Anthony Cole Training

FEBRUARY 17, 2017

"IN THE END, WE'RE ALL JUST FRUIT".

Prospecting 147

Prospecting Sales Pipeline Closing 147

ConversionXL

FEBRUARY 3, 2017

Bo Bennett once said, “Affiliate marketing has made businesses millions and ordinary people millionaires.”. Of course, affiliate marketing has this mysterious aura about it. Many of the top search results for the term are focused on what it is and whether you can make money from it. The truth is that it’s not all that mysterious. It’s nothing more than another marketing channel for you to experiment with, analyze, optimize and grow.

Profit margin 116

Profit margin Commission Networking Referrals 116

A Sales Guy

FEBRUARY 6, 2017

If you’re a salesperson, take a look at all the opportunities in your CRM. If you’re a sales manager, or the CRO, or even CEO, go look at the opportunities your sales people have put in the CRM. Comb through opportunity, look at the notes, next steps, past emails, look through the entire thing. I bet you can’t find it. I bet 90% of the opportunities you look through don’t have it and that “it” is costing you and your company hundreds of thousands if not millio

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

Engage Selling

FEBRUARY 21, 2017

You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.

Up-sell 102

Up-sell Sales Clients Quota 102

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.

Sales

Hubspot

FEBRUARY 23, 2017

What was the first social network you ever joined? While many people will recall it being Facebook or Twitter, others might remember some of the earlier, less popular social networks. You know, like Friendster, Open Diary, and Orkut? A lot these primitive social networks go forgotten, but that doesn't make their stories any less important. After all, these networks laid the groundwork for the social media giants we use today.

Networking 101

Networking Launch Follow-up Technique 101

Understanding the Sales Force

FEBRUARY 7, 2017

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.

Sell 96

Sell Gaming Presentation Process 96

ConversionXL

FEBRUARY 9, 2017

Improving your Quality Score, increasing your clickthrough rate (CTR), reducing your ad spend without compromising results… these are all top-of-mind for PPC marketers using AdWords. Recently, we increased our CTR by 28.1%, improving our Quality Score from 5.56 to 7.95 (out of 10). How’d we do it? Through single keyword ad groups, a little-known tactic that smart marketers are using to maximize their PPC spend.

CTR 108

CTR Start-ups Conversion Follow-up 108

A Sales Guy

FEBRUARY 10, 2017

You wanna be successful? Do this. Be the absolutely fuckin’ best at what you do and spend every day making sure you stay the best. It’s that simple. I know, it’s not what you were thinking. You were expecting some earth shattering, intriguingly simple, yet profound insight. Nope, that’s not what I’ve got for ya. It may not be earth-shattering or profound, but it is simple.

Growth 104

Growth Sales 104

Engage Selling

FEBRUARY 9, 2017

Do you ever feel as though you’re not doing quite enough for your clients? You’ve delivered everything that you promised to deliver, and the client seems to be happy with the services and products you have provided them.

Clients 98

Clients Service Product Up-sell 98

Hubspot

FEBRUARY 1, 2017

Earning the trust of prospective customers can be a struggle. Before you can even begin to expect to earn their business, you need to demonstrate your ability to deliver on what your product or service promises. Sure, you could say that you're great at X, or that you're way ahead of the competition when it comes to Y. But at the end of the day, what you really need to win new business is cold, hard proof.

Service 101

Service Clients Follow-up Networking 101

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.

Sales

Understanding the Sales Force

FEBRUARY 23, 2017

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.

Up-sell 87

Up-sell Sell Sales 87

Anthony Cole Training

FEBRUARY 3, 2017

SCORECARDS DO NOT DRIVE SALES GROWTH.

Growth 131

Growth Sales 131

ConversionXL

FEBRUARY 14, 2017

A good conversationalist knows that asking closed-ended questions is no way to make real friends. Similarly, in marketing research, there are certain limitations inherent to closed-ended questions. There’s a lot of value in asking both open and closed questions in a survey. This article, however, will dive into the intricacies of asking and acting upon open-ended questions in your research.

UX 105

UX Objectives and Key Results Closing Strategize 105

A Sales Guy

FEBRUARY 7, 2017

I have a friend who is contemplating starting her own business. It’s a good business. She has some good contacts in the industry. She has a good lead engine already established. Her overhead will be low in the beginning if she does it right. If she’s smart and leverages her contacts, there is no reason she can’t grow this business with nominal risk, and without putting herself too far out there.

Contact 101

Contact Start-ups Engineering Product 101

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Sales

Engage Selling

FEBRUARY 26, 2017

Closing rates are ALWAYS the “topic of the day” during workshops, coaching calls and strategy sessions. What is yours? Is that high or low compared to average? What would you expect it to be? How can we make it better?

Closing 84

Closing 84

Partners in Excellence

FEBRUARY 7, 2017

Rightfully, sales enablement gets a lot of attention these days. Dozens of articles and studies talk about the importance of sales enablement in developing the capabilities of sales people. Organizations like the Sales Enablement Society is bringing the discussion and frameworks for sales enablement to the front and center of our collective attentions.

Sales 81

Sales CRM Process 81

Understanding the Sales Force

FEBRUARY 2, 2017

Image Copyright OcusFocus. Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. You told Stuart and me that my biggest challenge would be in not being able to understand why the hell sales reps working for me just didn't do what I did when I was selling, and what I asked them to do, since I always did

Sales 81

Sales Sell 81

Anthony Cole Training

FEBRUARY 2, 2017

So, this morning, Linda and I were watching Morning Joe while talking business. We were discussing our brand promise of, “When you lie awake at night worrying about sales growth, we lie awake at night.

Growth 122

Growth Sales Technique Closing 122

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

ConversionXL

FEBRUARY 21, 2017

User experience is a nebulous term. What defines a “good” UX from a “bad’ UX, and what do the gradations look like between the two poles? The challenge comes in testing and measuring UX. Can you do it in a rigorous way and are there tools that can help you? Yes you can, and yes there are. That’s what this article is about: measuring and testing UX. If you’re an experience UX or conversion optimization person, this might be basic to you, but it will be a good overview for those new to the field.

User Experience 103

User Experience Conversion UX A/B testing 103

A Sales Guy

FEBRUARY 1, 2017

What happens when you Google your name? What comes up? You’re Facebook page, your LinkedIn profile, what? Do you like what you find? Is it consistent with who you are and how you do your job? Is what you find when you google your name, consistent with who you are? If someone had to make a split decision on hiring you or not, based on your social presence would you get hired?

Gaming 90

Gaming Meeting Sales 90

Hubspot

FEBRUARY 28, 2017

When you start an online business, there are thousands of questions that need answering. How much money do you really need to start a business? How do you register it with the government? How do you build a website? Who’s your target customer, and what tactics and messaging should you use to reach them? You’ll quickly find that coming up with the idea for a new business is the easy part.

Legal 78

Legal Finance Government Start-ups 78

Partners in Excellence

FEBRUARY 22, 2017

As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations, and information about our products. We seek to be super responsive to our customers informational needs, immediately burying them with information, conducting endless demos to respond to their questions. Marketing helps us, both with the content and making vast arrays of information available through multiple digital and non-digital channels.

Technique 78

Technique Process Campaign Presentation 78

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

Score More Sales

FEBRUARY 21, 2017

There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.

Sell 78

Sell Sales B2B 78

Anthony Cole Training

FEBRUARY 22, 2017

YOUR BIGGEST UNDETECTED CHALLENGE.

Sales 121

Sales 121

ConversionXL

FEBRUARY 22, 2017

Retention is the key to building a great business. When your core product experience brings your users back time and time again, you gain some incredible advantages. You spend less on acquisition, learn from your users faster, and start building a community through word of mouth and referrals. If you can’t retain your users, you’re going to spend more on acquisition while not growing as quickly.

Product 101

Product Growth Drivers/motivators A/B testing 101

A Sales Guy

FEBRUARY 28, 2017

My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular. I knew it was an important topic, but I didn’t realize how much it would resonate with sales leaders and sales people alike. Enjoy and let me know what you think.

Growth 85

Growth Sales 85

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

Hubspot

FEBRUARY 28, 2017

We spend a lot of time on social media sites -- globally, it’s around two hours per day. But for all of that time spent social networking, we may not always know what’s going on behind the scenes with the sites themselves. To help you save time while staying informed, we’re launching a monthly social media news roundup. This month, we’ll discuss Snapchat’s growth and content diversification, Google’s step into live-streaming, and other changes worth knowing about.

Launch 78

Launch Commission Networking Start-ups 78

Partners in Excellence

FEBRUARY 1, 2017

I’m tempted to paraphrase the old Carly Simon song, You’re So Vain. Too often we think our customers’ buying cycles are about us, at least a choice between us and our competitors. We may be very customer focused in our sales process, trying to understand and align ourselves with the customer buying process. But still, our strategies tend to focus on a singular part of the customer buying cycle, “What does it take to select us?

Process 78

Process Customers Engineering Contract 78

Engage Selling

FEBRUARY 3, 2017

Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be … Read More »

Pipeline 75

Pipeline Sales Closing Process 75

Anthony Cole Training

FEBRUARY 15, 2017

It’s this simple: If you want great barbeque ribs, brisket or chicken, the key is low temperature and slow cooking. Having said that, if you want maximum flavor and tenderness, make sure you sear or char the meat first, then go low and slow. This is an undeniable truth. Just read the Science of Cooking and discover all the neat things you can do to improve the outcome of any meal.

Sales 121

Sales Product 121

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

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