Anthony Cole Training

OCTOBER 1, 2015

I’ve not read the book Don’t Sweat The Small Stuff and It’s All Small Stuff by Richard Carlson. It’s a catchy title and I’m sure a good read. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book. But if you are a sales manager responsible for developing your people and for driving sales growth this is awful advice.

Sales 194

Sales Growth 194

ConversionXL

OCTOBER 1, 2015

Do you remember when Slack launched last year? At the time, I was a diehard HipChat fan. Needless to say, I wasn’t interested in trying Slack. I considered it nothing more than a passing trend. Now? I use it for an average of 10 hours a day for personal and professional reasons. (Sorry, HipChat.). What’s going on here? How’d I go from loathing something to using it daily in the span of just 3-4 weeks?

Conversion 129

Conversion UX Retail Follow-up 129

A Sales Guy

SEPTEMBER 28, 2015

Why should I be excited to work for you? No, really. Why? Why work for you as opposed to any other sales leader out there? Please- whatever you do, don’t tell me it’s because you’re a good guy or girl, fun to work with and because you support your team. It will make me throw up in my mouth. [link]. I need more than that. And frankly; so do you.

Sales 118

Sales 118

Understanding the Sales Force

SEPTEMBER 28, 2015

During the course of a baseball season, both hitters and pitchers fall into slumps. In baseketball players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps. Tiger has been in a slump since Thanksgiving of 2009! (I'm sure there must be some kind of a slump that Soccer players can fall victim to but I don't know enough about soccer to weigh in) With slumps being so common, it shouldn't come as a surprise tha

Sales 111

Sales Pipeline Process 111

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Follow-up

The Sales Hunter

SEPTEMBER 29, 2015

Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone. A key problem everyone has is spending […].

Technique 108

Technique Prospecting Drivers/motivators Process 108

ConversionXL

SEPTEMBER 29, 2015

Reality check: the level of statistical literacy is pretty poor in CRO world. A major portion of your test results are probably invalid. While testing tools are getting more sophisticated, blogs are brimming with ‘inspiring’ case studies, and experimentation is becoming more and more common for marketers – statistics know-how is still severely lacking.

A/B testing 128

A/B testing Non-Profits Conversion Represent 128

Understanding the Sales Force

OCTOBER 1, 2015

If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn't you want to use it? Heck, you would want to look into that thing even if it wasn't a difficult selling role. But what if you were recruiting kids right out of college? What would you do then? Would you just recruit a whole bunch of kids and keep the ones who didn't quit?

Sales 106

Sales Sell 106

Partners in Excellence

OCTOBER 2, 2015

A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer.

Process 93

Process Customers Drivers/motivators Up-sell 93

ConversionXL

SEPTEMBER 28, 2015

We all know that you have to work your butt off to get anywhere. Same with conversion optimization. In order to get results you could be proud of, you need to put in the effort and hours. But how are you spending that effort? Let’s say tomorrow you’ll get fired from your job. But – good news – you’ve just been given a new job as a conversion optimization specialist at an ecommerce company.

A/B testing 103

A/B testing Conversion Process 103

A Sales Guy

OCTOBER 1, 2015

Do you remember the book the Challenger Sale ? The book that got everyone fired up because they said relationships wasn’t the most important skill in selling? Well, the boys are at it again and I got to interview them. The authors of the Challenger Sale just launched the Challenger Customer and it’s already a Wall Street Journal bestseller (#2).

Customers 115

Customers Launch Up-sell Sell 115

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

Retail

Engage Selling

SEPTEMBER 29, 2015

We can discuss sales strategies, ideas, tips and methods to no end. However, at times even the best salesperson struggles to achieve results not because of a weak strategy, but because of little to no focus on their productivity. Let’s cut to the chase. The best way to get your team to achieve true productivity […].

Product 92

Product Sales Quota Clients 92

Partners in Excellence

SEPTEMBER 28, 2015

Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely different than I expected.” I think too many of us–entrepreneurs and sales people, alike, have mistaken impressions of closing the sale.

Closing 92

Closing Objectives and Key Results Technique Sales 92

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Lead generation 95

Lead generation Hospitality Non-Profits Government 95

A Sales Guy

SEPTEMBER 28, 2015

We’re preparing for The Word, Episode 16. It’s going to be one of our best yet. As part of the preparation, we wanted to get some insight into the state of sales today. So what did we do? We created a simple survey to find out. It takes 2 minutes and we’ll be sharing the results on the show October 8th. Click on the coffee cup and let us know what type of salesperson you are.

Sell 115

Sell Sales 115

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

Promote

Engage Selling

OCTOBER 1, 2015

It really has been a crazy few months here at Engage Selling. Working with so many different clients in such a short span really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking! With that in mind, I want to share with you an important point which […].

Clients 90

Clients Sales Sell Pipeline 90

Partners in Excellence

SEPTEMBER 28, 2015

One of the core issues in understanding and influencing our customers’ buying processes is to make sure we are working with the right people, doing the right things at the right time. Traditional wisdom says, “Work with the decision-maker!” Sometimes that manifested itself with further wisdom, “Call at the top.” The thinking being reaching high up the food chain, getting the right C-Level executive who will make the decision for us, stuffing it down on the organiza

B2B 91

B2B Process Presentation Customers 91

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Lead generation 95

Lead generation Cross-sell B2B Technique 95

The Sales Hunter

SEPTEMBER 29, 2015

Last year you were a star. Everyone in sales thought you were amazing, because of the results you were generating. The prospecting plan you put together was rocking. This quarter the results aren’t there. In fact, they’ve been on a slide most of this year, despite you doing the same thing this year that […].

Prospecting 91

Prospecting Sales Sell 91

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Pipeline

Engage Selling

OCTOBER 2, 2015

What makes your business unique? Don’t let your answer be bland and similar to what your competition would say, you need real facts and data to drive your point home. Get your copy of Nonstop Sales Boom for in-depth strategies for creating sales success.

Prospecting 89

Prospecting Sales Clients Quota 89

Partners in Excellence

SEPTEMBER 30, 2015

The concept of provoking our customers, getting them to think about their businesses differently is a key element of providing insights. Paraphrasing Brent Adamson , to help our customers “unlearn” we have to show them what they are currently doing may be wrong. That is, there may be different ways of operating that will produce superior results, or there may be opportunities they are missing.

High impact 89

High impact Clients Represent Prospecting 89

Hubspot

OCTOBER 1, 2015

When Apple unveiled its new iPhone and iOS 9 operating system two weeks ago, it dropped a proverbial wet blanket on marketers everywhere: A new feature in the operating system called Content Blockers will now allow iOS 9 users to install ad blocking applications from the App Store. These ad blocking application will let people easily block advertising, trackers, and other third-party scripts.

Networking 78

Networking User Experience Technology Technology 78

The Sales Hunter

OCTOBER 2, 2015

Let me share with you my definition of a leader: A leader is one who helps others see and achieve things they didn’t think were possible. Let me share with you my definition of a top-performing salesperson: A top-performing salesperson is one who helps others see and achieve things they didn’t think were possible […].

Sales 86

Sales 86

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Campaign

Engage Selling

SEPTEMBER 30, 2015

A high quantity plus a high quality of contacts are required for growing your accounts. Today I’ll discuss how to create a Nonstop Sales Boom using the High, Wide and deep strategy of customer relationship management. A high quantity plus a high quality of contacts are required for growing your accounts. Today I’ll discuss how to create a Nonstop Sales Boom using the High, Wide and deep strategy of customer relationship management.

Customer Relationship Management 87

Customer Relationship Management Relationship Management Contact Customers 87

ConversionXL

SEPTEMBER 30, 2015

You may be wondering, “why should I make my own visualization of my A/B test results?” Because the A/B testing tools in the market already provide you all the necessary tables and graphs, right? They tell you when an A/B test is significant and what the expected uplift is. So why bother? The thing is, these tables and graphs are comprehensible when you – a data driven analyst – take a look at them.

A/B testing 119

A/B testing Represent Conversion Presentation 119

Hubspot

SEPTEMBER 30, 2015

I had a co-worker email me the other day asking for a blog post about the benefits of business blogging. "It's for a friend," she said. Sure it was. I told her I'd shoot over one of our up-to-date blog posts about why businesses should blog and. I couldn't find one. Whoops. Quite the meta mistake. So I'm doing it now. If you're trying to explain one of the core tenets of inbound -- business blogging -- to your boss, a coworker, your mom at Thanksgiving, whomever, then send them this post.

Engineering 78

Engineering Lead generation Education Start-ups 78

The Sales Hunter

OCTOBER 1, 2015

A salesperson contacted me saying he was not having any success developing new customers. I get calls like this all the time, but what struck me about this situation is what I found out after I started digging in. The company the salesperson sells for offers a wide range of services their target prospect […].

Prospecting 86

Prospecting Sell Contact Service 86

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.

Gaming

Partners in Excellence

SEPTEMBER 29, 2015

I was reading a sales blog post on critical questions to ask the customer. One that jumped out to me was the advice to make sure you ask, “Are you the decisionmaker?” Perhaps I’m being too nit-picky, but it seems to be a terrible question. As I reread it, I thought, what do we learn from the response to the question? First the response can only be “Yes,” or “No.” (I thought it was conventional wisdom that open ended questions tend to elicit more infor

B2B 91

B2B Process Closing Customers 91

Anthony Cole Training

SEPTEMBER 30, 2015

There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!

Pitch 181

Pitch Sales Prospecting 181

Hubspot

SEPTEMBER 29, 2015

If you were to design a subway map, what would you design for: geographical precision or visual clarity? Is it better for a map to accurately represent the geography at street level, or for it to be abstract and easy-to-understand? In 1972, Massimo Vignelli chose the latter -- visual clarity -- when he designed a map of the New York City subway system.

Angle 78

Angle Represent Meeting 78

The Sales Hunter

SEPTEMBER 28, 2015

Do you have any idea who your number one competitor is? I’ve got news for you! It’s YOU! Yes, your thoughts will sabotage your motivation this week — if you let them. We are quick to say that other circumstances and people are ultimately controlling our outcome, but the reality is that you play a […].

Drivers/motivators 84

Drivers/motivators Sales 84

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service