Anthony Cole Training

NOVEMBER 2, 2016

Successful sales management requires several contributions:

Sales 217

Sales 217

A Sales Guy

OCTOBER 31, 2016

If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results.

A/B testing 142

A/B testing Sales Contact B2B 142

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different.

B2B 110

B2B Conversion B2C SQL 110

Understanding the Sales Force

NOVEMBER 3, 2016

Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

Commission 107

Commission Territory Sales Prospecting 107

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

The Sales Hunter

NOVEMBER 1, 2016

People ask me all the time, “What does it take to be successful when prospecting?” I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions. This is absolutely essential! The most succeesfull salespeople are those who commit time […].

Prospecting 107

Prospecting Sell Sales 107

A Sales Guy

NOVEMBER 4, 2016

There is a book called The Numbers Game; Why Everything You Know About Soccer is Wrong. It was written by Chris Anderson and David Sally. Think Moneyball for soccer. If you’re a soccer fan, you may have heard of it. If you’re Malcolm Gladwell fan and have been listening to his new podcast, it may ring a bell, because he references it in the My Hundred Million episode.

Sports 131

Sports Teamwork Gaming Quota 131

Understanding the Sales Force

OCTOBER 31, 2016

At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.

Negotiate 94

Negotiate Sales 94

ConversionXL

NOVEMBER 1, 2016

ConversionXL Live 2017 tickets are now available ! Dates: April 5 to 7. Location: San Antonio, TX. Same unique format: 3-days in a resort hotel that’s booked fully for the event! Everyone stays in the same place for the whole duration of the conference. Our 2017 event will take place in the luxurious Hyatt Regency Hill Country Resort and Spa. As always the ticket includes 2 hotel nights and all meals + entertainment.

UX 94

UX Entertainment B2B Campaign 94

A Sales Guy

NOVEMBER 1, 2016

A craft is something we look to perfect. A craft requires passion. A craft, by definition, requires skill and the constant improvement of that skill. When we embrace our craft, we are more committed to its purpose. We are more inclined to improvement and the execution of the craft. When we embrace our craft, we are focused on the outcomes, the value it creates for others, our influence in the outcomes and how we deliver the outcomes.

Meeting 119

Meeting Sales 119

Partners in Excellence

OCTOBER 31, 2016

Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. There’s huge amounts of data outlining the differences in sales time and cost between growing an existing relationship and acquiring net new logos.

Account management 95

Account management Government Strategize Customers 95

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

Score More Sales

OCTOBER 31, 2016

To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware.

Sales 92

Sales B2B 92

The Sales Hunter

NOVEMBER 1, 2016

Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the same. The first reason is the customer isn’t […].

Price 91

Price Sell Customers Sales 91

A Sales Guy

NOVEMBER 2, 2016

Have you ever asked yourself how much your marketing content is worth? You know, the ebooks you create. The infographics you design. The webinars you host. How much are they worth? You need to know, because contrary to your beliefs, they have value and your ability to apply the appropriate value matters. The value of your marketing content isn’t measured in terms of money, but rather by how much information your prospects are willing to give up.

Price 117

Price Appointment Gaming Prospecting 117

Engage Selling

NOVEMBER 1, 2016

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

Up-sell 89

Up-sell Sales Clients Quota 89

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B2B

Score More Sales

NOVEMBER 1, 2016

The short answer if you are in a hurry to read this is:

Sales 89

Sales B2B 89

The Sales Hunter

NOVEMBER 4, 2016

Sales is an emotional game. It never ceases to amaze me how much a person’s emotion and level of motivation impact results. Every manager knows there will always be moments to praise success and to critique things that don’t go well. Challenge is making sure the salesperson’s motivation remains positive. Each salesperson responds to […].

Drivers/motivators 88

Drivers/motivators Sales Gaming Sell 88

Hubspot

NOVEMBER 4, 2016

They say a picture is worth 1,000 words. In reality, a picture is worth closer to 84.1 words depending on a variety of other factors, but let’s face it, that’s not as catchy. The original point of the saying still stands, though: Images communicate information more effectively than text alone, and they’re best when working together. According to BuzzSumo, articles with an image once every 75-100 words got double the number of social shares as articles with fewer images.

Angle 78

Angle Objectives and Key Results Engineering Drivers/motivators 78

Engage Selling

NOVEMBER 4, 2016

Mike Tyson once said, you know, everybody has a set plan they’re going to use until they step in the ring and they get punched in the face.

Sales 87

Sales Up-sell Closing Clients 87

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

NOVEMBER 4, 2016

I read an article about the seeming inevitability of commoditization. We certainly see a lot of evidence of more of what we sell becoming commodities. In most of our lifetimes, we’ve seen things like PC’s, Smart Phones, and other things become commodities. They are largely undifferentiated, leading people to buy on price. The trend toward commoditization paints a dire picture for our companies and sales people.

Price 77

Price Up-sell Sell Product 77

The Sales Hunter

NOVEMBER 3, 2016

Why do people think they can send out lousy emails and expect people to respond? Do these people think the people they’re sending them to are as stupid as they are? I’ve been collecting the worst of the worst and it’s time to start calling them out. Some people have told me I should not […].

Prospecting 88

Prospecting Sales 88

Hubspot

NOVEMBER 4, 2016

LinkedIn is best known as the world's largest professional network -- in other words, users aren’t there to look at cat memes or read celebrity gossip. Instead, they're looking to connect with people in their industry , network, keep up with industry news, and look potential job opportunities. For marketers, paying attention to this difference in user purpose is key when building your social strategy.

Real Estate 78

Real Estate Networking Follow-up Start-ups 78

Pointclear

NOVEMBER 2, 2016

There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.

Tradeshows 58

Tradeshows Sales Lead generation Prospecting 58

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

SalesLoft

NOVEMBER 4, 2016

Sales data scientists and process designers, now better known as Sales Operations Leaders, had a big hand in creating the Customer Relationship Management (CRM) tools of today’s sales stack. Salesforce, in particular, is the CRM that serves as home base for prospect and customer data entry for most modern sales organizations. But Salesforce for Sales Operations Leaders is about a lot more than front end customer and prospect data.

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Sales 52

The Sales Hunter

NOVEMBER 2, 2016

Digital Sales Engine is a day-long online learning event on November 17, packed with live sessions and master classes by 30+ of today’s leaders in sales. Other top sales speakers and I will come together to provide a learning experience full of proven strategies and powerful insights around sales technology. The event will consist of […].

Pipeline 87

Pipeline Engineering Technology Technology 87

Hubspot

NOVEMBER 4, 2016

No matter what sector you're in, the holiday season is a time when marketers can drive new sales, attract new customers, and create valuable promotional deals. With all of that opportunity comes the need for extra marketing efforts around the holidays. But it's not enough just to execute deals like every other brand out there -- holiday sales also bring holiday noise, so it's essential that your marketing efforts to stand out from the crowd.

Campaign 78

Campaign Promote Customers Sales 78

Sell Or Die

NOVEMBER 3, 2016

Our guest this week is the great Eric Chester, a hall of fame speaker, writer and workplace culture expert. He joins us to discuss a topic that's in the news and on many salespeople's minds.ethics of selling. Where is the line between making a sale and making an ethical error? What do you do if everyone around you is bending the rules? Why are ethics even more important in a post Wells Fargo scandal world?

Sales 40

Sales Sell 40

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

SalesLoft

NOVEMBER 2, 2016

We’ve compared Sales Development Reps to card sharks on the blackjack table, astronauts launching into space, and even the infamous sales scientist from back in the early days of Salesloft. But the analogy we just can’t help but continue to make: SDRs are the athletes ruling the landscape of the sales development field. From the constant drilling of practice, to statistic-driven competition, sales is just a game of will that only gets better with determination, man-hours, and some go

Teamwork 52

Teamwork Sports Appointment Gaming 52

The Sales Hunter

OCTOBER 29, 2016

Digital Sales Engine is a day-long learning event packed with live sessions and master classes by 30+ of today’s leaders in sales. I am excited to come together with other top sales speakers on November 17 to provide a learning experience full of proven strategies and powerful insights around sales technology. The event includes live interactive […].

Pipeline 86

Pipeline Engineering Technology Technology 86

Hubspot

NOVEMBER 3, 2016

Today’s workforce is always on the go and multitasking. We’re busy, we’re distracted, we’re ambitious, and we’re always on the hunt for new sources of inspiration. That’s why business management-oriented podcasts are so perfect for today’s professionals. A recent comScore survey found that 22% of U.S. internet users listen to podcasts at least once a week.

Objectives and Key Results 78

Objectives and Key Results Teamwork Construction Entertainment 78

Partners in Excellence

NOVEMBER 2, 2016

Imagine you are investing in a fantastic sales automation tool. It’s a multimillion dollar investment. It takes some time to implement the system and get it fully productive, perhaps 7 months to a year, depending on the complexity of your operations. Once it’s in production, it drives the results you expect. But after 18-22 months, you decide to abandon it, you decide to go through the same process again, with the same levels of investment with a new sales automation tool.

Territory 98

Territory B2B Contract Quota 98

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Sales