Anthony Cole Training
SEPTEMBER 30, 2015
There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!
A Sales Guy
SEPTEMBER 14, 2015
What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.
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ConversionXL
SEPTEMBER 10, 2015
When you’re putting together copy for a website you may not have the luxury of only having to speak to one audience. In fact, you may have multiple audiences you need to address. Which means you’ve got a juggling act on your hands. Who is most important? What if both audiences require equal attention? How do you write copy that attracts more than one audience on a page without confusing your messaging?
Engage Selling
SEPTEMBER 29, 2015
We can discuss sales strategies, ideas, tips and methods to no end. However, at times even the best salesperson struggles to achieve results not because of a weak strategy, but because of little to no focus on their productivity. Let’s cut to the chase. The best way to get your team to achieve true productivity […].
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.
Understanding the Sales Force
SEPTEMBER 28, 2015
During the course of a baseball season, both hitters and pitchers fall into slumps. In baseketball players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps. Tiger has been in a slump since Thanksgiving of 2009! (I'm sure there must be some kind of a slump that Soccer players can fall victim to but I don't know enough about soccer to weigh in) With slumps being so common, it shouldn't come as a surprise tha
The Sales Hunter
SEPTEMBER 17, 2015
Why would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
SEPTEMBER 1, 2015
I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it. Her most recent “big” win was a deal with the Red Sox. This girl is smart, driven and a hustler, and she’s done amazing things in a tough retail business. As we were talking, I couldn’t help but notice a very common theme in her dialog.
ConversionXL
SEPTEMBER 30, 2015
You may be wondering, “why should I make my own visualization of my A/B test results?” Because the A/B testing tools in the market already provide you all the necessary tables and graphs, right? They tell you when an A/B test is significant and what the expected uplift is. So why bother? The thing is, these tables and graphs are comprehensible when you – a data driven analyst – take a look at them.
Engage Selling
SEPTEMBER 1, 2015
Did you just do a double take? Stop trying to close sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition. Closing is something you do to a person. While it may just be a term, the language is completely […].
Understanding the Sales Force
SEPTEMBER 21, 2015
if you have time to read only a single one of my articles this year, read this one on the great business disconnect that was published on LinkedIn. You won't be sorry. And if you want to see just how awful Microsoft's latest Office 2016 for Mac is, read this off-topic post here. I was speaking at the AA-ISP event in Boston earlier this month when I learned something very interesting about how sales leaders feel about coaching salespeople.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
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.
The Sales Hunter
SEPTEMBER 29, 2015
Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone. A key problem everyone has is spending […].
Anthony Cole Training
SEPTEMBER 23, 2015
I’m finally going to finish the book American Icon. It's the story of Ford and how Alan Mullaly helped the auto dealer regain its swagger. Time after time Ford and Mulally have to make tough decisions on underperforming business units and automobiles. If the car or unit isn’t performing, if the buying public is no longer buying and if the manager of the unit isn’t getting progress or growth – they get cut.
A Sales Guy
SEPTEMBER 17, 2015
Let me flip the script on you here. I want you to stop thinking about questions when it comes to selling. I don’t want you thinking about what you want to ask your prospects or customers. Try and abandon the notion of asking questions for just a little bit. Now that you’re not thinking about what questions you’d like to ask prospects and buyers, what are you focusing on?
ConversionXL
SEPTEMBER 9, 2015
As you almost certainly know, copy is what sells. That’s true in print, and it’s equally true on the web. A completely unstyled site with strong copy will sell infinitely more than a beautifully styled site with none. And since the average website is between 90 and 95% text, one leading expert wisely observes that “web design is ninety-five percent typography.”.
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
Engage Selling
SEPTEMBER 2, 2015
Today I’ll share the four steps to finding the best inside or internal referrals. Today I’ll share the four steps to finding the best inside or internal referrals.
Partners in Excellence
SEPTEMBER 21, 2015
Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few days. I’ve narrowed things down to the top 3 skills critical for top performers. I’d like your take on it, because most sales training programs don’t seem to include these.
The Sales Hunter
SEPTEMBER 15, 2015
Without a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. 2. Do not allow email and other routine activities to consume their time or their mental focus. 3. Have a prospecting plan they follow […].
Anthony Cole Training
SEPTEMBER 22, 2015
I’m reading Fast Company magazine this morning and realize I don’t get out of it what I used to. It’s probably a combination of how I’ve changed, how our company has changed and how the magazine has changed. This got me thinking about articles I’ve ready about how selling has changed and the ‘keys’ to selling in today’s market.
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.
A Sales Guy
SEPTEMBER 21, 2015
Do you know the difference between a good sales leader and a GREAT sales leader? [link]. What does a GREAT sales leader do that a good one doesn’t? If you’re lucky, you’ve worked for a least one GREAT sales leader, but have you ever stopped asked why she was GREAT and not just good? In most cases we will say it’s because they had vision or were good communicators or because they were great sales people, or because they are fun to be around or they were good motivators.
ConversionXL
SEPTEMBER 7, 2015
When should you use Multivariate testing, and when is A/B/n testing best? The answer is at once simple and complex. Of course, A/B testing is the default for most people, as it is more common in optimization. But there is a time and a place for multivariate testing (MVT), as well, and it can add a lot of value. Before we get into the nuances, let’s briefly go over the differences.
Engage Selling
SEPTEMBER 3, 2015
Is your team easy to work with? Let’s face it. Even if you provide an excellent product or service, but your team is simply a pain to work with, you will have a hard time creating repeat customers…or any customers at all! There are certain skills that I believe need to be outlined by every CEO […].
Partners in Excellence
SEPTEMBER 21, 2015
Several months ago, my friends at the CEB sent me a review copy of The Challenger Customer. Just reading the title, I expected an epic confrontation between Challenger Sales and Challenger Customers—perhaps a worthy follow up to the Mayweather/Pacquiao fight. I had images of challenger sales people and challenger customers squaring off with each other.
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.
The Sales Hunter
SEPTEMBER 22, 2015
Each week I get at least one or two emails or phone calls from salespeople asking for help in getting prospects to engage. Below are 10 reasons prospects fail to engage. Yes, there are more reasons, but I’ve found these 10 cover a lot of ground: You haven’t given them a reason. Your prospect […].
Understanding the Sales Force
SEPTEMBER 17, 2015
I live in the Boston area and there are some things that I know will always be true about the seasons. School buses start rolling in September, fall foliage peaks in October, the first freezing cold days arrive in late November, snow storms are routine by mid-December, the coldest, driest days are in January, the snowiest month is in February, the days begin to get longer in March, the snow has melted so that baseball can be played in April, flowers blossom and leaves appear on the trees in May,
A Sales Guy
SEPTEMBER 24, 2015
If you’re serious about improving your status as a sales professional, if you’re looking for a way to put your career on the fast track, start a sales blog. A good sales blog is a competition killer. It’s a first class seat on the career fast track. Here’s why. Imagine you have a repository of hundreds or even thousands of your ideas, insights, processes and approaches to sales in a place where the world can access them.
ConversionXL
SEPTEMBER 14, 2015
When should you use bandit tests, and when is A/B/n testing best? Though there are some strong proponents (and opponents) of bandit testing, there are certain use cases where bandit testing may be optimal. Question is, when? First, let’s dive into bandit testing and talk a bit about the history of the N-Armed Bandit Problem. The Multi-Armed Bandit Problem.
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Engage Selling
SEPTEMBER 10, 2015
In today’s connected world, it’s easier than ever to learn about your competition. As a business owner, it can feel intimidating typing in a keyword from your industry into Google and coming across pages and pages filled with websites from others offering the same or similar solutions that you do. It can even feel as […].
Pointclear
SEPTEMBER 22, 2015
According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?
The Sales Hunter
SEPTEMBER 8, 2015
Have you ever asked yourself why you can’t close? I imagine you have. I know I have and I’d be willing to say there is not a salesperson out there who has not asked themselves that question. Here’s my quick checklist of questions you need to ask yourself when you can’t close a sale: 1. Is […].
Partners in Excellence
SEPTEMBER 2, 2015
Thousands of posts are written about value propositions and value creation. By now, most people tend to say value is defined by the customer, though most implementations seem to be driven by what we think the customer should value. There’s also a lot written about differentiation, creating superior value, and exceeding customer expectations. There also seems to be a “silver bullet” aspect to value propositions and creation.
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.
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