Anthony Cole Training

MAY 11, 2016

Why Do So Many of My Salespeople Fail to Perform as Expected?

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ConversionXL

MAY 11, 2016

The design of your website is more important for conversions than you think. First impressions matter, and a good way to make one is with a hero image that complements your value proposition. But what’s a hero image, really, and how do you make them work for you? What’s a Hero Image? A hero image is defined as “a large, featured image or series of images prominently displayed on the homepage.

Conversion 80

Conversion Transportation Retail A/B testing 80

A Sales Guy

MAY 13, 2016

If a sales conference is determined by its speakers, then it’s hard to argue that SalesMachine Summit 16 won’t be the hottest sales conference of the year. Check out this lineup; Seth Godin , Arianna Huffington , Simon Sinek , Gary Vaynerchuck , Billy Beane, and more. This is going to be a savage event. In addition to these killer keynote speakers, there are four tactical tracts (Sales Strategy, Sales Operations, Sales Development, and Sales Leadership) designed to provide robust, a

Entertainment 65

Entertainment Sales Drivers/motivators Up-sell 65

Hubspot

MAY 10, 2016

Back in 2011, Snapchat was synonymous with risqué teen behavior. News coverage repeatedly warned parents of the damaging effects the platform might have, and as a result, the success trajectory wasn't looking good. Since then, Snapchat has evolved into something so much more. And while it's certainly not the cornerstone of every marketing strategy just yet, the channel has earned a reputation for fast growth and innovation.

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Follow-up Start-ups Launch Networking 78

Advertisement

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Understanding the Sales Force

MAY 9, 2016

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning seeing some improvements being made in this area. For example, back in the early 90's, when Objective Management Group (OMG) first began measuring the existence of sales process, only 9% of all salespeople were following one with any degree of consistency and effectiveness.

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Process CRM Sales 67

ConversionXL

MAY 13, 2016

Raise your hand if you’ve ever made an impulse purchase. I can relate (and the stack of random junk in my room can attest to that). If we’re not alone in this behavior, then clearly there’s a market of impulse buyers. In fact, UIE found impulse purchases represent almost 40% of all the money spent on e-commerce. The question is, how do you make it easier for them to make an impulse buy?

Entertainment 73

Entertainment Sell E-commerce User Experience 73

The Sales Hunter

MAY 10, 2016

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1. Thinking that because they’re a new connection, you the […].

Prospecting 70

Prospecting Sell Sales 70

Pointclear

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”.

Price 70

Price Sales Gaming Up-sell 70

ConversionXL

MAY 12, 2016

Why do the work when it’s already been done for? That’s the question business owners and marketers are asking before they hit “Purchase” on a $30 website template. Thousands, if not millions, of people turn to website templates to make the design process more efficient. But there’s something almost no one is talking about… Website templates are not optimized for conversions.

UX 72

UX Minimum Viable Product Launch Start-ups 72

A Sales Guy

MAY 10, 2016

It happens almost every summer. Families go on vacations. The client’s workforce decreases by 20%. Budgets are adjusted. Making your number for July and August is next to impossible. Though you have adjusted your personal workload during this time, the reality is that YOUR family wants to go on vacation and have that Honey-Do-List knocked out. Your kids are in sports and they expect you to make it to the games.

Commission 64

Commission Sports Pipeline Sales 64

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

MAY 12, 2016

At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment. Below is what I wrote on this important goal in January of this […].

Prospecting 69

Prospecting Customers Sell Sales 69

Hubspot

MAY 10, 2016

Where do you see yourself in five years? Of all the interview questions out there, this might be the most difficult. These days, career paths aren’t linear. The age-old corporate ladder model of putting in a few years as an individual contributor, becoming a manager of a small team, and climbing your way through senior management or director roles is not right for everyone.

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Launch Growth Conversion Customers 70

Pointclear

MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling t

Sell 58

Sell Contact Appointment Up-sell 58

A Sales Guy

MAY 10, 2016

They liked A Sales Guy Consulting, but our standard pricing and approach didn’t fit what they needed or could afford at the time. However, I knew we could help them, so we created a slightly different offer that would deliver the value they needed. Think a scaled down version of an existing offer. After being flexible and accommodating this potential client enters into an extraordinarily complex due diligence process that included an hour of free time, where I provided them with tremendous

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Clients Referrals Consult Price 63

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

The Sales Hunter

MAY 13, 2016

e just fine.ejustfine. Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the […].

Sales 59

Sales Sell 59

Hubspot

MAY 9, 2016

While it might not be as powerful as the industry standard, Microsoft Excel, Google's online spreadsheet tool, Google Sheets, provides several other advantages. From offering more collaboration capabilities, to having a more attractive price point (re: free), it's no wonder that more and more marketers are turning to Google Sheets for their reporting.

Follow-up 69

Follow-up Gaming Start-ups Price 69

SalesLoft

MAY 13, 2016

Modern Account Based Sales Development enthusiast, and Sr. Director at Birst, Chris Pham is joining us on the Salesloft blog as part three of a five part series on trends in sales development. — Sales development traditionally came from a world focused on the process of optimizing a lead. A lead typically means someone who has expressed interest — through a contact form on a website, a trial started or an asset downloaded.

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Territory Angle Contact Cold Call 52

A Sales Guy

MAY 9, 2016

Status is the lame update salespeople share… I don’t give a rat’s ass about a sales opportunities status in the pipeline and as a sales manager neither should you. What is “status?” Status is the lame update sales people share during the weekly pipeline meeting. It’s the pathetic review we sales managers accept from sales people when we don’t have a strong cadence and pipeline review process in place.

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Pipeline Sales Represent Meeting 63

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Pipeline

The Sales Hunter

MAY 10, 2016

Creating awareness and helping generate leads always will be some of the key roles of the Marketing Department. The challenge is to make sure Marketing gears its efforts toward reaching the right prospects and customers. During my time in Marketing positions, I found that Sales would doubt the work the Marketing Department was doing and […].

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Prospecting Customers Sales Sell 54

Hubspot

MAY 9, 2016

Whether you're new to marketing or decades into your career, conversion rate optimization is an ever-changing topic and necessary asset in your marketing playbook. Looking to learn more about your audience? Want to manipulate your existing resources to improve their performance? How about growing your business by improving lead flow? Wouldn't that be nice?

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Conversion Real Estate Non-Profits Campaign 66

SalesLoft

MAY 10, 2016

When we talk about sales messaging as it relates to persona based selling , it all starts with understanding your customers: their roles, pains, and the context in which they have those pains. Who is your customer? What is their function? What do they wake up in the morning thinking about? How do they communicate — phone, email, social? How do they buy?

Sell 52

Sell Customers A/B testing Pipeline 52

Partners in Excellence

MAY 12, 2016

I’m amazed at the number of sales people that continue to think their value proposition is a pithy sentence that you say to a customer that all of a sudden causes them to pull out and sign a purchase order. Everyday, I get calls from sales and marketing people asking for help on their value propositions. After a few minutes of questions, they always seem to be looking for the same thing, “What are the few sentences that we can tell the customer that express our value and differentia

Customers 49

Customers Prospecting Presentation Conversion 49

Advertisement

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

The Sales Hunter

MAY 9, 2016

Start this week RELAXED! Do you know what happens when you relax? You make better decisions. You are able to better focus on what is within your control. Too many people waste too much time and energy getting frustrated and stressed about things beyond their control. That’s why I’m encouraging you this day to […].

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Drivers/motivators Sales Sell 52

Hubspot

MAY 10, 2016

You’ve worked your socks off to get as much press coverage as possible. You’ve created blog posts, been included in news articles, and even made an appearance in a few features. A successful campaign is something to be proud of, so sit back for a minute and admire the fruits of your labour. Done? Now it’s back to business. Squeezing every bit of value out of a PR campaign is something very few of us actually do.

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Campaign Angle Follow-up Contact 65

SalesLoft

MAY 9, 2016

Personalized selling works on a sliding scale, and as personalization diminishes, so does your response rate. And Sales Development Reps who use social channels as a personalized selling strategy are more likely to uncover valuable buyer information, and ultimately schedule more qualified sales meetings. We want to make you the best personalized sellers in the business, and help you do what you do best through actionable sales tips.

Sell 52

Sell Up-sell Prospecting Meeting 52

Partners in Excellence

MAY 13, 2016

I really appreciate sales people who bring us new insights about things happening in our industry and markets. We are anxious to learn, we are always interested in opportunities to grow our business. Recently, I’ve a number of sales people have been prospecting, insisting that we have problems. The problems are all over the place. One is insisting that our demand generation efforts are not producing results, our demise is imminent, but if I just take the time for a demo, he can provide t

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Growth Pitch Account management Prospecting 49

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

Engage Selling

MAY 12, 2016

I’ve seen it happen over and over again – chances are one or more of your team members are guilty of doing this too… Picture this, you have a prospect that is interested in your product or service.

Prospecting 48

Prospecting Service Product Clients 48

Hubspot

MAY 13, 2016

After years of trying to understand the ins and outs of using Twitter for business -- from hashtag best practices to running paid campaigns -- many marketers have been left wondering. "Does any of this Twitter stuff actually work? Where are the numbers? Where's the science?!". At long last, we've been able to uncover the answers to these questions. And with the help of our friends at Audiense (formerly SocialBro), we've created an infographic that showcases the science behind achieving Twitter s

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Campaign 50

Sales Gravy

MAY 11, 2016

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know.

Prospecting 40

Prospecting 40

Partners in Excellence

MAY 11, 2016

I’m amazed by the number of calls I for advice on compensation and commission planning. It’s not the usual thing about how to put a compensation system in place. Instead it’s managers who want to address performance issues by adjusting the compensation plan. The conversation usually goes something like: “I can’t get my sales people to sell this product line, I want to adjust their compensation plan to get them to sell more of that product line,” or. “I

Commission 49

Commission Up-sell Sell Start-ups 49

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service