Anthony Cole Training

FEBRUARY 22, 2017

YOUR BIGGEST UNDETECTED CHALLENGE.

Sales 124

Sales 124

ConversionXL

FEBRUARY 21, 2017

User experience is a nebulous term. What defines a “good” UX from a “bad’ UX, and what do the gradations look like between the two poles? The challenge comes in testing and measuring UX. Can you do it in a rigorous way and are there tools that can help you? Yes you can, and yes there are. That’s what this article is about: measuring and testing UX. If you’re an experience UX or conversion optimization person, this might be basic to you, but it will be a good overview for those new to the field.

User Experience 103

User Experience Conversion UX A/B testing 103

Engage Selling

FEBRUARY 21, 2017

You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.

Up-sell 102

Up-sell Sales Clients Quota 102

Understanding the Sales Force

FEBRUARY 23, 2017

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.

Up-sell 87

Up-sell Sell Sales 87

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

A Sales Guy

FEBRUARY 22, 2017

Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea. The best ideas come with your 7th, 8th, 9th and even 10th. Can you think of 10 ideas to solve even the simplest of problems?

Presentation 84

Presentation Follow-up Start-ups Sales 84

ConversionXL

FEBRUARY 22, 2017

Retention is the key to building a great business. When your core product experience brings your users back time and time again, you gain some incredible advantages. You spend less on acquisition, learn from your users faster, and start building a community through word of mouth and referrals. If you can’t retain your users, you’re going to spend more on acquisition while not growing as quickly.

Product 101

Product Growth Drivers/motivators A/B testing 101

Hubspot

FEBRUARY 23, 2017

Video content is no longer an option: It's a necessary component of any successful marketing strategy. The good news? Your audience wants to see more videos from you, and they engage with them at higher rates than other types of content. Email open and clickthrough rates improve when the word "video" is used in subject lines , and 4X as many people would prefer to watch a video about a product than read about it.

Product 78

Product 78

Score More Sales

FEBRUARY 21, 2017

There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.

Sell 78

Sell Sales B2B 78

The Sales Hunter

FEBRUARY 21, 2017

I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].

Prospecting 72

Prospecting Customers Sell Sales 72

Engage Selling

FEBRUARY 23, 2017

Want to accelerate your sales this year, but unsure which sales skill to make a priority and develop among your sales reps? If I had to choose one to suggest to you, it would be prospecting.

Sales 72

Sales Prospecting Clients Quota 72

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

Hubspot

FEBRUARY 23, 2017

The media needs content to report, and marketers need exposure for their content. Together, it seems like these two would have a pretty simple, mutually beneficial relationship, right? Unfortunately, like most modern-day relationships, it’s never really that simple. Marketers and PR professionals have long been denounced by the media as spin doctors thanks to poor outreach practices and failing to create valuable content that goes beyond selling a product or service.

Pitch 78

Pitch Entertainment Angle Objectives and Key Results 78

SalesLoft

FEBRUARY 22, 2017

Sales is one of the most inconsistent professions around. From the workload to the paychecks, nearly everything about a sales role is dominated by ebbs and flows. Some days your phone will be ringing off the hook, while others you’ll be struggling to fill the hours. Some quarters will be rough, while others you’ll be at the top of your team’s leaderboard.

Sales 52

Sales Contact Pipeline Gaming 52

The Sales Hunter

FEBRUARY 19, 2017

How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […].

Strategize 69

Strategize Drivers/motivators Sales Sell 69

Engage Selling

FEBRUARY 24, 2017

Last year, I was interviewed by Maclean’s Magazine. They asked me what specific courses a student needed to take in order to get a good sales education coming out of university and going into the workplace.

Prospecting 55

Prospecting Education Sales Sell 55

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B2B

Hubspot

FEBRUARY 22, 2017

Ah, autonomy. Isn't it grand? No defined time when you have to arrive at the office. No guilt over having to leave early for your kid’s recital. And if you’re not feeling well or the roads are bad, no problem -- just work from home. But is it ever really that simple? After all, other things become more salient when you’re working from home, like that pile of laundry that needs to get done, or a plethora of mindless daytime TV viewing options.

Appointment 78

Appointment Sports Trust Start-ups 78

Sell Or Die

FEBRUARY 23, 2017

Andrew Sherman is a lawyer, professor and the Author of The Crisis of Disengagement. We discuss how one employee can destroy an entire office culture and what sales managers can do about it.

Sales 40

Sales 40

The Sales Hunter

FEBRUARY 24, 2017

Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […].

Sales 68

Sales Sell 68

Sales Gravy

FEBRUARY 20, 2017

Champions win by casting themselves in a different light, as the "good guys." Champions help relieve their client's pain. It makes all the difference in the world. It’s inevitable that you’ll eventually find yourself working with hostile buyers.

Clients 40

Clients 40

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

Hubspot

FEBRUARY 22, 2017

HubSpot reached its 10-year milestone in 2016. And as tradition holds, the tenth anniversary calls for a gift of tin. Yes, just like the thing you carry your breath mints in. Tin’s strong yet pliable nature represents the flexibility and fortitude needed in any lasting relationship. And that got us thinking. Flexibility is really about a whole lot more.

Represent 78

Represent Growth Customers Sales 78

Partners in Excellence

FEBRUARY 23, 2017

Don Mulhern published a brilliant post in LinkedIn the other day. I thought I’d expand on his ideas. I spend innumerable hours doing deal reviews. 95% go the same way, they focus on the product the sales person is selling, not what the customer is trying to achieve and how we can help the customer do that. Sales people spend endless hours talking about: This is what they like in our product, this is what they like in the competition.

Product 67

Product Sell Up-sell Promote 67

The Sales Hunter

FEBRUARY 21, 2017

We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that don’t go […].

Customers 60

Customers Lead generation Sales Prospecting 60

Understanding the Sales Force

FEBRUARY 21, 2017

On my way to the office, I was listening to FOX News when they cut to a diner in Jacksonville, Florida to interview some of the patrons there. One of the people interviewed was Stanley, a Veteran who said he had two messages he wanted to share. He said, "To the media, don't make in-depth assumptions from shallow observations. And to the obstructionist democrats, we have a saying in the military.

Sales 68

Sales Pipeline Sell 68

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

Hubspot

FEBRUARY 23, 2017

As important as creativity is to an agency's success, no great work can be produced without a great process. Next time you admire a stunning design project, think for a moment: This work looks great, but did it go out on time? Did the project exceed budget? Was the client actually happy with the end result? Did the team run into any major project management roadblocks?

Growth 78

Growth Process Strategic planning UX 78

Hubspot

FEBRUARY 22, 2017

60% of leading advertisers will review their agencies within the next 12 months, according to a study from Advertiser Perceptions. As if to prove the point, Procter & Gamble announced in January they will review all ad agency contracts in 2017. Whether it's due to the demise of the agency-of-record, growing concerns over transparency issues, or the invasion of management consulting firms on ad agency turf, marketers are actively shopping for agencies like never before.

Gambling 78

Gambling Clients Territory Pipeline 78

Hubspot

FEBRUARY 21, 2017

What could be better than a three-day holiday weekend? Whether you decide to staycation at home or take advantage of the time off by visiting a new place, most people would agree that getting an extra vacation day is a good thing. The trouble is, once you get back into the office to a deluge of emails and only four days left to get your job done, it can feel overwhelming.

Product 78

Product Technique Appointment Meeting 78

Hubspot

FEBRUARY 21, 2017

Advertisers and marketers have access to more data in 2017 than ever before, but does that make it easier, or more difficult to act decisively? According to new data from Brand Innovators , 36% of social marketers struggle to "distill data into insights and actions." Despite having an unprecedented amount of data at their disposal, many marketing teams and agencies still lack the resources and business expertise necessary to turn that information into campaign decisions.

Campaign 78

Campaign 78

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

Hubspot

FEBRUARY 20, 2017

“Google it.” “Can you pass me some Kleenex?” “Let’s take the Jet Ski out.”. These are just a few examples of how brand names have been worked into our common vocabularies. When people ask for a Kleenex, they usually just mean they want a tissue, but because the Kleenex brand is so popular, we’ve started conflating the popular brand name with the object itself.

Engineering 78

Engineering Start-ups Technique Technology 78

Hubspot

FEBRUARY 20, 2017

Taking on a branding project for a small business can be a valuable opportunity for agencies and freelancers to develop experimental creative work without the intense pressures and restrictions associated with larger accounts. While big businesses often have multiple decision makers with very specific ideas and guidelines to keep their existing brands consistent, smaller companies are usually more open to exploring new creative directions, and can move faster to implement them.

Electricity 78

Electricity Angle Promote Territory 78

Hubspot

FEBRUARY 20, 2017

Video is crushing it on social media. Videos on Facebook are shared 7X more frequently than links, Snapchat users watch 10 billion videos each day, and video ads on Twitter are twice as memorable as other ads on the platform. So, how can brands take advantage of high levels of video engagement on Twitter? Adweek analyzed Twitter's Online Video Playbook and distilled meaningful statistics and suggestions for brand and content marketers to leverage the power of video ads.

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78

Hubspot

FEBRUARY 23, 2017

What was the first social network you ever joined? While many people will recall it being Facebook or Twitter, others might remember some of the earlier, less popular social networks. You know, like Friendster, Open Diary, and Orkut? A lot these primitive social networks go forgotten, but that doesn't make their stories any less important. After all, these networks laid the groundwork for the social media giants we use today.

Networking 101

Networking Launch Follow-up Technique 101

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Sales