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 150

Sales 150

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.

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Prospecting Presentation Cold Call Meeting 122

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

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!

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Represent Sales 94

Advertisement

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Anthony Cole Training

SEPTEMBER 19, 2016

It all starts with people, right?

Sales 149

Sales 149

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 115

Prospecting Presentation Meeting Sales 115

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.

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Contact Prospecting Sell Sales 92

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 […].

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Prospecting Sell Sales 93

Partners in Excellence

SEPTEMBER 22, 2016

Often we think of mediocre people or mediocre organizations as those that don’t perform well, at least in comparison to their peers. I hadn’t realized my understanding of mediocrity was wrong. It was actually an interview of comedian Norm MacDonald. The real definition of mediocrity is failing to perform to your full potential. It really struck me, when we fail to perform to our full potential, we are choosing mediocrity.

Sales 88

Sales 88

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.

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Up-sell Sales Referrals Clients 90

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

Hubspot

SEPTEMBER 19, 2016

I recently came across the greatest dog bed in the history of dog beds -- seriously, it felt like it was made of clouds. And after asking the dog owner about it, I was pleasantly surprised to find out that the same company also made regular beds. (Score.). Needless to say, I'm now the proud owner of the human-version of said dog bed. You see, when a friend or family member recommends a product, you’re more likely to take their endorsement seriously.

Trust 78

Trust Promote Referrals Pitch 78

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 […].

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Prospecting Customers Sell Sales 86

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.

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Cross-sell Commission Gaming Quota 86

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

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

Hubspot

SEPTEMBER 21, 2016

T he inbound movement has always been about one thing: being relevant and truly helpful to your audience. This approach shouldn't change , but as consumer habits evolve, marketers and salespeople must adapt to better connect with and help their prospects and customers. To better understand how consumers are changing, we collected data from 4,500 marketers and salespeople from around the globe, resulting in the 2016 State of Inbound report.

Angle 77

Angle CRM Referrals Campaign 77

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 […].

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Prospecting Sell Sales 86

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.

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Strategize Customers Process Sales 86

Pointclear

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

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B2B Cold Call SQL Prospecting 63

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

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 77

Promote Follow-up Start-ups Prospecting 77

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 […].

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Drivers/motivators Prospecting Sales Technique 86

SalesLoft

SEPTEMBER 22, 2016

Dreamforce 2016 is almost upon us, and if your offices are anything like ours right now, you’re most likely surrounded by reps running through their sales cadences, hustling and hunting, trying to set up appointments before the event. What’s more ( if you remember the aftermath of Dreamforces’ past ) the post-conference sales cadences will be even more frantic than the antecedent, with reps scrambling to remember who they met at the event, what to say now, and how to cut through the noise.

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Appointment Sales Prospecting Strategize 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

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

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

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Healthcare Appointment Clients Start-ups 75

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 […].

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Drivers/motivators Clients Sales Meeting 83

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

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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: 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

Hubspot

SEPTEMBER 19, 2016

In the past, content marketing revolved around one thing: your blog. Marketers lived by the promise that if they wrote quality articles on their website's blog, traffic would come. And after decades of interruptive television commercials and dinnertime cold calling, it was a welcome change in the world of marketing and selling. But, your website isn't as important as you think -- at least not on its own.

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Cold Call Sell 75

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.

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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.

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Sales Technology Technology Customers 52

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

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