Anthony Cole Training
AUGUST 21, 2012
So far in this series of articles about hiring sales people I've covered the following: Why is recruiting so damn hard. 4 Mistakes in Hiring. 2 steps to avoid unnecessay interviews. Typically when we work with sales organizations to upgrade their sales force through improved hiring we help them first map the recruiting process. This is done so that there is a more consistent approach to hiring.
Partners in Excellence
AUGUST 29, 2012
Recently, I was doing some reviews with a sales team. We were talking about some of their deals and they were consumed with a specific competitor. They complained, “How do we deal with this competitor? How do we respond to the things they are doing?” With those questions, I could see they were in deep trouble. But they were in a position that too many other sales people fall victim to.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
A Sales Guy
AUGUST 27, 2012
“Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. We’re looking forward to it.” “Great meeting, we’re going to huddle together and go through the info you shared today.
Understanding the Sales Force
AUGUST 20, 2012
Understanding the Sales Force by Dave Kurlan I read the Steve Jobs biography and although he was a very talented designer, innovator and inventor, it was clear to everyone who worked with him, and even to Jobs himself at the end of his life, that he was an a **e. A simply horrible human being. Despite his miserable people skills, he was on a mission to design products that would change the world.
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.
ConversionXL
AUGUST 29, 2012
The easier your website it is to use, the more people use it. An essential part of “easy to use” is intuitive. Intuitive design means that when a user sees it, they know exactly what to do. The main thing about intuitive design is that it’s invisible. Design is intuitive when users can focus on a task at hand without stopping even for a second.
Pointclear
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”). Other expressions contain useful advice that you don’t really get—because you don’t understand. Something else not well understood in many marketing and sales departments is the importance of certain metrics.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
AUGUST 23, 2012
About a week ago, I participated in a conversation with a group of frustrated sales executives. Each was facing tremendous challenges in their businesses, all were struggling to deal with these issues and getting their teams performing. At one point in the discussions, one frustrated executive sighed, “We just need to get the changes behind us, so we can move on with our business!
A Sales Guy
AUGUST 21, 2012
I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. What is “status?” Status is the lame update sales people share during the weekly pipeline meeting. It’s the pathetic review we sales managers accept from sales people when we don’t have a strong cadence and pipeline review process in place.
Understanding the Sales Force
AUGUST 2, 2012
Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context for which that price is provided. Let's take mobile apps for example. $9.99 on its own seems very inexpensive, but with apps available for $3.99, $1.99, $.99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!
The Sales Hunter
AUGUST 14, 2012
Do your customers really care about what it is you sell? Sorry, but more times than not, the customer’s interest level in what you’re selling is at best top-level only. If this is the case, then why do you spend the limited amount of time you have with your customer talking about things your customer really isn’t interested in? Conversely, if you are spending time discussing with your customers their business and the things they are truly interested in, then you’re behavi
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.
Score More Sales
AUGUST 14, 2012
People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works.
Anthony Cole Training
AUGUST 19, 2012
What is it that you want your sales candidates to accomplish as successful sales people? If you identify that then you can now use that information to create a profile of the ideal candidate. Create that profile and you will begin to attract more of the right people for you evaluate, interview, hire and on board. It starts with getting to talk to more of the right people.
Partners in Excellence
AUGUST 27, 2012
My friend, Anthony Iannarino, wrote a great post, The Key To Time Management, Stop Wasting It. It struck a chord, and I wanted to add a few thoughts. . What are you stopping? As Anthony points out, we do all sorts of things, trying to figure out how we fit everything into our busy days. We find excuses to avoid the most critical, highest priority things.
A Sales Guy
AUGUST 30, 2012
You want to be an amazing sales person? Have you ever wondered what the best of the best do to connect with their customers and prospects? How is it some sales people always make quota, are labeled ”rain makers” and are continually in the top 5% of sales organizations? Like most things, there are many reasons, but one of the key reasons starts with the solutions they create.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Understanding the Sales Force
AUGUST 16, 2012
Understanding the Sales Force by Dave Kurlan I believe that the blog at Harvard Business Review believes that it is. Once again, HBR was nice enough to run another article for me to dig into. This year, their authors consistently wrote articles on selling despite not really knowing enough about what's going on in the real world. They are many levels removed from the field and rely on interviews with academics and corporate types (insulated executives in large companies) for their opinions of wha
The Sales Hunter
AUGUST 22, 2012
I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). It is not unusual for a customer to challenge you on price or even to make a general comment about the price being “too high,” simply because they think that is what they are supposed to do as a customer.
Score More Sales
AUGUST 9, 2012
Image courtesy of InsideView. I like good infographics about sales and marketing. It’s primarily because I am a visual learner, and because I love the art and science of business-to-business selling. So it did not go unnoticed that the Game of Sales , a clever Infographic created by Inside View has been viewed and shared thousands of times since it just debuted hours ago.
Anthony Cole Training
AUGUST 6, 2012
I've decided to hit you all with a very focused month of blog posts. The topic will be on recruiting and upgrading your current sales team. In our Sales Management Environment Program we focus on 5 primary components: Setting Standards and Accountability, Coching for Success, Motivation that Works, Growing by the Numbers and Upgrading Your Sales Staff.
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.
Partners in Excellence
AUGUST 19, 2012
I’m tough on sales, marketing, and business professionals. I have high expectations on how each of us performs. I’m proud of the professions of selling and marketing and constantly want to see improvement. In many posts in this blog, I’m critical of what we do, how we act, how we perform. We should constantly be seeking to perform at the highest levels possible.
A Sales Guy
AUGUST 13, 2012
One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. To get sales people to use the CRM, I’ve seen sales leaders try all types of cohersion; everything from withholding commissions, not providing credit for a sale to threatening to fire offenders.
Understanding the Sales Force
AUGUST 13, 2012
Understanding the Sales Force by Dave Kurlan We were invited to see and hear a friend's son perform in the Royal School of Church Music of America. We were very impressed with the voices, performance and beautiful church service - it was very memorable. While we were there, I noticed that some of the choristers appeared to be in trances; lost, disengaged, almost catatonic.
The Sales Hunter
AUGUST 21, 2012
A successful sales meeting is possible, and these 10 secrets will help: 1. Spend time focused on one hot issue. Don’t try to cover every single issue. If you try to cover everything, you really won’t be digging into the important issues to the degree that you need to. 2. Recognize performance. Salespeople love recognition. Have a process in place that people can look forward to as being their time to shine. 3.
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!
Score More Sales
AUGUST 27, 2012
Now is the time to be thinking about new and strategically creative ways to bring some deals to closure. Q3 is 2/3 over, for those working off of a calendar year. In some companies, larger sales opportunities need to be wrapping up to even be able to deliver products or services by the end of the year. This is not a discussion about tricks or old-school tactics.
Anthony Cole Training
AUGUST 19, 2012
What is it that you want your sales candidates to accomplish as successful sales people? If you identify that, then you can use that information to create a profile of the ideal candidate. After you create that profile, you will begin to attract more of the right people for you evaluate, interview, hire and on-board. It starts with getting to talk to more of the right people.
Partners in Excellence
AUGUST 11, 2012
I know you think I make these stories up, they are so preposterous, they can only be fiction! Well, I wish I were that creative (I’d start writing a novel), but I’m simply not smart enough to make this stuff up. I’m sitting in my office, catching up on stuff. The phone rings, it’s on our main line, so it’s most likely a sales person or a prospect.
A Sales Guy
AUGUST 3, 2012
THE PERFECT SALES BUSINESS REVIEW AGENDA. 8:00 What did you say you would do? 8:10 What did you do? 8:20 What worked? 8:40 What didn’t work? 9:00 What did you learn? 9:15 What are you going to do moving forward? -NEXT PRESENTER-. It’s really that easy. Here is the problem. Most sales leaders don’t create a culture of accountability.
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!
Understanding the Sales Force
AUGUST 28, 2012
Understanding the Sales Force by Dave Kurlan Some sales calls just go so well, flow so smoothly, and have little to no resistance. Some have no competition, others have plenty of money and a few allow unlimited access to senior decision makers. Some of your sales happen so quickly that you wonder why they can't all be that easy. Your salespeople can have more easy calls but you'll have to change up a few things.
Hubspot
AUGUST 31, 2012
You know what's insanely difficult? Being succinct. Seriously. it's ridiculously hard. If you don't believe me, just grab your favorite copywriter and ask. But do you know what's even more difficult? Expressing a complex emotional concept in just a couple of words. In other words, coming up with a tagline. Yeah, it's a head-scratcher. But that's why we have a lot of respect for these brands that did it right.
Score More Sales
AUGUST 21, 2012
Growing one’s visibility in their industry niche is something many sellers are working to do now. Last month over at the Inside View blog, Koka Sexton wrote a great post called How to Generate Expert Credibility (highly recommend you read this). It is so true that by positioning oneself as a subject matter expert raises visibility. Once you have raised your visibility as a top influencer – hopefully through talking online about subjects and issues on the minds of your clients and pot
The Sales Hunter
AUGUST 13, 2012
You’re excited over the lead you just received. You know it’s a good one. In fact it’s the type of lead where you know you can make it a one, at best a two, call sale. Problem is your calendar is hammered. You’ve got a ton of other things you’re already working on, plus you’re on the road the entire week. Does this sound like you at one time or another?
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!
Expert insights. Personalized for you.
163 
Let's personalize your content