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 150

Drivers/motivators Sales 150

ConversionXL

OCTOBER 4, 2016

The traditional (and most used) approach to analyzing A/B tests is to use a so-called t-test , which is a method used in frequentist statistics. While this method is scientifically valid, it has a major drawback: if you only implement significant results, you will leave a lot of money on the table. In this blogpost, I will argue why a post-hoc Bayesian test evaluation is a better evaluation method than a frequentist one for growing your business.

A/B testing 113

A/B testing Conversion Clients Growth 113

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 […].

Sell 97

Sell Service Prospecting Customers 97

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 92

Sell Sales 92

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Follow-up

Anthony Cole Training

OCTOBER 6, 2016

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

Sales 160

Sales 160

ConversionXL

OCTOBER 5, 2016

Sites that don’t work don’t convert. That’s why optimizers conduct quality assurance on sites, landing pages, test treatments, email campaigns, you name it… to make sure they work the way they’re supposed to. While it’s common knowledge that quality assurance is something you should do, not enough optimizers complete it properly.

UX 104

UX User Experience X-functional Launch 104

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 […].

Prospecting 93

Prospecting Sell Sales 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.

Sales 86

Sales Presentation Technology Technology 86

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.

B2C 79

B2C B2B Sell Sales 79

Partners in Excellence

OCTOBER 2, 2016

There are a number of thoughtful articles suggesting we get better results in developing our people by focusing on their developing their strengths, not “fixing” them, or criticizing their weaknesses. A recent HBR article, Developing Employees’ Strengths Boosts Sales, Profit, and Engagement , presents compelling data about organizations focusing on strengths based interventions (I guess that’s HBR speak for coaching).

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Non-Profits Sports Pipeline Up-sell 88

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

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

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.

CTR 78

CTR Promote Entertainment Follow-up 78

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

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.

Customers 85

Customers Represent Education Start-ups 85

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

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

Hubspot

OCTOBER 3, 2016

How the heck can you use an image for search optimization? It might be simpler than you think. You see, there's something about the way an infographic conveys content -- from its customization to its digestible format -- that both grabs and holds people's attention, and makes them highly sharable. But how does it work? And how can you use infographics for your own SEO strategy?

Education 78

Education Customers 78

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

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.

Commission 83

Commission Manufacturing Service Sell 83

Advertisement

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

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

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.

Networking 78

Networking Start-ups Clients Meeting 78

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

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 82

Inside sales Construction Presentation Meeting 82

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Campaign

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!

Sales 72

Sales Up-sell Clients Quota 72

Hubspot

OCTOBER 4, 2016

You've done it. You provided valuable content to your readers and they've converted into leads. Now, it's time to nurture these leads into opportunities for your sales team. Trouble is, cutting through the inbox clutter isn't an easy feat. And many of these folks just aren't ready to buy yet. That's where lead nurturing comes in : It's a way to stay connected to the leads you collect that aren't ready to buy from you yet, and build up trust until they are ready.

Education 77

Education Retail B2B B2C 77

SalesLoft

OCTOBER 6, 2016

Day 2 of Dreamforce is in the bag, and we had quite a day. From more sessions from high-impact industry leaders, to a wild night of U2 and networking, to everyone’s favorite part of the Dreamforce experience: the Marc Benioff keynote. Benioff was joined on stage by some of the most inspirational leaders in the community, including his Salesforce Co-Founder Parker Harris, along with musician and philanthropist Will.I.Am, (RED) CEO Deborah Dugan, and many more.

High impact 52

High impact Represent Networking 52

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

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.

Gaming

Sell Or Die

OCTOBER 6, 2016

This show is all about branding. How you can start a brand. How you can energize an existing brand. And why you even need a brand. Our guest this week is Julie Broad. She is an Amazon #1 Best Selling Author and International Book Award winner, recipient of the Top 20 under 40 award for Vancouver Island (2014), a successful entrepreneur, recognized real estate investor and a popular speaker and workshop trainer.

Real Estate 40

Real Estate Sell 40

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 75

Drivers/motivators Promote Start-ups 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

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!

Sales 40

Sales 40

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