Anthony Cole Training

JULY 25, 2016

Prospecting 134

Prospecting Sales 134

ConversionXL

JULY 25, 2016

Google might be the holy grail of analytics, and there’s little question that you need it plugged in if you want to track your website’s success. But that doesn’t mean Google Analytics is telling you the full story. In fact, your analytics could be telling you outright lies. GA doesn’t mean to lie, of course—not most of the time, anyway.

Referrals 85

Referrals A/B testing Campaign Start-ups 85

A Sales Guy

JULY 28, 2016

In this video, I talk about the place your prospect or customer need to get mentally before you can make a sale. We don’t talk about this much, but it’s hard to sell if you can’t get your customer to do this. Selling is a relationship, and key to a relationship is working together. Learn how to get your prospect to this place and you’ll see your sales processes turn around.

Prospecting 82

Prospecting Sales Sell Process 82

Understanding the Sales Force

JULY 26, 2016

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.

Pitch 79

Pitch Sales Drivers/motivators Sell 79

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

Hubspot

JULY 29, 2016

With 500 million active monthly users , Instagram offers a unique opportunity for marketers to reach their target audiences through ad campaigns. The other perk of advertising on Instagram? The ads can look almost no different than regular posts, making them much less invasive than other ad types. But setting up ads on any platform requires a lot of thought: What should your target audience look like?

Campaign 78

Campaign Start-ups Price Education 78

ConversionXL

JULY 28, 2016

If you’re like most marketers, you don’t live an ivory tower. You try to follow “best practices” with your marketing campaigns and site, but with your limited resources, you have to spend your time on the tactics that make the biggest difference. Unfortunately, most best practice recommendations don’t take real life into account. Not every company has a well-managed CRM, a call tracking platform, a solid testing strategy and a big testing budget to boot.

A/B testing 79

A/B testing Campaign Conversion Start-ups 79

Partners in Excellence

JULY 29, 2016

Gary Peyrot asked a great question recently, He had read, “ What Would Happen If We Saw Things The Way Our Customers Saw them? “ He ask, “How to you approach the solution from the customer’s point of view, ……do you need to purposefully put aside your own agenda?” It’s a question that actually hits to the root of the challenge every sales person faces.

Retail 65

Retail Prospecting Sell Service 65

Hubspot

JULY 26, 2016

Ten years ago my answer to the cocktail party question, “What do you do?” was as easy as two letters: PR. These days that answer is: I help companies in the design and build industry connect with their targets through social media, content marketing, public relations and strategic partnerships. (Say that after two cocktails.)The PR job has changed dramatically in the last decade.

Strategic partnership 77

Strategic partnership Strategize Clients Contract 77

Understanding the Sales Force

JULY 25, 2016

Image Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo. I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!

Sales 63

Sales 63

A Sales Guy

JULY 28, 2016

Author of grit, Ted speaker, and University of Pennsylvania Professor Angela Duckworth is going will be live on The Word today, via blab. If you want to understand the psychology to success and what truly separates the successful from the unsuccessful, you don’t want to miss this. Register here: . We’ll be talking live questions, it’s your chance to meet Angela and learn how you can get to the next level.

Sell 63

Sell Meeting 63

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

Partners in Excellence

JULY 27, 2016

Somehow I get involved in lots of conversations about micromanaging. These conversations always have the same pattern. It’s an individual contributor talking about their manager, or a manager talking about a more senior manager—it goes all the way up the food chain, I recently heard of a CEO of a multi-billion organization approving every request for travel and expenditures over $100.

Trust 65

Trust Consult Up-sell Conversion 65

Hubspot

JULY 28, 2016

Live chat technology has been around for a while. And while customers increasingly demand immediate attention, businesses have been relatively slow to adopt a live chat strategy - particularly in the SMB space, where deals are still built on relationships. Live chat is often solely thought of as a customer support tool and tends to be overlooked from a sales and conversion perspective.

A/B testing 75

A/B testing Objectives and Key Results UX Clients 75

The Sales Hunter

JULY 29, 2016

Ask yourself, “Are the decisions I make tactical or strategic?” I see far too many leaders spending all of their time making tactical decisions. By this I mean decisions that impact such things as today’s business, this quarter’s volume, a person’s work schedule, etc. All of these types of decisions do need to be made, but are they […].

Strategize 54

Strategize Sales 54

SalesLoft

JULY 29, 2016

We all know that personalization has become the key to sales success. And the best way to prioritize personalization to the right people in your sales pipeline is by using predictive analytics. The addition of analytics to your process may be a new trend for departments like marketing and service, but keep measuring predictive analytics is nothing new to data-driven sales teams.

Process 52

Process Sales Lead generation Pipeline 52

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B2B

Partners in Excellence

JULY 26, 2016

My last post inn this series was “ Super Hero Sales Managers.” I hesitated for a moment discussing this topic–sales compensation plans. In many ways, it’s a No-Win discussion. I can barely scratch the surface on this topic, sales people, sales executives, and non sales executives invovled in compensation are likely to be unhappy.

Commission 65

Commission Manufacturing Sales Engineering 65

Hubspot

JULY 27, 2016

Let’s all ask ourselves a really dumb question that’s less dumb than you might think: what on Earth is thought leadership? Look. I get it. We’re all inbound marketers here. We were all trained to do this. We’ve got the certifications and we’ve taken the courses and we’ve been in the trenches. We know what thought leadership is: it’s about building up a great reputation by giving your expertise away so that people think of your business first.

Real Estate 74

Real Estate Manufacturing Clients Event Production 74

The Sales Hunter

JULY 25, 2016

What’s your 20-year goal? Every successful person I know has a 20-year goal AND a plan to get there. Grab a vision for your life and think further down the road than this year or the next year. Your sales motivation depends on it! Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark […].

Drivers/motivators 51

Drivers/motivators Sales Sell 51

SalesLoft

JULY 28, 2016

While having a list of metrics in hand is nice to have as a sales organization grows — it’s not always enough to guarantee success. They must create a data-driven sales culture that values key metrics and analytics at every point in the sales funnel. And through this focus on a data-driven sales culture, organizations must be prepared to transform through improved efficiency, effectiveness, and clarity around sales analytics.

Quota 52

Quota Contact Sales Closing 52

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

Partners in Excellence

JULY 25, 2016

Not long ago, I got a call from a frustrated sales person. He had a huge opportunity with a customer, but just couldn’t get traction. He reviewed things with me. “I’ve been talking to them about our solutions. They seem to be interested, but they just aren’t moving forward the way they should. I’m really upset, they have so many problems that our solution fixes, but I just can’t get them to move forward.” He went on to review the problems.

Customers 58

Customers Education Prospecting Sales 58

Hubspot

JULY 25, 2016

What if I told you you could visit an art gallery. from the comfort of your own home? Or from a bus seat on your commute to work? Or while you're taking a break for lunch? If you follow the right people, that's what Instagram can do for you. There are a lot of really talented artists and designers out there who use Instagram as a sort of mini art gallery -- a social portfolio, if you will.

Angle 72

Angle Follow-up Electricity Clients 72

Engage Selling

JULY 29, 2016

The majority of sales leaders and salespeople measure pipeline velocity the wrong way. Learn the right way to measure it. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Pipeline 50

Pipeline Sales Clients Quota 50

SalesLoft

JULY 27, 2016

The availability of data in today’s world is breathtaking. We have tools to gather and parse sales metrics, deliver them in beautiful interfaces , and view them on desktop or mobile at a moment’s notice. But such high volume isn’t without it’s drawbacks. If you’ve ever heard the phrase “measuring everything leads to measuring nothing,” you know exactly what I mean.

Pipeline 52

Pipeline Sales 52

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

Pointclear

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. With so little follow-up, they’re reaching, on average, only 25% of available buyers. This means that 75% of the marketing dollars spent on lead generation are wasted. Why it’s Important. “If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”.

Lead generation 45

Lead generation Quota Follow-up Campaign 45

Hubspot

JULY 28, 2016

I'll never forget one of my first job interviews out of college. I was applying for a marketing position at a technology company. (No, not HubSpot.) Because my college major had nothing to do with marketing or technology, I'd written "Relevant coursework: Statistics" in the education section of my resume in an effort to d raw a connection. When I came in to interview, everything was going great -- until I met with one of the company's VPs.

Promote 70

Promote Technology Technology Networking 70

Engage Selling

JULY 28, 2016

You can discuss sales strategies, ideas, tips and methods to no end. You can set sales targets for your team to hit, implement a promising new strategy and motivate your sales reps with morning huddles.

Product 50

Product Drivers/motivators Sales Up-sell 50

SalesLoft

JULY 26, 2016

Sales metrics may be a new trend for departments like marketing and service, but measuring analytbegiics is nothing new to data-driven sales teams. They’re no stranger to the importance of capturing and analyzing the effectiveness of their daily actions and activities. Everything from time spent on the phone a day to the size of that most-wanted whale opportunity, sales metrics are to sales teams as vitals are to a surgeon.

Quota 52

Quota Pipeline Sales Closing 52

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

JULY 29, 2016

What happens when you say those words is that the decision-maker starts envisioning their employees with more smiles on their faces, a little lift in their steps, and a general raise in the level of the entire company’s energy.

Product 40

Product 40

Hubspot

JULY 29, 2016

Conversion rate optimization (CRO) and inbound marketing go together like peanut butter and jelly. After all, nobody is more concerned with (and obsessed with) conversion rates than the inbound marketer. But many inbound marketers find themselves navigating a new world of CRO with a sense that there’s so much to test, and they’re not quite sure where to start.

Conversion 53

Conversion A/B testing Objectives and Key Results Start-ups 53

Engage Selling

JULY 26, 2016

If more sellers embraced their sales day with the same vigour that they embraced their 10,000 step Fitbit challenges there would be a heck of a lot more companies accelerating revenue this year.

Up-sell 48

Up-sell Sales Clients Quota 48

SalesLoft

JULY 25, 2016

All sales functions are connected, and sales analytics is what ties them together. The number of calls your Sales Development Reps make affects the leads they generate, which in turn affects the demos they set for your Account Executives, and so on and so on. All the answers and insights you’ve ever wanted about your sales team are right there at your fingertips, you just need to know how to speak the language.

Sales 52

Sales Closing 52

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Sales