Anthony Cole Training
NOVEMBER 4, 2014
'Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. I think it was 1992 when Pat Riley, as part of a speaker’s event, came to Cincinnati and spoke at the convention center.
A Sales Guy
NOVEMBER 26, 2014
'For those of you who follow this blog, you know that every once in a while I take a break to take on race in this country. Considering what’s happening in Ferguson, I wanted to take a sales time out to break down for all ya’ll why Ferguson is happening, because as much as you’d like to think you know, you don’t. You have no clue.
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Partners in Excellence
NOVEMBER 24, 2014
'I worry, sometimes, that we take the process of hiring, onboarding, coaching, developing and managing the performance of sales people too casually. Too often, managers tend to treat sales people as commodities. There’s an attitude of quickly hiring the best that’s available, if that person doesn’t work out, we can fire them and hire someone new.
ConversionXL
NOVEMBER 18, 2014
'Confirmation emails may be the least developed customer touchpoint. These standard, expected emails are often as delightful as your typical in-store receipt (read: not at all delightful). Because confirmation emails are triggered by the user’s actions, your customers are expecting something – which means they open, notice and engage with them.
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Understanding the Sales Force
NOVEMBER 19, 2014
'Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it''s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass.
The Sales Hunter
NOVEMBER 25, 2014
' This week in the United States we celebrate Thanksgiving. A time to pause, reflect and to be thankful for all that we have. For many it’s a day to gather with extended family and friends, eat too much food, watch too much football and who knows what else. Let me share 10 reasons why […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
NOVEMBER 25, 2014
'In the world of SaaS and cloud solutions, the demo is everything. As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. Give a good demo, and you’ve just increased the chances closing the deal. Give a killer demo and get ready to cash your fat commission check and prepare for Presidents Club. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnec
Partners in Excellence
NOVEMBER 18, 2014
'I’m occasionally amused by some of the comments and responses my blog posts provoke. Not long ago, I published a post, The Best Sales Person I Ever Known. In the post, I basically said this was a meaningless question. The answer depended on a huge number of things, which until defined would produce a meaningless answer. Even then, it would be individually based, and someone else’s experience of that “best” sales person would be completely different.
ConversionXL
NOVEMBER 20, 2014
'When marketers think of using data to come up with test hypotheses, they typically think of digital analytics. Quantifiable data. But qualitative research can actually offer more insight than anything else for coming up with winning test hypotheses. When quantitative stuff tells you what, where and how much, then qualitative tells you ‘why’ The goal of qualitative research is to gather an in-depth understanding of user behavior, and the reasons for that behavior.
Understanding the Sales Force
NOVEMBER 17, 2014
'Have you ever played golf? Did you ever play a hole where you drove it perfectly off the tee, hit a great shot from the fairway and still couldn’t get it on the green in regulation? Of course you did. Me too. Almost always.
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.
The Sales Hunter
NOVEMBER 11, 2014
' Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1. Have they told you when they are going to make a decision? Nothing can waste more time […].
Pointclear
NOVEMBER 4, 2014
'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The are weak! You’re weak!”.
A Sales Guy
NOVEMBER 18, 2014
'I just stumbled across this from Forrester Research. It’s appalling, and unfortunately way too true. I have argued since day one, that it’s not about the product or what you’re selling. It’s all about the customer and what the customer wants. Unfortunately, it appears sales people aren’t getting the message. Notice the abysmal response percentages for the MOST CRITICAL elements of selling.
Partners in Excellence
NOVEMBER 8, 2014
'Just when I think I’ve gotten the worst possible cold prospecting call and that nothing else could be worse, some sales person proves me wrong. Today, I got a call from someone selling “promotional items.” I answered the phone and get this over the top with enthusiasm greeting. I had to hold the phone 6 inches from my ear as he shouted the introduction.
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ConversionXL
NOVEMBER 6, 2014
'As of next week, I, Tommy Walker, will be leaving my post as editor of ConversionXL. I’ve learned so much in this past year, and I owe so much to this blog. If you’ll allow, I’d like to share the 6 major lessons I’ve learned as the editor of this blog. . 6. “Conversion Optimization” Isn’t About Green Or Red Buttons.
Understanding the Sales Force
NOVEMBER 5, 2014
'Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. While I''m always honored to win awards for my Blog, this time around I don''t really deserve it. The findings in my November 2013 article were correct based on what I knew in 2013, but based on what I know to be true today, it is no longer accurate.
The Sales Hunter
NOVEMBER 18, 2014
'Too often we view money as being more important, especially when it comes to making a buying decision. A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. What I find interesting is business people struggle […].
Score More Sales
NOVEMBER 14, 2014
'Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World. If you agree, would you please take a moment to vote for us here?
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.
A Sales Guy
NOVEMBER 5, 2014
'I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal is to close. I hear things like, I sent the proposal and they seemed OK with everything.
Partners in Excellence
NOVEMBER 10, 2014
'I’m often asked, “Who’s the best sales person you’ve ever known.” Recently, a colleague asked me this once again, he has some idea of compiling a list of these people. I’ve thought long and hard about that. I’ve reflected on the thousands of sales people I’ve worked with over my career. I’ve reflected on stunning performances, outrageous wins, stellar quota attainment.
Pointclear
NOVEMBER 17, 2014
'Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? Cold calling? But alas, as Voltaire said, “Common sense is not so common.”. So we are left with motivating them to do the obvious and not give up.
Understanding the Sales Force
NOVEMBER 24, 2014
'It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can''t believe I''m a decade late watching this! A soldier was telling an officer that after the drop into Normandy, he simply hid in a ditch. The officer asked if he knew why and he replied, "Because I was scared!
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!
The Sales Hunter
NOVEMBER 4, 2014
'We’ve all been there. You’re trying to close the sale, and the customer stops you in your tracks demanding a discount. The rationale or the way they ask for it may vary, but the demand is the same — they want a lower price. First of all, keep in mind something I feel very […].
Score More Sales
NOVEMBER 28, 2014
'Social is a state of mind, not a platform. Social is a way of doing business, not a trend to jump on the bandwagon with. Social is how we did business years ago. My grandmother was a larger-than-life social figure in the geographic community she lived in. She was my role model. We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business.
A Sales Guy
NOVEMBER 10, 2014
'Let me drop a little mad wisdom to kick off this post. We’re not supposed to win every sale and if that’s the attitude you take into selling, as a manager or as a sales person, you’re a shitty sales person. Yeah, I said it, and if that statement irritates you, then I’m not sure what to tell you, other than you’re a shitty sales person and it’s time to evaluate how you sell.
Partners in Excellence
NOVEMBER 5, 2014
'Upon reading the title of this post, some of you are probably thinking, “Dave, don’t you have it backwards, aren’t we supposed help the customer solve their problems?” Well, yes, absolutely! We are supposed to help our customers identify and address their problems. We want to help them see new opportunities, we want to help them achieve their goals, improve their operations, reach new customers.
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!
Engage Selling
NOVEMBER 4, 2014
'You may be surprised to learn that many salespeople and business professionals spend less than one hour a month prospecting for new business. One thing you must always keep in mind is that there is no sales problem that good prospecting skills can’t solve. Unless you’re rude or have a bad attitude (in which case you […].
Understanding the Sales Force
NOVEMBER 12, 2014
'Are you old enough so that if you don''t write something on your to-do list you won''t remember to do it? That''s me. I don''t feel old, I don''t look that old, but I''ll be 60 next year and I have become a slave to Wunderlist. On Monday, I forgot to push the correct notification button and only some subscribers were notified of Monday''s article. That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sal
The Sales Hunter
NOVEMBER 4, 2014
'What makes you a sales leader? Are there rules or guidelines a sales leader needs to follow to be called a sales leader? Yes! And it starts with how you lead your people versus how you lead your customers. A sales manager is going to manage the customer. But a sales leader is going […].
ConversionXL
NOVEMBER 13, 2014
'Several years in the planning, now it’s finally coming: our own conversion optimization event. We’re calling it ConversionXL Live. You’ve read the blog. Now come see the highest quality growth & optimization topics discussed live. Dates : March 11-13, 2015. Location : just outside of Austin, TX. Website : live.conversionxl.com. My promise: it’s going to be the best conversion event you’ve ever attended.
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