Anthony Cole Training
AUGUST 10, 2016
In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. We specialize in financial services, banking and insurance. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.
Engage Selling
AUGUST 9, 2016
They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ConversionXL
AUGUST 12, 2016
Drip, drip. Did you hear that? That’s the sound of potential customers leaking out of your sales funnel. Drip, drip… Another customer gone. After fighting tooth-and-nail to launch your SaaS business, the last thing you want is a leaky sales funnel to undermine all your hard work. Because even a small leak can snowball into a gushing cascade of leads, leaving your business bone-dry.
Hubspot
AUGUST 12, 2016
Have you ever seen something in the window of a shop that you just had to have -- and then bought it immediately? In most cases, that's not how purchases are made. (And thank goodness, otherwise many of us marketers would be out of a job.). Most of the time, before becoming a customer, a person will first go through what's called the sales funnel. The sales funnel consists of the different stages a customer goes through leading up to their purchase -- from looking at your website for the first t
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
Anthony Cole Training
AUGUST 9, 2016
I’ve been working on this post for a week; for some reason, it took a little while to pull it all together.
The Sales Hunter
AUGUST 7, 2016
It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. But how well are you managing these? That is key to your success. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. Don’t delay! Your success depends […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
AUGUST 10, 2016
Most marketers know by now that Facebook is an important business tool for companies of every size and industry. With a daily active user base of 1.13 billion (1.03 billion on mobile alone), you know it can help you reach new audiences you may not have been able to reach otherwise. It can also help you get found more easily in search, create a community around your business, promote the content you create, and develop a strong brand identity.
Engage Selling
AUGUST 11, 2016
Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
The Sales Hunter
AUGUST 9, 2016
A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference. Here’s my list of 10 […].
Understanding the Sales Force
AUGUST 9, 2016
It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from.
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.
Hubspot
AUGUST 10, 2016
Blogging can be a powerful way for you to build your personal brand and increase the visibility of your company within your industry. Ideally, both at the same time. Your end goal, of course, is to become a top leading expert on the topics that matter to your niche. And when you're first starting out, committing to a niche is important. You must own and dominate it.
Score More Sales
AUGUST 8, 2016
Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement.
A Sales Guy
AUGUST 10, 2016
What are your “blind-spots?” Do you have any? How do you know? In personal development, a blind spot is, when people see things in you, you don’t see in you. The only way to avoid blind spots is to embrace feedback. Being defensive dismisses feedback and is the fastest path to failure. You have to be open to feedback. What are your blind spots?
Partners in Excellence
AUGUST 8, 2016
For regular readers, you probably are wondering, I’ve long talked about the importance of value creation. Recently, there has been quite a bit of discussion about this following my post Can Sales Create Value , both on this blog and at Customerthink. I encourage you to read the comments/discussion. They are perhaps better than the original post.
Advertisement
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Hubspot
AUGUST 9, 2016
When done right, n etworking is an incredibly valuable investment of every professional's t ime and effort. It helps us make meaningful business connections, get feedback, and advance our careers. And best of all, it pays significant dividends over time. So why does it seem so unpleasant sometimes? It can feel fake, it's exhausting, and frankly, s tanding alone in a sea of unknown faces with nametags and cheese plates can be utterly painful.
Pointclear
AUGUST 11, 2016
Shifting to Outcome-based Accountability and Revenue Metrics. While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. For one, there is greater recognition that marketing should deliver qualified leads that are fully vetted, closeable and likely to convert through the buyer’s journey.
A Sales Guy
AUGUST 9, 2016
Hustle and grit are thrown around a lot in the sales world but what does it really mean? I know personally, it’s a trait I look for when hiring sales people. Sales requires a little extra tenacity and hustle than many other jobs. Salespeople are constantly being told NO! We’re confronted with gatekeepers, non-believers, objections, competitors, and more.
ConversionXL
AUGUST 10, 2016
William A. Foster once said , “Quality is never an accident; it is always the result of high intention, sincere effort, intelligent direction, and skillful execution; it represents the wise choice of many alternatives.” Yet, we continue to see businesses pushing leads through doors, pushing customers through funnels… just hoping that they’ll create a high quality, engaged audience by accident.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Partners in Excellence
AUGUST 11, 2016
I had a call from a frustrated sales person. He said, “Dave, I read your stuff all the time. You are relentless in focusing on the customer, their problems, and their goals. I get it, but I’m in trouble, I need to achieve my goals!! That’s what I really care about!” I really get where this sales person is coming from. Undoubtedly, 10’s of thousands of other sales professionals are thinking the same thing.
Pointclear
AUGUST 9, 2016
Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision.
A Sales Guy
AUGUST 8, 2016
Guys, I want you to meet Morgan Ingram. Morgan is a stud. Morgan started a YouTube Channel for SDR’s called the SDR Chronicles, and it’s fantastic. Morgan got on my radar because he reached out to me via LinkedIn and because someone tweeted his YouTube channel at me. Ya, gotta love social. Morgan is killing it. He’s doing everything right to be a winner in today’s world.
Hubspot
AUGUST 10, 2016
M arketing agencies across the U.S. are in the midst of a revenue boom. I n 2015, agency revenue increased 6.5% to a record $46.8 billion. This means more hiring , more promotions, and more new leaders trying to find their footing in the challenging agency landscape. Taking on a new position of power can be a massive adrenaline rush, but the excitement can sometimes get overshadowed by feelings of inadequacy and panic.
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.
Partners in Excellence
AUGUST 9, 2016
Hopefully, any person in a sales role knows the importance of value–whatever you choose to call it, a value proposition, value creation/co-creation, value articulation, value delivery, value realization. Hopefully, anyone who has been in sales more than 5 minutes knows we have to provide differentiated value to even hope to compete, let alone win.
The Sales Hunter
AUGUST 12, 2016
The squeaky wheel is just that — squeaky. I have watched too many managers think the only way they can lead is by being loud and essentially playing the role of the squeaky wheel. I find the only outcome is the squeaks over time have to become louder and louder to command the same amount […].
A Sales Guy
AUGUST 7, 2016
Everyone once in a while I come across something or someone that gets me pumped. This morning it was this article about James Altucher in the NY Times. My buddy Chris Brogan shared it on Facebook. (I’m getting tired of Facebook, however, it’s shares like this the keep me sucked in.). As readers of this blog know, I love contrarian views.
Hubspot
AUGUST 12, 2016
What if you could make your marketing more relevant, more remarkable, and more relatable to your potential customers? Well, user-generated content can help you do all that. By facilitating interactions between your current and future customers, you can increase the authenticity of your marketing. Amplifying your customers’ experiences, beyond helping you retain your current customers , can also help you acquire more customers, too.
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.
Partners in Excellence
AUGUST 11, 2016
Recently, I was asked to comment on the impact of attention scarcity in modern marketing. It was for an eBook on The Attention Economy sponsored by the people at LookbookHQ. The eBook is really outstanding, with some very interesting views from a wide range of sales and marketing leaders. I encourage you to take a look at it. As a sample, I thought I’d provide the text of my piece in the article.
SalesLoft
AUGUST 12, 2016
Dreamforce is the tech industry’s biggest stage. Each year, the conference serves as a showcase of the industry’s most promising companies. But in a period of four years, only two Atlanta-based startups have graced the ranks of Platinum level sponsors, with Pardot being the first in 2012, shortly before they were acquired by Salesforce. But that’s all about to change.
Engage Selling
AUGUST 12, 2016
In order for sales leaders to coach their team efficiently, the team must be coachable. How coachable are you? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
Hubspot
AUGUST 11, 2016
Not too long ago, my alma mater asked me to give a talk about “what comes next” after business school. I was to address a group of MBA candidates about the discomfort of figuring out what to do with this fabulous new degree, and how to embrace the path to leadership. And in the process of preparing for it, I came across some pretty dismal statistics about the workplace.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Expert insights. Personalized for you.
124 
Let's personalize your content