and cares about you. Do the sales work required to generate the sales required by your goals. Track your activities and the conversion of one step to the next.
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Engage Selling
MARCH 23, 2012
Take today’s sales quiz and see how sales savvy you are!
Partners in Excellence
MARCH 20, 2012
Business is tough everywhere. As sales professionals, we struggle to find business and meet our quotas. Losing business that you had previously won is tragic. Over the past couple of weeks, a couple of companies that I have done business with have lost mine–perhaps not forever, but as a potential buyer, I will be very cautious about doing business with them again.
A Sales Guy
MARCH 23, 2012
The sale process has always been part of the sales lexicon. You can’t get away from it. The sales process is traditionally a linear set of stages outlining how a sale happens from beginning to end. I’ve posted about this before. (Check out the video and corresponding ebook on the real sales cycle). Yesterday, I found this start-up curve on Fred Wilson’s blog and I couldn’t help but think it looks a lot like the selling world.
The Sales Hunter
MARCH 20, 2012
Avoid the price haggler. If you give in, they’ll haggle you on everything. A customer who wants to haggle over price many times will be the same person who will hassle you on everything else. Sure, who doesn’t want to close every sale? I do! But be careful with the person who fights you during the buying process over price. If you give in and offer them a lower price, then what you have done is validated their process and given them permission to bug you on everything else.
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.
ConversionXL
MARCH 15, 2012
I wrote this short rant. Isn’t it fun? It’s totally cool! Yes, it’s that easy! It’s annoying when a website (or anyone for that matter) tells you what you should feel. Especially when you’re not feeling the feeling the website is telling you to feel. Don’t do it. You can guide the user, you can make your site easy to use – but you shouldn’t assume how the users feel.
Anthony Cole Training
MARCH 20, 2012
In a recent Forbes magazine, there is an article about the three most important interview questions you need to ask. Here is an excerpt from that article: The only three true job interview questions are: 1. Can you do the job? 2. Will you love the job? 3. Can we tolerate working with you? That’s it, just those three. Think back, every question you’ve ever posed to others or had asked of you in a job interview is a subset of one of these three key questions.
Hubspot
MARCH 30, 2012
Are you ready for the transition? Time is almost up! According to Facebook , by the end of today, all business pages on Facebook will convert to the new page design , embracing the Timeline look whether you like it or not. Some businesses are scared of the change. But you , the reader of this post, shouldn't be! The new Timeline design will require you to make some changes to your Facebook business page, but acting quickly and optimizing your page specifically for the new design will give you an
Partners in Excellence
MARCH 13, 2012
Coaching is critical to improving performance–regardless the role we are in. Professional athletes rely on coaches to improve their performance, to help them achieve things they hadn’t been able to do before. Musicians, actors, speakers all rely on coaches. Listen to their conversations, though. They are different than we might imagine.
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A Sales Guy
MARCH 28, 2012
There is nothing more critical than being able to hire and fire as a sales leader. Building teams is all about hiring, coaching and unfortunately, sometimes firing. Firing is the most uncomfortable of the 3. Firing is hard. I’ve seen people get fired in more ways than you could imagine and it’s usually not pretty. It’s done so poorly, the manager is dreading it, the sales person is blindsided, and it leaves a stink on the entire team for days and sometimes weeks.
The Sales Hunter
MARCH 15, 2012
If you’re in Sales, you’ve learned to hate Marketing. If you’re in Marketing, you’ve learned to hate Sales. If you’re in management, you’ve learned to hate them both! It seems as if there are a number of arguments they’ve had with each other. The single biggest reason is because the two sides really don’t understand what the other side does.
Engage Selling
MARCH 19, 2012
Three steps to help you to better meet the unique needs of every customer or prospect. “How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems. There is no such thing as a perfect sales cycle, or a perfect sales process that you can either build or replicate and unleash on your entire market.
Understanding the Sales Force
MARCH 12, 2012
Understanding the Sales Force by Dave Kurlan Throughout the 60's, Paul McCartney and Brian Wilson were not only prolific hit-makers with their popular bands the Beatles and the Beach Boys , they actually competed against each other. It is well known that they listened to each others' innovations in popular music and attempted to out-do each other. Both are still flourishing today, continuing to record albums and tour the world.
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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