Anthony Cole Training
SEPTEMBER 8, 2017
At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies. For now, that famous line from Colonel Jessup has me thinking about how selling has changed so dramatically even within the last few years.
A Sales Guy
SEPTEMBER 7, 2017
I lay on the couch too much. I don’t exercise enough. I’m grossly out of shape. There is no way around it. I needed to workout. Therefore, about a month ago, because running and any other “cardio” was too hard, I started walking. I know, I sound like an old man. It kills me. I used to be super active. I played football, softball, skied, played basketball and golfed.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Hubspot
SEPTEMBER 4, 2017
I'm not ashamed to admit that I'm not the most together person in the world. I eat three meals a day, but one of them is usually takeout. I hit snooze so often it should be considered a nap. And I definitely don't drink enough water. But I imagine I'm not alone. There are plenty of productive members of society like myself who work and go to school and have fulfilling lives -- those lives just don't always involve waking up at 5 a.m. for morning meditation or listening to stimulating podcasts on
Understanding the Sales Force
SEPTEMBER 7, 2017
Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact. Quickly and immediate are relative to the learning curve and the sales cycle but are still the key outcomes. Most companies combine some kind of classroom training with self-directed online training, shadowing an experienced salesperson and coaching.
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
Anthony Cole Training
SEPTEMBER 6, 2017
In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads. I know this is not a large sampling and I would be concerned about the validity of this finding if only 25% of them said that getting more qualified leads was the main problem.
The Sales Hunter
SEPTEMBER 5, 2017
Salespeople are quick to call me to ask how they can be successful in sales when they’re stuck selling what they believe is something their customers don’t want. It’s time to stop blaming what you sell as the reason for your struggles. Not only is it time stop blaming what you sell, but it’s also […].
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 5, 2017
Image Copyright iStock Photos. There is one simple thing you can do each day that will dramatically improve your sales effectiveness. But you don't think it's possible to do what the title says, do you? Well, it is not only possible, it's crucial - and not only that you do it, but that you do it often and start doing it today. Okay, so maybe I'm not talking about driving a car.
Hubspot
SEPTEMBER 7, 2017
Following its April 2017 white paper investigating the potential misuse of its platform, Facebook announced yesterday that it would be instituting new efforts to detect and block content -- and accompanying ad spends -- from fake accounts. It's the latest result of investigations into potential use of the social network during the 2016 U.S. presidential election to interfere with voter outlooks and decisions.
The Sales Hunter
SEPTEMBER 8, 2017
This past week I received an email from a sales rep who for the past two years has put up solid numbers in his job. His question to me was what should he do when his boss and others in management ask him to cheat and put his integrity aside when it comes to dealing […].
Jill Konrath
SEPTEMBER 5, 2017
Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point!
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.
Score More Sales
SEPTEMBER 5, 2017
I had the pleasure of painting a wall in the spare room in the house over the long weekend as a backdrop for creating video. Prior to this, we had dark grey colored paper pinned to the wall. Paper is fine as a backdrop until you have humidity. Yea, that’s why I decided to paint.
Hubspot
SEPTEMBER 6, 2017
Just when you thought you understood SEO. search changed. Again. "Understood" is a strong word. Search engine algorithms change at such a rapid tick, it's hard to keep up with the best strategies to optimize your blog to rank on the first page of SERPs. But this change is a biggie, so hang onto your keywords for this one. Human search behaviors have changed, and so have the technologies used to interpret and serve up search results.
The Sales Hunter
SEPTEMBER 5, 2017
How many prospects do you have in your sales pipeline? Now how many of those prospects are moving forward? Are you keeping prospects in your pipeline that have little chance of ever becoming a customer? If so, then you don’t have a sales pipeline. What you have is a sewer line. One thing you can’t […].
SalesProInsider
SEPTEMBER 8, 2017
As we planned a trip to Europe for a family wedding, my husband was very happy that we were going to be in two countries where “they speak English.” He thinks the language barrier when communicating in a second language is stressful for everyone involved and kills some of the fun. But boy was he was he surprised to find difficulty understanding the language in England and Ireland due to their strong accents using terms he didn’t know!
Advertisement
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Partners in Excellence
SEPTEMBER 8, 2017
Recently, I’ve been involved in some conversations with some very smart people. The discussions have been addressing the need for sales people to empathize with customers’ feeling some level of shame or guilt in getting buying a product, since it is a recognition of their inability to solve the problem on their own. Frankly, I don’t get the point.
Hubspot
SEPTEMBER 4, 2017
And that’s actually pretty great. None of us will be happy in our careers every day of every year. If that’s what you’re looking for, good luck. But you should find satisfaction in the work you do regularly. Because as nice as it is to talk about work/life balance, it’s also important to remember just how much of your life is actually spent at work (Spoiler alert: You’ll spend roughly 35% of your waking hours working).
The Sales Hunter
SEPTEMBER 3, 2017
How are you doing on your goals? I can’t emphasize enough the necessity of setting daily, weekly and monthly goals — and the difference this can make to your sales motivation. You also need to ask yourself if the goals are really your own. Check out the video to see what I mean: A […].
SalesLoft
SEPTEMBER 8, 2017
For an AE, starting a product demonstration can feel a little like the curtain rising on a theatrical production. Your product is the star of the show and your potential buyer is waiting to be amazed. But putting your product on display shouldn’t be the only purpose of your demo calls. Your product is just a vehicle to help them accomplish their goals.
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.
Partners in Excellence
SEPTEMBER 6, 2017
Depending on the research you read and believe, the number of buying journeys ending in “No Decision Made,” is around 50-60%. Think about what that means. Sure, we’re disappointed–it’s a lost opportunity for us. We may have invested a lot of time, resource, and energy in competing to win the decision from the customer buying team.
Engage Selling
SEPTEMBER 8, 2017
Today, we’re going to focus on closing. This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close.
Adaptive Business Services
SEPTEMBER 6, 2017
I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. We were offering business calculators that averaged $500 each although we also provided specialized and accounting systems that could land for over $10,000.
SalesLoft
SEPTEMBER 6, 2017
As an AE, sourcing your own pipeline is a lot like making your own meals. Sure, it’s a lot simpler when someone prepares a meal for you and it saves a lot of time. But when you make your own food you can be sure you’re preparing enough to fill your dietary needs for a week (or a night if you’re really hungry). And just like the multitude of people who opt out of making dinner in favor of the quick dine out alternative, the struggle of sourcing your pipeline boils down to having enoug
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.
RAIN Group
SEPTEMBER 6, 2017
According to a recent study from the RAIN Group Center for Sales Research, 55% of leaders at companies don't believe their sellers have the negotiation skills needed to consistently win new business.
Engage Selling
SEPTEMBER 7, 2017
Join Alan Weiss and myself for this unique 1.
Sales Gravy
SEPTEMBER 8, 2017
For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important.This approach ensures that your mind is engaged, before your mouth.
Hubspot
SEPTEMBER 8, 2017
Chances are you’ve witnessed a social media fail sometime in the past year. It usually results from a sense of urgency, or a miscommunication that ignores common sense, all for the sake of gaining attention. It's true: Follow just a bit of poorly-advised posting on social media, and you, too, can create your very own brand fail in a matter of minutes.
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.
Partners in Excellence
SEPTEMBER 5, 2017
There are few industries in the world that aren’t being disrupted in some fashion. Existing competition doing new things, new entrants with different business models, shifting technologies, global competition, business and digital transformation, industry/market changes, and continually shifting customer needs all impact our customers and their abilities to grow and succeed.
Sell Or Die
SEPTEMBER 5, 2017
Our guest this week is Doug Sandler, host of The Nice Guys on Business podcast. He's here to explain that podcasting is within your reach and can help your business and sales. Doug Sandler is an entrepreneur and industry leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As a podcast host of The Nice Guys , Doug has interviewed Jeffrey Gitomer, Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff
Sales Gravy
SEPTEMBER 7, 2017
The Grind podcast features Jeb Blount to discuss topics from Fanatical Prospecting such as interrupting people or facing rejection.
ConversionXL
SEPTEMBER 7, 2017
After about 2.5 years, today is my last day working on growth and content at CXL. It’s been nothing but an awesome experience – I’ve been able to work on impactful projects, learn a ton about optimization and digital marketing, and work alongside the brightest minds in CRO. To celebrate my experience and to pass on some of my learnings, I’ll share the top 7 lesson I’ve learned while working here. 1.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Expert insights. Personalized for you.
129 
Let's personalize your content