Anthony Cole Training

OCTOBER 18, 2018

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough?

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Sales 182

Openview

OCTOBER 15, 2018

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.

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Quota Electricity Pitch Sports 104

InsightSquared

OCTOBER 15, 2018

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.

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Sales Negotiate Contract Quota 110

Understanding the Sales Force

OCTOBER 16, 2018

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?

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Account management Consult Process Sales 105

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Engage Selling

OCTOBER 18, 2018

Could you be solving the wrong sales problem? In other words, is the culprit behind a lack of sales the real issue, or an easy “scapegoat” which is masking the real problem?

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Sales Clients Closing Service 99

Women Sales Pros

OCTOBER 19, 2018

Is your sales funnel bloated? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. The solution is an intense cleansing process to get your funnel in ship shape.

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Strategize Pipeline Contract Sales 96

Membrain

OCTOBER 17, 2018

Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online programs, and bringing in onsite training. Every year, most of that investment goes straight down the drain.

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Sales Process 95

RAIN Group

OCTOBER 17, 2018

This piece originally appeared in the August 2018 edition of Independent Agent magazine and is reprinted here with permission. Word of mouth, repeat business and referrals used to be enough to maintain a thriving sales organization. But today, buyers have more options than ever before, they're more educated, and the phone doesn't ring like it used to.

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Pipeline Meeting Repeat business Referrals 93

Partners in Excellence

OCTOBER 14, 2018

Last week, I was sitting in the Gartner Sales and Marketing Conference. If you’ve never attended, it’s one you need to put on your future agenda. Even if you aren’t a Challenger fan, it is probably one of the best learning experiences I can recommend. One of the panelists, Myke Hawkins of Kelly Services, made a statement that struck me, “We don’t have the luxury of not transforming what we do… ” Suddenly I realized how unusual Myke’s perspective

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Customers Process Service Sales 89

Hubspot

OCTOBER 16, 2018

Instagram is an undeniably powerful marketing tool, but with over 25 million businesses on the platform today, it's critical you take the time to create well-designed and thoughtful Instagram posts to stand out. You'll need to apply a strategic design plan to your business's Instagram to attract a loyal following and find success on the app, long-term.

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Follow-up Strategize 100

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

Membrain

OCTOBER 14, 2018

When leaders build or rebuild sales teams, they often move quickly to hire the best individual contributors available and allow each to leverage their own skills and experiences to find success.

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Sales Process 87

ConversionXL

OCTOBER 17, 2018

Are you sending the right ad to the right person at the right time? In this video, Mercer talks about the funnel BEFORE the funnel. He uses his “Behavioral Funnel” technique to build custom audiences for Facebook and LinkedIn along with Google Analytics events to prime customers at the stages before becoming a lead. If you aren’t using Google Tag Manager, now is the time to start!

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Technique Customers 83

Partners in Excellence

OCTOBER 18, 2018

Imagine sitting in some sort of sales kickoff meeting or conference, and the keynote speaker enthusiastically jumps on the stage and shouts, “You need to do more of what doesn’t work!” Your initial reaction might be, “WTF!?!??” But the speaker continues, pacing back and forth, showing great slides, extorting you to do more of what doesn’t work.

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Pitch Pipeline Customers Go To Market 85

Hubspot

OCTOBER 15, 2018

As a hiring manager, you probably ask similar questions to most of your candidates -- "What's the greatest challenge you've overcome? What interests you in our company?". Most of these questions are standard and evoke similarly typical responses. In fact, if a candidate has plenty of experience interviewing, she can probably answer without much thought.

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Up-sell Education Start-ups Drivers/motivators 97

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

CloserIQ

OCTOBER 17, 2018

Do you have a sales strategy to capture all your referral business ? With a follow up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Because if you’re only asking clients for a review once after your sale and never again, you’re not tapping into this massive sales and growth engine. And unfortunately, it’s costing you serious revenue.

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Jeff Shore

OCTOBER 17, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Scott McKain and Jeff talk about the four cornerstones of what it means to be ICONIC. While it’s easy to think of some large iconic companies, being ICONIC is something you can do through your thoughtful approach to sales. Being so good at what you do, that you become the standard by which all others are measured.

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Sales Experience Price Represent Presentation 77

Partners in Excellence

OCTOBER 17, 2018

It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear process. That customers don’t go through an orderly process of: 1. Define problem, 2. Identify priorities, requirements, 3. Assess solutions, 4. Select solution, 5. Implement. It seems we are suddenly recognizing that customers struggle in buying, they wander, they start/stop, the majority of buying decisions end in “no decision made.” Even

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Process Manufacturing Launch Up-sell 85

Hubspot

OCTOBER 19, 2018

In 2017, there were 3.7 billion email users across the globe. That number is expected to reach 4.3 billion by 2022. With half of the world’s population on email, and the ability to reach people at any time of day, email marketing remains a crucial technique to build a customer base. So how do you attract people to your email list? There are a few important steps, but it all starts with an email sign up forms.

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Start-ups User Experience Technique Customers 96

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Accent Technologies

OCTOBER 17, 2018

Discover blogs and podcasts from some of the most productive people on the planet. Follow your favorites to begin the journey toward a more productive you. Productivity. Everyone wants more of it, but few people have achieved it to the fullest. To be truly effective in business and life, we need to adopt new mental models. Armed with better ways of thinking and optimized habits, productivity becomes a way of life where anything is achievable.

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Product 79

Engage Selling

OCTOBER 19, 2018

??????I think it’s fair to say that our buyers are busier than ever before because we’re in a virtual employment situation.

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Sales Pipeline Quota Process 85

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems. CSO Insight’s 2018 Buyer Preferences Survey show only 23% of buyers consider Vendor Sales People as one of the top three resources to help solve their business

Customers 82

Customers B2B Trust Process 82

Selling Power

OCTOBER 15, 2018

The habits of highly effective sales teams are a blueprint for consistently achieving quota.

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Quota Sales 102

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

Jeff Shore

OCTOBER 16, 2018

By Ryan Taft. ?A few years ago I wrote a blog on 5 Ways Great Salespeople Should Begin Their Day as a sales professional. In contrast, I thought I would share the five things you should quit doing at the end of your day to achieve the same goal. We live in a world where every second counts and it seems, if we aren’t squeezing the life out of every one of those seconds, we might be missing something.

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Gaming Product Sales 71

Hubspot

OCTOBER 19, 2018

LinkedIn announced today that it plans to overhaul its feed ranking system to help more creators get better engagement on the content they share. The changes were spurred when the professional networking site discovered that the top 1% of content creators -- also known as "power users," or perhaps influencers -- were receiving the vast majority of engagement with their posts.

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Gaming Networking Growth 77

Heinz Marketing

OCTOBER 13, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Would You Encourage Your Children to Pursue Sales? If not, what does that say about the state of sales ethics?

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B2B Prospecting Quota Trust 68

KO Advantage Group

OCTOBER 14, 2018

How do you price your services or work? Do you charge per hour or on a per project basis? I almost always get this question. And my stand about it is this: Price yourself according to how it fits in your clients’ big picture. Pricing strategy is something you need to think about carefully. Some tasks can be charged per hour, but there are some that make better sense charging per project.

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Price Clients Service Sell 59

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

Jeff Shore

OCTOBER 18, 2018

By Jeff Shore. ?A customer wants to buy a computer. The salesperson knows all about computers and gets into the details – fast. He’s quickly talking about terrabytes and RAM and screen resolution and gaming speed. Only one problem: the customer basically wants to check Facebook, manage the calendar, and watch an occasional YouTube video. Of course, that’s not the real problem.

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Customers Gaming Process Product 68

Hubspot

OCTOBER 17, 2018

Part of a social media manager's job is to filter through which platforms are or aren't relevant to their industry -- or, more importantly, their audience. But there's more to choose from than Facebook, Twitter, LinkedIn, Snapchat, and Instagram. Believe it or not, Quora is one such platform you might want to add to your marketing portfolio. What Is Quora?

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Follow-up Engineering Trust Networking 76

Heinz Marketing

OCTOBER 19, 2018

By Lisa Heay , Senior Marketing Consultant for Heinz Marketing. It’s October – the time for pumpkin spice, corn mazes, trick or treating, and spooky stories. Speaking of spooky stories, here’s one you might have heard before. Marketing operations approaches sales and says, “Hey – I want to clean up our database, and I plan to delete a whole bunch of leads.

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Campaign Quota Consult Follow-up 67

SalesforLife

OCTOBER 17, 2018

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective marketing approach in recent times is proving to be Account-Based Marketing. This marketing strategy is more focused and results in better ROI compared to any other marketing method. Account Based Marketing entails identifying prospects that are key stakeholders and strategizing marketing to resonate with the specific personas.

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Strategize Prospecting Technology Technology 56

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.

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