Sat.May 30, 2015 - Fri.Jun 05, 2015

article thumbnail

Sales Habits – Coaching Bad Habits Out of Sales People

Anthony Cole Training

Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.

Sales 196
article thumbnail

This Is The Only Thing Sales Leaders Need To Coach

A Sales Guy

When I teach skiing, one of the most difficult expectations I have to set with my clients is, Rome wasn’t built in a day. There is only so much they can learn in a day or a week. In spite of my efforts to set their expectations, they almost always want massive gains. They want to ski moguls like a pro. They want to control their speed on blacks.

Sales 115
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

My Favorite Sales Books

Partners in Excellence

I hate starting posts with an apology. Particularly to a group of outstanding people, many of whom are friends–authors of sales books. There are a lot of awesome ideas out there by experienced and thoughtful people. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management.

Sales 123
article thumbnail

Your Test is Only as Good as Your Hypothesis [Video]

ConversionXL

ConversionXL Live 2016 is coming up next March (get on the list to get tickets at pre-release prices ). We’re going to publish video recordings of the previous event, and here’s the first one. You run A/B tests – some win, some don’t. The likelihood of the tests actually having a positive impact largely depends whether you’re testing the right stuff.

article thumbnail

How to Improve Email Deliverability and Optimize Each Send

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.

article thumbnail

Sales Success – It’s a Function of Beliefs, Habits and Skills

Anthony Cole Training

I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.

Negotiate 190
article thumbnail

The Difference Between What You Do And How You Do It

A Sales Guy

Everyone is a salesperson, or a teacher, or a doctor or a truck driver, or mechanic, or a waiter, or a recruiter, or a Vice President, or a developer or a something. Everyone is something. That’s obvious. When we first meet people, one of the first questions we’re often asked is; “What do you do for a living?” We always seem answer it right too.

More Trending

article thumbnail

VIDEO SALES TIP: Great Salespeople Set Goals!

The Sales Hunter

I’m digging into 14 things great salespeople do that set them apart from average salespeople. Today I’m talking about goal setting! Do you set goals? Before you think goal setting is not for you, watch the video. It’s not just about setting goals, but about setting the right ones. Your ability to set goals […].

Sales 106
article thumbnail

Beliefs and Their Impact on Sales Success

Anthony Cole Training

I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. That was about 21 years ago. Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools.

article thumbnail

Chris Brogan on Personal Branding for Sales People

A Sales Guy

The Word Google Hangout this week, was one of the best yet. Our guest was Chris Brogan. Chris was an early adopter of social media, and blogging (actually it was called journaling back then). He’s also the New York Times Best-Selling Author of Trust Agents. Chris has been a pioneer in the world of social and understands the power of developing a unique and valuable personal brand.

Trust 111
article thumbnail

I Owe A Sales Person An Apology!

Partners in Excellence

Friday late afternoon, I was rushing to finish a few things. My wife and I had planned a nice evening out, but I wanted to clean my physical and virtual desks of work. The phone rang, a woman asked, “May I speak to Kacey about your payroll issues?” “Arrgghhh, ” I thought, “some clueless sales person.” Instead I responded, “Kacey isn’t in.

Sales 115
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

article thumbnail

Customer Service is a Product of Your Company’s Culture

The Sales Hunter

It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer service, and yet even within this industry, there are wide ranges […].

Service 102
article thumbnail

Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I came across an old email sent to me from Ike Jablon. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

CRM 175
article thumbnail

Why You Must Hire Salespeople Right Now

Understanding the Sales Force

Forbes conducted a survey of Fortune 500 CEO's and 82% of them said they would be hiring more people within 2 years. Why should that be important to you? To answer that question, let's talk about your KPI's, or Key Performance Indicators. The reason KPI's are more important than all of your other metrics is because they are, or should be, forward looking indicators, rather than lagging indicators.

Consult 97
article thumbnail

Stop Making Sales People Look Stupid!

Partners in Excellence

Would you willingly make 10,20, 30 prospecting calls a day if you knew the customer probably thinks you are stupid? Hopefully, that’s a basic intelligence test. No one wants to look stupid! Yet so many prospecting programs are designed this way. I’m sure not intentionally, but through lack of focus, research, or having something meaningful to say.

Pitch 112
article thumbnail

How to Stay Competitive in the Evolving State of Martech

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

article thumbnail

Sales Tip: Delivering a Proposal Remotely

Engage Selling

I heard you loud and clear. Sometimes, you can’t get out to personally deliver your proposals. Here’s a solution. Don’t miss our upcoming webinar where we’ll learn top sales insights from Tim Welch, Managing Director at Grand & Toy.

Sales 92
article thumbnail

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

Pointclear

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales.

article thumbnail

Why Isn't Concert Season Also Sales Season?

Understanding the Sales Force

As I scrolled the list of concerts coming to Boston this year, two things stuck me. Most of the bands that are touring were popular when I was young (don't young pop artists tour too?) and the members of those bands are getting really old! There's something depressing about seeing 70-year-olds on the stage recreating their hit songs from decades ago.

Sales 86
article thumbnail

When’s The Last Time You Visited A Customer?

Partners in Excellence

One of the most fun things I get to do is spend time with sales people calling on customers. There’s something about being with a sales person (particularly a good one) in front of a customer that changes your perspective. The customer isn’t an abstract persona, she’s not a data point in a report or analytics, the customer isn’t part of a market research sample, he’s not someone trying to take advantage of us, she’s not reliant on digital channels to naviga

Customers 111
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

article thumbnail

Sales Motivation Video: Why You Should LOVE Hearing NO from a Customer

The Sales Hunter

Yes, it sounds crazy, doesn’t it? That you should LOVE hearing NO from a customer? But great salespeople recognize that a “NO” is rarely permanent, and once you get to the “NO,” you can start digging deeper into the customer’s needs. Don’t be derailed by “NO.” Embrace it. Check out the video to see […].

article thumbnail

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

Pointclear

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process.

article thumbnail

Hotels…Are You Needlessly Killing Your Repeat Business?

Engage Selling

In the hotel business you have three moments to create a positive service experience for your customer. When the customer enters your hotel, during their stay, and when they are leaving. Let’s examine some recent negative experiences of mine and consider what could be done differently. The Hilton shuttle has standing room only on the way in […].

article thumbnail

Sales Manager Or Sales Person?

Partners in Excellence

Sales manager, or sales person—-choose, you can only be one! While it seems so obvious, too many managers make the wrong choice–that is they try to be both. It always fails–it’s a disservice to your team, to your company, and most of all to yourself. There are several devastating scenarios: Sales manager as super sales person.

Territory 101
article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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

article thumbnail

Prospecting Using Social Media: Does it Work Effectively?

The Sales Hunter

One of the most frequent questions I get from people at all levels is whether or not social media is an effective way to prospect. My response to the question varies based on the type of prospect you’re trying to reach. Recently, I was asked to participate in a study regarding social media and […].

article thumbnail

10 Tips for Getting Long-Term Traffic to Your Content

Hubspot

Most of us publish blog posts the same way. We spend tons of time writing posts and optimizing them for search and social media. We then hit publish. We'll excitedly watch as we see a burst of new traffic to our site. then get disappointed as we see the post's popularity peter off. It stinks, right? Luckily, there are some things you can do to extend the shelf life of our content.

Promote 77
article thumbnail

Are You Neglecting This?

Engage Selling

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain. Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on […].

article thumbnail

Sales Development Rep Set 38 Demos in 30 Days

SalesLoft

Meet The Salesloft Staff: Chris Smith. Chris’s Bio: Chris joined the Salesloft Sales Development team in October 2014 and has been crushing his numbers since day ONE. As one of our resident fitness gurus, Chris brings a level of motivation, energy, and healthy competition to the SDR room that keeps everyone on their toes. What’s your ultimate sales development productivity hack?

article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

article thumbnail

Is There Value in the Voicemail You’re Leaving?

The Sales Hunter

As promised, I’m digging deeper into 5 Ways Voicemail Can Work for Prospecting. So far we’ve covered making sure voicemail is only one of your tools and keeping your voicemails short. We are now at #3: Your voicemail must contain something of value for the person receiving it. The message is not about you, […].

article thumbnail

5 Simple Ways to Segment Your Social Media Audience

Hubspot

"How can I get more leads from social media?". This is a question I get often from marketers who are struggling to find and prove the value of social media to their business. Generally, it's followed by an explanation of the various social media tactics they have tried to address this concern. Maybe they'll publish more often or change up the type of content they share.

article thumbnail

What’s Wrong With Sales And Marketing

Engage Selling

Are sales and marketing different the same or complementary? Today I’ll explain the difference between the two, the importance of each and their unique roles in growing your revenue. Are sales and marketing different the same or complementary? Today I’ll explain the difference between the two, the importance of each and their unique roles in growing your revenue.

Sales 80
article thumbnail

Automation in Sales Development: Finding Your Place on the Sincerity–Scale Sales Continuum

SalesLoft

Let’s address the elephant in the sales development room. All SDRs, at some point in their week, send a handful of cold emails. When I was an SDR, I started almost every morning with an email template to new prospects that looked something like this: Hello, My name is Leah and I’m with {{company}}. I’d love to talk to someone in your marketing department about working together on an upcoming project.

Sales 52
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.