Anthony Cole Training

MAY 26, 2016

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.” Dave uses role-playing as an example. I see this all the time! Ask someone to role-play in front of the group and they shut tight like a clam.

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Sales 120

ConversionXL

MAY 25, 2016

Almost all business owners hate Yelp, but they understand its power. User generated reviews in general are tremendously influential in persuading people to buy. One study found that 88% of consumers trust online reviews as much as personal recommendations and 72% of consumers say positive reviews make them trust businesses more. Millennials, in particular, trust user-generated content 50% more than other media.

Conversion 80

Conversion Trust Drivers/motivators Retail 80

A Sales Guy

MAY 24, 2016

Sales isn’t about taking, or convincing. It’s not about forcing or cajoling. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. Today it’s easy to forget that. The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales.

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Quota Sales Pitch Education 68

Understanding the Sales Force

MAY 23, 2016

Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes - they are skill based. What happens when you have salespeople who won't even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.

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Meeting Strategize Sales Pipeline 69

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Follow-up

Anthony Cole Training

MAY 23, 2016

First, it makes sense to define a Sales Managed Environment ® (SME™). For the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”.

Sales 120

Sales 120

ConversionXL

MAY 26, 2016

As optimizers and business owners, you’re striving to better understand your audience. Who visits your site? What are they looking for? What will make them convert to paying customers? To help answer these questions, buyer modalities were created to help categorize visitors and their purchase behavior. The only problem? Buyer modalities are meaningless and personality models as a whole are extremely difficult to apply to online marketing and optimization.

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Entertainment Engineering Follow-up Conversion 76

Engage Selling

MAY 26, 2016

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

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Sales Up-sell Referrals Clients 92

Understanding the Sales Force

MAY 24, 2016

I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.

Sales 67

Sales 67

Hubspot

MAY 25, 2016

Have you ever had any formal or informal paid advertising training or education? If you have, you’re one of the lucky few. Most marketers are presented with a chunk of their company’s marketing budget one day and told to “run some ads.” Don’t let the costs scare you, paid social advertising is incredibly measurable, and can produce real ROI. From managing your budget to choosing channels and measuring success, learn how to get started with paid advertising. 1) How Do I Manage My Budget?

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CTR Sports Finance Campaign 73

A Sales Guy

MAY 27, 2016

Eighty-five percent of most people are in the average to below average category when it comes to doing their job. Why? I don’t get it. If you chose your job, why don’t you choose to be the best at it? Spazz out is a new series I will be doing weekly where I rant about things that need to change, what people need to do but aren’t or any other thing that comes to mind.

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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

Pointclear

MAY 26, 2016

Keep leads from being ignored is the fifth 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. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.

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Objectives and Key Results Lead generation Follow-up Contact 63

The Sales Hunter

MAY 24, 2016

It happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump! Certainly, you have to accept that customers and prospects will take vacations. Accept also there will be those […].

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Closing Sales Prospecting Customers 60

Hubspot

MAY 27, 2016

Some things in life are relatively straightforward to learn. Want to knit a scarf? Head the local craft store, pick up a book, and get to work. Sure, your gauge might be all over the place and your transitions between balls of yarn might be haphazard, but you'll still end up with something good enough to keep you warm during the winter. Learning to lead others isn't so linear.

Presentation 69

Presentation Growth Start-ups 69

Engage Selling

MAY 25, 2016

It was a pleasure to again talk to and gain Alan Weiss’s valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry. Tune in to his eye-opening ideas … Read More » It was a pleasure to again talk to and gain Alan Weiss’s valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry.

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Up-sell Clients Pipeline Closing 54

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

Pointclear

MAY 24, 2016

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth 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. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

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SQL Price Closing B2B 58

Score More Sales

MAY 27, 2016

I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling.

Sales 54

Sales Sell B2B 54

SalesLoft

MAY 25, 2016

Sales call messaging that resonates with your customers is the best way to connect with more people, with more sincerity. To do this, you need to be catering your sales messaging in a way that shows your true empathy for buyers’ specific needs — and your understanding of their pain points — which will, in turn, allow you to give a value prop that shows how your solution solves those pains.

Customers 52

Customers Cold Call Sales Prospecting 52

The Sales Hunter

MAY 27, 2016

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 below information: Recently […].

Price 56

Price Sales Sell 56

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Pipeline

Partners in Excellence

MAY 26, 2016

In reading the title, many of you may be asking, “Dave to you get up on the stupid side of your bed this morning? Of course we care about results!” It’s often hard to tell this, based on what we ask our people to do, or what we inflict on them. We know we have to do activities to produce results. For example, we have to do a certain amount of prospecting to find enough qualified opportunities to fill our pipelines.

Territory 49

Territory Pipeline Quota Prospecting 49

Engage Selling

MAY 27, 2016

Are your “standard procedures” disconnecting and disengaging your customers? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Prospecting 48

Prospecting Sales Customers Up-sell 48

SalesLoft

MAY 24, 2016

As the selling landscape evolves, it’s becoming more critical every day to communicate with your buyers personally and intentionally. The customer is at the heart of persona based selling , and within each and every workflow, there needs to be a sales touch point model designed specifically around the persona based messaging you’ve created. To accomplish this as a sincere seller, you must be able to quickly organize people by similar personas, create custom messaging for each, and then test thos

A/B testing 52

A/B testing Sales Strategize Conversion 52

The Sales Hunter

MAY 22, 2016

It’s Monday morning and it’s time to roll up your sleeves and get to work — on demonstrating how passionate you are about bringing your customers value! As you begin this week, who are you going to impact with your passion? Who are you going to help achieve outcomes they didn’t think were possible? Check […].

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Drivers/motivators Sales Customers Sell 52

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Campaign

Partners in Excellence

MAY 23, 2016

I’ve been obsessing about this date, May 24, 2016 for some months. It is the target date we established for the launch of Sales Manager Survival Guide. We’ve made it, for some of you who’ve visited Amazon , we actually made it several days ago! This is an unusual post, my sole objective is to get you to BUY! I have two fundamental reasons to ask that you BUY , particularly in the next couple of days.

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Pitch Education Launch Start-ups 48

Engage Selling

MAY 23, 2016

I travel for a living (it seems) and for the last two years I have been avoiding the US Connections area at Pearson airport like the plague. Why? To sum it up quickly, it’s been a mess!

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SalesLoft

MAY 23, 2016

Top of the funnel Sales Development Reps are the frontline sellers. They’re in the trenches, arming the gates of your sales organization and acting as the ambassadors and protectors of your customers, product, and company. They honor their fellow reps by adhering to their playbook and honoring its precise execution. But modern SDRs are more than just top of the funnel , quick-fire salespeople.

Education 52

Education Sales Growth Process 52

Hubspot

MAY 23, 2016

In Chicago, there’s a famous restaurant called Alinea. It’s one of only a handful of restaurants in America that have earned the coveted 3-star Michelin rating, making it one of the best restaurants in the world. But if you ask people who’ve dined there what makes it unique, most will tell you that, somehow, it’s not just the food. Alinea is an experience.

Sell 57

Sell Promote Up-sell Presentation 57

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

Partners in Excellence

MAY 23, 2016

Sales is tough. Probably each person reading this thinks their job is the toughest. If you are a sales person, you’ve got to hit your numbers. You’re out there trying to find enough opportunities, you need to work those opportunities through the pipeline, getting enough to make quota. If you are a SDR, it’s taking those leads, reaching out to people, most of whom, probably don’t want to talk to you.

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Sales Quota Technique Pipeline 48

Engage Selling

MAY 21, 2016

Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do.

Commission 48

Commission Growth Objection handling Sales 48

Sales Gravy

MAY 25, 2016

Are you having trouble connecting with "C" level executives? Persistence is the first key and then conversing with them, instead of talking at them.

Conversion 40

Conversion 40

Hubspot

MAY 23, 2016

One of my favorite things about working remotely -- which I do a few times a month -- is the freedom to get comfortable. When I work from home, I'm usually find myself in one of three positions: sitting up at the table, laying down with my laptop, or buried in a pillow avalanche on my couch. (Sound familiar to anyone?). While most offices have a few full-time remote workers -- and probably a few that operate like I do -- the idea of more remote employees may be one companies need to get used to.

Finance 56

Finance Promote Start-ups Technology 56

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