Anthony Cole Training

JULY 22, 2015

A guest post by Mark Trinkle, Sales Development Expert, Anthony Cole Training Group.

Sales 188

Sales Closing Prospecting 188

A Sales Guy

JULY 27, 2015

One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. And to make matters worse, their company, their sales organization isn’t helping them out. At the beginning of every sales process there is an ask, every sale starts with an email or phone request asking to meet with a prospective buyer.

Intrinsic 132

Intrinsic Sales Meeting Service 132

ConversionXL

JULY 29, 2015

Crowdfunding is painful. With standard conversions, people receive value immediately. They buy your product. Then they receive your product. Done and done. That’s not crowdfunding. With crowdfunding, the end product doesn’t even exist. You need to convince people to give you money for something that they won’t receive for months (and possible longer).

Campaign 131

Campaign Technique Education Promote 131

Engage Selling

JULY 16, 2015

Are the same old sales strategies failing you? It might be time to think outside the box. At times, salespeople become so accustomed to the strategies they feel comfortable with, that they go months or even years without trying something fresh and new. They’d rather force a sale with old, tired sales methods than move […].

Sales 110

Sales Quota Pipeline Drivers/motivators 110

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.

Sales

The Sales Hunter

JULY 14, 2015

The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […].

Prospecting 106

Prospecting Sales Sell 106

Pointclear

JULY 9, 2015

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. And sales is sick of it.

Appointment 103

Appointment Follow-up Technology Technology 103

A Sales Guy

JULY 7, 2015

How do you define hard work? Is your definition, simply defined as any work that is “hard”? I was pondering this thought the other day, and it’s a very real question when it comes to defining success. What makes hard work, hard work? Is something hard work if you like doing it? Is it hard work when you are energized, excited and thrilled about doing it?

Cold Call 130

Cold Call Drivers/motivators Contract Represent 130

ConversionXL

JULY 9, 2015

Free trials are to SaaS applications as keys are to locks. The right one gets you in right away, but sometimes you have to try a few before you find the one that works. For many SaaS and cloud service providers, 100% of customers sign up for a free trial as part of the sales process — yet one study suggested that even the best-in-class of SaaS marketers were losing a staggering 75% of those who signed up for a free trial before they entered their credit card details.

A/B testing 108

A/B testing Follow-up Referrals Conversion 108

Engage Selling

JULY 30, 2015

Can you never seem to move beyond information gathering when meeting with buyers? Many salespeople get a meeting with an exciting new prospect, receive an opportunity to learn more about them and then…never hear back from said prospect. Why does this keep happening? There’s a certain line which you must never cross when first learning […].

Meeting 107

Meeting Prospecting Clients Pipeline 107

Partners in Excellence

JULY 15, 2015

I’m a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Jeff, makes several critical points. He poses the question, Why does anyone buy anything?

B2B 102

B2B X-functional Finance Drivers/motivators 102

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.

Objection handling

Understanding the Sales Force

JULY 2, 2015

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

Sales 101

Sales Conversion 101

Anthony Cole Training

JULY 9, 2015

Ever watch a movie for the 2 nd and/or 3 rd time and notice something you didn’t notice the first time? I know the answer is yes.

Sales 181

Sales 181

A Sales Guy

JULY 1, 2015

Read this closely. It’s critical. It may make your stomach a little queasy but, you’ll get over it. You don’t owe anyone a demo. Just because a prospect or buyer asks for a demo, you don’t owe it to them, and therefore you don’t have to give them one. Demos are NOT webinars. “Demos should not be used to demonstrate your product, but rather to show how your product can affect your buyer’s business.” And it’s for this reason that you should never

Sales 116

Sales Prospecting Lead generation Drivers/motivators 116

ConversionXL

JULY 22, 2015

There’s a lot of controversy around one-tailed vs two-tailed testing. Articles like this lambast the shortcomings of one-tailed testing, saying that “unsophisticated users love them.” On the flip side, some articles and discussions take a more balanced approach and say there’s a time and a place for both. In fact, many people don’t realize that there are two ways to determine whether an experiment’s results are statistically valid.

A/B testing 107

A/B testing Engineering Conversion Represent 107

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

Hospitality

Engage Selling

JULY 14, 2015

How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy people – by taking too long to respond you’re letting go of an otherwise potentially easy sale. ← Click To Tweet The number of salespeople […].

Sales 106

Sales Prospecting Customers Clients 106

Partners in Excellence

JULY 8, 2015

We’re proud of the marketing and sales metrics we have in place. I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. Too often, however, we see huge disconnects in what the metrics show and the most important performance metrics–revenue/profitability attainment, growth, share, customer satisfaction, customer growth/retention, and so forth.

X-functional 102

X-functional Quota Meeting Growth 102

The Sales Hunter

JULY 7, 2015

1. Ask this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect who says they’re not going to buy […].

Contact 101

Contact Sales Prospecting Closing 101

Anthony Cole Training

JULY 22, 2015

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group. In his book, 7 Habits of Highly Effective People , Steven Covey has a quote… “Seek first to understand. Then to be understood.” I think that statement is especially true for sales professionals.

Sales 172

Sales Closing Prospecting 172

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.

Retail

A Sales Guy

JULY 25, 2015

I stumbled across this old Jerky Boys clip a little while back and I just had to share it. It’s someone responding to a job ad for a care sales person. It’s frickin’ funny. It’s completely inappropriate, but it’s funny as s**t. You’ve been warned. If you don’t like profanity, don’t hit play. For the rest of you.

Sales 115

Sales 115

ConversionXL

JULY 17, 2015

At ConversionXL Live 2015 we had an amazing testing panel featuring statistics and testing gurus Lukas Vermeer from Booking.com, Matt Gershoff from Conductrics and Yuan Wright from Electronic Arts. And the audience asked some of the toughest testing questions ever. All of them got answer. Watch the video here: Note: get on the email list to get notified when tickets for ConversionXL Live 2016 become available.

A/B testing 100

A/B testing Cross-sell Start-ups Conversion 100

Engage Selling

JULY 9, 2015

When you’re doing the same thing day in and day out, it’s easy to get complacent. It’s time to take stock of where you are, and make adjustments now. Pick up your copy of Nonstop Sales Boom! Get your team up to speed with the latest cutting edge sales strategies so you can increase your […].

Sales 106

Sales 106

Pointclear

JULY 28, 2015

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself and those who do what I do. But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy.

Technology 100

Technology Technology Engineering Service 100

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.

High impact

Partners in Excellence

JULY 13, 2015

“Nurturing” has become the big buzzword of content marketing. Everyone is trying to nurture their prospects and customer. Marketing wants to develop a “relationship” with customers. They want to educate customers, they want to influence them as they go through their buying process, continuing to send relevant information, helping educate the customer as they progress.

Education 100

Education Cold Call Construction Contact 100

Anthony Cole Training

JULY 22, 2015

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. There is a saying that goes something like “If you do what you have always done, then you will get what you have always gotten.”. I talk to a lot of salespeople who continue to plow ahead working harder to make more sales with the same approach they have used for years.

Cold Call 172

Cold Call Referrals Presentation Prospecting 172

A Sales Guy

JULY 28, 2015

#heykeenan Take 8 is out. In this take, I break down how to get sales and marketing the same page, what to do when a prospect goes dark. I’m also giving away some free swag. Do you have any questions for me? Hit me up on Twitter or Facebook with the #hashtag #heykeenan. You shout out, I’ll shout back.

Sales 115

Sales Prospecting 115

The Sales Hunter

JULY 2, 2015

I’ve reached number 11 in my list of must-have strategies for successful negotiating. Use silence to your advantage. Being silent is a great way to compel the other party to make concessions. After you make an offer, remain absolutely silent, regardless of how tempting it might be to say something. I have said that time […].

Negotiate 98

Negotiate Sales Sell 98

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B2B

Engage Selling

JULY 7, 2015

What’s the easiest way to lose control of the sales process? I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, […].

Price 106

Price Clients Presentation Prospecting 106

Understanding the Sales Force

JULY 15, 2015

Thanks to another recommendation from my client and friend, Chris Collias, I am reading a terrific book called The Hard Thing About Hard Things: Building a Business When There are No Easy Answers. On page 49 (of the Kindle Edition) there is a must read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about.

Conversion 97

Conversion Sales Clients Pipeline 97

Partners in Excellence

JULY 8, 2015

Too often, I sit in meetings of top executives and it seems each is speaking a different language. Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. Yet when taken together, too often, the organization isn’t meeting their goals.

Launch 99

Launch Manufacturing Cross-sell Finance 99

Anthony Cole Training

JULY 6, 2015

In the Age of Google, the Age of the internet and the rapidly changing face of technology, one of the biggest challenges that companies face today includes making the jump from old ways to new ways.

Technology 162

Technology Technology Sales 162

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.

Start-ups