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.
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.
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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.
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!".
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.
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 […].
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?
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
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 26, 2016
Nostalgia marketing is the advertising equivalent of comfort food. In a time when most marketing focuses heavily on the future, it transports us back to a simpler place where our current problems don't matter and the hustle and bustle of modernity just melts away. Instead of anticipating the next great thing, nostalgia marketing urges us to focus on the things we already know are great.
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 […].
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.
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
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 27, 2016
Think your email skills are strong ? Think again. As it turns out, we all overestimate our ability communicate effectively over email. In a study published in the Journal Of Personality And Social Psychology , email writers thought readers would correctly identify the tone of their emails about 78% of the time. In reality? Only 56% of emails were interpreted accurately.
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 […].
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.
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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.
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 28, 2016
I f you are currently running a content marketing campaign, I'm sure that you have written and published a good amount of blogs. But are they bringing in traffic? You can publish a great piece of content, but if no one ever reads it your time and energy will have been for nothing. So what can you do about it? Get that post to rank well organically! Before I get ahead of myself, not every post will have the potential to rank well.
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 […].
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.
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SalesLoft
SEPTEMBER 27, 2016
For some, hitting the road is a regular run of business. For others, travel is a luxury — only afforded every so often, when the company feels the event warrants the cost for multiple team members to attend. And in the case of Dreamforce , the biggest software conference of the year, this is often those members’ chance to finally take it to the sea.
Hubspot
SEPTEMBER 26, 2016
Networking is not just about meeting people, it's about meeting the right people -- the people who can help you move your business or career forward. Whether you're looking for referrals, word-of-mouth support, co-promotional opportunities, or just business advice, knowing how to build relationships and make the most of networking opportunities is key.
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 […].
Engage Selling
SEPTEMBER 24, 2016
You’ve heard the naval expression before: “all hands on deck.” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep a ship afloat in rough seas.
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.
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.
Hubspot
SEPTEMBER 27, 2016
The superheroes in Marvel Comics’ Avengers series often join forces, commonly in some sort of shiny form-fitting clothing, to defend the weak and powerless. Whether it was Thor’s bulging biceps, Ironman’s impressive armour or the Hulk’s super strength – at some point or another, I’m sure that something about this bunch has probably caught your attention.
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 […].
Engage Selling
SEPTEMBER 24, 2016
You’ve heard the naval expression before: “all hands on deck.” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep a ship afloat in rough seas.
Advertiser: ZoomInfo
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