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.

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Sales 120

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.

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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.

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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 […].

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Anthony Cole Training

JUNE 16, 2016

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

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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.

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Legal Promote Objectives and Key Results Follow-up 78

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.

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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.

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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.

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SalesLoft

JUNE 15, 2016

In one of our recent sales training sessions with John Barrows , he made a great and profound point: The worst thing in sales is not losing, but instead taking a long time to lose.”. Most Account Executives are very familiar with this, and can probably tell you a deal right now that took longer than it should have to get to the “no.” But as an Sales Development Rep, prospects who take a long time to get to the “no” can still be just as unsettling.

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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

Retail

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.

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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?

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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?

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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.

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Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

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 […].

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Sales 52

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!

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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.

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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.

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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.

Pipeline

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 […].

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Engage Selling

JUNE 16, 2016

The summer season has kicked in and airports are busier than ever it seems. Arrive early and be prepared to wait, especially if you are not TSA pre!

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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.

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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

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Campaign

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.

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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.

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Hubspot

JUNE 13, 2016

You've probably heard people refer to themselves as "left-brained" or "right-brained" as a way to explain their dominating analytical or creative skills. But where do those terms come from? In the 1960s, Psychologist Roger Sperry and his colleagues conducted experimental split-brain surgeries on epileptic patients. By cutting the structure that holds the two hemispheres of the brain together, they noticed they could reduce the seizures epileptic patients were experiencing.

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Sell 53

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.

Gaming

Sales Gravy

JUNE 16, 2016

What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after you have.

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Sell Or Die

JUNE 11, 2016

A special bonus for the Sell or Die early adopters, our full interview with smart guy, sales hacker, entrepreneur Max Altschuler. An edited version aired on our last episode but this has some extra goodies that we cut for time. Listen. Learn. Earn. Sell or die.

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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.

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A/B testing Growth Engineering Launch 66

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).

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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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