Anthony Cole Training

OCTOBER 26, 2016

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

Closing 159

Closing Sales Prospecting 159

A Sales Guy

OCTOBER 26, 2016

Seth Godin wrote a fantastic post the other day. In it, he talks about our alertness for differences. For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviors to them. Until, the next thing you know, we start referring to, “those people.” Seth suggests that rather than look for differences, we should search for things in common.

Gaming 121

Gaming Sales 121

ConversionXL

OCTOBER 27, 2016

It will come as no surprise, but like most things in life, conversion optimization will benefit from a strong strategic approach. This generally includes aligning your goals and resources to build out a roadmap, or at least a framework/process, for your experiments. Much like in other disciplines, while experts agree that strategy is important, they can sometimes differ in their approach to such a strategy.

A/B testing 118

A/B testing Strategize Engineering Construction 118

Partners in Excellence

OCTOBER 26, 2016

Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and challenges our customers face are not trivial. Our solutions and products are increasing in breadth and scope. The rate of change, both self generated and externally imposed, seems to be accelerating.

Legal 109

Legal Sales Government Finance 109

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

OCTOBER 28, 2016

A guest post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group.

Sales 149

Sales Technique Closing 149

A Sales Guy

OCTOBER 27, 2016

#heykeenan Take 28 is FINALLY done. Getting this take done was the biggest pain in the ass. It took 4 takes. We never do more than one take. #heykeenan is unedited and unscripted. But in this case, the mic kept going out and we didn’t know. We’d get to the end, upload and no sound. It happened 4 times before we finally go it to work. We’re convinced this episode is cursed or haunted.

Sales 113

Sales Sell 113

Understanding the Sales Force

OCTOBER 24, 2016

What is they key to accurate sales forecasts? Sure, it's all of the things I've written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven't you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close?

Sales 104

Sales Closing Process Sell 104

Partners in Excellence

OCTOBER 24, 2016

I’ll jump to the bottom line, then retrace my steps. “Customer buy holes in walls, not drills.” Actually, they may not be buying holes in walls, they may actually be looking to attach something to the wall… Yeah, I know you’ve heard that old maxim or a variant for years, possibly decades. Perhaps the reason the saying is constantly resurrected is we are constantly forgetting it.

Sell 104

Sell Customers Cold Call Presentation 104

The Sales Hunter

OCTOBER 25, 2016

We’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].

Closing 101

Closing Consult Prospecting Sell 101

Engage Selling

OCTOBER 25, 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.

Sales 96

Sales Up-sell Clients Quota 96

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

Score More Sales

OCTOBER 25, 2016

At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success.

Sales 95

Sales B2B 95

Partners in Excellence

OCTOBER 25, 2016

Recently, I’ve been having a number of discussions on account based strategies, major/global account coverage. To be honest, I’m stunned with some of the thinking about growing account based businesses. Most of the thinking is dominated by retention strategies. Keeping the customer, if you have a subscription type of offering, getting the renewal.

Territory 103

Territory Account management Cross-sell Retail 103

The Sales Hunter

OCTOBER 26, 2016

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

Prospecting 96

Prospecting Conversion Sales 96

Engage Selling

OCTOBER 28, 2016

I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap?

Sales 93

Sales Sell Process Up-sell 93

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B2B

Hubspot

OCTOBER 28, 2016

For many businesses, the key to making sales is to first generate leads. Leads are valuable because they're the people who have indicated organic interest in your content and your business by giving you their information in some way, whether it's by filling out a form to download an ebook, completing an online survey, or something else. But leads don't grow on trees.

Lead generation 78

Lead generation Contact Follow-up Conversion 78

Partners in Excellence

OCTOBER 26, 2016

“Well Duuugggh Dave! Thanks for that stunning insight!?!” OK, now that you’ve gotten that out of your systems, let me dive into what I mean. Let’s imagine we have done our homework. We are treating customers as a homogenous group, we are segmenting our customers based on industry and markets. We may be segmenting customers based on size (Global, Enterprise, SMB, Consumer).

Customers 100

Customers Minimum Viable Product Cross-sell Launch 100

The Sales Hunter

OCTOBER 25, 2016

What’s your strategy when it comes to how you use social media? We’re all challenged with how we use our time and, at the same time, we’re challenged to use social media more. We’ve all reached a breaking point, and as a result we have to ask ourselves if we’re being smart. The end game […].

Gaming 95

Gaming Prospecting Sell Sales 95

Engage Selling

OCTOBER 27, 2016

You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they’re increasingly looking for peers.

Up-sell 90

Up-sell Clients Quota Service 90

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

Hubspot

OCTOBER 28, 2016

Not having enough of the right people on your content team is a problem for many of today’s marketers. In fact, 38% of B2B marketers say HR and staffing issues are responsible for delayed success in content marketing , and 22% blame a lack of training and education. Developing, executing, and measuring a content marketing plan can be difficult under the best of circumstances.

A/B testing 78

A/B testing Promote Follow-up Growth 78

Partners in Excellence

OCTOBER 27, 2016

In a conversation with a sales manager, he was struggling with the performance of his people. They were making their numbers–kinda/sortof–it was actually spotty, some months were great, some months were awful, everything evened out over time. The challenge was, a lack of consistency within the team and from month to month. We started talking about activity levels.

Meeting 96

Meeting Follow-up Start-ups Prospecting 96

The Sales Hunter

OCTOBER 23, 2016

Average salespeople look at things and say there is nothing to learn. Great salespeople say there is always something to learn! What will you learn today and how will you put it into practice tomorrow? Your ability to do this is what creates opportunities. Check out the video to see what I mean: Copyright 2016, […].

Drivers/motivators 93

Drivers/motivators Sales Prospecting 93

Pointclear

OCTOBER 27, 2016

Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting.

SQL 69

SQL Territory Pipeline Consult 69

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

OCTOBER 27, 2016

Facebook started as a way for college classmates to communicate, and it’s since evolved into a hub for content creation, sharing, and advertising. Over one billion active users engage on Facebook every day, which represents a tremendous opportunity for advertisers to leverage their content in front of potential customers. The variety of targeting options available allow marketers to get the greatest value out of each ad dollar spent on this vast network, making it an ideal place to drive convers

A/B testing 78

A/B testing Real Estate Objectives and Key Results Campaign 78

Closing Bigger

OCTOBER 28, 2016

Today’s podcast guest is Debra Jason author of Millionaire Marketing on a Shoestring Budget. I met Debra at the Guerrilla Marketing Global Summit last year and have been following her updates and insights ever since. In this interview we talk about low budget yet highly effective approaches to marketing you and your business. Some of the key areas we focus on in the interview with Debra are: Social media marketing Press Releases Public Speaking and Seminar Selling Copy Writing + Many more insigh

B2B 52

B2B Sell Sales 52

The Sales Hunter

OCTOBER 28, 2016

Although you might think this only applies to salespeople, it applies just as much to leaders. We’ve all seen leaders trying to “sell” a team as to why a bad decision is a good one. It’s no different than the salesperson who is selling hard a solution the customer doesn’t want. We wonder why salespeople […].

Sell 90

Sell Sales Customers 90

SalesLoft

OCTOBER 28, 2016

So your sales tool has A/B testing for email. Great news! You’re going to have the perfect email every time right? Not exactly. A/B testing effectively requires some knowledge of the process before it can be leveraged effectively. Scientists didn’t cure Polio just because they had the right chemistry set, after all — they knew the process. So what do you need to know before you start testing?

A/B testing 52

A/B testing Click Through Rate Sales Prospecting 52

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

OCTOBER 27, 2016

It's no mystery that social media is a crucial part of any marketing strategy -- regardless of industry, company size, product, or service. We've all been there. Back in the day, I had to make the case for some businesses to even have a social media presence in the first place. But finally -- finally! -- it seems like folks are catching on. After all, 69% of marketers are using social media to build a following.

Networking 78

Networking B2C Launch Promote 78

Engage Selling

OCTOBER 22, 2016

When a business fails to meet its sales target, blame usually gets pointed squarely at members of the sales team for not doing their jobs properly. Bad salespeople! Sound familiar? Don’t be so quick to jump to conclusions.

Sales 48

Sales Meeting Objection handling Presentation 48

Sell Or Die

OCTOBER 26, 2016

We're taking this week to get ready for our big live premiere on Facebook next week but we didn't want to leave you without something to get you through your sales week. Please enjoy this special message on sales ethics from Jeffrey and like Jeffrey and Jen on facebook to get alerts about next week's show.

Sales 40

Sales 40

SalesLoft

OCTOBER 27, 2016

Back in the day, Sales Development Reps (who probably weren’t even called that yet) kept track of the lead records manually — probably in some sort of rolodex-looking spreadsheet. But thanks to the invention of the Customer Relationship Management tool (CRM) — specifically the big dog, Salesforce — modern SDRs can track a company’s interaction with current and potential customers, aggregating data from multiple sources to provide a complete view of each customer and how the com

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CRM Customer Relationship Management Contact Relationship Management 52

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Sales