Anthony Cole Training
AUGUST 26, 2016
A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. On the 25 th , they removed the plaque (disc), sutured the eye and then sent me home for recovery.
Engage Selling
AUGUST 25, 2016
Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side.
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ConversionXL
AUGUST 24, 2016
The grass is always greener on the other side of the fence, right? That’s the mentality of comparison shoppers. If they look hard and long enough, they will find a better value. If they don’t look around, they’ll miss out on greener grasses. Today, the term “comparison shopper” describes the majority of consumers, especially those online.
Partners in Excellence
AUGUST 25, 2016
Often, I read and hear, “Sales people are inherently lazy… ” Perhaps, I’m looking at the world through rose-colored glasses, but I believe most sales people want to do the right things. The problem is, too often, they just don’t know what the right things are. It’s hard to be lazy and be successful in selling, after all, selling is one of the toughest professions in business.
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
AUGUST 24, 2016
Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much.
Understanding the Sales Force
AUGUST 22, 2016
Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales. Nearly every time they publish an article on sales or selling, they are usually as wrong as the mainstream media is with their attempts to manipulate readers and viewers to vote for their preferred candidates.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 23, 2016
It happens to all of us. We need to make our number. Quarter end is approaching, we need a deal to close to make our numbers. Recently, I was doing a deal review with a sales person needing a specific deal to make her quarter happen. She’s a great sales person, and as with great sales people very goal driven. We started the deal review with her statement, “I need to make this deal happen this quarter… ” Naturally, her manager and I agreed.
Anthony Cole Training
AUGUST 22, 2016
We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association). The topic was The Customer-First Advisor: How to Help Your Salespeople Survive and Sell in the Coming DOL Environment – regarding the recent Department of Labor ruling outlining the fiduciary responsibilities of financial advisors giving advice to prospects or clients.
A Sales Guy
AUGUST 25, 2016
[link]. It’s here folks. The audible version of Not Taught dropped this week, and I’m pretty excited. It’s all the goodness that is Not Taught in audio form. I can’t think of anything better than Not Taught on your drive to work, on the subway, at the beach, or while you’re waiting for your kid’s soccer practice to end.
ConversionXL
AUGUST 23, 2016
Do a quick Google search for “A/B testing mistakes,” and you’ll find a good amount of articles. Common on those lists is the oft-repeated advice that you should “not make more than one change per test.”. As it turns out, like much of the advice in the conversion optimization world, it’s not so simple. For most websites, “change only one thing per test” is pretty bad advice.
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
AUGUST 24, 2016
I’m amused by all the articles and talk about personal branding. But, it’s always fashionable to develop new names for age-old concepts. To be fair, sometimes these label shifts bring these principles back to our attention. To some degree, the concepts of personal branding and reputation are–or should be—synonymous. I’m not sure in much of modern personal branding, they are.
Understanding the Sales Force
AUGUST 24, 2016
Have any of these things ever happened to you?
A Sales Guy
AUGUST 24, 2016
#heykeenan Take 26 is out. This is our first one since Max, my business development rep moved to Florida. He’s still working for ASG, but he’s no longer behind the camera. We miss him. In this take, I talk about conviction and the importance of selling skills as well as making your quarter as it comes to an end. Enjoy peeps. What’s your question?
The Sales Hunter
AUGUST 26, 2016
What are the signals you’re sending to your team with regard to developing prospects? I see far too many sales managers focused solely on the number of contacts, whether it be phone calls, emails or in-person visits, to determine how prospecting is going. Your job as a sales leader is to set the prospecting tempo […].
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Partners in Excellence
AUGUST 22, 2016
By now, hopefully, everyone knows the importance and power of Buyer Personas. Understanding who our buyers are, what drives them, how they are measured, the key issues they face, and all sorts of other things enables us to connect and engage them more effectively. We can focus our content and our discussions in ways that are most impactful and meaningful to them.
Understanding the Sales Force
AUGUST 26, 2016
One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach. The topic changes each week. This is silly because (1) it just isn't that simple, (2) it's different for each selling role, each vertical, the decision makers they call on, their price points, the length of their sales cycle, and their respective competition, just to name a few.
Hubspot
AUGUST 26, 2016
The holy grail of content marketing and SEO is to be ranked in the top 10 on Google for a high volume search term. If you accomplish that, your site will enjoy long-lasting, inexpensive organic traffic -- which is an absolutely wonderful thing. That said, SEO is very much a rich get richer game. So what happens if you are the poor in this scenario? How can you break into the top 10?
The Sales Hunter
AUGUST 22, 2016
Your network is full of potential! How do you grow your network and leverage it to the fullest? The more you help other people, the more they are willing to help you. Make a plan to ask, “Who in my network can I help?” Check out this video to see what I mean: Copyright 2016, […].
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Partners in Excellence
AUGUST 20, 2016
Here are some of the things on my mind this week: Current Reading: Team of Teams, New Rules of Engagement For A Complex World , McChrystal, Collins, Silverman, Fussell: I believe managing/dealing with complexity is one of the most profound issues facing leaders of all types in today’s world. Team of Teams provides and outstanding starting point looking at why complexity is so important, why our current methods and models for dealing with complicated fail in looking at complexity.
SalesLoft
AUGUST 26, 2016
John Glenn. Buzz Aldrin. Buzz Lightyear. Every sales team has them: those out-of-this-world sales performers that seem to effortlessly outrank their peers and exceed their quota. Somehow, they’ve cracked the code on how to break through to customers , and it seems like they’ve got it all figured out on their own. It’s perfectly normal for every sales organization to have a few of these rock star sales performers.
Hubspot
AUGUST 26, 2016
I t's a priority for almost every agency to scale up and attract larger and more prestigious clients, as well as the best talent. And change is inevitable as you grow, and it should be embraced, but how do you make sure you remain agile while scaling from a small to a medium-size agency, or from medium to a large one? How to Grow and Still Keep Your Agency Agile.
The Sales Hunter
AUGUST 23, 2016
As difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. Below are things to remember when you’re ending the initial prospecting telephone call. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […].
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.
Pointclear
AUGUST 25, 2016
The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals.
SalesLoft
AUGUST 25, 2016
An astronaut has a million things to remember second to second. Oxygen levels, suit integrity, the direction of their ship, the effect of gravity. It’s truly staggering the amount of information they are bombarded with. But they aren’t up their doing it alone. They get plenty of help from mission control down here on earth. Sales professionals aren’t unlike those astronauts.
Hubspot
AUGUST 25, 2016
Google is no stranger to algorithmic change. And usually, those changes are made for the sake of the user. Looking at a history of Google's product announcements , usability is usually at the heart of the modification. So when Google announced its impending smackdown on mobile pop-up ads earlier this week, it came as no surprise that the major reason behind it was to enhance the user experience.
Engage Selling
AUGUST 26, 2016
Social media is a great way to connect with prospects and buyers. Just don’t creep them out. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
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.
Sell Or Die
AUGUST 24, 2016
Sales are made anywhere and everywhere, from the board room to the the squared circle. No one knows that better than our guest, Nikita Koloff. This pro wrestling legend has traveled the country and sold his persona to thousands of fans. Now he speaks on sales and personal development, sharing his inspiring story. PLUS! As more and more millenials enter the salesforce, managers are having to find new ways to inspire, educate and communicate with them.
SalesLoft
AUGUST 24, 2016
As a sales rep, either Sales Development or Account Executive, you can run the gamut on tips and tricks to become a better rep. You can try training, test months and months of process methods, practice demo run-throughs, read every sales book in the world — but when it comes to building your skillset as a sales rep, the most effective tool is right next to you.
Hubspot
AUGUST 25, 2016
Not all creative insights are useful. For instance, if you decided to design a four-story car with one wheel , no one w ould deny that the invention is creative, but it's not likely to be hailed as the next big thing in transportation. Creativity needs to be informed by real perspectives and grounded in a real-world context. If you want to change the way people drive, you need to fully understand how they drive now, what they find challenging, and why they drive in the first place.
Engage Selling
AUGUST 23, 2016
I recently sat down with Michael Lambourne from LeadFuze. We discussed a much talked about (but seldom understood) subject…prospecting. I even shared a formula to calculate exactly how much prospecting you should be doing to hit your sales goals.
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