Anthony Cole Training

DECEMBER 11, 2014

'The obvious gut reaction answer is …both. However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?” And, you know, I have never been able to answer that question. I honestly don’t know that there is a RIGHT answer to the question I’ve posed today, but if you held a gun to my head and demanded an answer – not that you would have to go to that extreme to get an answer from me – I would have to say start with the behaviors.

Consult 201

Consult Sales Up-sell Pipeline 201

A Sales Guy

DECEMBER 26, 2014

'When’s the last time you read a book on sales? When’s the last time you found a new blog on sales or business? When’s the last time your refused to accept “no,” because you knew the other person was wrong? When’s the last time you helped out a fellow team member? When’s the last time you created a new process that helped you do your job better?

Process 126

Process Sales 126

ConversionXL

DECEMBER 11, 2014

'Mobile traffic is a significant part of most websites, and smooth navigation for mobile users is critical. Most websites use the hamburger navigation icon to display the menu as it’s become a default option for this. Is that a good idea? There’s a good chance that it’s not. . Lots of designers have made a compelling case against the hamburger.

Objectives and Key Results 130

Objectives and Key Results UX User Experience Follow-up 130

Understanding the Sales Force

DECEMBER 3, 2014

'Copyright: kchung / 123RF Stock Photo. Some news stories just don''t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL''s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk these stories than readers demand to know more. When we look at the sales stories of the recent past, the topics that sales experts continue writing about are Social Selling, Inbound Marketing, LinkedIn, Twitter, C

Sell 119

Sell CRM Pipeline Closing 119

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Follow-up

Score More Sales

DECEMBER 22, 2014

'As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Want to make the most of your days through the end of the year? Just think Beast Mode. Yesterday, Marshawn Lynch of the Seattle Seahawks went “Beast Mode” on the Arizona Cardinals and ran for a 79 yard touchdown.

Prospecting 104

Prospecting Appointment Sales Inside sales 104

The Sales Hunter

DECEMBER 16, 2014

' Salespeople are always asking me for the closing techniques that work the best. Here the five I have found work the best time and time again. What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell. 1. Pick a Date Close […].

Technique 105

Technique Closing Sales Sell 105

A Sales Guy

DECEMBER 23, 2014

'Some sales people lie but don’t believe they do. They lie to make a sale. They lie to get you to buy what they want you to buy. They lie to promote their agenda, not yours. They don’t believe they lie because they don’t give you false information. They don’t blatantly tell you a lie. They don’t tell you something that is straight up not true and so because the don’t directly lie; they’ve convinced themselves they aren’t lying.

Price 123

Price Sales Promote Up-sell 123

ConversionXL

DECEMBER 1, 2014

'In an iconic scene from Glengarry Glen Ross (1992) , Alec Baldwin lectures a group of salesmen about the correct way of doing business. In his motivational (read: foul-mouthed) speech, he highlights a very important strategy that still rings true today – especially in the world of conversion rate optimization : “Always be testing.”. That’s how it went, right?

A/B testing 127

A/B testing UX Click Through Rate Conversion 127

Understanding the Sales Force

DECEMBER 8, 2014

'Copyright: swingvoodoo / 123RF Stock Photo. I''m always amused when an email comes through with a message that says something like, "Maybe we should target candidates that aren''t recommended" or "Why do so many candidates lack Commitment?" or "Your assessments are only recommending 1 out of every 5 candidates!" or "The questions don''t fit the role!

Sales 115

Sales 115

Partners in Excellence

DECEMBER 31, 2014

'At one point, I wanted to get better at golf (it’s hard to be worse than I am). I started reading a lot of “How To” books, watching videos, and taking lessons. As I stood, club in hand, looking down at the ball, I struggled to remember: “Keep your head down, bend your knees, keep evenly balanced, keep your back straight, shoulders level, reach straight back, keep your arm straight, watch your elbow……” I’d always end up twisted like a pretzel,

Entertainment 98

Entertainment Sports Quota Up-sell 98

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

The Sales Hunter

DECEMBER 30, 2014

'Here are two things you must know to kickstart the New Year: If you think you’re good, it may prevent you from becoming great! Failure can be a foundation for becoming great. You may have had a very good year. If so, congratulations! But at the same time, don’t think for a moment 2014′s performance […].

Drivers/motivators 103

Drivers/motivators Sell Sales 103

Anthony Cole Training

DECEMBER 3, 2014

'My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” For the life of me, I had no idea what he was talking about then…and I still didn’t know what he meant until many years later. Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?

Territory 193

Territory Sales Up-sell Drivers/motivators 193

A Sales Guy

DECEMBER 3, 2014

'You may not like it. It may not seem fair at times, but at the end of the day, production is the name of the game. Production is what we bring to the table, it’s our contribution to the business pot-luck. Production is our input, it’s our way of adding to the bigger picture, it’s our way of making a difference. But when we stop producing, not only are we not adding to the pie, we’re taking away.

Gaming 122

Gaming Product Promote Follow-up 122

Score More Sales

DECEMBER 11, 2014

'How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. (note: there is a form to fill out on the Velocify website.). In addition to my prediction (below), you can read predictions from my colleagues: Jill Konrath , Bestselling author of Agile Selling , SNAP Selling & Sel

Inside sales 96

Inside sales B2B Sales Pipeline 96

Advertiser: ZoomInfo

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Promote

Understanding the Sales Force

DECEMBER 22, 2014

'Copyright: 123RF Stock Photo. You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. You may have even set your goals for 2015. But what can you do to kick-off the New Year so that 2015 is your best sales year ever?

Commission 110

Commission CRM Pipeline Consult 110

Partners in Excellence

DECEMBER 19, 2014

'I had a fascinating conversation with Gerald Vanderpuye today. He shared what many of us would think as the Nightmare To End All Nightmares. He was working a huge deal, it was important to the company’s ability to make their numbers for the quarter. Deals like that get a lot of visibility all the way to top management, so as expected, top management in his company wanted to do a deal review.

Customers 98

Customers Education Price Process 98

The Sales Hunter

DECEMBER 2, 2014

'You may have thought you asked for the order, but did your customer know you were asking for it? Surprisingly, there are quite a few times when the customer doesn’t even know the salesperson is trying to close. The situation usually happens like this: Either the salesperson is so timid and scared of hearing […].

Closing 101

Closing Customers Technique Sell 101

Anthony Cole Training

DECEMBER 10, 2014

'Occasionally, maybe 3 or 4 times since I started blogging, I write about something that is bigger than managing sales people, sales growth, sales coaching or selling. Something happens that is meaningful to me and I feel compelled to write about it. Maybe it’s my way of dealing with the event. Often, the event is when someone in my life (or our lives) is lost.

Clients 190

Clients Up-sell Gaming Start-ups 190

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Pipeline

A Sales Guy

DECEMBER 16, 2014

'The title of this post is a double entendre. Dang, my s**t is good. 1) The first part of the double entendre “Hey look at me.” I’m on Social Sales Hour #sshour with @rachelloumiller and Brian Fanzo ( @isocialfanz ) we’re breaking down personal branding and why it’s important. 2) And the other half of the double entendre, “hey look at me” is regarding personal brand and the importance of standing out.

Sales 118

Sales 118

Engage Selling

DECEMBER 9, 2014

'As salespeople, we spend many hours investing in our own knowledge. Workshops, conferences, coaching, books…the list goes on! The best sellers are always looking for new ways to increase their knowledge and expose themselves to new information. This is such an essential key for massive success in sales, but it won’t do you any good […].

Clients 93

Clients Sell Sales 93

Understanding the Sales Force

DECEMBER 10, 2014

'Copyright: zimmytws / 123RF Stock Photo. As we approach the end of the year, do you pass judgement on the personal contributions you made to your wallet, family, friends, co-workers, customers, community, industry, religion, and the world during the past year? How did you do? If you''re like me, you did really well in some areas, and in others, not very good.

Sales 103

Sales Customers 103

Partners in Excellence

DECEMBER 2, 2014

'Bear with me on my word play in the title. I was just doing some deal reviews with a very frustrated sales person. He had a deal that was very important to him. He’d been working it for a long time, he needed it to make his numbers, he was in the closing stage of the process. Apparently, he was winning the deal, but he couldn’t get the PO.

Closing 95

Closing Process Customers Sales 95

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

The Sales Hunter

DECEMBER 9, 2014

'So you say you’re a good salesperson because you’ve got pricing that is hot and you have the flexibility to make it hotter when necessary. What it comes down to is you’re selling on price. Here are 8 reasons why selling on price never works: 1. Your current price (which you think is so […].

Price 99

Price Sell 99

Anthony Cole Training

DECEMBER 2, 2014

'Well…I already blew my goal to blog every day that I work in December. That happened when I failed to do so yesterday, December 1 st. But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I made a choice.

Pipeline 189

Pipeline Sales Prospecting Up-sell 189

A Sales Guy

DECEMBER 9, 2014

'There is only one first impression you need to make as a sales person. It’s the impression you can deliver value. Any other impression is immaterial. The next time you meet a buyer for the first time, you’re only goal should be to get the buyer to say, Man that person was impressive, they could make a serious impact on my organization. You can make other impressions.

Meeting 117

Meeting Product Sales Customers 117

Engage Selling

DECEMBER 16, 2014

'Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this […].

Clients 92

Clients Up-sell Sell Product 92

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

DECEMBER 1, 2014

'Copyright mreco99 / 123RF Stock Photo. It''s hard to believe that it''s December already. It seems like only yesterday that I made my annual reposting of one of my most popular articles of all time - a terrific holiday article that is worth a read even if you read it each of the previous 4 Decembers. Top 3 Lessons from Tchaikovsky''s The Nutcracker.

Pipeline 97

Pipeline Sales Closing 97

Partners in Excellence

DECEMBER 7, 2014

'Often, in talking about deals with sales people, there are things that just don’t make sense. The customer is doing things that don’t make sense–they are very far off our normal experience in similar sales situations. They may be responding in a very unusual manner. They may be asking things that are really wrong–perhaps missing critical issues they should be looking at, demonstrating real misunderstanding of the issues they should be considering for a solution, or foc

Customers 95

Customers Sell Sales 95

The Sales Hunter

DECEMBER 9, 2014

' We’ve reached the time of year where it seems the only thing people want to talk about is football, whether it be the NFL, college or even high school. As the season winds down, it seems as if passions and the level of conversation only warm up even more. So why is football so […].

Drivers/motivators 94

Drivers/motivators Up-sell Sell Conversion 94

Pointclear

DECEMBER 17, 2014

'Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study).

Sales 94

Sales Process 94

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