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.
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?
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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.
Score More Sales
AUGUST 16, 2016
Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions. I’ve changed some of the Q&A a bit, but wanted to share the main points of the conversation around how successful women need to “be” in order to be a successful BDR, AE, SDR, or other sales position.
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Anthony Cole Training
AUGUST 15, 2016
I assure you that the military academies are all about performance management. IF it moves, it gets measured.
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.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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 […].
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.
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.
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.
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
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?
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.
A Sales Guy
AUGUST 16, 2016
A little while back I spoke in Austin at the #FlipMyFunnel conference. It was an Account Based Marketing (ABM) conference. ABM is hot right now. I see a lot of organization implementing it, including a number of my clients. In spite of the power of ABM, and the tools, methodologies etc, messaging is still a critical part of sales and ABM. Unfortunately, too many people miss the mark on Account Based Marketing messaging and they let their ego get in the way.
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?
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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.
Partners in Excellence
AUGUST 15, 2016
I have to admit being appalled reading an article entitled, 5 Skills To Turn Sales Managers Into Sales Leaders (I won’t link to it, you would waste your time, but if you want to find it, google it). The article identified these 5 critical skills: Setting Goals. Developing A Strategy. Setting Expectations. Understanding Drivers and Drainers. Evaluating ROI.
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 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!
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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 […].
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
With 1.13 billion daily active users engaging on the platform, Facebook has become an obvious option for marketers looking to explore the benefits of targeted ad creation. And while Facebook's targeting options make it easier for you to get your ads in front of the people you really care about, it's ultimately up to you to do the convincing. To do that, you'll need to pay close attention to the details.
Engage Selling
AUGUST 14, 2016
It’s been an exciting weekend at the Olympic track this week and no one better displays the Olympic spirit than the two middle distance runners Mo Farah from Great Britain (Gold medal men’s 10,000 meters) and Ethiopia’s 3000 metre steeplechaser, Entensh Diro.
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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.
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
It’s every marketer’s dream: send an email out to hot prospects and get a flood of positive responses. This dream isn’t necessarily a pipe dream. Because even though technology has dramatically changed the way people buy, the human brain hasn’t changed. What it responds to is the same today as it was thousands of years ago. Which is fortunate for marketers, because this means we can take advantage of what the field of persuasion psychology has to teach us about how to influence people’s buying d
Engage Selling
AUGUST 19, 2016
After the 2012 Olympic Ryan Lochte stated he wanted to be a celebrity. He went on to “star” in a terrible and ill-fated reality show “What would Ryan Lochte do.” I think we all know now what he would do.
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.
ConversionXL
AUGUST 16, 2016
It’s no big secret that video improves conversion rates. And with Facebook, Twitter, and Instagram all making recent upgrades to their video capabilities, it may almost seem like a no-brainer to blast your next marketing video everywhere you can. Not so fast. Every platform is different and therefore no single video is right for every platform. That’s not to say your business shouldn’t be using every platform, but let’s be smart about it.
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.
Hubspot
AUGUST 16, 2016
Whether we realise it or not, our brains are wired to pay more attention to a select handful of voices in a crowd. It might be a celebrity setting a new fashion trend, a business leader announcing a new viewpoint on company culture , or a brand unveiling new innovative product designs. If it's an area we're interested in, we automatically listen to some voices more than others.
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.
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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