Anthony Cole Training
OCTOBER 20, 2016
In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!
A Sales Guy
OCTOBER 18, 2016
Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo.
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ConversionXL
OCTOBER 20, 2016
We want other people to like us. It’s a human desire. We also want other people to like our websites. If, on our site, we come across as likable, we tend to become more profitable. So, in conversion optimization, likability is an important and powerful psychological trigger. Likability is nebulous, though. What’s it mean and how can we optimize for it?
Understanding the Sales Force
OCTOBER 19, 2016
Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price
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
OCTOBER 18, 2016
This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.
Engage Selling
OCTOBER 20, 2016
Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 18, 2016
My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe You’re Doing It Wrong. Make sure you read it. His article caused me to start thinking about Resistance. We all encounter resistance from our customers, it seems the harder we push, the greater the customer’s resistance (for those students of physics, you will recognize the commercial application of Newton’s Third Law of Mechanics).
The Sales Hunter
OCTOBER 18, 2016
The number of bad emails salespeople are sending never ceases to amaze me. I’ve started to call out some of these people and I am building a file I will begin posting shortly of the worst of the worst. My goal is to not gloat in the number of bad emails, but rather to help do […].
Engage Selling
OCTOBER 18, 2016
Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!
Score More Sales
OCTOBER 17, 2016
Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow. Anthony is also a top sales speaker, podcaster (In the Arena) and now author of The Only Sales Guide You’ll Ever Need.
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.
Partners in Excellence
OCTOBER 17, 2016
I got one of those calls today. Not dissimilar to some of the other calls I’ve described in past posts. The sales person called wanting to talk about sales performance management. I’m always interested in sales performance management and learning more, after all, the majority of Sales Manager Survival Guide is about sales performance management.
Understanding the Sales Force
OCTOBER 19, 2016
Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price
The Sales Hunter
OCTOBER 21, 2016
When was the last time you had your team wipe out everything in their sales pipeline? You’re thinking I’m crazy, but give my strategy a read before passing judgement. Salespeople are no different than anyone else and that makes us all creatures of habit. When it comes to sales pipelines, it means we as salespeople […].
Engage Selling
OCTOBER 21, 2016
I’ve been giving a lot of thought to what makes a successful salesperson and I realize that one of the key components of all the top performers that I talk to is resilience.
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Score More Sales
OCTOBER 18, 2016
There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events.
Hubspot
OCTOBER 21, 2016
The following is an excerpt from our free resource, How to Create Beautiful Infographics. If you'd like to download the full guide, click here. Chances are, if you’re reading this, you’re creating an infographic to use on social media or a marketing campaign. If you’re creating the infographic for marketing purposes, you’ve got one more step, and that’s promoting it.
The Sales Hunter
OCTOBER 15, 2016
I’ve seen enough stupid emails, and what drives me nuts is people keep sending them! Just recently I got another one that said, “I’ve sent you 5 emails. Why haven’t you responded?” Hello! Maybe the reason I haven’t responded is because I’m busy and what you’re offering, I don’t want! The number of bad emails far outweighs […].
Pointclear
OCTOBER 20, 2016
Per Healthline Media, an air embolism, also called a gas embolism, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. We generate, qualify and nurture leads using Account-Based Marketing processes. At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015.
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.
Score More Sales
OCTOBER 21, 2016
I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event. I also had never met the CEB folks in person – just through virtual conversations, social posts, and of course, in reading the hugely popular “The Challenger Sale – Taking Control of the Customer Conversation” and the more recent “The Challenger Customer
Hubspot
OCTOBER 21, 2016
Successful content marketing is about creating a connection between your audience and your brand. This doesn’t mean just throwing content at them. It means creating content that they truly value -- content that serves their needs and addresses their biggest pain points. And this type of content is much easier to create when it's informed and driven by empathy.
The Sales Hunter
OCTOBER 16, 2016
Do you know what you need to stop worrying about? What you CAN’T control! Motivated salespeople don’t waste energy worrying about what they can’t control. They stay focused on what they can control. You CAN control your attitude. You CAN control your use of time. Find the positive today! Check out the video to see […].
SalesLoft
OCTOBER 21, 2016
The account-based model for modern organizations continues to deliver success across the board. From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As the model evolves into an Account-Based Everything approach, Craig Rosenberg is guiding us all through the process, step by step.
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.
Heavy Hitter
OCTOBER 17, 2016
This is the story of two very similar LinkedIn articles. They are on the same topic, use similar images, are about the same length, and both were written by the same person. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. Before we begin our discussion, it would be very helpful if you took a quick look at both articles: The 30,000+ Views “Viral” LinkedIn Article. The 1,000+ Views “Traditional” LinkedIn Article. A
Hubspot
OCTOBER 20, 2016
Human beings consistently struggle with perfectionism -- the idea that everything we do has to be right on the first try, or else we have failed. Consciously, we know better. We realize that perfectionism causes more problems than it solves. Even so, creative professionals still have trouble putting "good enough" into practice. Web design projects, in particular, seem to be a magnet for delays, unexpected hiccups, and ever-expanding launch dates, all of which make life more difficult for clients
Sell Or Die
OCTOBER 20, 2016
Public speaking is critical skill in sales whether you are pitching to a large group or establishing a relationship with one person. Author, speaker and Toastmasters veteran Olive Persimmon joins us to discuss why you should join Toastmasters and hone your skills as a speaker TODAY.
SalesLoft
OCTOBER 20, 2016
It’s nearly impossible for a modern sales team to do their jobs without a Customer Relationship Management tool (CRM). With more information generated by customers than ever before, sales teams need a nerve center to collect, organize, and access all that data to tailor their sales approach throughout their process. This is especially true of Sales Development Reps (SDRs).
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.
Hubspot
OCTOBER 20, 2016
Earlier this year, I wrote about a little thing called " imposter syndrome." It refers to the feeling we get when, no matter how much we’ve achieved, we feel like we don’t belong or don't deserve to be in a position of leadership. About 70% of us will experience it at some point , especially the bosses among us. No wonder why so many of us constantly ask if we stack up.
Hubspot
OCTOBER 20, 2016
Back when Sean Ellis first coined the term "growth hacking" in 2010, many marketers were skeptical about whether or not it was just a passing fad. A few years down the line, growth hacking tools, tactics, and strategies have proven hugely successful for both big name brands and unknown startups. But what exactly is growth hacking, and how is it different from regular marketing?
Hubspot
OCTOBER 20, 2016
For schools, having a great website is no longer an added bonus. Parents and students alike make decisions online, and your website has a great deal to do with that process. The good news, is that it no longer takes an entire IT department to turn a mediocre website into a great one. In our new ebook for education marketers, 15 Website Must-Haves for Driving More Inquiries and Applications , we offer quick wins to help you optimize your school's sites to both attract more traffic, and drive more
Hubspot
OCTOBER 19, 2016
Since 2010, Instagram has garnered more than 500 million users , 4.2 billion daily likes, and more than 95 million photos and videos posted per day. Brands who take advantage of this unique social media platform often find that the level of exposure that Instagram gives them is unprecedented. But creating a successful, branded Instagram account requires more than just pretty images.
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