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 120

Growth Networking Presentation Sales 120

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 109

Consult Sales Closing Sell 109

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

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

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Follow-up

Anthony Cole Training

JANUARY 17, 2017

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

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Clients Sales Customers 122

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

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

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

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

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

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

Retail

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).

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Sales Up-sell Meeting Start-ups 51

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 […].

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Drivers/motivators Networking Sales Sell 61

Engage Selling

JANUARY 19, 2017

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

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Sales Clients Quota Pipeline 81

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.

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Niche Networking Clients Drivers/motivators 77

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

Promote

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 48

Territory Prospecting Growth Up-sell 48

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 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

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 76

Sports Customers A/B testing Retail 76

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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.

Pipeline

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 18, 2017

First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth society!

Prospecting 40

Prospecting Customers 40

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 76

Engineering Start-ups Closing Customers 76

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Campaign

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

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

Sales Gravy

JANUARY 20, 2017

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

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40

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 75

Sales Technique Lead generation Campaign 75

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.

Retail

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

ConversionXL

JANUARY 19, 2017

Here’s a common phrase that perhaps you’re familiar with: “Don’t raise your voice, improve your argument.” As an optimizer, you’re in the business of arguing. You’re constantly arguing with your visitors about whether they should leave their email or not, buy something or not. Improving your argument, even just a little bit, can have a huge impact on your conversion rate.

Conversion 111

Conversion Drivers/motivators Technique Cross-sell 111

Hubspot

JANUARY 17, 2017

Let me ask: What are some of the biggest problems you're having with your website? Here are some we hear often: The design gets outdated so quickly, and we don't have the resources to update it every 1-2 years. I have trouble demonstrating ROI from my website and tracking meaningful analytics. I want to make improvements, but don't have the skills. My website isn't really benefiting my marketing/lead generation strategy.

A/B testing 74

A/B testing Lead generation Education Contact 74

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 70

Teamwork Cross-sell Campaign Gaming 70

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.

Service