Anthony Cole Training

JANUARY 27, 2017

Sales 134

Sales Product 134

ConversionXL

JANUARY 26, 2017

A common mistake ecommerce store owners make is accepting the sale as the end-goal. It is easy for brands to think in such a transactional way; looking beyond each purchase can prove challenging. A 2014 survey by Econsultancy revealed , “Just 42% of companies are able to measure customer lifetime value.” Though the remaining 58% understand the importance of customer loyalty and retention, they may find it difficult to execute and analyze customer happiness and conversion campaigns.

Cross-sell 120

Cross-sell Retail Referrals Education 120

Understanding the Sales Force

JANUARY 25, 2017

Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.

Quota 102

Quota Sales Product Customers 102

Engage Selling

JANUARY 27, 2017

Most sales reps are making a fundamental mistake when handling the pricing objection. They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want.

Price 82

Price Sales Clients Closing 82

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 26, 2017

In my series ( see previous posts ) regarding the constraints to growing sales, the two remaining topics are:

Growth 134

Growth Sales Drivers/motivators Product 134

Hubspot

JANUARY 27, 2017

The creation of mobile devices has made multitasking close to ubiquitous in the modern world. Between social media, live streaming, and digital news, it’s hard to imagine a time of day when we aren’t tempted to look at a screen while we’re doing something else at the same time. Because of this phenomenon, it should come to no surprise that the average human attention span has fallen to just eight seconds -- shorter than that of a goldfish.

Angle 78

Angle Promote Follow-up Start-ups 78

Engage Selling

JANUARY 24, 2017

Response rates are critical in sales. After all, of you can’t get a buyer to respond to a call or an email…you can’t start a relationship let alone close a sale.

Closing 81

Closing Sales 81

Anthony Cole Training

JANUARY 23, 2017

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues).

Growth 124

Growth Sales 124

Hubspot

JANUARY 27, 2017

I don't know about you, but as a rule, I communicate better via written word. It gives me time to think. It lets me use the vocabulary that my SAT tutor hammered into my brain so many years ago. And most of all, it gives me a screen to hide behind when I have to confront an uncomfortable topic -- making the situation much less awkward. But there are times when even I, the perpetual wordsmith, have to make an actual phone call.

Follow-up 78

Follow-up Conversion Consult Start-ups 78

The Sales Hunter

JANUARY 25, 2017

The telephone is my favorite way to sell. Get me on the phone and I’ll find a way to make it happen. Don’t go telling me the telephone doesn’t work anymore. The people who are saying that are simply afraid to have a conversation. Here are my little secrets to making the telephone work and […].

Sell 73

Sell Conversion Prospecting Sales 73

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

Engage Selling

JANUARY 26, 2017

Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details.

Clients 79

Clients Quota Service Pipeline 79

Understanding the Sales Force

JANUARY 27, 2017

Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. And a few dozen of them have won awards. But are the articles better than say, a lively podcast on the same topic?

Entertainment 69

Entertainment Sales Conversion Sell 69

Hubspot

JANUARY 26, 2017

Over the past few years, Google has made a lot of changes that can be challenging for modern marketers and SEO experts to keep up with. Recently, Google started indexing according to mobile search results, cracked down on intrusive pop-up ads , and removed right-side ads. What do all of these changes have in common? Google has been making changes to its algorithm, search engine results pages, and policies based on user behavior and preference.

Real Estate 78

Real Estate Engineering User Experience Start-ups 78

Partners in Excellence

JANUARY 26, 2017

Each of us has experienced it, we’re struggling winning a deal. It’s an important one for us and for the company, we look for help from our managers and others. Instead of providing help, the managers sweeps in to save the day. They take the deal away, rescuing it, saving the day! Whether it’s a “Superman” complex, ego, or simply desperation, this practice is devastating.

Strategize 69

Strategize Price Service Process 69

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Pointclear

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works.

Healthcare 65

Healthcare Clients Campaign Prospecting 65

The Sales Hunter

JANUARY 27, 2017

A few weeks ago I had a note from a reader asking about how they could motivate themselves. The issue arose when I had told them in a previous conversation how it’s impossible to lead a motivated team if you’re not motivated yourself. Not only is this a real issue for managers, but it also […].

Drivers/motivators 59

Drivers/motivators Sales Conversion 59

Hubspot

JANUARY 26, 2017

In today's technology-driven world, executives and marketers can no longer afford to be satisfied with gut feelings and guessing. You need granular, relevant, enriching data to measure and surface the impact your programs and campaigns have on the business (and impress your boss). At the same time, anyone who’s ever created a marketing report from scratch knows that it can be. well, tough.

Campaign 78

Campaign Presentation Technology Technology 78

Partners in Excellence

JANUARY 23, 2017

Read any research report, engagement is becoming a top challenge with every organization. Employees don’t feel engaged. Customers don’t see their sales people engaging them in meaningful ways. Engagement, or rather disengagement is becoming a crisis in our businesses and in our ability to reach customers. Unfortunately, there seem to be many things that conspire to drive further disengagement.

Pitch 65

Pitch Meeting Presentation Start-ups 65

Advertiser: ZoomInfo

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Sales

SalesLoft

JANUARY 25, 2017

The customer journey doesn’t stop once the deal is signed, and neither does good sales and service. There’s still a ton of work to be done to make sure that your new customers become successful and happy fans for life. Whether you’re the implementation manager assigned to a new account or the sales rep that closed the deal, you shouldn’t be ignoring post-sale communication.

Sports 52

Sports Sales Start-ups Contact 52

The Sales Hunter

JANUARY 26, 2017

What’s your definition of social selling? Ask 100 people and you’ll get 100 different answers. When I hear people say “social selling,” I want to choke because of how I see people defining and then doing “social selling.” Too many salespeople are trying to turn social selling into something it’s not as a way to practice […].

Sell 56

Sell Cold Call Networking Prospecting 56

Hubspot

JANUARY 25, 2017

Popular culture makes entrepreneurship seem very appealing. Between "Shark Tank," "Joy," and "The Social Network," it can be hard to deduce what the experience of founding and running your own business is truly like. The hard truth of the startup world: 90% of all startups fail, and the most common reason for failure is a lack of market need for the product or service.

Networking 78

Networking Service Product 78

Partners in Excellence

JANUARY 24, 2017

Unconsciously, I’ve fallen into a terrible trap, all of it has been a result of trying to maximize my efficiency, managing my time more effectively. I’ve started to rely on email, texting, DMs in Twitter and all sorts of other tools as the primary mechanism to engage with clients, colleagues, and people in the community. It’s terribly convenient and very efficient.

Construction 65

Construction Conversion Clients Start-ups 65

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 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable. You will hear from Matt Heinz, Dave Brock, David Hubbard and Ardath Albee. The above graphic is a sample from our Lead to Revenue Calculator.

SQL 51

SQL Pipeline Strategize Presentation 51

The Sales Hunter

JANUARY 24, 2017

Buying a single lottery ticket is not going to make you rich, and making a single prospecting call is not going to result in you getting a customer. Too many salespeople think that prospecting for customers simply doesn’t work in today’s environment. When I probe them on how they’re prospecting, I discover they’re not following up. […].

Prospecting 52

Prospecting Follow-up Customers Sell 52

Hubspot

JANUARY 24, 2017

Growth Hacking is a popular marketing buzzword, but does anyone really know what it means? Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses “ analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. ” But how can one pull off that kind of growth -- especially with a limited budget and resources?

Growth 78

Growth A/B testing Real Estate Education 78

Partners in Excellence

JANUARY 26, 2017

A colleague had a wonderfully colorful term to describe situations we both found ourselves in. We were both senior executives in a large corporation. Often, we found ourselves on the phone with desperate sales people. A deal was about to close and they were worried about losing it. They were pulling out all the stops, trying to win the deal at the last moment.

Pitch 60

Pitch Presentation Technique Closing 60

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

Sales Gravy

JANUARY 27, 2017

Technology 40

Technology Technology Sales 40

The Sales Hunter

JANUARY 22, 2017

Find the one thing that sets you apart and leverage it! What makes you unique? This is where you have the greatest potential for building momentum. This week I want you to concentrate on what makes you unique. When you discover this, you unlock great opportunity for surpassing your competition and boosting success! Check out […].

Drivers/motivators 51

Drivers/motivators Sales Sell 51

Hubspot

JANUARY 24, 2017

When you're new to marketing, especially on a small team, you might have to do a lot of things at a moment's notice. And when it comes to things like blogging and social media, sure, you've got this. But soon enough, you're being pulled onto design projects. One day you're mocking up an infographic; the next, you're designing an ebook. You feel woefully unprepared -- and that design vocabulary?

Represent 78

Represent Technique Presentation Follow-up 78

ConversionXL

JANUARY 24, 2017

“It’s tough to make predictions, especially about the future.” – Yogi Berra. Digital marketing moves at a fast pace. One year something works, and the next year it is obsolete. Similarly, conversion optimization moves quickly. Sure, there are some core skills that seem foundational and everlasting, but year to year there are also some new skills that crop up.

Conversion 87

Conversion UX A/B testing SQL 87

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Sales