Anthony Cole Training

MAY 19, 2017

QUESTIONS THAT COMPANIES NEED TO ANSWER.

Drivers/motivators 186

Drivers/motivators Sales Growth 186

ConversionXL

MAY 16, 2017

It’s all about asking the right digital analytics questions. Sure, in the right context, you can probably get by doing what Avinash Kaushik refers to as “data puking,” but you won’t excel as an analyst or marketer that way. In addition, you’ll consistently come up short on bringing true business value to your company. In any field, it’s important to be critical.

A/B testing 132

A/B testing Campaign Referrals Trust 132

A Sales Guy

MAY 17, 2017

Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.

Pitch 129

Pitch Prospecting Clients Product 129

Understanding the Sales Force

MAY 19, 2017

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.

Pitch 107

Pitch Sales 107

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

Hubspot

MAY 15, 2017

Most of us know that social media is an essential part of a brand’s marketing strategy. After all, 92% of marketers say that social media is important to their business. And yet, managing it continues to be a source of frustration for many. That’s understandable -- there are many moving parts to a successful social media strategy. There’s knowing the right frequency with which to post.

Networking 101

Networking CTR Click Through Rate Promote 101

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. I don’t disagree with a large part of the article. Much of the way sales quotas and goals are set is wrong. Too often, we see manager setting goals that are arbitrary or not based on sound analysis.

Quota 77

Quota Manufacturing Assembly Line Sales 77

SalesProInsider

MAY 16, 2017

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they? So you never ever ever make the same stupid mistake I did, read on. Years ago I built a relationship with a buyer…a manager of a district branch with 475 other branches throughout the US.

Territory 72

Territory Sales Negotiate Referrals 72

Hubspot

MAY 19, 2017

If you've worked among designers, or are one yourself, there's something that's quickly observed: Designers, it seems, are often working with their headphones on. Much of the time, that's the result of creative work presenting an opportunity to plug in, and tune out distractions. Whether it helps you focus, or you're signaling to colleagues that you don't want to be bothered, or you just think headphones look cool, many creative professionals appreciate a little welcomed background noise.

Electricity 78

Electricity B2C Consult Entertainment 78

Partners in Excellence

MAY 14, 2017

It seems that SDR/BDRs are bearing more than their fair share of blame and frustration from their targets. Yes, I’ve whined about them many times in my blog and on LinkedIn. I’ve thinly disguised the lamest emails and recounted misguided conversations I’ve had with these poor sales people. SDR bashing and shaming has become one of the latest “sports” in social media.

Sports 72

Sports Follow-up Pitch Prospecting 72

A Sales Guy

MAY 15, 2017

Yup, it’s that time again. A new Real Deal of Sales is up. In this episode we talk to Sales Leaders about the difficulties of being, well you guessed it, sales managers. The sales managers we talked to were huge people, people. They were motivated by helping others and making a difference in people’s lives. Go check it out and let me know what you think.

Sales 77

Sales Drivers/motivators 77

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

Pointclear

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation.

Technology 67

Technology Technology Process Lead generation 67

Hubspot

MAY 19, 2017

Each year, bonafide tech geeks and enthusiasts gather or tune in for one of the biggest events of the year: Google I/O, the search giant’s annual developer conference. It’s a learning opportunity for many, with sessions and talks creating what Google describes as “an immersive experience focused on exploring the next generation of tech.”. But it’s the annual opening keynote that really has everyone paying the most attention.

Transportation 78

Transportation Objectives and Key Results Technology Technology 78

The Sales Hunter

MAY 17, 2017

Do you know who your customers sell to? You might say they don’t have customers, but stop and ask yourself, “Why are they buying from me?” Everyone serves someone, and who they serve is their customer. A few years ago I was in China talking to the owner of a manufacturing facility, and I […].

Customers 65

Customers Manufacturing Sell Service 65

Engage Selling

MAY 19, 2017

Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week. I believe that you should always present in person when possible.

Presentation 64

Presentation Sell Sales Clients 64

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B2B

SalesLoft

MAY 19, 2017

With so much competition and noise in the sales profession, personalization is key in the modern sales era. It’s the best way to break through the endless stream of generic messages from other sellers and make meaningful connections with your prospects. Put yourself in the buyer’s seat for a minute; if you receive an email from a seller and they strike up a conversation about a common interest you both share or they compliment a recent announcement about your company, it’s likely that you will r

Quota 52

Quota Prospecting Engineering Conversion 52

Hubspot

MAY 18, 2017

Facebook Ads can help you increase your social following and boost the reach of your organic posts. But aren ' t CPC rates skyrocketing and lead generation ads taking over? Not so much. To help you distinguish fact from fiction as you start designing your Facebook Ads strategy, we're dubunking 24 common myths about Facebook Ads below. The following is an excerpt from 24 Facebook Marketing Myths , a free guide we created with the experts at Socialbakers.

CTR 78

CTR Lead generation Click Through Rate Campaign 78

The Sales Hunter

MAY 19, 2017

Who do you listen to and what do you learn from them? Recently I sat with an estimated 40,000 other people listening to 86-year-old Warren Buffett and 93-year-old Charlie Munger answer questions for 5 hours. The event was the annual shareholder meeting of Berkshire Hathaway, held each year on the first weekend in May […].

Meeting 61

Meeting Sales 61

SalesHandy

MAY 16, 2017

Cold email outreach is hard, and the act of sales itself goes against the grain of the average Joe’s comfort zone. Hence, looking out for pointers to write an effective Business email for a cold email outreach is natural. Traditional sales calls, in-person meets, and meeting strangers are all out of the comfort zone too. Salespeople, however, make it an integral part of their career.

Angle 52

Angle Pipeline Meeting Follow-up 52

Advertiser: ZoomInfo

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Sales

SalesLoft

MAY 17, 2017

With such a deluge of information assaulting your eyes, ears, and inbox each day, a quality personal referral is more powerful than ever before. It’s easy for your customers to search the internet for your product or service, they have a certain amount of skepticism about the information they find. While the information they surface in their research can be helpful, it’s often more persuasive and valuable to receive the thoughts and guidance of somebody they already know and trust.

Referrals 52

Referrals Cold Call Trust Prospecting 52

Hubspot

MAY 18, 2017

We know empathy -- the ability to understand and relate to the emotions of others -- is a core competency of creativity, leadership, and being an all-around happy, successful person. Consciously approaching situations with an empathic perspective enables us to devise more inventive, impactful solutions to problems, form meaningful relationships, and ultimately, understand ourselves more thoroughly and with more self-acceptance.

Presentation 78

Presentation Conversion Start-ups 78

The Sales Hunter

MAY 14, 2017

I’m not talking about a righteous pride. I am talking about a deep sense of feeling good about how you help others. You have an impact. Do you grasp the difference it makes? I want to challenge you this week to be proud of the impact you have. Check out the video to see what […].

Drivers/motivators 60

Drivers/motivators Sales Sell 60

SalesHandy

MAY 16, 2017

Cold email outreach is hard, and the act of sales itself goes against the grain of the average Joe’s comfort zone. Hence, looking out for pointers to write an effective Business email for a cold email outreach is natural. Traditional sales calls, in-person meets, and meeting strangers are all out of the comfort zone too. Salespeople, however, make it an integral part of their career.

Angle 52

Angle Pipeline Meeting Follow-up 52

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

The 5% Institute

MAY 16, 2017

When it comes down to writing persuasive sales letters, blog posts or social media ads, you need to ensure you’re using powerful and persuasive words that’ll have a person want to take some course of action. Now no doubt effective copywriting is an art in its own form – however the most talented marketers and copywriters know which words to use that makes their readers excited, what lifts their emotional state, and what words convert well to make readers into action takers and buyers.

Prospecting 52

Prospecting Real Estate Clients Up-sell 52

Hubspot

MAY 17, 2017

Here at HubSpot, we've told fellow marketers about the importance of creating compelling video content to engage your busy audience. And for the most part, video content lives on social media channels -- like Facebook, Instagram, and YouTube. But we wondered if video content had a place on our blog as well. Marketers are prioritizing visual content, but many marketers don't know how to start -- and others worry that video will disrupt and replace written blog content altogether.

Referrals 78

Referrals Drivers/motivators Promote Start-ups 78

SalesLoft

MAY 15, 2017

“Thus it is that in war the victorious strategist only seeks battle after the victory has been won. Whereas he who is destined to defeat first fights and afterward looks for victory.”. -Sun Tzu, The Art of War. The importance of training and strategy to success is not a new discovery. Sun Tzu, the famous Chinese general, military strategist, and philosopher, was writing about it in the 5th century BC.

Sales 52

Sales Clients Technology Technology 52

Sales Gravy

MAY 19, 2017

Increasingly, companies and sales professionals are becoming more reliant on content marketing to drive demand gen. Sadly, most content marketing is wasted because of simple mistakes. Don't allow these 25 Content Marketing Mistakes hold you back.

Sales 40

Sales 40

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

Sell Or Die

MAY 18, 2017

Jeb Blount is the author of Fanatical Prospecting and has devoted his life to help people make more sales through the art and science of prospecting. His new book Sales EQ explores the new psychology of selling. In this interview he'll explain how ultra high performers are leveraging emotional intelligence to close more deals. PLUS! This episode contain multiple giveaways.

Prospecting 40

Prospecting Sales Closing Sell 40

Hubspot

MAY 16, 2017

Generate more traffic, more leads, more customers. That's always been the purpose of marketing and sales. But while the goal remains the same, the audience -- and their preferences and behaviors -- has not. People don't want to just read content anymore. They want immersive video experiences. When it's time to research a purchase or service a product, they don't want to wait to talk to a rep on the phone.

Sales 78

Sales Service Customers Product 78

ConversionXL

MAY 17, 2017

After about two years, today is my very last day doing content and growth at CXL. In celebration of this amazing experience, I want to share the five most important lessons I’ve learned during my time here. 1. Process is everything. Before I joined the CXL team, I had been working in marketing for quite a few years. I knew a little bit about a lot of things.

A/B testing 128

A/B testing Growth UX Clients 128

Sales Gravy

MAY 17, 2017

Having an opportunity to make "hands on" use of your product or service turns prospects into raving fans, your goal should be to do everything you can to make sure that (qualified) prospects have this opportunity.

Closing 40

Closing Prospecting Sales Service 40

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