Anthony Cole Training

OCTOBER 6, 2016

“What you can conceive and believe you can achieve.” - Napolean Hill.

Sales 159

Sales 159

Understanding the Sales Force

OCTOBER 3, 2016

Thanks for continuing to read my Blog - I appreciate it. There is one Blog that I never fail to read, and that's Seth Godin's Blog. Seth doesn't write about sales - he pens a thought leadership Blog - but sometimes his articles are very applicable to sales and selling. Recently, he posted two very short articles - each is less than 30 seconds to read and I believe they are both well worth your time.

Sell 111

Sell Sales 111

ConversionXL

OCTOBER 6, 2016

Just when you start to think that A/B testing is fairly straightforward, you run into a new strategic controversy. This one is polarizing: how many variations should you test against the control? There are many different opinions on this one, some completely opposite. Some of it comes down to strategy, some of it to mathematics. Some of it may depend on the stage of business you are the sophistication of your program.

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A/B testing Strategize Drivers/motivators Technique 111

The Sales Hunter

OCTOBER 6, 2016

Today I’m excited to share a guest post from Paul Smith, author Sell with a Story. One of the most important stories a salesperson can tell is a “How We’re Different From Our Competitors” story. Instead of a boring and unremarkable list of me-too reasons your company is better, the story illustrates those differences in […].

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Sell Service Prospecting Customers 97

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

OCTOBER 3, 2016

Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger. Of the 5 sales management skill sets required - coaching, motivating, recruiting, mentoring and performance management – this last one, performance management, is where the team “scored” the best.

Drivers/motivators 149

Drivers/motivators Sales 149

Partners in Excellence

OCTOBER 3, 2016

There’s so much misunderstanding about the data point published by CEB a number of years ago, “Customers are 57% of the way through their buying journey before engaging sales.” Other research has this “engagement point” anywhere between 57-92%. The basic premise is the massive amount of digital information enables of customers to do research on the web results in their not engaging sales until the are 57% of the way through their buying process.

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Customers Represent Education Start-ups 95

The Sales Hunter

OCTOBER 4, 2016

The telephone is still a great prospecting tool, despite what some naysayers might want you to believe. Voicemail is a great extension of it and can get you connections you’d never get any other way. In my new book High-Profit Prospecting, I devote several chapters to the discussion of the telephone and voicemail. Here are […].

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Prospecting Sell Sales 93

Understanding the Sales Force

OCTOBER 5, 2016

In the past I've written about how words aren't that important. Here are two such articles: [link]. [link]. But today, I'll play politician, reverse my position, and talk about why words are very important. I've written about the importance of words before too. [link]. When it comes to words, there was probably nobody more clever than the comedic genius George Carlin.

Sell 93

Sell Sales 93

Partners in Excellence

OCTOBER 4, 2016

We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization. Just think of what sales people face every day: They have the complexity of working with their customers–each struggling with and managing their own complexity. Multiply that by the number of customers, deals, opportunities they are working on.

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Manufacturing Legal Finance Up-sell 93

Score More Sales

OCTOBER 5, 2016

Yesterday it was a proud time to present ideas about ways to diversity your sales team to gain ROI at the biggest technology conference in the world, Dreamforce. Those on my handpicked panel are all successful sales executives and in two different sessions, we shared ideas that work to grow revenues by harnessing inclusion to build a greater sales team than you currently have.

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Sales Presentation Technology Technology 86

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

The Sales Hunter

OCTOBER 1, 2016

If you think you’re going to get a member of the C-Suite to respond to you with an email that worked for you with other people, you are sadly mistaken. The rules the C-Suite play by are totally different, and it means your approach must be totally different too. Check out this 90-second video to gain […].

Prospecting 93

Prospecting Sales 93

Engage Selling

OCTOBER 7, 2016

The very best habit I ever developed as a sales rep was this single habit: Never end my day, never close my computer, put it in the briefcase and go home without doing at least one thing to put new … Read More »

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Sales Closing Up-sell Clients 83

Partners in Excellence

OCTOBER 1, 2016

There’s a series going around the web about people’s First Seven Jobs. It’s been fun and fascinating to see the very first jobs people held. There’s a diverse selection of people’s first seven jobs here , Fred Wilson , Brad Feld , and Keenan. I jumped onto the bandwagon with my first 7 jobs. In the comments, you can also see Hank Barnes’ first seven.

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Commission Manufacturing Service Sell 87

Hubspot

OCTOBER 7, 2016

Have you ever had your mind blown by a little kid's wisdom? More often than not, they tend to have surprisingly astute yet simple observations in life. (Case in point -- noting to my Dad, at age two, that my Mom "keeps the money in her purse" when I was told he couldn't buy a toy I wanted.). While it might be a stretch to call kids our mentors, the occasional profoundness of children reminds us that youth doesn't always preclude wisdom.

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Networking Start-ups Clients Meeting 78

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B2B

The Sales Hunter

OCTOBER 7, 2016

This week I’m in San Franscisco with 170,000 other people attending the Dreamforce conference, the mega conference hosted by Salesforce. For the last 5 years, I’ve been one of the speakers for their Sales Summit, and what I’ve found interesting has been the level of discussions around artificial intelligence (AI) and its impact on how we […].

Sales 93

Sales 93

Engage Selling

OCTOBER 4, 2016

Interesting observational research moment today during my session at Dreamforce. In a room full of 400 sales professionals, I made the case that there is no more B2B or B2C and that all selling was B2All.

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B2C B2B Sell Sales 79

Partners in Excellence

OCTOBER 1, 2016

Here are a few things I’m learning, reading, and watching. What I’m Studying : I’ve become fascinated with conversationbots. They have the potential of changing the way we work and interact. I haven’t found a lot of great resources on them, so I’d appreciate any links or resources you might point me to. I’m looking at a couple to start experimenting with, these will help me manage my schedules, priorities, to-dos.

Inside sales 86

Inside sales Construction Presentation Meeting 86

Hubspot

OCTOBER 7, 2016

As a marketer, you’re used to leveraging a variety of channels to promote your business, up to and including content marketing. According to HubSpot's annual State of Inbound report , 60% of marketers reported "blog content creation" as one of their top priorities -- with interactive content creation (41%), long-form content creation (33%), and visual content creation (33%) not far behind.

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CTR Promote Entertainment Follow-up 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

The Sales Hunter

OCTOBER 2, 2016

Are you intentional about hanging out with positive people? You have to make it a regular part of your life to associate with positive people, because the impact on your life and career will be phenomenal! This has been my experience, and I trust that it will be yours as well! Check out the video […].

Drivers/motivators 88

Drivers/motivators Trust Sales Sell 88

Engage Selling

OCTOBER 6, 2016

Haven’t I said this before? Today I attended the Salesforce for Sales keynote. Thanks to the Sales Cloud team, Tim Clarke specifically for the great VIP Seating.

Sell 75

Sell Sales 75

SalesLoft

OCTOBER 6, 2016

On to Day 3 of Dreamforce 2016 , we’re jam-packing the day with sessions, joining sales leaders from across the country to share tips and best practices around modern selling. And what better place to discuss modern sales as it relates to the evolution of the tech scene in the past few years than Dreamforce. Today, Salesloft VP of Product Strategy Sean Kester sat down with Peter Kazanjy of Modern Sales, Tracy Zirbel of Cisco Meraki, and Don Otvos of DataHug to talk all things sales operati

Up-sell 52

Up-sell Sell Cross-sell Sales 52

Hubspot

OCTOBER 6, 2016

At a conference in June, a Facebook VP said that in five years time the platform would be "all video." That's a bold statement, but it's not unbelievable if you've scrolled through your News Feed lately. And one of the biggest drivers behind the growing prevalence of video is Facebook Live, which only was introduced in April of this year, but has since become a major distribution channel for both publishers and brands.

Drivers/motivators 78

Drivers/motivators Promote Start-ups 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

OCTOBER 4, 2016

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? What questions should a salesperson ask to uncover need? I don’t want to spoil the 30-minute YouTube video (it is packed full of great information and advice), but I will provide an overview of my responses and then hope you will watch the video for a deeper dive: Stage of Buying Process.

Prospecting 45

Prospecting CRM Pipeline Education 45

Engage Selling

OCTOBER 5, 2016

It was a gorgeous day in San Francisco today and another busy day at Dreamforce! I spent the day with Adobe in the Adobe Sign Signature Lounge shooting video and talking to people about the future of sales.

Sales 75

Sales 75

SalesLoft

OCTOBER 6, 2016

As the Dreamforce sessions continue to impress, we’re excited to watch Salesloft VP of Sales Derek Grant hit the stage with a panel of leaders from modern sales organizations including Bob Marsh of LevelEleven, Janet Jansen of Paycor, and Doug Mantelli of Jackson National Life, as well as the author of Cracking the Sales Management Code, Jason Jordan.

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Appointment Inside sales Drivers/motivators Sales 52

Hubspot

OCTOBER 6, 2016

SEO can be a funny thing. Part of SEO's stupendous value is that a well-optimized webpage can keep generating quality traffic to your nonprofit's online presence years after it was first published. It's your little worker bee that's always buzzing along making honey in the background. It also means your SEO work is never done. Pages can always be better optimized.

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Start-ups Education Closing 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

Sales Gravy

OCTOBER 5, 2016

Feeling down? Having a bad day? Dealing with the blahs? Well, take heart. You are not alone. You are far, far from alone. “You don’t need a hug. You need a SALES hug,” I said. “I need a hug!

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Sales 40

Engage Selling

OCTOBER 4, 2016

I’m live at the largest tech show in the world this week. That can only mean it’s Dreamforce!

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Sales Up-sell Clients Quota 72

SalesLoft

OCTOBER 6, 2016

The most aptly named conference of the year, Dreamforce has been a force to be reckoned with, and a dream-like experience for all tech gatherers in the bay area. From stellar stage sessions, to inspirational keynotes and a never-ending swag supply, it’s definitely been a week for the books. But what if you weren’t able to make it to Dreamforce this year?

Represent 52

Represent Customers 52

Hubspot

OCTOBER 5, 2016

The last constructive criticism I received was from my cat. After presenting her with the organic, gluten-free food that I'd spent arguably too much money on, she refused to eat it. Can you believe that? Does she even care that I consulted blogs and veterinarians about the best diet to put her on? Unfortunately, we’re not great at communicating feedback to each other because we’re of different species.

Construction 78

Construction Growth Follow-up Conversion 78

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Sales