Anthony Cole Training

JULY 8, 2015

#1 – Companies outsource their recruiting and the responsibility. Recruiting is something that a company has to own. They can no longer outsource the work and the responsibility. That makes it too easy for people internally to throw up their hands and transfer failures associated within the hiring process to the outsourced firm. If companies are going to improve the quality of their hires, they have to own the process.

Sales 175

Sales Process 175

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

Understanding the Sales Force

JULY 21, 2015

Yesterday I noticed a large, furry, dead bug on the hood of my car. It seemed to be attached to the outer lip of the hood - like the edge of a cliff - right where the hood drops down to the grill. I got out of the car to remove the chunk of dead fur and I was shocked to see how wrong I was. It was dead all right, and it was furry. I'm not a tall person so I wasn't sitting high enough in the car to notice the distance between the bug and the lip of the hood but my estimate was off by more than 2

Up-sell 109

Up-sell Sell Sales 109

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

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 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

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

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 95

B2B X-functional Finance Drivers/motivators 95

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

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

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

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 92

Sales Quota Pipeline Drivers/motivators 92

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 160

Cold Call Referrals Presentation Prospecting 160

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 Lead generation Prospecting Drivers/motivators 116

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 94

X-functional Quota Meeting Growth 94

Advertiser: ZoomInfo

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Promote

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

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

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

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 150

Technology Technology Sales 150

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Pipeline

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

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 93

Education Cold Call Construction Contact 93

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 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

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

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 91

Sales Prospecting Customers Clients 91

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 169

Sales 169

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

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 93

Follow-up Conversion Prospecting Start-ups 93

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

Understanding the Sales Force

JULY 28, 2015

I know someone who is incredibly likable, is always willing to help a friend, will help those in need, but will also manipulate situations to get what he wants. He is likable and kind-hearted but sometimes low in integrity and I don't always trust him. I know someone else who has inpeccable integrity. His integrity is so strong that it makes him come across as self-righteous, pompous and surly.

Trust 93

Trust Sell Sales 93

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

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 91

Sales 91

Anthony Cole Training

JULY 22, 2015

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

Sales 175

Sales Closing Prospecting 175

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