Anthony Cole Training

FEBRUARY 3, 2017

SCORECARDS DO NOT DRIVE SALES GROWTH.

Growth 156

Growth Sales 156

ConversionXL

FEBRUARY 3, 2017

Bo Bennett once said, “Affiliate marketing has made businesses millions and ordinary people millionaires.”. Of course, affiliate marketing has this mysterious aura about it. Many of the top search results for the term are focused on what it is and whether you can make money from it. The truth is that it’s not all that mysterious. It’s nothing more than another marketing channel for you to experiment with, analyze, optimize and grow.

Profit margin 116

Profit margin Commission Networking Referrals 116

Hubspot

FEBRUARY 1, 2017

Earning the trust of prospective customers can be a struggle. Before you can even begin to expect to earn their business, you need to demonstrate your ability to deliver on what your product or service promises. Sure, you could say that you're great at X, or that you're way ahead of the competition when it comes to Y. But at the end of the day, what you really need to win new business is cold, hard proof.

Service 101

Service Clients Follow-up Networking 101

A Sales Guy

FEBRUARY 1, 2017

What happens when you Google your name? What comes up? You’re Facebook page, your LinkedIn profile, what? Do you like what you find? Is it consistent with who you are and how you do your job? Is what you find when you google your name, consistent with who you are? If someone had to make a split decision on hiring you or not, based on your social presence would you get hired?

Gaming 90

Gaming Meeting Sales 90

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

Anthony Cole Training

FEBRUARY 2, 2017

So, this morning, Linda and I were watching Morning Joe while talking business. We were discussing our brand promise of, “When you lie awake at night worrying about sales growth, we lie awake at night.

Growth 129

Growth Sales Technique Closing 129

Partners in Excellence

FEBRUARY 1, 2017

I’m tempted to paraphrase the old Carly Simon song, You’re So Vain. Too often we think our customers’ buying cycles are about us, at least a choice between us and our competitors. We may be very customer focused in our sales process, trying to understand and align ourselves with the customer buying process. But still, our strategies tend to focus on a singular part of the customer buying cycle, “What does it take to select us?

Process 84

Process Customers Engineering Contract 84

Understanding the Sales Force

FEBRUARY 2, 2017

Image Copyright OcusFocus. Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. You told Stuart and me that my biggest challenge would be in not being able to understand why the hell sales reps working for me just didn't do what I did when I was selling, and what I asked them to do, since I always did

Sales 81

Sales Sell 81

Anthony Cole Training

JANUARY 31, 2017

At Christmas, my wife, Linda, bought me a cookbook – The Science of Good Cooking. She gave it to me because I really do love to cook. I love to cook because I love to eat. I’m not a foodie who is into exotic or gourmet types of recipes. I’m a basic meat, potato, soup, pasta, BBQ, stew and sandwich kind of guy. You’ll notice the absence of veggies in that list.

Growth 124

Growth Sales 124

Partners in Excellence

FEBRUARY 3, 2017

Forgive me for diverting from my normal commentary on business, leadership, sales, marketing, and customer experience. I hardly feel qualified to speak about politics. Yet, I’m a proud American Citizen, and feel I can no longer remain silent. I’m ashamed of our government. It’s a horrible thing for anyone to express about their government–particularly when they are elected officials.

Government 83

Government Represent Appointment Growth 83

Hubspot

JANUARY 30, 2017

Anyone who’s ever been a teenager is likely familiar with the question, "Why aren’t you doing something productive?” If only I knew, as an angsty 15-year-old, what I know after conducting the research for this article. If only I could respond to my parents with the brilliant retort, "You know, the idea of productivity actually dates back to before the 1800s.

Agriculture 101

Agriculture Product Assembly Line Government 101

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

The Sales Hunter

JANUARY 31, 2017

How would you answer that question with regard to your biggest account? I’d suspect you’d say you know a pretty good amount. Now, ask that same question about the prospect you’re about to call on? Different answer? Why? Don’t tell me it doesn’t matter because they’re only a prospect. I’ll argue it does matter because […].

Customers 79

Customers Prospecting Drivers/motivators Sales 79

Engage Selling

FEBRUARY 3, 2017

Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be … Read More »

Pipeline 75

Pipeline Sales Closing Process 75

Partners in Excellence

FEBRUARY 1, 2017

Recently, I was having a conversation with Robert Racine about the state of sales management. During the discussion, he mentioned, almost in passing, that too many Sales Managers are becoming Zombies–that is acting purely on autopilot, rather than thinking, evaluating, engaging. As I reflected on the conversation, I realized this trend isn’t limited to sales managers, but is extending to the entire organization.

Assembly Line 81

Assembly Line Quota Sales Construction 81

Hubspot

FEBRUARY 3, 2017

If you're a B2B marketer who isn't investing in content creation, you're in the minority -- 88% of B2B marketers surveyed by Content Marketing Institute and Marketing Profs said their organization used content marketing to further their goals in 2016. Developing a sound content marketing strategy is worth it: We found that B2B companies that blogged 11+ times per month had almost 3X the traffic as companies that blogged only once per month.

B2B 78

B2B Growth 78

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B2B

The Sales Hunter

FEBRUARY 3, 2017

Do you as a leader allow yourself to listen to voices outside of your circle? If not, you are operating within what I call “cocoon leadership.” It’s when the only input we receive is from a very limited set of people who subscribe to our beliefs. Leadership is about being pro-active. It’s about seeing and […].

Sales 75

Sales 75

Engage Selling

FEBRUARY 2, 2017

When professionals in virtually every industry think about “compensation” – especially when it comes to structuring compensation plans, rarely is anything but a dollar sign considered.

Commission 75

Commission Up-sell Sales Clients 75

Pointclear

FEBRUARY 2, 2017

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? I suspect that you will get 6 almost entirely different answers to this essential, strategic question. Before technology came into play things were bad enough. With technology it is now possible to get more poor quality leads to sales faster than ever before.

Healthcare 74

Healthcare Niche Strategize Consult 74

Hubspot

FEBRUARY 3, 2017

Whether you're a fledgling startup agency about to announce your grand opening, or a growing firm with some big news to share, one thing is certain: You need a way to get the word out -- and fast. But there's more to a big announcement than firing off a press release and hoping it somehow reaches the intended audience. Sure, it’s easy to look at other successful campaigns and feel that they somehow just came together with a few clicks of a mouse and the help of a social media whiz, but don’t be

Launch 78

Launch Networking Campaign Strategize 78

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

Score More Sales

JANUARY 30, 2017

Getting organized AND keeping organized as a professional seller can be difficult.

Product 72

Product Sales B2B 72

Engage Selling

JANUARY 31, 2017

Like many professional sellers, I travel all the time. Having racked up over 225,000 miles over two major airlines last year you could say that my most used office space is seat 3D.

Up-sell 68

Up-sell Clients Quota Service 68

Partners in Excellence

FEBRUARY 3, 2017

I have to admit, this post is targeted primarily to vendors of Sales/Marketing tools, services, and consulting. I guess being a consultant in this space makes me a target for more than my fair share of poorly thought out marketing and sales approaches. Frankly, I think any person with sales, marketing, business development in their job title gets inundated with the same crap I have to wade through daily.

Sell 68

Sell Manufacturing Consult Pitch 68

Hubspot

FEBRUARY 2, 2017

LinkedIn is a highly valuable tool to network with like-minded professionals. But here's something we don't talk about as much as we should -- it's also a highly useful marketing platform. It might seem a little bit intimidating. You have enough on your plate -- do you really need to be figuring out yet another way to create targeted content? Actually, yes.

Campaign 78

Campaign CTR Non-Profits Start-ups 78

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Score More Sales

FEBRUARY 3, 2017

It was a tale of two retail stores and the customer service they represent. I dropped by a Staples store to pick up a few items this week. No one greeted me on my way in, even though it is just a few minutes after 9AM with only a few shoppers in the store. Not to worry, I am used to this in retailers – so I get my items and head toward the registers to check-out.

Retail 71

Retail Service Customers B2B 71

The Sales Hunter

FEBRUARY 1, 2017

When was the last time you did a deep dive and compared the types of names you have at the top of your sales funnel and who you have coming out the bottom as a customer? For the majority of salespeople, after the smoke has cleared, it’s amazing how the two ends of the […].

Sales 67

Sales Lead generation Customers Prospecting 67

Partners in Excellence

JANUARY 31, 2017

The only reason sales people exist is to help customers solve their problems, grow, and improve. The corollary is, if the customer doesn’t have the problems you can solve, they don’t need you! But, judging by most of the prospecting calls I get, and most I observe with sales people, too many sales people fail to recognize this. Too often, sales people call blindly, reaching out to anyone, any company, any name on their list.

Customers 58

Customers Prospecting Pitch Conversion 58

Hubspot

FEBRUARY 2, 2017

Will 2017 be the year agencies fall dangerously out of touch with client expectations? How will the shift towards project-based work impact your agency's ability to retain long-term clients? Do clients intend to move more marketing services in-house in 2017? A new report from RSW/US examines these and other troubling trends, offering valuable insights into both agency and marketer perspectives on key topics such as spending, project work versus AORs, and the explosive rise of marketing technolog

Clients 78

Clients Technology Technology Service 78

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

Product

SalesLoft

FEBRUARY 1, 2017

When it comes to managing sales development reps and account executives, the management responsibilities often fall on the same person. And that makes sense, right? Put all sales functions under a sales manager so they’ll have the clearest view of the entire team. But for modern sales managers responsible for both SDRs and AEs, it’s important to realize that these two groups need to be managed differently.

X-functional 52

X-functional Territory Pipeline Closing 52

The Sales Hunter

JANUARY 29, 2017

“Don’t join an easy crowd; you won’t grow. Go where the expectations and the demands to perform are high.” — Jim Rohn I love this quote by Jim Rohn. By no means is it his most famous quote, but I feel it’s his most life-changing. Who is in your crowd? I’m a big believer of […].

Drivers/motivators 57

Drivers/motivators Sales Sell 57

Engage Selling

JANUARY 28, 2017

This is the second of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.

Sales 48

Sales Objection handling Presentation Account management 48

Hubspot

FEBRUARY 2, 2017

The field of artificial intelligence (AI) is dominating both headlines and the attention of businesses -- and for good reason. In 2016 alone, at least 40 AI companies were acquired. The increasing sophistication of AI is also predicted to change the work force. An analysis from Oxford researchers reported than 47% of jobs are at risk , while a more recent Forrester report predicts that 7% of jobs may be eliminated by 2025.

Product 78

Product Strategize Technology Technology 78

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales