Anthony Cole Training

SEPTEMBER 21, 2016

I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management.

Sales 149

Sales 149

ConversionXL

SEPTEMBER 20, 2016

A Rejoiner study found that over 50% of the cart abandonment emails they send are opened on a device that is different than the one the customer originally abandoned on. A typical situation is a person browsing your site on mobile, perhaps adding items to their cart as a “wishlist”, then never completing their purchase. Wouldn’t it be great if you could email them with the exact items they’d left in their cart, and restore their cart with those items, no matter what device they use when they cl

Trust 131

Trust Sales Retail Conversion 131

Partners in Excellence

SEPTEMBER 19, 2016

There is trouble all around us, it’s a part of business and a part of our lives. We all experience trouble of varying degrees throughout our lives. Often, we seek to avoid trouble, often we should be seeking the opposite. There are a few different mindsets we can have regarding trouble. We can hide our heads in the sand, we can deal with it when it happens, we can look for trouble, we can create trouble.

Strategize 95

Strategize Customers Process Sales 95

Understanding the Sales Force

SEPTEMBER 22, 2016

You won't have to read much in today's post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!

Represent 95

Represent Sales 95

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

SEPTEMBER 19, 2016

It all starts with people, right?

Sales 145

Sales 145

ConversionXL

SEPTEMBER 20, 2016

What’s the best way to increase conversions? Apart from basic usability fixes, aligning your messaging and design with your users’ motivations is a good bet. Problem is, discovering user motivations is one of those things that is much easier said than done. There are, however, research techniques that purport to do just that. Empathic design is one such technique, an underutilized facet of qualitative research.

A/B testing 105

A/B testing Technique Drivers/motivators UX 105

The Sales Hunter

SEPTEMBER 20, 2016

Is your social media effort really making a difference? Recently, I discussed with Jack Kosakowski of the Creation Agency the problem too many people are making when it comes to social media. Social media without social connection is social stupidity! In my new book, High-Profit Prospecting, I talk about social media and how it […].

Prospecting 93

Prospecting Sell Sales 93

Understanding the Sales Force

SEPTEMBER 23, 2016

Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. The Sales VP learned a lot from that interchange and replay as well, and suggested that EQ, or emotional intelligence could have been a factor in what happened.

Contact 93

Contact Prospecting Sell Sales 93

Engage Selling

SEPTEMBER 23, 2016

I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.

Price 92

Price Sales Up-sell Clients 92

Partners in Excellence

SEPTEMBER 20, 2016

The Wells Fargo saga is a tragic example of systemic leadership failure. Excuses offered by top leadership continue to provide rich examples of their failures in serving their customers, their people, their communities, and shareholders. Unfortunately, as bad as they are, the current data probably only shows part of the problem. There’s probably data from the last several years that will never be presented, reinforcing the awful leadership model set by Wells Fargo top executives.

Cross-sell 93

Cross-sell Commission Gaming Quota 93

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

SEPTEMBER 20, 2016

Prospects aren’t worth anything until they become a customer. There’s nothing worse than having prospects who never become a customer. In my new book, High-Profit Prospecting, I discuss this issue and share 6 things you need to remember if you want to turn a prospect into a customer: 1. Never provide the prospect with enough […].

Prospecting 86

Prospecting Customers Sell Sales 86

Hubspot

SEPTEMBER 23, 2016

Pumpkin spice is reappearing on menus and fantasy football is now the hottest hallway topic – fall is finally here. With the change in the leaves comes the inevitable countdown to Cyber Monday for ecommerce marketers. In 2015, one out of every six dollars spent over the holiday season was spent online. To capture your share of that revenue, you need to plan early (and often).

Campaign 78

Campaign 78

Engage Selling

SEPTEMBER 21, 2016

I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets. The average American has 3 accounts at their bank.

Up-sell 90

Up-sell Sales Referrals Clients 90

Partners in Excellence

SEPTEMBER 21, 2016

We all get too many unwanted and unsolicited emails. Usually, they are pretty easy to handle. If they have used an emailing system–for example those integrated into the common marketing automation tools like Marketo, Hubspot, Eloqua, or those in email automation tools like MailChimp, Constant Contact or others; one can easily unsubscribe from these emails and not hear from these companies again.

Represent 92

Represent Cold Call Clients Legal 92

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B2B

The Sales Hunter

SEPTEMBER 17, 2016

Sending an email late Sunday afternoon or early Sunday evening can be a great way to reach a lead or prospect who just hasn’t responded yet to other prospecting attempts. Sending an email this time of the week to a mid-level manager can be a great way to catch them, as most managers do spend time […].

Prospecting 86

Prospecting Sell Sales 86

Hubspot

SEPTEMBER 23, 2016

I recently read that 45% of Millennials want to travel more for business. Are they crazy? I mean, I get it. Travel is an opportunity to do something different -- to have an experience. But as someone who spent considerable time in seemingly endless business travel, I understand the frequent (non-recreational) flyer’s lament. While it's necessary in moderation, it takes its toll -- studies show that frequent business travel makes us age faster, not to mention, more prone to cardiovascular disease

Healthcare 78

Healthcare Appointment Clients Start-ups 78

Engage Selling

SEPTEMBER 20, 2016

Dreamforce Sales Summit is just a couple weeks away! Tickets for the event are sold out, but if you’re going to be attending, I encourage you to join me for my session.

Sales 75

Sales Referrals Clients Quota 75

Partners in Excellence

SEPTEMBER 17, 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 Barne s’ first seven.

Manufacturing 89

Manufacturing Engineering Sell Product 89

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

SEPTEMBER 18, 2016

The voicemails you leave are crucial to your success if you want your prospecting to be High-Profit Prospecting! Too many salespeople leave boring voicemails! Boring. Or the voicemails are all about the salesperson, rather than about the prospect. Or the voicemail is too long. I want to help you leave the best voicemails possible, which is […].

Drivers/motivators 86

Drivers/motivators Prospecting Sales Technique 86

Hubspot

SEPTEMBER 23, 2016

When you wear white, do you inevitably spill something all over yourself? I do. So when I had sushi at work last week, it wasn't long before I was frantically yell ing , "Siri, h ow can I get soy sauce out of white pants?”. Thank goodness for voice search, am I right? Although, here's the thing about voice search: A ccording to the 2016 State of Inbound report , a huge number of marketers are making SEO their #1 priority.

Engineering 78

Engineering Technology Technology Entertainment 78

SalesLoft

SEPTEMBER 23, 2016

As a sales organization, it’s easy to forget that Dreamforce is an event for more than just SaaS salespeople. But it’s so much more than that. Dreamforce is the conference of the year for all professionals looking to grow in their skill, passion, organizational health. Because of this, Salesloft sends a team of people from all different departments, running the gamut of marketing, sales, dev team and more.

Entertainment 52

Entertainment Networking Engineering Technology 52

Sell Or Die

SEPTEMBER 22, 2016

Ben Prusky is the CEO of Freedom Merchants a company that works with new and existing businesses on a variety of services revolving around getting them paid. He tells us how data is revolutionizing the sales process yet still can't compete with great customer service and a winning attitude.

Sales 40

Sales Service Process Customers 40

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

The Sales Hunter

SEPTEMBER 23, 2016

This week I was with a client working with their leaders on strategies to increase the level of productivity out of the sales force. The feeling was the sales team wasn’t engaged and committed. The strategy I shared (which I’ve used with numerous other clients) is to have a quick sales meeting at […].

Drivers/motivators 83

Drivers/motivators Clients Sales Meeting 83

Hubspot

SEPTEMBER 22, 2016

Most marketers have one goal in common: increasing the amount of traffic to their website. There are various tactics for accomplishing this goal including search engine optimization (SEO), pay per click advertising (PPC), blogging, social media marketing, etc. The problem is that SEO takes times, PPC is expensive, Google is becoming oversaturated with blog content, and social media has always had a problem proving ROI.

Referrals 78

Referrals Lead generation Promote Engineering 78

SalesLoft

SEPTEMBER 21, 2016

Prepping for Dreamforce is on everyone’s minds this week, and it’s getting down to the wire with only a few business days left. Between setting up meetings for during the event, rehearsing every teammates role on the floor, and preparing follow-up processes, the coordination for preparation isn’t far from that of a Broadway show.And whether you’re using tools like Salesloft, Calendly, or Chili Piper , it’s still going to take the right balance of effort to get your

Sales 52

Sales Follow-up Meeting Conversion 52

Sell Or Die

SEPTEMBER 22, 2016

Marketing isn't what it used to be. It's not just for entire departments anymore. Marketing your company, your product or your personal brand has become something that everyone has to be involved in. Here to help with some tips fo rwhat you could be doing right now to market your brand and your business is Joe Apfelbaum a modern marketing expert and CEO of Ajax Union marketing in New York City.

Product 40

Product 40

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

SEPTEMBER 18, 2016

Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in the first place.

40

40

Hubspot

SEPTEMBER 22, 2016

Digital advertising doesn't have the best reputation amongst consumers. In fact, earlier in 2016, HubSpot Research dug into how people interact with digital advertising, and it confirmed what many marketers have known for a long time: Consumers are actively avoiding our ads. Over half of the respondents said they used ad blockers or were planning to install one in the next six months -- certainly not something most brands want to hear, but what's the solution?

Promote 78

Promote Follow-up Start-ups Prospecting 78

SalesLoft

SEPTEMBER 20, 2016

Dreamforce is the quintessential software event of the year — the World Series of technology and software for the modern professional. And a modern sales rep at Dreamforce knows the importance of showing up prepared to get the most out of the event. The arsenal they need come with spans from the right mindset to connect with customers, the right wardrobe to dress for success, the best technology in their pockets to get the most out of their investment in the conference.

Sales 52

Sales Technology Technology Customers 52

A Sales Guy

SEPTEMBER 22, 2016

There is a science to getting emails read. There is a science to how our brain works and how we engage with email and if you want to understand that science, you’re gonna like this post. Getting emails read is one of the greatest challenges in sales today. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.

Prospecting 122

Prospecting Presentation Cold Call Meeting 122

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Sales