Anthony Cole Training

APRIL 12, 2017

IT STARTS WITH UNDERSTANDING PERFORMANCE.

Non-Profits 136

Non-Profits Closing Sales 136

A Sales Guy

APRIL 10, 2017

Look sometimes “rules” and “regulations” blind us to the most obvious and simple solution and this was the case for United Airlines this weekend. United overbooked a flight. It happens, I get it. In an effort to maximize bookings and make sure flights are full, airlines commonly overbook anticipating people don’t show, miss their connections, etc.

Legal 114

Legal Price Customers Process 114

Hubspot

APRIL 11, 2017

Logical fallacies -- those logical gaps that invalidate arguments -- aren't always easy to spot. While some come in the form of loud, glaring inconsistencies, others can easily fly under the radar, sneaking into everyday meetings and conversations undetected. Having an understanding of these basic logical fallacies can help you more confidently parse the arguments and claims you participate in and witness on a daily basis -- separating fact from sharply dressed fiction.

Presentation 101

Presentation Conversion Meeting Campaign 101

ConversionXL

APRIL 13, 2017

As technology continues to make data-driven marketing easier to implement and control, one thing remains constant: it’s all about the effectiveness of your team. As Paul Rouke says, we need to prioritize human intelligence in the face of increasingly sophisticated artificial intelligence, and building a high performing team is the most impactful thing you can do when it comes to growth.

Growth 99

Growth Engineering Intrinsic A/B testing 99

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

Score More Sales

APRIL 14, 2017

Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

Sales 91

Sales Meeting 91

The Sales Hunter

APRIL 12, 2017

Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m […].

Prospecting 81

Prospecting Sales 81

Understanding the Sales Force

APRIL 12, 2017

Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well. Most of the average scores in those 21 Sales Core Competencies, as well as the percentage of salespeople with gaps in those Core Competencies, don't change much either.

Sell 77

Sell Drivers/motivators Sales Commission 77

Engage Selling

APRIL 11, 2017

You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.

Sales 74

Sales 74

A Sales Guy

APRIL 8, 2017

I’ve never been afraid to admit I don’t know how to do something. I’ve never been afraid to call someone up and say, “Hey, I need help.” Not being afraid to ask for help has had a tremendous impact on my career and my own personal growth. It’s because of my own experiences that I believe we need more mentoring. I can’t write this without giving David Brock mad love and support.

Conversion 73

Conversion Growth Start-ups Sales 73

Hubspot

APRIL 14, 2017

One night, I re-wrote an entire Sublime song in emojis. Yes, seriously. I can’t remember what prompted me -- maybe I was just bored. But I spent a few hours and spelled out Sublime’s “What I Got” in its entirety with the tiny images. Here’s a snippet of the song: Ridiculous, maybe. But there are also lessons here: Emojis are fun and relatable -- everyone can understand them.

78

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

Partners in Excellence

APRIL 14, 2017

I’ve spent the past couple of days at the TOPO Summit. It’s become one of 3 “must attend” conferences I go to every year. All the presenters are rock solid practitioners, with pragmatic advice. However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. People were constantly talking about how sales people should “message” more effectively.

Conversion 70

Conversion High impact Technique Education 70

Engage Selling

APRIL 13, 2017

I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing.

Sales 72

Sales Sell 72

A Sales Guy

APRIL 14, 2017

K, peeps! I’m very excited to announce the Real Deal of Sales Sales Channel in partnership with Hubspot. The Real Deal of Sales is a sale channel about and for sales people. The people in the field. The people sweating, hustling and grinding to quota every month and every quarter. I’m hitting the road and going around the country to interview sales people.

Quota 66

Quota Sales 66

Hubspot

APRIL 13, 2017

Millennials, or people between the ages of 18 and 34, make up the largest population group in the United States. There are more than 75 million millennials in total, and that number is projected to increased to more than 81 million by 2036. Additionally, this age group is the most active and engaged across social media platforms. So it should come as no surprise that marketers are eager to learn more about how to capture millennials' attention, time, and spending dollars.

Technology 78

Technology Technology 78

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B2B

The Sales Hunter

APRIL 9, 2017

Challenge yourself this week to not rely so heavily on email! Pick up the phone and call that prospect or customer you want to reach. Don’t let yourself make excuses for not calling! There is no substitute for conversation. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” […].

Drivers/motivators 60

Drivers/motivators Sales Prospecting Conversion 60

Pointclear

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.

Lead generation 58

Lead generation Pipeline Hospitality Healthcare 58

Understanding the Sales Force

APRIL 10, 2017

Image Copyright Sezer66. Sales Management is challenging. With coaching accounting for 50% of the role, it doesn't leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required. For many sales managers, those four activities simply aren't much fun. But what if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable?

Drivers/motivators 54

Drivers/motivators Pipeline Sales 54

Hubspot

APRIL 13, 2017

There are hundreds of emojis available on iOS and Android mobile device keyboards. Everything from tacos to national flags to artists is represented in cartoon emoji form. But let’s be real here: Most of us just use the same few emojis over and over. If you know me, you know I love two things more than anything: cats and sleeping. So it’s fitting that the two emojis I use most often in my texting keyboard are: Another thing you may already know about me is that I love using Snapchat.

Represent 78

Represent Start-ups Contact Service 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

APRIL 13, 2017

In our last teaser for the Modern Sales Builders documentary , you heard Doug Landis, the VP of Sales Productivity at Box, share his thoughts on the modern sales movement. Today, we’re profiling another leader in the sales industry: Kristina McMillan of TOPO. And the timing couldn’t be better as Kristina is hosting hundreds of modern sales leaders in San Francisco this week for the annual TOPO summit.

Sales 52

Sales Prospecting Customers Product 52

Engage Selling

APRIL 8, 2017

“How do I find time so I can be more productive?” I hear that question often, but never with a satisfying answer. Why? Because you can’t find or make more time. It’s our most precious, non-renewable resource.

Product 48

Product Objection handling Presentation Account management 48

The Sales Hunter

APRIL 14, 2017

As many of you know, I am a big advocate for continually learning. I believe it is the only way we keep our sales skills sharp and our awareness high on new opportunities that may come our way. As a leader, how strong of a learning advocate are you for the people you lead? Are you a […].

Sales 46

Sales Drivers/motivators Sell 46

Hubspot

APRIL 13, 2017

Hiring the wrong freelance graphic designer can make or break your brand or marketing objectives. A designer that can’t complete projects on time, lacks the ability to adapt to your brand aesthetic, or has never taken on the type of work you’re doing could cause you to lose business. Regardless of the type of project you’re hiring a designer for, it’s important to make sure you’re bringing in the right person for the job.

Objectives and Key Results 78

Objectives and Key Results Clients Contract Drivers/motivators 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

SalesLoft

APRIL 11, 2017

Have you ever received an email that looked like it was carefully composed and sent from an individual only to find the reply address was something like “sales@company.com”? Oh, thanks for making me feel special…that’s a company that lacks email credibility. No matter how sophisticated sales platforms, and email in particular, become, successful sales will always be about human connection.

Prospecting 52

Prospecting Contact Trust Start-ups 52

ConversionXL

APRIL 12, 2017

Last week, 400+ data-driven marketers from 20+ countries around the world met up in the outskirts of San Antonio, Texas for CXL Live 2017. Everyone, including the 20+ speakers, stayed together at the same secluded resort for a full three days. People began arriving in sunny San Antonio… Made it to San Antonio! Excited for #cxllive (and also lots of ☀️).

Growth 86

Growth A/B testing Objectives and Key Results X-functional 86

Hubspot

APRIL 13, 2017

I’ve always been obsessed with content – how its message has the ability to inspire, educate, motivate, and drive people to take action, whatever that action may be. Early on in my career – dating back to 2010 when Google Analytics still let you view keywords that led to organic website visits – I sold enterprise-level search engine marketing services for a small startup in my hometown of Charlottesville, VA.

Education 78

Education Engineering Drivers/motivators Launch 78

Hubspot

APRIL 11, 2017

I’ll start by saying this: I am officially obsessed with growth hacking these days. I never thought of myself as a growth marketer, let alone a growth hacker. Maybe that’s because it’s a somewhat new concept -- or a new name for a classic concept, at least. But as a content creator, I’ve learned how imperative it is to know how to grow any sort of property, whether it’s a blog, a podcast, or a brand.

Growth 78

Growth Consult Launch Presentation 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

Hubspot

APRIL 11, 2017

Companies often list email as one of their most powerful marketing channels. With email usage worldwide projected to reach 3 billion users by 2020, businesses simply have to continue using email marketing to reach their audiences if they want to scale quickly. But anyone who’s tried email marketing knows it’s not as simple as quickly drafting a message and hitting the “send” button.

A/B testing 78

A/B testing Campaign 78

Hubspot

APRIL 10, 2017

A few weeks ago, I had an alarming revelation: I'm a crappy listener. That came to light when someone important to me pointed out that I don't seem to have any interest in what he does for work. “Your eyes just glaze over whenever I talk about my job,” he told me. I couldn't deny that. And it wasn't limited to him -- whenever someone spoke to me about something that I found less than fascinating, I had a tendency to tune it out.

Conversion 78

Conversion Start-ups Launch Gaming 78

Hubspot

APRIL 10, 2017

Color has a major impact on how we perceive the world around us. Research has shown that the psychology of color can not only influence the way food tastes, the way some medicines perform, and the way we feel -- it can also play a massive role in our brand preferences and buying habits. But selecting the right colors for your company logo (or a client's logo) can be tricky.

Clients 78

Clients 78

SalesLoft

APRIL 11, 2017

VoIP telephony is hard. That’s a fact. Jitter, latency, and packet loss are foreign terms for most. However, they’re also the most common issues we’ve uncovered when diagnosing VoIP issues. Twilio is rarely the issue — they’ve made tremendous strides in delivering a high quality API for VoIP dialers. This doesn’t mean there aren’t other factors at play.

Networking 52

Networking Sales Education Technology 52

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