Salesforce

OCTOBER 14, 2024

Agentforce represents a quantum leap in AI automation for customer service, sales, marketing, commerce, and more. Imagine researching a company or a product online using web search, and combining that with internal knowledge about the company’s rules and policies, and then taking an action in the form of an email summary to a contact.

Engineering 128

Engineering Represent CRM Follow-up 128

Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. Company dynamics, product needs and personalities involved change year over year.

Negotiate 117

Negotiate Price Contract Represent 117

SaaStr

FEBRUARY 2, 2025

What began as a solution for fighting parking tickets has evolved into a comprehensive platform that helps consumers assert their legal rights and negotiate with large companies. Under his leadership, DoNotPay has pioneered the use of AI for consumer advocacy, including developing sophisticated AI negotiation systems.

Negotiate 89

Negotiate Price Legal Engineering 89

Hubspot

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

Contract 88

Contract Negotiate Real Estate Manufacturing 88

Sales Pop!

FEBRUARY 13, 2022

Team meetings are the perfect place to practice listening, seriously consider differing viewpoints and ideas, plus negotiate an agreeable outcome. The process encourages them to be more open to you, the sales representative. The sales process transforms from hardcore to a relaxed and friendly negotiated conversation.

Negotiate 246

Negotiate Appointment Meeting Represent 246

Sales Pop!

NOVEMBER 5, 2021

There was Microsoft and, representing one of the large European data centers, I flew to their Dublin site and toured their enormous data center. Today, we have our production infrastructure running in 4 AWS regions: Toronto, Sydney, Northern Virginia and Frankfurt. At the time, there were very few providers of that kind of service.

Pipeline 246

Pipeline CRM Territory Contract 246

Sales Pop!

AUGUST 20, 2021

Within a CRM, a pipeline represents a sales or other type of process. A company might have more than one sales department or multiple product lines that required different sales processes. For example, a complex consulting-related product or service would have a very different process from a transactional-related short process.

Pipeline 239

Pipeline CRM Negotiate Follow-up 239

SaaStr

APRIL 28, 2025

This isn’t just a note-takerit’s an AI that knows your product cold. Products like Delphi are already enabling this functionality where an AI version of yourself can join meetings. Products like Delphi are already enabling this functionality where an AI version of yourself can join meetings.

Negotiate 97

Negotiate Contract E-commerce Price 97

Anthony Cole Training

SEPTEMBER 4, 2014

54% through the book (Location 3908 vs. page number), I read the following regarding negotiations between Mulally and the UAW union negotiator, Ron Gettelfinger: “Like everything else, labor relations were all about teamwork for Mulally. American Icon opened up right where I left off. Great stuff, this technology thing.

Teamwork 173

Teamwork Negotiate Sales Follow-up 173

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). I was there last week to present to a wonderful group that was attending EcSells "6 Pillars of Sales Productivity" Workshop. That one thing being that I have moved to the right of the bell curve representing the age demographics of the group.

Objectives and Key Results 206

Objectives and Key Results Drivers/motivators Sales Represent 206

Anthony Cole Training

MARCH 26, 2012

Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. Update them, recommit to them, share them, build your plan or revise your current plan so that when you are finished you can look at your scope of work and tell yourself that "IF" you do this it will be representative of your highest and best.

Sell 154

Sell Negotiate Represent Up-sell 154

Anthony Cole Training

FEBRUARY 25, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Business issues are important to people, not products. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). managing sales (4).

Objectives and Key Results 199

Objectives and Key Results Sales Drivers/motivators Up-sell 199

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). In order to succeed at accomplishing your passionate desires, your desires must be non-negotiable to the extent that you overcome the distracting and pleasing behaviors that are keeping you from doing what you must do. Leadership Training (2).

Objectives and Key Results 180

Objectives and Key Results Sales Drivers/motivators Negotiate 180

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). But mastery of these 9 keys would help any sales manager in any industry have a more productive and more effective sales team. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Objectives and Key Results 205

Objectives and Key Results Sales Drivers/motivators Up-sell 205

Salesforce

MAY 7, 2025

It represents the percentage of net revenue you make that exceeds the cost of goods sold (COGS). A higher GPM indicates that your company is effectively managing its production costs and pricing strategies, allowing it to retain a larger portion of its revenue as profit. What trends drive sales productivity today?

Profit margin 90

Profit margin Non-Profits Manufacturing Price 90

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). When you start a new relationship, how well do you focus on the client so that you understand all of their needs so that you can provide solutions to all of their needs instead of just your primary product or service? Leadership Training (2).

Objectives and Key Results 191

Objectives and Key Results Drivers/motivators Sales Clients 191

Salesforce

MAY 20, 2025

Salesforce uses a proprietary version of this system to develop and test our AI agent products, such as Agentforce. Protocol Adherence : Security and compliance protocols are non-negotiable, especially for sensitive operations like finance and healthcare. What are we benchmarking? Whats the status of order #12345?).

E-commerce 69

E-commerce Healthcare X-functional Appointment 69

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 206

Objectives and Key Results Drivers/motivators Sales Up-sell 206

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). When you look in the mirror at the end of 2010, can you say that your results as a sales professional represent your highest and best? Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Objectives and Key Results 181

Objectives and Key Results Drivers/motivators Sales Represent 181

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). have a more consistent production flow and consistent income, then you must focus on consistent prospecting. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics!

Objectives and Key Results 186

Objectives and Key Results Sales Drivers/motivators Prospecting 186

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 203

Objectives and Key Results Drivers/motivators Sales Up-sell 203

Salesforce

APRIL 28, 2025

Our recent story unpacked the four levels of agentic maturity and looked at the increasingly sophisticated implementations companies are deploying to production. The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation.

Retail 97

Retail Trust Manufacturing Government 97

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Enhance sales rep productivity. More about the product and services available. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! managing sales (4).

Sell 186

Sell Objectives and Key Results Sales Drivers/motivators 186

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 173

Objectives and Key Results Drivers/motivators Pipeline Clients 173

Hubspot

JANUARY 8, 2025

In this section of the gap selling problem identification cart, youll compare the current state with the desired future state; the chart visually represents the gap, aka whats missing or preventing your prospect from reaching their goals. But when done right, gap selling shifts your focus from pushing a product to solving real-world problems.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). I owe that to them and to my company that counts on me to represent our brand promise of "Changing the way companies succeed". Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Objectives and Key Results 189

Objectives and Key Results Drivers/motivators Sales Represent 189

Martech

FEBRUARY 24, 2025

AI agents: Changing the game AI agents represent self-learning, continuously evolving systems that can act on data with minimal human intervention. Building blocks exist, from recommendation engines that serve personalized product listings to chatbots that drive automated customer engagement. Dig deeper: Are AI agents a big deal?

Objectives and Key Results 101

Objectives and Key Results Government Technology Technology 101

Anthony Cole Training

APRIL 14, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 189

Sell Objectives and Key Results Drivers/motivators Prospecting 189

Anthony Cole Training

OCTOBER 21, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Discover that maybe, just maybe, they have been satisfied with mediocrity from a current provider when what they really need and want is an extraordinary partner that helps them discover what they need not just someone that provides them a product or service.

Objectives and Key Results 186

Objectives and Key Results Drivers/motivators Sales Up-sell 186

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 186

Objectives and Key Results Drivers/motivators Sales Up-sell 186

Anthony Cole Training

JUNE 14, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). At the end of the year, can you look at ALL of your results and say that "this represents my highest and best"? And not just preparing to handle the "technical" or product part of the sales call, but your preparation for the art and science of selling?

Objectives and Key Results 163

Objectives and Key Results Sports Sales Drivers/motivators 163

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Anthony Cole Training

SEPTEMBER 22, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). From my perspective, the standard should always represent your highest and best. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2).

Objectives and Key Results 181

Objectives and Key Results Sales Drivers/motivators Represent 181

Anthony Cole Training

JUNE 29, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). You have to be wisely selfish enough to realize that if you move forward you are wasting your time and the time and resources of the company or companies you represent. Leadership Training (2). major performance factors (2). managing sales (4).

Objectives and Key Results 185

Objectives and Key Results Appointment Sales Drivers/motivators 185

Anthony Cole Training

NOVEMBER 10, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 186

Objectives and Key Results Sales Pipeline Drivers/motivators 186

Anthony Cole Training

SEPTEMBER 26, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 169

Objectives and Key Results Hospitality Drivers/motivators Sales 169

Salesmate

JULY 8, 2020

A simplified email drip sequence would look something like this: Introduce who you are and what you offer Explain how your product or service can benefit the lead Give a case study that proves the quality of your product or service Pitch for a consultation. Webchat, perhaps with a live demo of your product, are other options.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126