Anthony Cole Training
MAY 30, 2013
'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.
A Sales Guy
MAY 28, 2013
'I am well aware this post is going to rile some feathers. Yup, I know it’s controversial. I know some of you aren’t going to like it. It’s one of those posts that just touches too close to home for many. I get it. With that said, I will also qualify this post with the statement that I have no empircal data to support my believe. Although I believe very strongly in my theory or hypothesis, I have little evidence to back it up so therefore if you don’t like what I say then
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Understanding the Sales Force
MAY 22, 2013
'Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context.
ConversionXL
MAY 11, 2013
'According to a comScore Study commissioned by Google , 63% of website visitors complete their purchases offline. Online, we have plenty of ways to track visitor behavior. Tracking cookies, heat maps, click tracking, ad retargeting etc, but as soon as that person picks up the phone, we’re lost. But we don’t have to be. Without call tracking, you have no idea what web pages that caller has visited.
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Partners in Excellence
MAY 15, 2013
'What do you see in this picture? It’s a very famous–some people see an old woman, others see a young woman. Some of you may just be able to s ee one image, you’ll have to ask me for clues for the other. Even though I knew there were two different images in this picture, it took me a long time to “find” the old woman (tells you where my mind is at).
Score More Sales
MAY 29, 2013
'With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Not all of these work for all situations, so please view in the framework of looking for one tip or two that might be helpful in your world.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MAY 7, 2013
'You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. You’ve created an entire library of sales tools and yet the sales team creates their own selling tools.
Understanding the Sales Force
MAY 10, 2013
'Understanding the Sales Force by Dave Kurlan Selling value. What comes so easily to the top 6% and some of the top 26% is so very difficult for others. Most of your salespeople have very little capability to build value in the first place. Talking about what your company does better or differently is not building value. Telling a prospect what your value proposition is, does not build value.
ConversionXL
MAY 26, 2013
'Most businesses struggle with their product pricing strategies. Am I charging too much or too little? What’s the price elasticity like? How can I grow sales with the right pricing? Here’s one answer that you’re not going to like: there is no one magical pricing strategy. However, you CAN make more money by doing it better and actually having some strategy in your pricing.
The Sales Hunter
MAY 20, 2013
'First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Use Mondays as your time to schedule any additional appointments you need to make it a full week and to confirm with people you will be meeting with.
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
Partners in Excellence
MAY 7, 2013
'A few years ago, a client called me very frustrated. He was the CEO of a large company, he’d been traveling in the field, visiting customers and sales people. He told me of a ride-along with a sales person in Boston. Proudly, the sales person was talking about a large system he had just sold. When my client asked him, “What did you sell if for?
Anthony Cole Training
MAY 29, 2013
'As a younger sales guy, and still as an older sales guy (sales development expert), I took many opportunities to listen to, meet, or read about what other success gurus had to say. I believe it was Larry Winget, (but it might have been Mark Victor Hansen), that said outcomes occur as a result of “The Law of Causes and Effect,” rather than “The Law of Accident.”.
A Sales Guy
MAY 11, 2013
'If there is a true “secret” to life and success, this is it. Life is difficult. This is a great truth, one of the greatest truths. It is a great truth because once we truly see this truth, we transcend it. Once we truly know that life is difficult — once we truly understand and accept it — then life is no longer difficult. Because once it is accepted, the fact that life is difficult no longer matters.
Score More Sales
MAY 20, 2013
'After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from. This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach.
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Pointclear
MAY 14, 2013
'My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few.
The Sales Hunter
MAY 28, 2013
'The phone rings and the person says they just want to know your price. Is this a customer, a prospect, a suspect, or just somebody knee-jerking you? We’ve all had that price statement posed to us in one form or another. It’s tempting to get excited, and the new salesperson is the one most likely to get excited, thinking it’s a customer.
Partners in Excellence
MAY 8, 2013
'Buying has changed. The traditional role of the sales person in “teaching” the customer about solutions and products is much less important. Buyers are self educating on the web. Depending on which research you read, as much as 70% of the buying process is completed before sales people are even engaged. The web provides a vast array of sources of information to prospective customers about solutions.
Anthony Cole Training
MAY 28, 2013
'"I don''t have enough time to prospect" is a myth and I can prove it to you and your sales people. But proving or disproving that isn’t the critical issue. The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. This means that you must: 1. Recruit sales people that don’t have the prospecting/hunting problem to begin with. 2.
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A Sales Guy
MAY 3, 2013
'I came across this great quote while reading Give and Take, by Adam Grant. My mindset is not to sell. My job is to help. I can’t think of a more succinct way to describe the mindset required to be successful in today’s selling world. The mindset of a helper puts the prospect or customer first. A helper starts with the problems, challenges and issues of those they are trying to help and that’s where the magic happens.
Score More Sales
MAY 30, 2013
'It is time to review how a customer experiences your brand says IBM. The annual “State of Marketing” Global Survey of Marketers has again been completed, and results were announced at the Smarter Commerce Global Summit last week. The biggest takeaway? A shocking statistic of $83B lost each year in poor customer experiences. IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing
Understanding the Sales Force
MAY 14, 2013
'Understanding the Sales Force by Dave Kurlan We are in the middle of the first day of our 2-day Sales Leadership Intensive. While most attendees admit that they must be more effective at coaching, many who said they have some kind of sales process in place didn''t come to the same conclusion. So, why is it so obvious to sales leaders that they need to improve their coaching, but so elusive that they need to improve their sales process?
Pointclear
MAY 15, 2013
'This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities.
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.
Partners in Excellence
MAY 27, 2013
'I was having a conversation about the “state of sales” with some colleagues recently, some of the smartest people I know in looking at sales performance. I asked them, “How are you seeing sales organizations leverage Lean concepts?” The reaction was quick, “Oh you’re talking about eliminating waste……” It’s a natural reaction but a real misunderstanding of Lean and Agile methods.
Anthony Cole Training
MAY 30, 2013
'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.
A Sales Guy
MAY 18, 2013
'The only way to succeed is through failure. Too often this is a platitude, something we say to make ourselves feel better when things aren’t going well. But, the truth is failure sucks. Failure hurts and I don’t know about you but, I don’t like it. It hurts so much, most of us just avoid doing things so we don’t have to fail.
ConversionXL
MAY 31, 2013
'Two days ago I announced the launch of our new service – Landing Page Makeover. Now I’m telling you that you could get one – absolutely free. To celebrate the launch of landingpagemakeover.com , we’re opening a 20-day contest where one lucky winner will get a conversion optimized landing page built for him/her absolutely free of cost ($2100 value).
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.
Understanding the Sales Force
MAY 30, 2013
'Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. Magazine''s online site. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." His opening might be a bit of an exaggeration. The reality is that it could be the difference between growth and lack of growth because most companies that aren''t growing aren''t going bankrupt.
Score More Sales
MAY 27, 2013
'There are three major reasons you need to have regular time blocked off in your calendar for being social online. In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. Specifically you can gain in three huge ways by making time each week in your schedule for this: Gain Visibility .
Partners in Excellence
MAY 14, 2013
'As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. Recently, I saw a “sales playbook” from an enterprise software company. It was 121 pages, of feature by feature comparison of their product to competition, “Our date field is structured this way, which is better than the competitors………” Too often, particularly with organizations with gr
Anthony Cole Training
MAY 28, 2013
'If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." This is a myth and the chart below illustrates that for you. So, what does this chart convey? It shows that it doesn’t take much time to dial 100 times. Out of 100 calls, a sales person will generally connect with about 7 people - typically short conversations.
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