Anthony Cole Training

DECEMBER 11, 2015

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

Sales

Closing Bigger

DECEMBER 21, 2015

Following are nine “30-second” videos I recently published on Twitter they’re quick, to the point principles that if combined properly, can produce amazing results in your social selling. Enjoy! Rule #1 in Social Selling: Stop Pitching. Immutable Social Selling Rule #1: Stop Pitching and Start Connecting (via https://t.co/Rp88tc1BCI ) #socialselling pic.twitter.com/pORWVEfmL7. — Shane Gibson (@shanegibson) December 22, 2015.

Sell

ConversionXL

DECEMBER 9, 2015

Conversion optimizers are in the business of attention management, just like magicians. It’s your job, as an optimizer, to direct attention and focus your visitors on the next step. Yet, so few of us do this effectively. Landing pages are full of distractions, calls to action are cluttered, etc. How can you eliminate distractions? How can you command attention, keep it and direct it the way you want?

Conversion

Partners in Excellence

DECEMBER 4, 2015

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. And these are the marketing emails from well established organizations, sent by marketing and sales professionals. Coincidentally, I read a research report on The State Of Email Marketing 2015.

Cross-sell

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.

Sales

Engage Selling

DECEMBER 11, 2015

As you probably know, I travel…a lot. I’ve compiled some of my top tips that keep me organized and on schedule! Get your copy of Nonstop Sales Boom and enter 2016 with top sales strategies to create success in your business.

Sales

Hubspot

DECEMBER 28, 2015

Instagram is a platform that has demonstrated tremendous growth. In fact, the Instagram community grew to over 400 million users this past year. Despite its impressive reach, many business owners are still overlooking its marketing potential. As a result, they're leaving high levels of engagement, brand awareness, and even profit on the table. But why?

Drivers/motivators

Closing Bigger

DECEMBER 16, 2015

Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).

Represent

ConversionXL

DECEMBER 4, 2015

Think about the last thing that made you laugh. Was it a TV ad? Tim from HR? A tweet? Now think about the last landing page that made you laugh. Really, take a second and try to come up with an answer. Was it just another 404 page? Studies show that 30% of all ads and 50% of TV ads are based on humor. So, does that mean humor converts? Does that mean landing pages can and should be funny?

Real Estate

Partners in Excellence

DECEMBER 28, 2015

Complete the sentence, “The purpose of selling is to…… ” When I ask sales people and managers that question, the responses vary but generally fit into one of the categories below: …… to make my/our numbers. …… to sell our company’s solutions and products. … to achieve our revenue and growth goals. … to grow our company.

Sell

A Sales Guy

DECEMBER 28, 2015

“WHAT” is the end goal; it’s directional! “ HOW ” is the journey…” The difference between good and great sales leaders is in their ability to get things done. They not only know “what” to do but also “how” they are going to do it. How is where the win is. Check out this video and see what the truly best sales leaders do to win.

Sales

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.

Objection handling

Hubspot

DECEMBER 22, 2015

Whether you're meeting with colleagues who are working from home that day, or with clients located half a world away, running a productive and effective remote meeting can be a challenge. When you're face-to-face with people, it can feel much easier to communicate efficiently and gauge how they're feeling and reacting to different ideas. But when you're meeting virtually, it can seem like some attendees sort of. disappear into the abyss.

Meeting

The Sales Hunter

DECEMBER 31, 2015

I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].

Technique

Closing Bigger

DECEMBER 14, 2015

Do you ever wonder if you’re missing some of the insights around success in today’s very digital and social business climate? This week’s guest Jim Keenan claims if you’re over 30 there are many things you have likely not been taught about the new rules of success and prosperity. Jim is one of my favourite social selling thought leaders and long time friends in the business – although we have yet to meet in person!

Meeting

ConversionXL

DECEMBER 23, 2015

Let’s say you just started using a new SaaS product. Who do you think would be able to explain the product to you more clearly: an engineer, a marketer or a customer service representative? You’d think the person who helped bring the product to life (the engineer), right? His definition, however, would likely be more detailed and complex, thus, more difficult for you, a first-time user, to understand.

Conversion

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

Hospitality

Engage Selling

DECEMBER 22, 2015

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

Understanding the Sales Force

DECEMBER 1, 2015

It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can't do it. Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%.

Prospecting

Hubspot

DECEMBER 29, 2015

Co-marketing is a fantastic way to gain new contacts without having to wait for organic search to kick in. but it's not always an easy job. The challenging part of co-marketing all boils down to one thing: your partner. Can you find partners who launch campaigns with the same strategy and thoughtfulness you do? Oftentimes, it's a struggle. If you're having trouble finding and evaluating co-marketing partners, keep on reading.

Promote

The Sales Hunter

DECEMBER 1, 2015

Too many times Management winds up getting in the way of Sales and winds up either damaging a customer relationship, or worse yet, damaging the sales force, making them less effective. Below are 10 things Management should be doing on a regular basis to improve both the sales team and volume. I’ll be discussing these in-depth during […].

Sales

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.

Retail

Closing Bigger

DECEMBER 7, 2015

We are pulling together 20+ authors for the #SalesTribe Twitter chat. The last chat generated over 1100 tweets loaded with insights from leading business authors and thought leaders from around the world. The next Twitter chat will be held on December 10th at 11:00 am PST / 2:00 pm EST. It’s easy to participate, simply following the #SalesTribe hashtag on Twitter during that time and jump in and ask a question or just simply observe the live feed.

Technique

ConversionXL

DECEMBER 2, 2015

A/B testing – for all the content out there about testing, huge amounts of people still mess it up. From testing the wrong things to running the tests incorrectly, there are lots of ways to get it wrong. Here’s what we’ll cover in this guide: 1. What is A/B testing and How Does It Work? 2. What to Test to Improve Our Chances of Winning?

A/B testing

Engage Selling

DECEMBER 29, 2015

“This year is going to be MY year.” Almost without fail, each year we all hear phrases like this leading into January. It’s a good thing. It shows that most people have a genuine interest in being successful. Unfortunately, interest alone is not enough to follow through with creating real success. You must develop an unwavering […].

Sales

A Sales Guy

DECEMBER 14, 2015

The One Question To Get More Sales. I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right? But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions?

Sales

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.

High impact

Hubspot

DECEMBER 18, 2015

Let’s get this out into the open: I bite my nails. Or at least I did. (Kinda gross, right?). But this past summer, I watched as my then three-year-old son chomped down on his fingernail. That was it. The final kick in the butt I needed to see to finally stop a decades-old bad habit. Little did I know that in my quest to stop biting my nails I’d unlock something much bigger for myself -- both personally and professionally.

Presentation

Partners in Excellence

DECEMBER 14, 2015

Some of you know that one of my biggest vices is high performance vehicles. My garages, at various times, have been filled with cool motorcycles, old American muscle cars, and occasionally an exotic vehicle. Recently, I indulged in buying a new car. It has some awesome technologies, all oriented to making my driving experience better and easier. The car is fantastic, it almost parks itself (actually in Europe it would).

Drivers/motivators

The Sales Hunter

DECEMBER 15, 2015

There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a high-value […].

Closing

ConversionXL

DECEMBER 29, 2015

Defaults are powerful, often deceivingly so. Even if you don’t put much thought into it, you’re nudging your users to act in a certain way. It’s up to you, then, to make sure that you’re nudging them to the best possible action for your company and themselves. What Is a Default? When two or more choices are given for a feature, a default is the option that is automatically assigned by the company or maker.

Conversion

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B2B

Engage Selling

DECEMBER 8, 2015

Wow – we’re already in December. It’s hard to believe that we’re in the final month of the year already. Time flies, doesn’t it?! I’m sure you’re already thinking ahead to 2016. But, before you pull out the planning boards and strategy documents, don’t forget to first analyze your successes and drawbacks in 2015. Ask yourself […].

Clients

A Sales Guy

DECEMBER 15, 2015

The 21st century has ushered in some pretty big changes. Most of us are intellectually aware of the changes. We’re not oblivious to them. We whip around the terms information age, 21st century, the millennia, etc. like free candy from a Pez dispenser. But few of us have completely internalized these changes, and how the changes have affected us.

Trust

Hubspot

DECEMBER 9, 2015

They see you when you're slacking. They know when you come in late. They know if you've been bad or good so be good for your work's Secret Santa exchange. But that's not how the song -- or the Secret Santa exchange -- really goes. You spend all day with your coworkers, but come time for your annual gift exchange, you're stuck trying to figure out exactly what Suzie will want that's also in your price range.

Price

Partners in Excellence

DECEMBER 15, 2015

I always worry starting a post with, “When I first started selling… ” I fear that I sound like one of those grizzled veterans living in the past. But when I first started selling, the company did something somewhat unique. The price was the price—period, exclamation point. The quantity purchased didn’t matter, the unit price was the same.

Price

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.

Start-ups