Anthony Cole Training

JULY 22, 2015

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

Sales 174

Sales Closing Prospecting 174

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

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 114

B2B X-functional Finance Drivers/motivators 114

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

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

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 114

X-functional Quota Meeting Growth 114

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

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

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 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 167

Sales 167

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

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B2B

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 111

Launch Manufacturing Cross-sell Finance 111

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

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

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 159

Sales Closing Prospecting 159

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Sales

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

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 110

Education Cold Call Construction Contact 110

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

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.

Sales

The Sales Hunter

JULY 17, 2015

It’s true. Your prospects are not overly interested in you. Failing to recognize this is #8 in my Top 10 reasons most prospecting plans fail. Unless you’re somebody famous or unless you have a product everyone has to have, I hate to break the news to you, but your prospect couldn’t care less. What does this […].

Prospecting 98

Prospecting Product Sell Sales 98

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 159

Cold Call Referrals Presentation Prospecting 159

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

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The schematic is overly weighted to arbitrary behavioral signals.

B2B 96

B2B Contact Follow-up Prospecting 96

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Sales

Partners in Excellence

JULY 29, 2015

I feel obligated to put a disclaimor on my behavior at the beginning of this post. I sincerely try to be a good prospect when being prospected. It’s very difficult to prospect, I know, I’ve made thousands of prospecting calls over my career. As a sales professional, I have empathy for other sales people prospecting. Generally, I’ll answer a phone call, if I’m in and available.

Follow-up 108

Follow-up Conversion Prospecting Start-ups 108

Understanding the Sales Force

JULY 23, 2015

If you have watched the TV series House of Cards , and if you're at all like me, you may have found yourself rooting for the lead characters, whose lack of character and integrity could make you question why you are rooting for them in the first place. Recently, we have been watching Homeland , which I find to be a more disturbing series than House of Cards.

Prospecting 94

Prospecting Customers Sales 94

The Sales Hunter

JULY 5, 2015

Great salespeople don’t slow down. They are motivated by helping people, and this motivation carries them well past when other people have quit for the day. If you want to be exceptional — if you want to be great — you motivate yourself to go above and beyond. Check out the video to see […].

Drivers/motivators 97

Drivers/motivators Sales Consult Sell 97

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 149

Technology Technology Sales 149

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.

Product