Anthony Cole Training

SEPTEMBER 9, 2016

18 years ago this morning. I didn't wake up.

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Engage Selling

SEPTEMBER 8, 2016

Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal.

Price 83

Price Clients Presentation Prospecting 83

Understanding the Sales Force

SEPTEMBER 6, 2016

Hold on for a moment and I'll share that lesson with you or, if you can't wait, scroll down to "How I Learned to (Really) Sell. If you had to choose a single idea, concept, tip, tactic, developing strength or strategy, which one do you think helps salespeople succeed more than anything else? It is a difficult question to answer because while we have plenty of science to identify the biggest reasons why salespeople struggle and fail, simply fixing one of those isolated issues won't automatically

Sales 81

Sales Sell Process 81

ConversionXL

SEPTEMBER 7, 2016

If you’ve worked in marketing, sales, conversion optimization – any role that has to do with strategic communications/persuasion – you’re likely familiar with the work of Dr. Robert Cialdini. Since his last book, Influence , came out 30 some years ago, his work has done nothing but influence new generations of those of us in the strategic/persuasive communications space.

Technique 79

Technique Electricity Strategize Contract 79

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

SEPTEMBER 8, 2016

My wife and I just came back from Minong, Wisconsin where we visited with our friends, Barb and Gerald O’Dell. Gerald, Barb and I go back a long way, over 30 years. We all met and worked together at Iowa State University. We parted ways for awhile until Gerald became the athletic director at the University of Cincinnati. Later, Gerald, a man of great integrity, decided it was time to leave UC and leave athletics for good.

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Hubspot

SEPTEMBER 7, 2016

"A good leader should always … ". How you finish that sentence could reveal a lot about your leadership style. That's the idea behind a management survey tool called the Leadership Development Profile. Created by psychologist Susanne Cook-Greuter and professor Bill Torbert , the survey relies on a set of 36 open-ended sentence completion tasks to help researchers better understand how leaders develop and grow.

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Consult Trust Growth Meeting 78

Understanding the Sales Force

SEPTEMBER 8, 2016

Earlier this week I posted an article that told the story of the biggest sales lesson of my life. I received so many emails about that article because it seemed to really resonate with my readers. Yet, as much as it resonated, there was one question that several of them asked in their emails. They wanted to know why we were in that tenement building in the first place.

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Sales Consult Sell 67

Anthony Cole Training

SEPTEMBER 6, 2016

When evaluating sales performance - past, present and future - it’s difficult to figure out what information or data to trust when making decisions. Just like investments where past performance is not a guarantee of future results, past sales performance does not guarantee anything for the future. It gives you some, not all, insight into sales results, but it doesn’t tell you how the result was created.

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Trust Sales Presentation 124

Hubspot

SEPTEMBER 6, 2016

We often talk about optimizing your website and optimizing your marketing. but what about optimizing your day? Think about all the things you do in a given day, from eating meals and cleaning your apartment to brainstorming ideas and holding meetings. Believe it or not, there's an optimum time of day to complete every single one of these activities.

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Meeting Product 76

Partners in Excellence

SEPTEMBER 5, 2016

In meeting with individual and executives, I often hear, “I/We want to be great (or even good).” It’s often expressed: “I want to be a great sales person!” “I want to be a great sales leader!” “I want to have a great sales team!’ “I want this sales/call meeting to go great!” “I want to do great deals!

Cross-sell 65

Cross-sell Quota Pipeline Represent 65

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

ConversionXL

SEPTEMBER 9, 2016

A/B testing is common practice and it can be a powerful optimization strategy when it’s used properly. We’ve written on it extensively. Plus, the Internet is full of “How We Increased Conversions by 1,000% with 1 Simple Change” style articles. Unfortunately, there are experimentation flaws associated with A/B testing as well.

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A/B testing UX Objectives and Key Results X-functional 59

The Sales Hunter

SEPTEMBER 6, 2016

Today I want to give you an excerpt from my new book, High-Profit Prospecting. Consider the below strategic questions as you look at your own prospecting process: 1. What about my prospecting process is compelling to the customer? When I say “compelling,” I am talking about the customer’s willingness to engage and share with you […].

Strategize 56

Strategize Prospecting Process Customers 56

Score More Sales

SEPTEMBER 6, 2016

For years, those of us leading B2B sales teams or working with companies on onboarding new sales reps shook our heads at the disconnect between many college-educated graduates and their ability to do basic communication skills needed for success in a professional sales career.

Education 55

Education B2B Sales 55

Partners in Excellence

SEPTEMBER 3, 2016

Almost 10 years ago, Bob Sutton published the “ No A**hole Rule. ” For some reason, I’ve been contemplating this quite a bit. I think it’s something both sales people and consultants run a danger of becoming or are accused of. What is being an A**hole? Clearly, there are behaviors and attitudes that are inappropriate. Often they arise from being too “Self” centered.

Presentation 65

Presentation Consult Service Customers 65

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B2B

Hubspot

SEPTEMBER 9, 2016

You’ve read up about inbound marketing and have identified it as the best way to start attracting, converting, and closing more customers online, but what’s next? Getting your inbound marketing strategy off-the-ground can feel like a mammoth task, but it doesn’t need to be. That’s why we’ve created the Getting Started With Inbound Marketing Kit , complete with all the templates you need to simplify and speed up the process of kick-starting your inbound strategy at the top-of-the-funnel.

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Up-sell Start-ups Campaign Presentation 53

The Sales Hunter

SEPTEMBER 9, 2016

Have you ever noticed how much more energy you have when you’re around others? Are you one who when working out in a gym or out for a run with others find yourself running faster? It’s pretty basic, but we all tend to perform better when we’re around others (as long as those other people […].

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Prospecting Sales 54

SalesLoft

SEPTEMBER 9, 2016

When an inbound sales lead comes knocking on your door, they’re usually doing so because they have a pain point that they believe your product can fix. In this scenario, where the lead has come to you, you’d think it would be easy to simply ask for their contact information, a time they’re available to talk further, and then set up a meeting with an Account Executive.

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Appointment Sales Prospecting Meeting 52

Partners in Excellence

SEPTEMBER 3, 2016

A number of weeks ago, I started following some posts about people’s First Seven Jobs. It was fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here , Fred Wilson , Brad Feld , and Keenan. I jumped onto the bandwagon with my first 7 jobs. In the comments, you can also see Hank Barnes ‘ first seven.

Electricity 61

Electricity Assembly Line Networking Up-sell 61

Advertiser: ZoomInfo

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Sales

Hubspot

SEPTEMBER 9, 2016

You’ve heard it again and again – more than 68% of shopping carts are abandoned before purchase. That’s four trillion dollars left behind in abandoned shopping carts in 2015 alone. What’s a storeowner to do? Before you can start recovering those purchases, you need to understand the reasons behind shopping cart abandonment. Once you understand the triggers for abandonment, you’ll be able to identify what’s causing your own shoppers to leave their carts behind.

Price 53

Price Conversion 53

Sell Or Die

SEPTEMBER 7, 2016

Our guest H.A. Thompson is a radio legend and entrepreneur who knows the value of serving his customers. He shares his thoughst on a life of service and how it has helped his career thrive. PLUS! We're answering your sales questions and helping you set your mid-week agenda so that you can make more sales.

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Service Customers Sales 52

SalesLoft

SEPTEMBER 8, 2016

An original support team veteran, I recently switched gears to start a new position within the Salesloft team, tasked specifically with the goal of becoming the guardian of our sales data. In the last few months, the role has grown into a sales operations role that we like to call the Salesloft Data Scientist, or, as I like to refer to it, the resident sales nerd.

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Sales CRM Drivers/motivators Start-ups 52

Partners in Excellence

SEPTEMBER 7, 2016

Under pressure, it’s human nature to take short-cuts. We have the tendency to consciously choose the expedient over what we know to be right. We don’t have enough deals in our pipelines, we need to find more deals. Under pressure, we relax our qualification criteria, we cast a wider net, looking far outside our sweet spots. Sure we achieve the objective of getting more in our pipeline, in the short term.

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Pipeline Meeting Follow-up Up-sell 58

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

Hubspot

SEPTEMBER 8, 2016

So, apparently, there’s a show on Disney Channel called Dog With a Blog. Yes, you read right. When I discovered this, two thoughts quickly entered my mind -- one, “what the heck ever happened to good old shows like The Mickey Mouse Club ?,” and two, “literally everyone has a blog now, don’t they?”. With so many people (and apparently pets) blogging today, general consumers are far more familiar with most blog conversion practices and, unfortunately for marketers, how to avoid them.

Cross-sell 53

Cross-sell User Experience Conversion Up-sell 53

The Sales Hunter

SEPTEMBER 8, 2016

We’ve all received stupid messages through Linkedin from people trying to sell us stuff. The stupidity of the message is how they’re all feature driven and dealing with something you could care less about. It’s things like this that have people wondering if Linkedin is a viable sales tool. Recently, I did a short webinar […].

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Sales Sell Prospecting 49

SalesLoft

SEPTEMBER 7, 2016

The end of Q3 is quickly approaching, and every rep knows the pain of the numbers game where they’re behind on their goals and sales numbers. Whether it’s the middle of the month, or the home stretch of the quarter, hitting those final sales numbers is your top priority. The first step is to work from the planning stages, all the way to analyzing, and every Sales Development Rep needs a playbook to execute step-by-step.

Gaming 52

Gaming Prospecting Pipeline Strategize 52

Engage Selling

SEPTEMBER 6, 2016

Maybe you’re 100% perfect at your job.

Cold Call 48

Cold Call Pipeline Sales Up-sell 48

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

Hubspot

SEPTEMBER 8, 2016

One of the barriers to getting your work read and widely shared in the age of information overload is time. With research revealing that 55% of pageviews are less than 15 seconds in duration, your content needs to provide value and pique interest quickly to align with your readers' behavior. This doesn't mean that you should stop producing long-form content all together.

Strategize 53

Strategize Closing Technology Technology 53

The Sales Hunter

SEPTEMBER 6, 2016

Gerhard Gschwandtner, editor of Selling Power magazine, interviewed me recently regarding my new book, High-Profit Prospecting. Talking with Gerhard is more than an interview — it’s a quest into your inner self! Few people understand how the human mind works when it comes to sales as well as Gerhard does. Each time I’m with him, I […].

Prospecting 49

Prospecting Sell Sales 49

Sales Gravy

SEPTEMBER 7, 2016

What if work isn’t something that you have to do, and is instead something that you get to do? What if instead of dreading work, or talking about hating the grind, or hating Mondays, or thanking God it’s Friday, you gave yourself over to your work?

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Pointclear

SEPTEMBER 9, 2016

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

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Cold Call B2B Construction Contact 63

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Sales