Anthony Cole Training
AUGUST 17, 2016
Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance.
Partners in Excellence
AUGUST 19, 2016
In the past few days, I’ve been embroiled in conversations about grammar and spelling. I read an discussion about “Should I hire a sales person with poor writing skills.” I was astounded by the majority of responses. Many people had the view, “If they can sell, who cares!” The conversations about grammar ran along similar lines, “It’s all about ideas and closing business, who cares about grammar and spelling?
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Hubspot
AUGUST 19, 2016
Work events are really hit or miss. Let’s be honest: How many times have you found yourself anxiously fidgeting with a paper napkin in the corner of a stuffy networking happy hour? That’s why I was not only relieved, but also surprised and delighted, when I attended a holiday party that featured a live, interactive version of an arcade game. An entire room had been curated to look like a video game setting, and people were dressed up as characters from it.
A Sales Guy
AUGUST 17, 2016
Too often sales leaders dismiss the rumblings from their sales people are whining and complaining and as excuses for not being able to sell. In Spazz Out 7, I rant on why that’s a big mistake and what can happen if they do. Sales people are on the front lines, they know what’s going one. Ignore them at our own peril. Do you have a Spazz Out topic you want me to hit?
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 15, 2016
I assure you that the military academies are all about performance management. IF it moves, it gets measured.
Engage Selling
AUGUST 16, 2016
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 15, 2016
I’m sure most of you have already seen this meme #firstsevenjobs going around on Twitter and Facebook. I hate these types of memes. Prolly because I didn’t come up with the original idea, and I hate feeling like a copycat, or a sheep. I know, I’ve got issues. After reading a few, including my friend Fred Wilson’s list, it got me thinking.
Partners in Excellence
AUGUST 18, 2016
I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as the great folks at TOPO refer to it, Account Based Everything. It’s important for reasons beyond the “account based” focus, but at the same time, I have to chuckle at the apparent novelty of the concept. My very first sales job, I was part of a team that sold to a single account–that was in the late 70’s.
The Sales Hunter
AUGUST 16, 2016
Each week I’m asked by at least one salesperson, “How do I open a call with someone I’m prospecting?” For many salespeople, it’s the biggest obstacle they need to overcome when prospecting. In my upcoming book, High-Profit Prospecting, I dig deep into the issue of how to open a call. Below are just a few […].
Pointclear
AUGUST 18, 2016
There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn.
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.
A Sales Guy
AUGUST 18, 2016
You have to be passionate to sell. You have to have conviction to sell what you sell. The problem happens when the passionate conviction takes over. A good friend asked me to meet someone about a new business venture they were involved in. Reluctantly (I get a lot of these requests), I looked at his website, and did a little research and agreed. We had a 30 minute phone conversation.
ConversionXL
AUGUST 19, 2016
It seems all technology is getting smaller and more efficient. It’s certainly true for computers, as smartphones are progressively overtaking their larger counterparts. According to Dazeinfo research , there were about 1.13 billion smartphone users in 2012. This number increased by 27.1% in 2013 to 1.43 billion, and by 2017, nearly half of global mobile users are likely to own a smartphone.
Partners in Excellence
AUGUST 17, 2016
I’ve been having a little fun at my friend Mike Weinberg’s expense on LinkedIn. Mike posted an update: “Just received a condescending email from a sales rep critiquing the grammar in my latest blog post. Found it amusing and it has me wondering if he’s a top-performer/A-Player. My guys says A-Players focus on results not the grammar in FREE blog posts.” I get as annoyed as Mike about people losing the “message,” and critiquing my spelling and grammar (a
Hubspot
AUGUST 18, 2016
I wrote this post by the pool. Not by my pool -- I don’t have one -- but by a pool. It was 104 degrees. Since I recently left behind big New York agency life to focus exclusively on writing and consulting, I’m able to do that -- work by pools. I can work when I want, how I want. And I’ve noticed I get more done, better. It got me thinking about the nature of remote working, yes, but not in a trendy way.
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A Sales Guy
AUGUST 19, 2016
Zig Zigler is the man, he’s earned my respect and everyone’s respect for his contributions to the sales world. But I just couldn’t help myself when it came to this quote. Although a great quote, I think it’s a bit dated. We’re in the information age of the 21st-Century and fewer and fewer people care about how much you do.
Engage Selling
AUGUST 15, 2016
I’m so excited to be presenting at the upcoming Dreamforce. Make sure you join me and the rest of the amazing line up of speakers at the Sales Summit on October 4th.
Partners in Excellence
AUGUST 13, 2016
I’m a terrific fan of Fred Wilson’s AVC blog. I just read First Seven Jobs. I thought I’d try to remember. Babysitter: Yeah, I guess it was a job, I picked up some spending money, had a pretty significant responsibility. I did it in junior high, but didn’t do it very long or very much. Church Janitor: Our family was very active in a local community church, they needed someone to clean the church.
Hubspot
AUGUST 16, 2016
Here's the truth: Excel struggles are real. As marketers, it's likely that you know these tiny conflicts all too well. From accidental deletes to misplaced numbers, one click can throw your spreadsheet all out of whack. And putting it back together once you've done the damage can be seriously frustrating -- not to mention, time-consuming. But you're not alone: Even the most advanced Excel users experience these errors from time to time.
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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.
The Sales Hunter
AUGUST 14, 2016
How you use your time is absolutely vital to your success. That being the case, are you using your time to its fullest? Are you busy doing the most productive activity you could do? Or are you busy doing stuff that other people could be doing? Challenge everything you are doing. Check out this video […].
Engage Selling
AUGUST 19, 2016
Coaching, managing, leading – often sales professionals find it difficult to make the distinction. Learn the three keys you need to know about to be an effective coach. Want to drastically increase sales in your organization?
SalesLoft
AUGUST 19, 2016
The content team here at Salesloft has been working day-in and day-out to give you, our readers, the most valuable sales content on the web. But, for the most part, it’s been a guessing game trying to discern what content is most helpful to our audience. So we decided to stop guessing, create a blog survey, and ask the experts: you! Whether its a long post or a short post, an infographic or a video , or a specific sales development topic, we know you have your favorites.
Hubspot
AUGUST 19, 2016
Most people think that the key to employee motivation is giving performance-based raises. People will work harder for an uptick in their monthly paycheck. But this common motivation tactic doesn't actually do much, according to a Harvard Business Review article that detailed the findings of an analysis of 120 years of previous research. They found little correlation between pay and job satisfaction.
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.
Score More Sales
AUGUST 15, 2016
It is always a great day when I can speak with a long time sales scientist with the insight of Dave Kurlan. If you know anything about B2B sales development, you should know who Dave is.
Engage Selling
AUGUST 18, 2016
Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!
SalesLoft
AUGUST 18, 2016
Ever try to reach a prospect and just get radio silence? Constantly trying to call or email those ideal customers, but never hearing back? That’s because in today’s over-emailed, over-stimulated, overwhelmingly social-driven customers’ world, old-school outreach processes are falling flat. Using the same old methods to pursue modern leads is an exercise in futility.
Hubspot
AUGUST 19, 2016
There's a big difference between having a strong work ethic and being a workaholic. When you have a strong work ethic, it means you have a strong sense of responsibility, you put in your best effort, and you care about the quality of your work -- but you also cut yourself a break every once in a while to recharge. Workaholics, on the other time, have a hard time taking breaks, cutting themselves off from work, and relaxing.
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.
Sell Or Die
AUGUST 17, 2016
Michael Silverman is a family man, a business man and a political man. He is the chief insurance advisor for the Gloron Agency in New York City but he's also mayor of Livingston, New Jersey. He gives us insight into running a family business that services both families and businesses. Plus, he'll share with us what he's learned from his work in politics that has informed his sales career and vice versa.
Engage Selling
AUGUST 15, 2016
This is one of the topics I will be covering at the Sales Summit Oct 4th at Dreamforce this year as I dive into the topic of Sales Acceleration.
SalesLoft
AUGUST 17, 2016
You warm up before a race. A good movie gives you the warm fuzzies. You host a house warming party to fill your new home with friends and family. The word warm is constantly associated with positive feelings — so why would you continue to cold call ? A cold call isn’t just uncomfortable over the phone. A cold email can be just as brutal, to both you and the prospect, because there’s no rapport built up to establish trust on either side.
Hubspot
AUGUST 17, 2016
Despite its impressive reach -- over 300 million daily active users and counting -- i t took some time for marketers to realize the business potential of Instagram. Not only is including Instagram in your social media marketing strategy helpful in terms of achieving high levels of engagement and brand awareness, but it can also make it easier for you to attract new leads and customers.
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