Anthony Cole Training
SEPTEMBER 27, 2016
If you’ve followed my blog for any period of time, you know that there are several phrases that I use when discussing sales outcomes, sales management, recruitment and talent development:
A Sales Guy
SEPTEMBER 29, 2016
For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Here’s the problem with that. It doesn’t work. If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place.
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ConversionXL
SEPTEMBER 27, 2016
If you’re doing it right, you probably have a large list of A/B testing ideas in your pipeline. Some good ones (data-backed or result of a careful analysis), some mediocre ideas, some that you don’t know how to evaluate. We can’t test everything at once, and we all have a limited amount of traffic. You should have a way to prioritize all these ideas in a way that gets you to test the highest potential ideas first.
Partners in Excellence
SEPTEMBER 27, 2016
I couldn’t believe what I was hearing on the phone. It was a frustrated sales person looking for help. She had reached out after reading some blogs, asking me to be a sounding board for some deals she was struggling with. We spent some time talking about the deals, exploring what she might do to better position herself to win. At the end of the conversation, I asked, “Have you sat down with your manager to review this and get his advice?
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
Anthony Cole Training
SEPTEMBER 28, 2016
Earlier, I stated that eliminating the variability of performance all starts with people, right? And then, I proceeded to tell you that I thought that eliminating variability starts with systems and process. Now, it’s time to talk about people and that means talking about recruiting. Here are the big ideas about recruiting: You don’t have to like it; you just have to do it.
A Sales Guy
SEPTEMBER 30, 2016
The intra-webs have brought us closer and made connecting with people easier than ever. LinkedIn, Facebook, Twitter, Snapchat, Instagram, you name it, you can get a message out to anyone, I mean anyone in seconds. It doesn’t mean LeBron James, President Obama or Kim Kardashian will read it, or respond, there is however, a chance they will at least see it.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
SEPTEMBER 29, 2016
Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer is in control–funny, I always thought they were. We know that focusing on their Buying Journey, aligning our Selling Process with their journey is critical to our success (selfishly speaking.
Engage Selling
SEPTEMBER 27, 2016
Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity.
Understanding the Sales Force
SEPTEMBER 29, 2016
Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing their problem, the CEO said something along the lines of, "We are going to create a new pitch deck and reduce our prices. That will solve the problem!".
The Sales Hunter
SEPTEMBER 24, 2016
Too many salespeople find themselves without enough opportunities to keep their pipeline filled. One of the most brilliant salespeople I know and good friend Anthony Iannarino and I recently discussed the problem people have with prospecting. If we’re not willing to hold ourselves accountable to prospect, then why should we expect our prospecting to be […].
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.
Partners in Excellence
SEPTEMBER 26, 2016
Recently, I met with a CEO. He was trying to hire a new VP of Sales. For various reasons, he had struggled with getting the right person in place for a number of years. He was about to hire an individual. This person was the only individual that had been interviewed. On paper, the candidate looked pretty good. As I sat with the CEO, I asked, “What makes you think this person is the right person?
Score More Sales
SEPTEMBER 26, 2016
When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting.
Engage Selling
SEPTEMBER 30, 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 »
The Sales Hunter
SEPTEMBER 27, 2016
I hate to spend time pointing out issues, but sometimes the fastest way to get things moving in the right direction is by calling out the mistakes. Below are 10 prospecting mistakes too many salespeople make and there’s zero reason for anyone to be making them. Your objective should be to read them and […].
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Partners in Excellence
SEPTEMBER 27, 2016
What would happen if you locked a leading self help expert and a sales expert in a room, challenging them to write a book? No, I’m not setting you up for a line like, “How many self help gurus does it take to screw in a light bulb,” or “What do you call 100 sales thought leaders sitting at the bottom of the ocean?” I’m actually quite serious.
Score More Sales
SEPTEMBER 30, 2016
The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here.
Hubspot
SEPTEMBER 30, 2016
How successful are your 'welcome' emails? On average , 'welcome' emails receive an unusually high open rate of 50% -- making them 86% more effective than newsletters. These emails are responsible for setting the tone and creating expectations with your newest subscribers and customers. This is where you educate your prospective customers about the products or services you sell, as well as how frequently you’ll be sending email.
The Sales Hunter
SEPTEMBER 25, 2016
Who are you listening to? This is a vital question if you want to understand how to build tremendous sales motivation in your day. I challenge you this week to start ignoring the negative voices. Too many salespeople allow the negativity of people around them to take a toll on their level of achievement and […].
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.
Partners in Excellence
SEPTEMBER 28, 2016
As many of us prepare to descend on Dreamforce 2016, I look at it with some trepidation. Not the event, it’s fantastic, I see a lot of old friends, meet new people, and learn a huge amount. It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy.
Engage Selling
SEPTEMBER 29, 2016
This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto.
Hubspot
SEPTEMBER 30, 2016
When you think of driving leads for your agency or business online, what comes to mind? I bet it's the usual suspects -- SEO, paid search, content marketing -- all of which are important and can be fantastically profitable. But what if you could build something new to give your clients an advantage? Building your own tools can help bring in a serious influx of leads for your agency.
The Sales Hunter
SEPTEMBER 29, 2016
Quit blaming salespeople for bad prospecting habits when you the sales manager have prospecting habits that are just as bad! Culture starts at the top, and if you want your team focused on prospecting, you too must make it a priority. Your role as a sales manager/leader is not to be the best prospecting […].
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.
Partners in Excellence
SEPTEMBER 24, 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.
SalesLoft
SEPTEMBER 28, 2016
If you fail to plan, you plan to fail. Sound familiar? We all know the old adage, but we’re doing everything in our power to plan for next week’s huge event in San Francisco so that we can show up calm, cool, and collected. While a Dreamforce packing checklist may not be at the forefront of your mind just yet… remember, you’re leaving in just a couple of days!
Hubspot
SEPTEMBER 30, 2016
Efficiency, collaboration, communication, and meeting deadlines -- these all seem pretty relevant to your team's success, right? Especially when running big marketing campaigns with a lot of moving pieces. Whether you're the solo marketer at your company or part of a 25-person team, staying organized and accountable is super important to executing marketing campaigns.
The Sales Hunter
SEPTEMBER 30, 2016
We’re at the start of the 4th quarter of the year and that means we as sales leaders need to be stepping up our game. The month of October and the first week or two of November are the final weeks when we can expect people to be flexible and willing to meet. Today […].
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.
Pointclear
SEPTEMBER 29, 2016
When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? Yes! You can save a lot of money and salvage the value of your database(s) by intuitively ranking the prospects in the database and testing them by calling into a sample of each segment.
SalesLoft
SEPTEMBER 28, 2016
Some salespeople treat sales conversations like a game of Texas Hold ‘Em — analyzing the deck, not showing their cards too early, and playing it close to the vest. And while this may be a good tactic during the buying process , it’s going to repel prospects on the event floor at Dreamforce. When you’re trying to vie for time on your prospects’ calendars, the most important tone to adopt during your Dreamforce sales conversations is one of transparency and up-front e
Hubspot
SEPTEMBER 29, 2016
You might be asking, "What the heck does debating have to do with pitching prospects?". A lot, actually. Winning new business for your agency comes down to developing a logical, watertight pitch that combines data and emotion, resists opposition, and impresses your prospects. Winning a debate hinges on those same things. We've compiled a list of five debate tips you can steal to turn out a stellar pitch.
The Sales Hunter
SEPTEMBER 27, 2016
Everyone wants to think using email to prospect is incredibly efficient and the only effective way to generate leads in today’s marketplace. Excuse me, but let me say it right now: Chances are your emails aren’t making the impact you think. Stop and ask yourself this question: “How does my prospecting email look on a […].
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