Anthony Cole Training

JUNE 16, 2016

5 Things to Do to Own a Sales Team Built for Growth.

Sales 124

Sales Growth 124

Partners in Excellence

JUNE 14, 2016

We equip our sales teams with the ability to answer any question customers might have about our products and services. Sales people, can go on forever about features, functions, feeds, and speeds for each of the products they sell. They sometimes can present feature – benefits, for example, “improved productivity, reduced cost,” and so forth.

X-functional 82

X-functional Customers Manufacturing Sales 82

Hubspot

JUNE 14, 2016

With 400 million monthly active users and more than 80 million posts per day , Instagram has established itself as an obvious platform for brands looking to expand their reach and engage with their audience. Figuring out how to launch a successful Instagram contest, however, is much less obvious. Sure, it sounds like an effective strategy for stirring up conversation -- it capitalizes on user generated content (UGC) and typically requires very little commitment for participants.

Legal 78

Legal Promote Objectives and Key Results Follow-up 78

Understanding the Sales Force

JUNE 16, 2016

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship Building and Mastery of Social Selling were findings in our evaluations but now, they are full blown competencies with complete sets of attributes.

Sell 78

Sell Relationship building Sales 78

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

Hospitality

Anthony Cole Training

JUNE 14, 2016

Here is the opening paragraph from the IQ Matix Blog – The Law of Cause and Effect by Adam Sicinski. “A person becomes what they think about all day.”. Understanding the Law. The universal law of cause and effect states that for every effect there is a definite cause , likewise for every cause there is a definite effect. Your thoughts, behaviors and actions create specific effects that manifest and create your life as you know it.

Sales 124

Sales 124

ConversionXL

JUNE 13, 2016

Even A/B tests with well-conceived test concepts can lead to non-significant results and erroneous interpretations. And this can happen in every phase of testing if incorrect statistical approaches are used. This post will illustrate the 10 most important statistical traps to be aware of. Of course, we’ll also give practical tips on how to avoid these traps, and therefore, how you can be sure your results are valid.

A/B testing 77

A/B testing Non-Profits Conversion Follow-up 77

The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […].

Customers 74

Customers Service Consult Closing 74

A Sales Guy

JUNE 13, 2016

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need? We’ve been taught for years to find our customers needs and then sell to them. We have been taught to ask lots of questions, find their need then position your product to fit their need.

Sell 67

Sell Quota Clients Prospecting 67

ConversionXL

JUNE 16, 2016

Mark Zuckerberg famously said, “Move fast and break things. Unless you are breaking stuff, you are not moving fast enough.” Since then, startups and growth marketers have latched onto the statement. “Move fast and break things” has become a way of life , an ideal for aspiring entrepreneurs who just want to hustle all day, hustle all night like Gary Vaynerchuk.

A/B testing 66

A/B testing Growth Engineering Launch 66

Understanding the Sales Force

JUNE 15, 2016

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?". He had a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them.

Territory 63

Territory Sales Clients 63

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.

High impact

Partners in Excellence

JUNE 16, 2016

No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually far fewer than I deserve.). I just read a horrible piece of advice from a “guru.” The advice was, “Efficiency Drives Effectiveness!” How wrong can a supposed expert be?

Commission 63

Commission Quota Up-sell Start-ups 63

A Sales Guy

JUNE 15, 2016

This take of #heykeenan was tough in the beginning. I was asked a really difficult question with only a little bit of information. How do you build a global sales team? If you’re considering going global, you don’t want to miss this. I also break down how to prepare for a conference to maximize your investment. Attending conferences for business can be lucrative, but be smart about it.

Sales 60

Sales 60

Score More Sales

JUNE 16, 2016

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

Sales 60

Sales B2B 60

Understanding the Sales Force

JUNE 13, 2016

In my last article, we discussed big data and big lies in the sales assessment space and touched on OMG's 230,000,000 data points. Most of the data points are very consistent across cultures and continents but there is one that varies wildly depending on the role, the country, and the culture.

Sales 63

Sales 63

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B2B

Partners in Excellence

JUNE 16, 2016

A few days ago, I had a great discussion with a reader who had just finished reading the Sales Manager Survival Guide. He’s a senior sales executive who wanted to immediately start applying some of the lessons in coaching the managers reporting to him and to improve their abilities in coaching their people. He had started with the development of a template of questions that he wanted to ask people.

Follow-up 60

Follow-up Start-ups Conversion Prospecting 60

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Territory 58

Territory Inside sales Lead generation CRM 58

Hubspot

JUNE 17, 2016

Think back to when you visited a website for the first time. Were you immediately ready to make a purchase? It’s likely that you were not. In fact, 99% of first time website visitors are not ready to buy. Yet, we as marketers often only focus on the 1% who are ready to buy. To nurture that 99% of people into a sale, you need to create conversions before the checkout (or pre-transactional conversion opportunities).

Education 53

Education Conversion Product Sales 53

The Sales Hunter

JUNE 17, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Top […].

Sales 52

Sales 52

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.

Sales

Partners in Excellence

JUNE 14, 2016

Not long ago, Mike Weinberg wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. Be sure to read his article. The issues Mike has identified are critical, not only for sales success, but also for the success of their companies. I wanted to continue to weigh in on my views of these issues. Last week, I talked about Anti-Sales Attitudes within companies.

Sales 60

Sales Strategize Up-sell Product 60

SalesLoft

JUNE 16, 2016

The future of sales development is bright, and Sr. Director at Birst Chris Pham is joining us on the Salesloft blog for the final installment of a series on trends in the industry. Today he’s sharing his 7 predictions for the future of sales development. — Prediction #1: Account-Based Sales Development will eat into Account-Based Marketing.

Quota 52

Quota Sales Contact Gaming 52

Hubspot

JUNE 17, 2016

Most of us joke about being addicted to things like Snapchat or Instagram, and we’re all probably guilty of compulsively checking our phones for updates. However, social media is changing more than just our immediate behavior. Think about it: We’ve all seen the infamous commercials illustrating the effects of various illegal substances on your brain, but most of us haven’t considered how seemingly innocuous things like social media can have a strikingly similar effect on both our minds and behav

Electricity 53

Electricity Construction Networking Presentation 53

The Sales Hunter

JUNE 12, 2016

It’s summer and that means that those appointments you have scheduled may not happen as planned, especially if you don’t confirm them. I highly recommend you confirm them with voicemail. Using this approach will result in fewer appointments being cancelled. Check out the video to see what I mean: Sign up below for […].

Appointment 52

Appointment Drivers/motivators Sales Sell 52

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.

Sales

Partners in Excellence

JUNE 13, 2016

I don’t know any successful business leader (in either the for profit or not for profit world) that has ever said, “We really don’t care about revenue!” We may be driven by other reasons–not for profits have missions to help solve profound social or other problems. For profit businesses may be driven to solve certain problems, to have an impact on their customers and markets.

Gaming 60

Gaming Growth Education Sell 60

SalesLoft

JUNE 13, 2016

Many salespeople spend a lot of time critiquing where things went awry if a deal goes bad. But in the book SHiFT!, Craig Elias and Tibor Shanto encourage reps to, instead, practice regular won-sales analysis. For outside and inside sales reps alike, studying wins can be quite complex. For instance, the CRM salesman used as an example in the book had two major epiphanies.

Appointment 52

Appointment Entertainment Sales Inside sales 52

Hubspot

JUNE 16, 2016

When it comes to growing and scaling your blog, there are three critical things you need to think about: how you're going to get new visitors to discover your blog, how you're going to convert those visitors into quality subscribers, and how you're going to leverage your most dedicated subscribers to share your content and attract new audiences. Subscribers are a very, very important part of this whole process -- especially if you're in the early stages of blogging.

User Experience 53

User Experience A/B testing Start-ups Launch 53

Engage Selling

JUNE 17, 2016

I’ve noticed a real difference between how top performers and poor performers treat their buyers. I discuss the distinction between the two in this week’s video sales tip! Want to drastically increase sales in your organization?

Sales 49

Sales 49

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.

Product

Sales Gravy

JUNE 16, 2016

So, what is the front line sales manager’s job? Simply stated, it’s maximizing the performance of each person on their team. The only way sales managers achieve their goals and make their numbers is by getting things done through their people.

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Sales 40

Sell Or Die

JUNE 15, 2016

Mike is the definition of sales courage. He risked his savings, his house and his pride, all in an effort to sell the world’s strongest cup of coffee. He’s taken the Deathwish brand from relative unknown to Superbowl fame after his company’s commercial was featured in last year’s game. Mike’s story is inspiring and the lessons he shares are powerful to anyone out there grinding that sales pavement.

Gaming 40

Gaming Sales Sell 40

Hubspot

JUNE 16, 2016

The INBOUND stage has been home to some pretty big names: Arianna Huffington, Aziz Ansari, Martha Stewart, and Amy Schumer -- just to name a few. Now it could be your turn. This November at INBOUND, HubSpot’s annual sales and marketing event, General Catalyst and HubSpot for Startups are hosting our first ever startup pitch-off competition. Think Shark Tank. but LIVE and on-stage in front of thousands of marketing and sales professionals, early-adopters, techies, and our panel of all-star judges

Pitch 53

Pitch B2C B2B Sales 53

Engage Selling

JUNE 14, 2016

The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – you’re moving backwards!

Sales 48

Sales Clients Quota Pipeline 48

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Sales