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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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.
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.
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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.
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.
Hubspot
AUGUST 24, 2016
Lead magnets are an effective technique for gaining a prospect's contact information. The problem is that these magnets can take a lot of time and energy to produce. Podcasts, e-learning courses, video series, and contests all sound great but seriously, who has time for that? In this article, I want to show you nine different lead magnets that you can create today by recycling content that you already have.Every blog post in your archive has the potential to generate new leads for your business
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
AUGUST 26, 2016
You can divide SEO tactics into two general categories: the black hat and the white hat. I believe we can do a similar classification with conversion optimization. If we had two categories worth distinction they would be: BS CRO. Intelligent CRO. Perhaps using the same concept of Black Hat and White Hat for conversion optimization is a step too far.
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.
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.
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 […].
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
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.
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.
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.
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, […].
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
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.
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.
SalesLoft
AUGUST 23, 2016
It’s a question salespeople have been asking for as long as sales, itself, has existed: How can we engage with potential customers in a way that drives them to close, instead of driving them away? The short answer? Sales personalization. The long answer? The best sales organizations in the world know that the most successful path to sincerely engaging with potential customers lies somewhere between automation and sales personalization.
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 […].
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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.
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.
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 22, 2016
Whether you’re relatively new to the sales industry, or you’ve been closing deals for decades, you probably know the pain of being stymied by an ugly sales problem. And that’s ok – it’s all part of the game. But in order to accomplish your sales organization’s mission, those common sales problems demand an answer.
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.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
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.
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.
Understanding the Sales Force
AUGUST 24, 2016
Have any of these things ever happened to you?
Hubspot
AUGUST 22, 2016
With 46% of marketers reporting that photography is critical to their current marketing and storytelling strategies, it should come as no surprise that quality photos are in high demand. Trouble is, most commercially available photos on the internet were taken to visualize broad overall concepts rather than concrete messages. That means they can be used in all sorts of campaigns. but also end up looking generic.
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.
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.
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.
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 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.
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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