Anthony Cole Training
SEPTEMBER 21, 2015
What you cannot see can kill you. If you don't see the car to your right about to run a stop sign you might be in trouble. If you cannot see a clogged artery you might be in trouble. If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach then surely this will kill your changes for consistent sales growth.
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 29, 2015
Reality check: the level of statistical literacy is pretty poor in CRO world. A major portion of your test results are probably invalid. While testing tools are getting more sophisticated, blogs are brimming with ‘inspiring’ case studies, and experimentation is becoming more and more common for marketers – statistics know-how is still severely lacking.
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
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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 […].
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?
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 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.
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,
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 […].
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
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.
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.
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 16, 2015
Lots of people on the internet are running tests, can I just copy their winning tests? Let other people do the failing, I’ll just test (or implement) the winning stuff. Good idea, right? Using other people’s A/B test results has been popularized by sites like WhichTestWon , and blog posts boasting about ridiculous uplifts (most of those tests actually NOT run correctly, stopped too soon – be skeptical of any case study without absolute numbers published).
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Understanding the Sales Force
SEPTEMBER 15, 2015
The weather has become quite predictive - if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours but for the most part, especially where I live in New England, they are challenged to get it accurate beyond a day in advance.
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 […].
Partners in Excellence
SEPTEMBER 28, 2015
Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely different than I expected.” I think too many of us–entrepreneurs and sales people, alike, have mistaken impressions of closing the sale.
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 […].
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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 28, 2015
We all know that you have to work your butt off to get anywhere. Same with conversion optimization. In order to get results you could be proud of, you need to put in the effort and hours. But how are you spending that effort? Let’s say tomorrow you’ll get fired from your job. But – good news – you’ve just been given a new job as a conversion optimization specialist at an ecommerce company.
Understanding the Sales Force
SEPTEMBER 24, 2015
Would you put steaks and burgers on the grill before it was hot? Would a pitcher throw as hard as he could without first throwing some long-toss and then pitching 20-30 slower pitches? Would a runner sprint without stretching? If you were in a cold climate in the middle of winter and your car was parked outside overnight, would you shift into drive without letting the engine warm first?
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 […].
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
SEPTEMBER 7, 2015
We’ve all read the data about increases in “No Decision Made.” In the new, The Challenger Customer , the authors provide compelling data about the 5.4—the average of 5.4 people involved in complex B2B decisions. It turns out from this and other research, the biggest challenge has little to do with vendor selection, but more to do with the customer ability to align disparate goals, priorities, agendas, perceptions of the problem, and so forth.
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 […].
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.
Pointclear
SEPTEMBER 24, 2015
As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. This is the question I posed: 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.
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
SEPTEMBER 3, 2015
Earlier this week I received this inquiry form from our "Ask a Sales Expert" page: I am currently conducting a Research Project at school on the 5 step sales process. i am focusing on: (1) prospecting, (2) the initial appointment, (3) the presentation of the product, (4) the followup of objections or changes to offer (5) the close of sale. I am researching which one of the above steps is off greatest consequence/ importance to a company and why?
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 10, 2015
For some time, I’ve had the famous Jack Nicholson/Tom Cruise scene in “A Few Good Men” playing in my mind when I think of delivering Insight to customers. You know the scene I’m talking about, it’s where Tom Cruise is cross examining Jack Nicholson as Col. Nathan Jesup and Nicholson delivers his soliloquy, “You can’t handle the truth!
Engage Selling
SEPTEMBER 18, 2015
What’s the best sales skill to master? I’m revealing the answer in this week’s video sales tip! Get your copy of Nonstop Sales Boom for other vital sales skills and strategies to get your team to the top!
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