Anthony Cole Training

FEBRUARY 9, 2015

After years of assessing sales people in all types of industries involved in all kinds of B2B sales with the worlds #1 sales assessment (Objective Management Group Sales Evaluation) I believe I know that the makeup is for someone that can execute what Susan Scott calls ''Fierce Conversations''. Someone that makes decisions.

Management Consulting 180

Management Consulting Sales Consult Account management 180

Sales Hacker

MARCH 19, 2024

She started her career as a management consultant for PricewaterhouseCoopers. Candid, off-the-record conversations — no recordings here. She has also created award-winning integrated campaigns with data storytelling. Prior to Twilio Segment, Katrina worked at Zuora, Salesforce and SAP. A chance to tour (and maybe even race on?)

GTM 117

GTM Management Consulting Growth Pipeline 117

Anthony Cole Training

FEBRUARY 9, 2015

Certainly, if your team already consisted of the right combination of challenger, farmer, hunter, account manager, consultative seller, then you wouldn''t be reading this article or series. Consultative sellers who listen AND understand. What needs to be considered is what makes the challenger a challenger?

Management Consulting 120

Management Consulting Sales Consult Account management 120

Martech

NOVEMBER 30, 2023

Ahead of it were, in order, telephone salespersons, solicitors, psychologists, further education teaching professionals, market and street traders and assistants, legal professionals, credit controllers, HR admin roles, PR professionals, management consultants and business analysts, market research interviewers, and local government administration.

Technology 108

Technology Technology Government Legal 108

Heinz Marketing

JULY 28, 2022

Being in a consulting business, the pressure we put on ourselves to sound “smart” in front of clients is a lot to take on. Led by Jeff Ansell , head of Jeff Ansell & Associates, a management consulting and communications training firm—this course offered some great tips for those of us who may need a little help.

Presentation 119

Presentation Contact Management Consulting Consult 119

Women Sales Pros

AUGUST 9, 2019

No time was lost to a pity party or why-me conversation. More work, more perseverance was needed to open up initial sales conversations. My client sold high-end management consulting and advisory services, which often get put into the nice-to-have, no-deadlines bucket. That’s resiliency. That’s perseverance.

Appointment 90

Appointment Consult Management Consulting Up-sell 90

Hubspot

JUNE 8, 2020

Boston Consulting Group (BCG), a management consulting firm, partners with leaders in business and society to tackle their most important challenges and capture their greatest opportunities. In this example, PwC Sweden, a global consulting firm, hosted a casual panel discussion with its employees on what it's like to work there.

Strategic partnership 100

Strategic partnership Transportation Education Consult 100

SalesLoft

JUNE 3, 2019

They talk about what it’s like to be a services business… here’s how we help other management consultants or they reference something that they’ve seen. Listen to the full episode fo the rest of Jeremy’s conversation with Trish. Trish: What engages me is someone who understands the business.

Conversion 81

Conversion Real Estate Cross-sell Sales 81

Anthony Cole Training

FEBRUARY 24, 2012

Ive been in the sales coaching and sales management consulting business now for 19 years. When we start the conversations, we normally discuss the metrics associated with any sales successes they are having and the symptoms of lack of sales success. Not executing a consultative approach.   delicious. Selling on price.

Objectives and Key Results 138

Objectives and Key Results Cross-sell Drivers/motivators Sales 138

Sales Pop!

OCTOBER 14, 2021

We quoted renowned management consultant and author Peter Drucker in our last article: “You can’t manage what you can’t measure.” Now figure your conversion rate. This is the next article in our continuing series on RevOps—revenue operations—and how Pipeliner CRM equates with RevOps.

Pipeline 130

Pipeline CRM Appointment Strategize 130

Pointclear

OCTOBER 24, 2013

She spent six years in management consulting and 52 quarters in software sales. Here are some salient points to our conversation. Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. She’s Down with OPC.

Management Consulting 89

Management Consulting Networking Consult Up-sell 89

Anthony Cole Training

JULY 20, 2010

As a sales and sales management consultant, I am constantly reading so that I can provide fresh information, perspectives and insights to the art and science of sales and selling. All salespeople should read all of the time. Reading keeps you sharp and helps you either confirm your thoughts and believes or helps you change them.

Objectives and Key Results 136

Objectives and Key Results Sales Drivers/motivators Up-sell 136

Partners in Excellence

APRIL 10, 2014

Selling general management consulting services is very complex. Related Posts: In Defense Of Transactional Buying Insight, Co-Creation, De-commoditization The Sales Stack, Another View A Different Take On Challenging Conversations When Are We Going To Understand, It Really Isn’t About. Customers are different.

Inside sales 118

Inside sales Product Sales Account management 118

ConversionXL

OCTOBER 20, 2016

So, in conversion optimization, likability is an important and powerful psychological trigger. This is an important question, and as Conversion Consultant Jeremy Smith mentioned in a blog post , the definition itself is self-referential: “pleasant, friendly, and easy to like.”. Likability is nebulous, though. Be Attractive.

Contact 115

Contact Consult Referrals Management Consulting 115

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Cindy Littlefield – Senior Consultant at Bridge Group | Officer AA-ISP.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Partners in Excellence

OCTOBER 14, 2020

Would you be open to having an introductory conversation to review how we may be able to work together? Yesterday, within 3 hours, I got over a dozen invitations saying the same thing, “Dave, your Management Consulting background……” 3. I am not interested in a conversation about how you might help me.

Construction 74

Construction Management Consulting Consult Prospecting 74

Martech

FEBRUARY 6, 2024

I dig up this old history — old by marketing technology standards anyway — because of my reaction to a presentation released last month by Winterberry Group, the management consultancy. to drive demand and conversion. That was around mid-March 2020. 15BB a year is shifting into commerce media networks (not just grocery!)

B2B 110

B2B Advertising/ Marketing Negotiate Management Consulting 110

ConversionXL

JANUARY 26, 2017

Though the remaining 58% understand the importance of customer loyalty and retention, they may find it difficult to execute and analyze customer happiness and conversion campaigns. conversion rate across all follow-up emails. 
An conversion rate across all digital receipts. conversion rate. open rate, a 6.4%

Cross-sell 120

Cross-sell Retail Referrals Education 120

Openview

OCTOBER 13, 2017

The following includes a few highlights of the conversation. Brian Schwartz: There’s a list of about ten conversation topics that are clear indicators you’re broken as an organization. Natasha Sekkat: I started as a management consultant and then an SDR and moved my way up. What was that difference like?

SQL 74

SQL Management Consulting Sales Territory 74

Martech

MARCH 30, 2022

The conversation around marketing technology has really classically been kind of, ‘I have this set of tools, what should I do with them?’” said Cesar Brea, partner at global management consulting firm Bain & Company. Cesar Brea of Bain and Co. speaking at The MarTech Conference.

Technology 108

Technology Technology Pharmaceutical Clients 108

Hubspot

AUGUST 3, 2010

Often, the conversation turns to the subject of building a marketing plan – how to prioritize, what to do, activities, infrastructure, etc. More than one management consultant has pointed out that this stuff is really obvious. Download his free eBook: Building a Marketing Plan: A Blueprint for Start-ups.

Start-ups 77

Start-ups Solidworks E-commerce Construction 77

Search Engine Land

MARCH 8, 2023

Demonstrate SEO’s value in your reports by including metrics such as customer acquisition, conversion rates, and revenue from organic traffic. Positive or not-so-positive, they prefer to see a strategy’s impact on revenue targets and how your work as an SEO agency/consultant will contribute to their objectives.

Objectives and Key Results 83

Objectives and Key Results CTR Consult Presentation 83

Hubspot

AUGUST 1, 2018

About: Complete a simple form and coach Andy Turner promises that with one 45-minute conversation he can find a minimum of $10,000 in additional revenue for your business. Best for: Sales leaders, managers, executives. About: Find coaching for sales management, leadership coaching, and management consulting.

Service 100

Service Strategize Clients Management Consulting 100

Hubspot

AUGUST 24, 2011

A few years ago, while working at a management consulting firm, I was using some focus group findings to craft two prospective marketing personas for a new product launch. If the former(s) are true, than you need to make sure your marketing team has time allocated for responding to the conversations you start.

Customers 70

Customers Management Consulting Follow-up Prospecting 70

Openview

APRIL 3, 2018

So what has my own experience in sales and all of these conversations with reps and leaders taught me about building out sales comp plans? As you move forward with the implementation you introduce a project manager, consulting team and/or a customer success manager. Let’s take a look. DO align to how your buyer buys.

Commission 72

Commission Account management Quota Sales 72

Hubspot

AUGUST 5, 2014

My Mom (Gillian) opened a marketing consultancy in 1980, helping small, local businesses in the Seattle area with things like business cards, logos, letterheads, yellow pages ads, and the like. I focused on getting a job in either management consulting or investment banking. Rand Fishkin. Founder, Moz. weird, I know).

Consult 78

Consult Start-ups Non-Profits Education 78

Hubspot

FEBRUARY 21, 2019

For instance, Accenture, a global management consulting and professional services firm, created this employer value proposition, which they've displayed prominently on their Careers page -- "Help build the future. It should spark great conversation. Be yourself, make a difference.

Promote 101

Promote Management Consulting Service Education 101

Partners in Excellence

AUGUST 1, 2018

It’s displayed in a number of subtle, perhaps, unconscious ways—“us and them” in conversations rather than “we.” There’s merit in each of these positions, but the fact these conversations are happening with people clustering at opposite ends of the argument is worrisome.

Sales 53

Sales Management Consulting Quota Consult 53

Heinz Marketing

JUNE 22, 2020

And part of this for me is because I came from, running a management consulting firm, and years of management consulting and executive development, teams within larger organizations also have a brand. Let’s drift back to our conversation with Matt and his guest. And then, the last one is the team brand.

Pipeline 68

Pipeline Management Consulting Sales Consult 68

Hubspot

OCTOBER 4, 2013

For starters, as management consultant Steve Tobak notes , "Every meeting has to have a leader, a stated purpose, a start and end time, and a valid reason for each and every person to be there." We''ve all been there: the moment at which a meeting goes off the rails and begins a slow drain of your sanity.

Technique 78

Technique Product Meeting Appointment 78

Hubspot

AUGUST 8, 2016

Back when I was in business school, just a wee lass interning for a consulting firm, one of my first assignments was to deliver a presentation on the value of social media. The department uses Twitter to join existing conversations about something everyone is talking about -- without coming off as patronizing or cliché. June 30, 2016.

B2C 53

B2C Management Consulting Consult Follow-up 53

Outreach

NOVEMBER 18, 2020

Larger companies may hire a transformation consultant. Small- or medium-sized businesses may end up leaning on managers to absorb this role. As a manager, you’ll need talking points that really drive home the employee benefits: What’s in it for them? Here’s the real kicker: They’re still willing to spend (big) remotely.

Launch 52

Launch B2B Management Consulting Consult 52

SBI

OCTOBER 30, 2018

So Sales Enablement/Content Management and then skills development and reinforcement are just two of those. Now granted we have a couple other categories in the skills development like video, role play conversation intelligence and recording that sort of thing. We don’t want to pay a big management consulting company to come in.

Technology 55

Technology Technology Territory Sales 55

SBI

APRIL 2, 2019

Even when employees do locate the right repository, the key information is often buried in a long document or presentation, and sales teams are required to extract the relevant information they need to respond to customer inquiries or help facilitate a conversation.

Territory 35

Territory Sales Management Consulting Gaming 35

Heinz Marketing

JULY 30, 2018

If you like what you’re hearing today, and want to share Chandar’s comments with your team, you can find this episode at Salespipelineradio.com in just a couple days, and we will have a summary, highlights from our conversation with Chandar from Coupa Software on Heinzmarketing.com. Always surprises, always good conversations.

Pipeline 45

Pipeline Mechanical Engineering Cross-sell B2C 45

Veloxy

FEBRUARY 15, 2022

As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Today’s field salesperson has responded by evolving their reputation from a door-to-door salesman to a value-added consultant. Carlin Wong, Management Consultant at Outstand.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Sales Pop!

AUGUST 25, 2023

By doing this, Spotify ensures not only to always remain as the platform in the background but to take center stage where these music conversations play out. Let’s explore some examples: Case Studies We’ll take a peek into the world of SellerPlex, an Amazon sales and management consultancy.

Niche 130

Niche Trust Hospitality Entertainment 130