Anthony Cole Training

JULY 8, 2015

#1 – Companies outsource their recruiting and the responsibility. Recruiting is something that a company has to own. They can no longer outsource the work and the responsibility. That makes it too easy for people internally to throw up their hands and transfer failures associated within the hiring process to the outsourced firm. If companies are going to improve the quality of their hires, they have to own the process.

Sales 175

Sales Process 175

A Sales Guy

JULY 7, 2015

How do you define hard work? Is your definition, simply defined as any work that is “hard”? I was pondering this thought the other day, and it’s a very real question when it comes to defining success. What makes hard work, hard work? Is something hard work if you like doing it? Is it hard work when you are energized, excited and thrilled about doing it?

Cold Call 130

Cold Call Drivers/motivators Contract Represent 130

The Sales Hunter

JULY 7, 2015

1. Ask this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect who says they’re not going to buy […].

Contact 101

Contact Sales Prospecting Closing 101

Partners in Excellence

JULY 8, 2015

We’re proud of the marketing and sales metrics we have in place. I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. Too often, however, we see huge disconnects in what the metrics show and the most important performance metrics–revenue/profitability attainment, growth, share, customer satisfaction, customer growth/retention, and so forth.

X-functional 93

X-functional Quota Meeting Growth 93

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Follow-up

Anthony Cole Training

JULY 6, 2015

In the Age of Google, the Age of the internet and the rapidly changing face of technology, one of the biggest challenges that companies face today includes making the jump from old ways to new ways.

Technology 150

Technology Technology Sales 150

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The schematic is overly weighted to arbitrary behavioral signals.

B2B 96

B2B Contact Follow-up Prospecting 96

Partners in Excellence

JULY 6, 2015

I’ve written, often, about the importance of understanding why our customers are buying. Too often, we lose this in our headlong rush to pitch our products and get the purchase order. We fail to understand what the customer is trying to achieve, their goals, the opportunities they are trying to address. We don’t know what’s making them dissatisfied with their current operations and driving the need to buy.

Drivers/motivators 92

Drivers/motivators Pitch Presentation Up-sell 92

Anthony Cole Training

JULY 9, 2015

Ever watch a movie for the 2 nd and/or 3 rd time and notice something you didn’t notice the first time? I know the answer is yes.

Sales 169

Sales 169

Engage Selling

JULY 9, 2015

When you’re doing the same thing day in and day out, it’s easy to get complacent. It’s time to take stock of where you are, and make adjustments now. Pick up your copy of Nonstop Sales Boom! Get your team up to speed with the latest cutting edge sales strategies so you can increase your […].

Sales 91

Sales 91

The Sales Hunter

JULY 7, 2015

…everything is agreed upon. That’s right! In sales negotiations, you should never put anything in writing until everything is agreed upon. This is number 12 in my list of must-have strategies for successful negotiating. It’s not over until it’s over. Too many negotiations wind up being a series of re-negotiations, all because too much […].

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Negotiate Sales Technique Closing 97

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

Partners in Excellence

JULY 8, 2015

Too often, I sit in meetings of top executives and it seems each is speaking a different language. Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. Yet when taken together, too often, the organization isn’t meeting their goals.

Launch 91

Launch Manufacturing Cross-sell Finance 91

Hubspot

JULY 9, 2015

This morning, Facebook announced three updates to users' News Feed preferences that give users more control over the content they see in their News Feeds. These updates are available today on iOS and will be rolling out on Android and desktop over the next few weeks. This is part of their continued effort to show Facebook users the stories that matter most to them.

Launch 78

Launch Closing 78

Engage Selling

JULY 7, 2015

What’s the easiest way to lose control of the sales process? I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, […].

Price 91

Price Clients Presentation Prospecting 91

The Sales Hunter

JULY 10, 2015

I don’t care how someone tries to argue it, a selling strategy based on being the cheapest simply does not work. Sure, you might make a quick sale, but in so doing, you will destroy your long-term business prospects. Below are 7 reasons why a low-price strategy will not work. If you’re still skeptical, let me know […].

Price 93

Price Sell Prospecting Negotiate 93

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

Partners in Excellence

JULY 7, 2015

x. Connect via LinkedIn. Subject. Message. Connect. Whether we are in marketing or sales (or anything for that matter), everything that we do creates an effect–or an outcome. Cause/Effect—Action/Reaction—Input/Output. It’s a simple concept, perhaps so simple, we tend to ignore it. For example, why would we continue to make hundreds of calls to anyone we can reach, pitching our products with abysmal results?

Sales 90

Sales Pipeline High impact Pitch 90

Hubspot

JULY 6, 2015

When life gets stressful, there's one quote that I always like to remember: "You have the same number of hours in the day as Beyoncé.". As true as that saying may be, most of us still come up short in terms of the time and resources we need to cross tasks off our list. Often times, it's this "so much to do, so little time" mentality that places a barrier between what you're capable of achieving and what you're actually getting done.

Technique 78

Technique Start-ups Follow-up Meeting 78

Engage Selling

JULY 8, 2015

Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion. In today’s podcast I’ll discuss the questions you need to ask before making the decision of who to hire. Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion.

Up-sell 84

Up-sell Sell Sales 84

The Sales Hunter

JULY 9, 2015

I’ve reached the last tip in my list of must-have negotiation skills. The level of confidence you have going into the negotiation will determine the level of success you have coming out. It really is much simpler than most people realize. Before you enter into any negotiation, take the time to sell first and […].

Negotiate 92

Negotiate Sell Sales 92

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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

SalesLoft

JULY 10, 2015

Having a sales development team is no longer just a trend in sales — it’s the only way to approach customer acquisition through qualified demos and appointments, only. We serve SDR teams and count over 1,500 organizations as our clients. They’ve taught us the ins and outs of sales development and it’s time for us to share what we’ve learned.

Appointment 52

Appointment Clients Prospecting Customers 52

Hubspot

JULY 5, 2015

This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. A great idea can inspire. But it can also made you jealous of its simplicity, humor, emotion, and elegance. And no other event in the marketing and advertising industry brings so many jealousy-inducing ideas together as the Cannes Lions International Festival of Creativity.

Campaign 77

Campaign Sports Retail Promote 77

Engage Selling

JULY 9, 2015

Your sales process could be out of date or prone to more errors than you think. Recently, I worked with a sales VP who was looking to retool their entire sales process. He works with two sales managers who have been in their respective positions for a number of years. Due to this, their process […].

Process 63

Process Sales Quota Clients 63

SBI

JULY 7, 2015

One of my ambitions is to identify the number of sales tools available on the market. It’s almost an impossible task right out of the gate because you could argue that almost anything a salesperson uses should be considered a “sales app.” For instance, some would say that email is a sales app. I’d argue that it’s a productivity tool but that tools like Yesware, LiveHive and Cirrus Insight, that supercharge email for selling most definitely do count as sales apps.

CRM 47

CRM Presentation B2B Technology 47

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Campaign

SalesLoft

JULY 10, 2015

Knowing what you want to do with your career when entering the workforce for the first time doesn’t feel a whole lot different than it does when you’re five years old. Suddenly the question “What do you want to be when you grow up?” has more weight than ever. When Sean Kester graduated from UGA and started his first job in recruiting, he had no idea that he was teeing himself up to become one of the most badass sales development reps in SaaS.

Sales 52

Sales Lead generation Up-sell Start-ups 52

Hubspot

JULY 10, 2015

I have a confession to make: I used to be embarrassed by my age. And I don't mean I was a little bit embarrassed. I'm talking a gut-wrenching level of embarrassment to the point where I would either lie about my age or deny the person a response. After years of doing everything possible to avoid those four little words, I have managed to overcome my embarrassment -- partly because I’m a little older, but mainly because I’ve come to terms with what I have accomplished and the hard work it took to

Represent 77

Represent Niche Strategize Start-ups 77

ConversionXL

JULY 9, 2015

Free trials are to SaaS applications as keys are to locks. The right one gets you in right away, but sometimes you have to try a few before you find the one that works. For many SaaS and cloud service providers, 100% of customers sign up for a free trial as part of the sales process — yet one study suggested that even the best-in-class of SaaS marketers were losing a staggering 75% of those who signed up for a free trial before they entered their credit card details.

A/B testing 108

A/B testing Follow-up Referrals Conversion 108

Pointclear

JULY 9, 2015

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. And sales is sick of it.

Appointment 103

Appointment Follow-up Technology Technology 103

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

SalesLoft

JULY 9, 2015

Keeping your CRM updated with your prospect activities is tough. Manually updating lead status, email, phone number, or any other custom field is brutal. At Salesloft we are all about putting more time into your day. Allowing you to do what you do best, sell. An application of record should not just allow salespeople to live where they work: phone, email, social.

CRM 52

CRM Contact Prospecting Sell 52

Hubspot

JULY 8, 2015

It’s the self-help topic du jour: achieving “work/life" balance. Tips for reaching this coveted state-of-being range from the physical (like exercising and unplugging from technology) to the psychological (like meditating and mentally “disconnecting” from work) to the sociological (like meticulously scheduling all of your outside-of-work interactions/activities with friends and family).

Agriculture 76

Agriculture Government Technology Technology 76

Understanding the Sales Force

JULY 8, 2015

Each day I read several newsletters written by physicians who are also natural or homeopathic practicioners. They are proponents of natural health care, a nutritional diet, and supplements. They are vocal in their criticisms of the FDA, Big Pharma, and mainstream medicine. The most vocal of them are viewed as huge threats to the FDA and big Pharma, because they have legitimate cures and protocols for most, if not all diseases, while Big Pharma needs us to take their drugs, which cure nothing, bu

Sales 97

Sales Sell 97

Hubspot

JULY 6, 2015

Most articles with titles like these are usually designed to educate people with little understanding of the inbound to redesign their website with the said methodology in mind. While good for people who don’t know anything about Inbound, they're rather redundant to those who have already made the switch and designed their site with conversions in mind.

Promote 76

Promote Engineering Angle Lead generation 76

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