Anthony Cole Training

JANUARY 17, 2017

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

Clients 129

Clients Sales Customers 129

Understanding the Sales Force

JANUARY 17, 2017

One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money.

Consult 110

Consult Sales Closing Sell 110

Hubspot

JANUARY 17, 2017

When it comes to building a memorable brand, it's all about consistency. When you're shopping for your favorite cereal or coffee at the grocery store, you want to be able to spot it from a mile away. The best brands stick in our brains because their presence is defined by the repetition of the same logo, fonts, colors, and images. Once we see them enough, they become instantly recognizable, bringing us a clear sense of reliability and security.

Presentation 101

Presentation Product 101

Engage Selling

JANUARY 19, 2017

As a sales leader, you need to know how to be an effective coach.

Sales 81

Sales Clients Quota Pipeline 81

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

JANUARY 19, 2017

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues.

Growth 124

Growth Networking Presentation Sales 124

A Sales Guy

JANUARY 19, 2017

There is a real difference between experience and expertise. Too many of us confuse the two and they are not the same. Experience simply marks the time we’re do something, but it’s a bad gauge of how well we actually do it. Expertise, on the other hand, is a far better gauge of our competency. I have an entire chapter on this concept in my book Not Taught.

Presentation 79

Presentation Sales 79

Engage Selling

JANUARY 17, 2017

What if I told you that you may be standing on a sales gold mine and not even know it?

Sales 72

Sales Up-sell Clients Quota 72

Partners in Excellence

JANUARY 16, 2017

Yes, you’ve seen these discussion before. Classically, our org charts look something like pyramids. It’s human nature for us to think about career progression moving up the food chain. Perhaps it’s ambition, perhaps it’s ego, but many seem to capture their self worth in statements like, “I have thousands of people working for me…….” This classic hierarchical approach with the implicit idea of the power managers have over subordinates no longer works (if it ever did).

Sales 69

Sales Up-sell Meeting Start-ups 69

A Sales Guy

JANUARY 18, 2017

Today I did a BrightTALK presentation for the Sales Xpert Channel. I talked about what I call “Gap Selling” or “Selling to the Gap” Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal.

Intrinsic 70

Intrinsic Sales Drivers/motivators Presentation 70

Hubspot

JANUARY 20, 2017

This year will be an important one for ecommerce brands, hinging largely on one specific element -- customer experience (CX). According to Gartner data, 42% of CEOs say that better CX was “ the key change that has driven more wins.” Furthermore, for 80% of B2B customers, CX is the biggest influencer in the decision to work with a certain vendor. And, Walker insights indicate that by 2020, customer experience will overtake price and product as the key brand differentiators.

Sports 78

Sports Customers A/B testing Retail 78

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

JANUARY 16, 2017

Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk.

Sales 67

Sales B2B Sell 67

The Sales Hunter

JANUARY 17, 2017

The last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone. Boom! […].

Prospecting 63

Prospecting Customers Sell Sales 63

Partners in Excellence

JANUARY 18, 2017

It seems like the concept of hunters and farmers have been around virtually as long as sales. In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The farmers, according to mythology nurture those accounts, retaining the business, possibly growing to drive more revenue. In much of the literature, there’s a lot of jockeying and ego about which is the “real” sales job.

Territory 54

Territory Prospecting Up-sell Growth 54

Hubspot

JANUARY 20, 2017

Digital marketing is undergoing a revolution. Agencies have more granular insight than ever before into how their campaigns are performing. The days of selecting media channels based on broad demographic data and relying on generalized ad impression numbers are over. Marketers can now target specific audiences across multiple devices and measure engagement on each touch point, building comprehensive roadmaps to conversion.

Campaign 78

Campaign Drivers/motivators Negotiate Contract 78

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B2B

SalesLoft

JANUARY 19, 2017

As an early employee at Radius, I had the opportunity to wear multiple hats in marketing and sales (as you do in most startups). One of them, notably, was during my tenure in sales enablement. At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. I found that the most successful SDRs, and sales development teams in general, exhibited one key ability: qualify businesses in or out quickly and act.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

The Sales Hunter

JANUARY 16, 2017

What are your 3 greatest assets? Ask that question of salespeople and some of the common answers are things like what they sell or their customers or their experience. Wrong answer! The 3 most important assets any salesperson has or that matter anyone else has are their MIND, TIME and NETWORK. We will only achieve […].

Drivers/motivators 61

Drivers/motivators Networking Sales Sell 61

Engage Selling

JANUARY 20, 2017

Recently, I was working with a client on some planning for their sales team.

Sales 48

Sales Clients Meeting Closing 48

Hubspot

JANUARY 19, 2017

If you work in a creative profession, you've likely battled with self-doubt at one point or another. Perfectionism is the bane of any creative professional's existence. Constant insecurity about the quality of your own work can cause creative paralysis and make it difficult to stay motivated. And that's a big problem if being creative is how you make a living.

Drivers/motivators 78

Drivers/motivators Start-ups Process Product 78

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

SalesLoft

JANUARY 18, 2017

Your sales stack is like a puzzle — a combination of pieces that come together every day to create the picture of your sales engagement process. And whether it’s modern technology and apps to keep you efficient, or you’re using physical notepads and hit lists, it’s a personal combination that works just for you. Why is your sales stack so important?

Sales 52

Sales Quota Follow-up Prospecting 52

The Sales Hunter

JANUARY 20, 2017

Yesterday I found myself in two conversations regarding business plans for the year. In both cases we found ourselves talking about risk with relationship to time. The issue was how much time should be devoted to large deals that have a low likelihood of actually happening. What I found interesting is the differences of opinions as […].

Sales 49

Sales Conversion Drivers/motivators Sell 49

Engage Selling

JANUARY 14, 2017

This is the first of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.

Sales 48

Sales Objection handling Presentation Account management 48

Hubspot

JANUARY 19, 2017

Think about everything you’ve bought in the last six months, specifically the big purchases. When was the last time you didn’t start a shopping trip with a Google search? If your answer is anything close to “I can’t remember,” you’re in good company. Every year, over 2.8 trillion search queries are made on Google alone. A strong SEO strategy will help your business generate more leads and get found by potential customers, but search engines are constantly switching up and tightening up their cri

Engineering 78

Engineering Start-ups Closing Customers 78

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

Pointclear

JANUARY 18, 2017

We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish.

CRM 45

CRM Clients Technology Technology 45

The Sales Hunter

JANUARY 17, 2017

Are your emails getting through the way they did a couple of years ago? Your email might get through, but is anything coming of it? A great strategy is to email mid-level managers and others late Sunday afternoon. There is a large segment of the business world that uses Sunday evening to get ready for […].

Prospecting 49

Prospecting Technique Sell Sales 49

Sales Gravy

JANUARY 20, 2017

If you have a strong belief about something, chances are you’re able to explain why, with conviction.

40

40

Hubspot

JANUARY 19, 2017

Usain Bolt once again dominated his track and field events at the Summer Olympics, putting the perfect finish on his last Olympics in Rio with three gold medals. For eight years, Bolt has been the standard of athleticism, triumph and competition. As the “fastest man in the world,” it seems as if Usain isn’t racing anyone but himself. But he didn’t get there by taking sprints around the block.

Teamwork 78

Teamwork Cross-sell Campaign Gaming 78

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

ConversionXL

JANUARY 17, 2017

As conversion optimization continues to mature and become adopted by more organizations, it’s always interesting to see how companies are approaching growth and optimization. Especially, for me, in the tech startup space, as these companies often live and die by data, and tend to build their organizations around experimentation. LawnStarter is one such company, so we sat down with their CTO, Jonas Weigert , to learn about how they experiment across their product and communication and how t

A/B testing 110

A/B testing Engineering Click Through Rate User Experience 110

Hubspot

JANUARY 18, 2017

Building a successful sales team depends as much on the people you hire as it does on nurturing a cohesive and productive relationship between sales and marketing. Working side by side, the sales and marketing teams represent the growth engine that will propel your business forward. However, getting both of these entities on the same page is just as big a challenge today as ever.

Sales 78

Sales Technique Represent Lead generation 78

Hubspot

JANUARY 18, 2017

Lured by the promise of greater flexibility and more interesting projects, more and more people are leaving their traditional office jobs behind for freelancing careers. According to a 2016 study , there are currently 55 million freelancers in the US alone. That's a pretty significant 35% of the US workforce. If you're a freelancer, you know how difficult it can be to grow your client base and increase the amount of revenue you earn.

Niche 78

Niche Networking Clients Drivers/motivators 78

Hubspot

JANUARY 18, 2017

If you’re a digital marketer, it’s hard to imagine a day spent without social media, even before you arrive at your desk for work. Think about it. We wake up and immediately check our social media accounts before even getting out of bed, read headlines and trending topics during our commute , and tweet our latest blog posts by the time we arrive at the office.

Networking 78

Networking Technology Technology Start-ups 78

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Sales