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.
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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?
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.
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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.
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?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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 […].
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.
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.
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.
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
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 […].
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.
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 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.
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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.
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.
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.
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.
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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.
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 […].
SalesLoft
AUGUST 9, 2016
As the name implies, Inbound Sales Development is on the opposite side of the sales prospecting gamut from Outbound Sales Development. Whether it be downloading a piece of content, signing up for a free trial, or calling into the sales line to learn more, inbound prospects are typically considered “warmer” leads, having expressed interest on their end in your company or product, rather than leads reached through cold sales activities.
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.
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.
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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.
Sell Or Die
AUGUST 10, 2016
The Summer Olympics are in full force in Rio and Jen and Jeffrey are focused on the GOLD.or should we say on the GOAL. This show is all about goals, how to set them, how to work towards them and ultimately how to acheieve them. Our guest is creative designer Natalie Kathleen founder of The Jibs Life a New York fasion company that is on trend and on their way to acheiveing sales gold.
Sales Gravy
AUGUST 8, 2016
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable.
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.
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.
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.
ConversionXL
AUGUST 8, 2016
A great deal has been written about whether in the internet age, your business should have a phone number on your website or not. On one hand, having a phone number can increase the trustworthiness of your website , help sell potential customers who aren’t comfortable buying online, and allow customers to easily contact support. The flip side? Phone support costs money.
SalesLoft
AUGUST 10, 2016
Sales today is chock-full of data. The motto “ you can only improve what you measure ,” has become a thread woven into the fabric of today’s sales software companies through sales performance metrics. Organizations are able to collect real user data and distill it down to tease out themes for your sales reps. Beautiful graphs suggest best times for engagement by phone, email, and social.
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.
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