Anthony Cole Training

AUGUST 2, 2017

A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you.

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A Sales Guy

AUGUST 1, 2017

In 2009, I wrote an article called, Online Presence – Asset of the Future: Why Your Social Graph Will Be Worth As Much As Your Home. . In it I said this; In the not too distant future, a baseline online social presence will be required for the most common of life’s exercises, like getting a job. In the future, if you don’t have some semblance of an online presence you won’t even be considered for the job.

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Score More Sales

AUGUST 1, 2017

Now is a GREAT time for you to make a plan to do MORE of the RIGHT activities. Right activities are activities that lead to more sales opportunities. This means LESS of the activity you might be doing that does nothing to lead you toward more revenue. Enough "busy work" - time to roll up your sleeves and dig in.

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SalesProInsider

AUGUST 2, 2017

She handed me the keys and said, “Enjoy your trip.” I stood in front of the counter stupefied…didn’t she know? Didn’t she know I have NEVER driven on the “wrong” side of the road while sitting in the driver’s seat on the “wrong” side of the car? I stopped her and said, “I haven’t driven in England before, what should I be aware of?

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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.

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Anthony Cole Training

AUGUST 3, 2017

5 Reasons Consultative Selling Skills/Techniques Inhibit Organic Sales Growth.

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A Sales Guy

JULY 29, 2017

Most sales people aren’t selling and they don’t know it. Most sales people are order takers. They aren’t salespeople. Most sales people react to the customer and the customer dictates the sale. The salesperson simply reacts to the buyer, wielding little influence over the sales or the direction the sale goes. Sometimes they get the sale, other times they don’t.

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Jill Konrath

AUGUST 3, 2017

Last Friday I was interviewed for an upcoming Salesforce documentary on The Story of Sales. Velanie, a make-up artist, had been hired to work her wonders on me before filming began. I felt like a movie star.

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Understanding the Sales Force

AUGUST 2, 2017

Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. The 19 page article, by Kumar, Sander and Leone , was much more intelligent than anything I have ever written or developed.

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A Sales Guy

JULY 30, 2017

I recently recorded an interview with Ben Martin (Program Manager IBM Digital Mastery) and Erik Taylor (Team Lead, IBM DST Sales Enablement), for IBM’s Digital Sellers Guidebook. We actually recorded the interview a little over a month ago, but it was released just last week, so I got to listen to it again. It’s fricken good. I enjoyed this interview.

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Hubspot

AUGUST 3, 2017

Do you like to argue? I do. I come from a long line of debaters, negotiators, and general question-askers -- and now, it turns out, sparking these discussions has become part of my job. That often manifests itself during our team’s lively Slack discussions. around everything between what’s for lunch and the latest marketing news -- the latter of which often includes a healthy amount of debate around which tools and channels we prefer to use, both as marketers and consumers of technology.

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Promote Entertainment Follow-up Negotiate 75

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

Engage Selling

AUGUST 4, 2017

Recently, I stayed at a Ritz-Carlton and was blown away by one simple gesture that left an impact on myself and my husband. In my latest video, you’ll learn the concept behind “marselling.

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The Sales Hunter

AUGUST 2, 2017

You didn’t realize the circus has come to town. The problem is that unlike every other circus, this one didn’t leave town. It’s taken up permanent residence and you are the main attraction. Do you doubt me? Ask yourself if what you’re doing is delivering the results you expect. If you were to start breaking […].

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Sales Start-ups Drivers/motivators Process 62

The 5% Institute

AUGUST 1, 2017

When training my new students, I am often asked are what are some sales techniques that they can implement into their conversations almost straight away when they are directly speaking with prospective clients. . The techniques they’re after are small, yet powerful – game changing type techniques that I want to share with you today. . Take note of these three, and implement them into your sales process too. . 1 – Bring Pain To The Forefront. .

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Hubspot

AUGUST 4, 2017

Workplace diversity isn't just good for your employees' wellbeing -- it's also good for business. Back in 2015, a McKinsey report found that companies with management teams in the top quartile for ethnic and racial diversity were 35% more likely to have financial returns above their respective national industry medians. Companies in the top quartile for gender diversity were also 15% more likely to have returns above their industry means.

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Quota Education Drivers/motivators Start-ups 72

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

SalesLoft

JULY 31, 2017

Want to know the secret to the most effective sales communication? Empathy. The modern buyer is looking for more than a solution to a problem. They’re looking for a company that understands them: their feelings, their goals, their needs, and their pain points. But how do you begin to understand your buyer and truly empathize with them throughout the entire sales process?

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Partners in Excellence

AUGUST 3, 2017

A friend and I were sharing our experiences in forecast meetings. Each of us has participated in hundreds of these, there seems to be a consistent pattern: Sales Manager: “Are the deals you’ve committed to the forecast going to come in as forecast?” Sales Person: “Sorry boss, this $1M (fill in your amount) deal with X corporation is going to fall out… ” Sales Manager: “We need to backfill that $1M, we have to make the number, what do you have to back

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The Sales Hunter

AUGUST 1, 2017

Selling to the C-Suite requires a completely different way of thinking. It’s not about price. It’s not about specs, performance standards, budgets or any of the other items that might be discussed on a typical sales call. It’s all about strategic outcomes. The last thing the C-Suite wants to discuss are tactical ideas. Check out […].

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Hubspot

AUGUST 1, 2017

We might be deep in the dog days of summer, but advertisers have been busier than ever producing some stunning new work. This month's ad roundup features a playful branded stunt that could really only work in summer (tequila fountain, anyone?), a set of billboards that change depending on the weather and traffic forecasts, and a refreshingly funny, star-studded flight safety video from British Airways.

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Non-Profits Legal Campaign Gaming 72

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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.

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Adaptive Business Services

AUGUST 2, 2017

I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps.

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Partners in Excellence

JULY 31, 2017

As sales people, we need to put ourselves in our customers’ shoes. Organizationally, we need to understand their business, markets, industry, key strategies/drivers, key challenges, how things get done within the company, and more. Individually, we need to understand what makes them tick, what they worry about, what their personal goals/ambitions are, how they are measured, how they spend their days, and more.

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Customers Manufacturing Drivers/motivators Engineering 48

The Sales Hunter

AUGUST 4, 2017

You read that right. I firmly believe leaders need a big ego. In fact, they need a massive ego! If they want their team to achieve its full potential, the bigger the ego the leader has, the higher the level of outcome the team will be able to achieve. Watch this 67-second video where I […].

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Sales Drivers/motivators Sell 52

Hubspot

JULY 31, 2017

Here at HubSpot, when we decide we really like something, we go all-in. That includes things like email personalization, a global presence, and seasonality in our marketing. So when it came time for the Latin America Marketing team -- or LatAm -- to strategize an email marketing experiment, we wondered if there was a way to combine all three. It started out simply enough -- we wanted to find out if an email sent directly from a sales rep that included a link to book a meeting could convert bette

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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

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us.

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Partners in Excellence

JULY 30, 2017

Channels have always been a critical part of most organizations’ Go To Customer strategies. They are critical to extending our coverage of the market, accessing markets with specialized expertise, and in helping provide our customers more complete solutions. Managing channels for optimum performance in the face of rapidly changing buying processes and cloud based solutions creates challenges neither suppliers nor channel players have faced in the past.

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The Sales Hunter

JULY 30, 2017

When you have a stack of orders with you, it is a visual reminder that you ARE successful in sales! Yes, every time you get an order, print it out! This is a great technique to boost your sales motivation as you move on to the next call. That stack of orders will help you […].

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Sell Or Die

AUGUST 3, 2017

Peter James is a former Navy Seal turned Senior Vice President. It's not hard to imagine that a lot of the values and lessons he learned from his experience as a Seal carried over into his new career. You don't have to go through basic training to pick up the tips, strategies and amazing sales and life advice Peter has for us today. 2:00 - Jeffrey and Jen have a message, "Flying stinks.GET OVER IT!

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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

Sales Gravy

AUGUST 2, 2017

The FITD technique involves making a small, negligible request first and then following up with a much larger one. As a kid growing up in Chicago, it wasn’t unusual for me to see vagrants and drug dealers loitering around the streets.

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Prospecting Technique Follow-up 40

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Can this be true? These are actual results a startup Ringadoc got from their partner program. In today’s environment, if B2B organizations are going to make it, they need to grow. Partnerships can be a big help. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity.

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Strategic partnership Objectives and Key Results Strategize Cross-sell 84

Hubspot

AUGUST 1, 2017

I have a long, interesting relationship with the HubSpot Marketing Blog. Before I became editor, I was a full-time writer for this blog. And before I was a writer for this blog, I was a guest contributor to this blog. And before I was a guest contributor to this blog, I was a fan of this blog -- I learned from this blog. So when it came time to kick off the blog redesign I'm about to walk you through, I had a lot of strong opinions (and arguably too many ideas).

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Pointclear

AUGUST 2, 2017

The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition.

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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.

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