Anthony Cole Training

MARCH 28, 2012

Here is a segment from a recent article in on - line Forbes written by Ron Ashkenas of Schaffer Consulting. Surprisingly, one of the reasons that Dowling cites for NS-LIJ’s success is the fact that traditional “experience” is not a pre-condition for hiring new managers. In fact, in many cases it’s a liability. Dowling explains: “We’re in an industry that needs to change and re-examine almost every facet of how we do business.

Hospitality 195

Hospitality Sales Consult Sell 195

ConversionXL

MARCH 19, 2012

If you want to get people to buy your stuff, you need to understand how people make purchasing decisions. Product quality and seller reputation matter , goes without saying. What about when the product matches the customer’s needs and wants, and they trust the seller? What are the things that influence purchasing decisions once those fundamentals are in place?

Retail 129

Retail Consult Represent Engineering 129

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.

Non-Profits 115

Non-Profits Sales Gaming Start-ups 115

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.

Networking 102

Networking Prospecting Drivers/motivators Meeting 102

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Follow-up

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.

Pipeline 93

Pipeline Gaming Growth Presentation 93

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.

Pipeline 82

Pipeline Sales Follow-up Prospecting 82

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.

Electricity 89

Electricity Niche Price Gaming 89

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.

Closing 114

Closing Commission Sales Up-sell 114

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.

Drivers/motivators 99

Drivers/motivators Negotiate Sales Price 99

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.

Customers 92

Customers Finance Contract Manufacturing 92

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

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

Pipeline 81

Pipeline Referrals Sales Prospecting 81

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?

Appointment 185

Appointment Sales Technique Prospecting 185

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.

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78

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.

Sales 113

Sales Prospecting Sell Process 113

Advertiser: ZoomInfo

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Promote

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.

Prospecting 90

Prospecting Sales Drivers/motivators Contact 90

Partners in Excellence

MARCH 29, 2012

“Well duuuuuh Dave, what a stupid question, isn’t easy to tell? After all, isn’t easy to tell, we’re either hitting our numbers or not?” Hitting the number is how we tend to measure sales performance, but it’s really a terrible indicator of whether the organization is performing to the highest level possible. Hitting the number only tells you that you’ve hit the number–but it tells you little about performance.

Quota 92

Quota Sales Territory Represent 92

Score More Sales

MARCH 14, 2012

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next.

B2B 78

B2B Contact Follow-up Up-sell 78

Anthony Cole Training

MARCH 8, 2012

"Men wanted: For hazardous journey, Small wages, better cold, long months of complete darness, Constant danger, safe return doubtful. Honour and recognition in case of success.". This is the alleged ad placed by Ernest Shakleton as he planned to set sail from England on his ship - the Endurance - bound for Antarctica. I've just come back from the annual BISA (Bank Insuracne and Securities Association) conference in Hollywood, Florida.

Sales 180

Sales Represent Gaming Price 180

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Pipeline

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.

Process 78

Process Account management Referrals Sales 78

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.

Process 113

Process Sales Contract Price 113

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.

Price 88

Price Profit margin Drivers/motivators Start-ups 88

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.

Customers 92

Customers Commission Quota Relationship Management 92

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

Score More Sales

MARCH 20, 2012

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Are you a man who knows of a woman colleague, client, or partner who should be nominated?

Lead generation 74

Lead generation B2B Inside sales CRM 74

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.

Sell 159

Sell Negotiate Represent Up-sell 159

Engage Selling

MARCH 28, 2012

The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog. Greenfield Services is the premier demand generation consultancy in North America dedicated to two main markets: hospitality & meeting industry suppliers such as hotels, resorts, conference venues and destination marketing organizations, and membership-based, professional & trade associations.I encourage you to visit their blog regularly, attend their webinars and en

Hospitality 75

Hospitality Referrals Contract Clients 75

A Sales Guy

MARCH 30, 2012

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales. . Successful cold calling requires messages that capture your prospects attention and motivates them to call you back. In this ebook, I break down the science behind capturing people’s attention and how our brain is designed to tune some things out, while focusing on o

Cold Call 112

Cold Call Prospecting Drivers/motivators B2B 112

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

The Sales Hunter

MARCH 22, 2012

Sales prospecting is all about finding potential customers. The problem is too many salespeople spend time doing things they think are going to bring them prospects, when in reality all they’re doing is wasting time. What I’m talking about is the amount of time salespeople can spend networking with people who have zero potential of ever being a customer.

Prospecting 81

Prospecting Referrals Networking Drivers/motivators 81

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

Manufacturing 91

Manufacturing Legal Finance Sales 91

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.

Sales 73

Sales 73

Score More Sales

MARCH 22, 2012

It is exciting to announce the first of a series of roundtable conversations on what a sales influencer is. This is important because: 1) What company or brand doesn’t want to have a sales influencer on board? 2) Think of the possibilities within your company and beyond once this becomes part of your title. 3) Any strategy that helps you differentiate from being just a vendor is a good thing, right?

Sales 69

Sales B2B Consult Technology 69

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