Anthony Cole Training
JUNE 20, 2012
I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. Until I came to the corner of Montgomery and Kemper. This is a very busy intersection. I am in the middle of 5 lanes: 2 left turn lanes, 1 right turn lane and 2 go straight lanes. On the corner where you would turn right there is a man and 2 young people.
ConversionXL
JUNE 14, 2012
What if there was a method – a process – that you could apply to (pretty much) any website to increase sales? Wouldn’t that be swell? Well, there is. This method works across all categories, it doesn’t really matter what business you’re in. I’ve turned it into a checklist. So the way to use it is you take your website, compare it to any item on the list, make improvements, and your online sales will increase.
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A Sales Guy
JUNE 7, 2012
The chatter and noise surrounding social selling seems to be growing. The conversations seem to be getting louder and louder. Social Selling or social media is the topic of the day. Everyone has an opinion. There is no doubt that social media can play a role in the sales process, but how big of a role? Can it truly impact quota? Is it already impacting quota?
Partners in Excellence
JUNE 15, 2012
As I typed the title to this week’s installment on Lean Sales And Marketing, I cringed. Somehow I feel the title is redundant. As I’ve mentioned in previous posts, Lean is about understanding the essence of what customers value and focusing our efforts on creating and delivering that value. The key word in the last sentence is essence.
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Pointclear
JUNE 28, 2012
My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.
The Sales Hunter
JUNE 27, 2012
Surprising to me is the number of times I hear salespeople and others use these lines or other similar lines. When I hear somebody say either of these, I can’t help but think if what they’ve been telling me up to now has been a lie. Allowing the customer to have confidence is a requirement if we expect to close a sale. This means our words, our actions and our entire demeanor have to be geared toward giving them confidence.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JUNE 20, 2012
Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. Actual consultative selling requires that salespeople ask good, tough, timely questions, and when appropriate, challenge and push-back.
A Sales Guy
JUNE 8, 2012
This letter is from Mike Ross. Mikes is V.P. of IT Service Management and Operations for T-Mobile. Mike is your buyer or just like your buyer. He has a 300 person team and has a $200 million dollar budget. . I asked Mike to write a letter to sales people (you) in response to my “Letter to Your Prospect.” In his letter, I asked Mike to describe what he wants in a sales people, (again YOU!
Partners in Excellence
JUNE 21, 2012
Process is a fundamental part of “Lean.” We can’t possibly be Lean without process. The process provides a framework to ensure we are executing consistnely, effectively, and efficiently. It enabes us to measure results. It provides a basis to analyze what we do and onstantly improve. If we are taking a random walk to accomplish an outcome, we can’t identify those parts of the walk that create value, those parts that are waste, or how to achieve our outcome in the most
Score More Sales
JUNE 12, 2012
S.P.I.C.E. Up Your Sales. In North America, sales efforts traditionally slide downward during the summer months. No matter what you think as a sales professional, most of us mentally gear down our sales activities for three reasons: We expect less. Everyone “knows” that our prospects are totally diverted with personal and family issues during the summer, right?
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
JUNE 15, 2012
Do you want a sure-fire way to set yourself apart from the competition while prospecting? Use a link to a news story from a website. “What?” you may be asking. “How do I do that and does it work?” You bet it does. I use it all the time in my own business. Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.
Anthony Cole Training
JUNE 27, 2012
Commitment to succeed in sales or in life can be defined by a willingness to to everything possible to succeed. Overcoming obstacles, changing your mindset and beliefs, defying all the odds, overcoming everything that life throws at you. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'.
Understanding the Sales Force
JUNE 21, 2012
Understanding the Sales Force by Dave Kurlan The obvious answer is to make sure they fill the pipeline when it begins to empty or is getting close to being empty, right? Wrong. If the pipeline is nearly empty today, your salespeople are feeling scared, stressed, discouraged and demotivated. If awful is how your salespeople feel then do you really believe that NOW is the ideal time to get them prospecting?
A Sales Guy
JUNE 5, 2012
I moved this weekend. Moving is the epitome of change. I moved from a loft in downtown Denver to a small home in the suburbs. (still close to the city). I moved to the burbs for my girls. We now live on a park. There are 4 swimming pools, two of them have diving boards. The experience of living in the burbs is very different than living in the city.
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Partners in Excellence
JUNE 6, 2012
We have a revenue problem, we aren’t making the numbers, we aren’t growing, we rush to “fix the problem.” The first and most natural place to look (and blame) is sales. After all, sales is at the tip of the spear for generating revenue. Conscientious sales executives may be seeing the revenue trend before anyone else (problem pipelines, deals languishing or disappearing).
Score More Sales
JUNE 18, 2012
How many times have you told someone something and later they asked you about the very thing you already explained? What happens when this is a prospective customer? Are they listening? Customers and potential buyers of your products and services are so multi-tasked now that they very well may be looking you in the eyes and listening – only to forget later what it was you said.
The Sales Hunter
JUNE 5, 2012
Sunday evenings are a time for many people to start going through email and getting things lined up for the week to come. As much as people are trying to plow through email quickly, they’re also still in a little bit of the weekend relax mode — which can mean they will allow their attention to be diverted easily. Take advantage of this by sending out emails to a few key prospects and customers, with a quick note from you and a link to an article of interest.
Anthony Cole Training
JUNE 12, 2012
Yes I know it's a bit of a complicated title but I have these SEO (search engine optimization) requirements of putting in sales and or sales sales success in the title and first paragraph. Good, that's out of the way. My good friend Randy Wilhelm sent me to a link to observe a recent talk he gave at a TED conference at Xavier University. Here is the Link - Igniting the Hope of Knowing.
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.
Understanding the Sales Force
JUNE 4, 2012
Understanding the Sales Force by Dave Kurlan My last 7 cars have all been luxury foreign makes including Lexus, BMW and Jaguar. On a recent trip, my rental car was a brand new Dodge Challenger. It looked nice enough, and drove OK until I merged onto the highway, where the first of the major differences, and the topic of this article, became obvious.
A Sales Guy
JUNE 21, 2012
You can’t just. create a new comp plan and commission structure. hire a two new sales reps. redo the sales process. change the sales strategy. go after new customers. implement a new CRM. promote a new sales manager. establish new territories. start content marketing. create a sales operations function. establish and inside sales team. build an outside sales team. create a team evaluation process. develop a channel strategy. do anything.
Partners in Excellence
JUNE 18, 2012
We’re all incredibly busy. Our days get filled with all sorts of things–things which may seem very urgent. We have emails to respond to, we have meetings of all sorts, we have proposals, the lists go on. Things pop up through the day or week, a crisis, something that must be addressed, or just something that diverts our attention. Too often, we go through our days like bumper cars.
Engage Selling
JUNE 13, 2012
Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution. Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution.
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
JUNE 7, 2012
I run into people on nearly a daily basis who claim they are not in sales. It doesn’t matter if they work for a major company or are self-employed, they have this belief they’re not in sales. They say how what they do is not sales, yet when they tell me what they do, it’s obvious they are indeed selling! Come on people. Quit denying it.
Anthony Cole Training
JUNE 18, 2012
Again, I will reference a fine book by Gary Mack - Mind Gym - to help sales managers understand how to better coach sales people to higher levels of personal and professional sales success. The quote on page 104 is from the late great coach, John Wooden. John Wooden knew something about getting the best out of people and achieving high levels of success.
Score More Sales
JUNE 22, 2012
Recently I wrote about how many of us (sales pros, business owners, and others in selling) tend to slide during the summer months for about three reasons – but mainly because we all tend to set lower expectations assuming it is a bad time to reach so many who may be taking a day off here or there. You can see that post here and my S.P.I.C.E. formula for success during this time.
A Sales Guy
JUNE 18, 2012
If your deals are struck in the pipeline longer than they need to, is that the problem or the symptom. If your reps aren’t making quota, are they the problem or the symptom of shitty management. Is a poor close rate the problem or the symptom? Is crappy CRM the problem or the symptom. Are poor leads the problem or the symptom? There is a real difference between a symptom and a problem.
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!
Partners in Excellence
JUNE 19, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and focus all our efforts on that individual. Whether it’s to understand their needs, provide insight, pitch a solution, our focus is on finding the decision maker and locking in on that individual. We’re trained to ask pointed questions like, “Are you the decision maker?
Engage Selling
JUNE 5, 2012
Email Marketing Rule #1 – At the very least, make your email look like it should be legitimate and not spam. Here’s a clue: Emails with “Dear %EMAIL%” as the subject line do not look legitimate nor add to your credibility as a real person with a real product. Enough said.
The Sales Hunter
JUNE 26, 2012
People ask me all the time what does it take to be successful when it comes to developing new leads. The first thing people always think is they have to have a good source or area where they can get leads and then magically turn them into great customers. Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers.
Anthony Cole Training
JUNE 15, 2012
There are several contributing factors for success of any kind in any endeavor either professional or personal. At Objective Management Group President Dave Kurlan has identified 4 Crucial Elements for sales success. Desire for success. Commitent to success. Personal Outlook. Responsibiliy for results. I was watching ESPN this morning and the early part of the show was all about the 2nd game of the current NBA playoffs between the Miami Heat and the Oklahoma City Thunder.
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