Anthony Cole Training
AUGUST 17, 2015
I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.
ConversionXL
AUGUST 24, 2015
TechValidate’s research found that “30% of companies using gamification improved registration conversion rates by upwards of 50%.” But how can we use it to retain more customers? Why Gamify Customer Retention? Gamification is the “application of game-thinking in non-game contexts.” We borrow the mechanics of traditional games and apply them to uncommon concepts, like customer retention.
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A Sales Guy
AUGUST 21, 2015
This is a guest post in response to my coaching post a week ago. While writing the post I asked my friend Matt if everyone was coachable. He said yes. I didn’t believe him, so I asked him to convince me and write a post supporting his claim. . What follows is one of the best breakdowns of coaching and what coaching means you will read in a blog.
Partners in Excellence
AUGUST 23, 2015
Perhaps the most difficult thing to recognize in moving from an individual contributor role into a management role is that made you great as a sales person will be your biggest barrier to being an effective manager and leader. As an individual contributor, what probably made you a high performer was your ability to get things done–in the company, with your customers.
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Understanding the Sales Force
AUGUST 14, 2015
Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company's top and bottom performers. He wrote, "After all these years this is still amazing to me. Thanks Dave, my conversation is Monday and we are getting next steps in place. Appreciate the help.". So why is that such a big deal?
The Sales Hunter
AUGUST 25, 2015
Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
AUGUST 17, 2015
There’s a philosophical statistics debate in the optimization in the world: Bayesian vs Frequentist. This is not a new debate; Thomas Bayes wrote “ An Essay towards solving a Problem in the Doctrine of Chances ” in 1763, and it’s been an academic argument ever since. Recently, the issue has become relevant in the CRO world – especially with the announcement that VWO will be using Bayesian decisions (Google Experiments also uses Thompson sampling , which is informed by a Bayesian pers
A Sales Guy
AUGUST 28, 2015
Would you like to take a test that measures your ability to ask questions and improve your chance to win the sale? Can you have a conversation by only asking questions? Do you think you could have a conversation without making a single statement? Could you do it without turning the conversation into an interrogation and making the other person/people uncomfortable?
Partners in Excellence
AUGUST 31, 2015
The other day I was speaking to a large group of sales people. Many were very new to sales, they had been selling for only a few years. During the conversation, one person asked how she should progress in her career. She and several others related they were looking for new jobs. They saw opportunities to move to new challenges, increase their compensation, move higher in the food chain.
Understanding the Sales Force
AUGUST 18, 2015
Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead.
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
AUGUST 13, 2015
It’s time to cut to the chase and do what needs to be done if we’re going to get sales to where we know they can be. Few organizations come close to getting all of the sales possible. Breakdowns occur for any number of reasons. Cut through everything, and it almost always comes down to […].
ConversionXL
AUGUST 3, 2015
If I were to tell you – what would you do with that information? Honestly, think about it and see if you can answer that. Let’s say it’s 2%, 5% or 10% – now what? What will you do differently? If yours is already good, would you sit back and relax? If it’s crap, would you work harder? You have to work harder no matter what.
A Sales Guy
AUGUST 17, 2015
I’m a huge fan of coaching. I believe coaching is an essential component of leadership. In sales, developing a coaching cadence and methodology is a critical element of success. You will rarely see a successful team without good coaching behind it. My boy Mike Weinberg talks about the importance of coaching and how leaders need to do more of it in this post.
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Partners in Excellence
AUGUST 16, 2015
Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” This rant targeted a self appointed Sales Guru and Sales Trainer who had helped “thousands of sales people” over 15 years. A couple of people commented, “What does perfect prospecting look like?” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it.
Understanding the Sales Force
AUGUST 11, 2015
Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year he played with boys a year older than him and the tournament inspired this very popular article on the Top 5 Mistakes Salespeople Make. This year's tournament was special, it was exciting to be there, and a privilege for him to be on such a talented team.
The Sales Hunter
AUGUST 14, 2015
Listening to a successful small business person being interviewed a few weeks ago, I was struck by a comment he made about his success. He was asked if he saw himself as a salesperson. His response was, “No, that’s the last thing I would want to be, I don’t sell at all. What I […].
Anthony Cole Training
AUGUST 25, 2015
Putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.
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.
ConversionXL
AUGUST 26, 2015
Over half of your site elements don’t affect conversion rate the way you think they do. How to find out which elements help and which hurt your conversion rate? The solution is existence testing. This isn’t a problem only with websites. I once worked with a company where everyone was convinced that one member of a team was the main value driver for the team’s multimillion dollar project.
A Sales Guy
AUGUST 26, 2015
Failure, we’ve all heard and seen the memes about failure and how it’s important to success. We’ve heard the guru’s talk about failure and not being afraid of it and how failure is the path to learning. Failure, being the antithesis to success takes up a lot of our conscious and unconscious time. We’re afraid of it. We avoid it.
Partners in Excellence
AUGUST 23, 2015
Recently, I was being interviewed on value creation and differentiation. I was asked the question, “What’s the difference between differentiation and dissimilarity?” The question caused me to pause for a moment. Frankly, I hadn’t thought about it before, but the more I thought, it’s an important distinction for sales people and can become an important strategic issue for executives and business strategists.
Understanding the Sales Force
AUGUST 31, 2015
I just returned to the office to find around 900 emails waiting for me While purging my Inbox, I found some interesting and useful items that I am sure you would want to know about. I have previously written about how important it is to quickly and consistently follow up on inbound leads. This article from September of 2013 included two great infographics that demonstrate lead conversion statistics.
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!
Engage Selling
AUGUST 4, 2015
It goes without saying, but the more interesting you are, the more clients and prospects will want to engage with you. To be clear, being interesting doesn’t simply mean having the best stories on a Monday morning after a busy weekend. But, don’t think you need to start jumping out of airplanes or start setting world […].
ConversionXL
AUGUST 5, 2015
Animation for the sake of “cool” can often hurt conversions since it’s distracting, but not always. There are 4 ways animation, when used properly, can actually strengthen UX. And better user experience can lead to higher conversions. You don’t need to overhaul your site to take advantage of animation. Just about any site can utilize basic animation in it’s loading sequence, calls-to-action, or navigation.
A Sales Guy
AUGUST 15, 2015
I’m about to head out on to Lake Minnetonka and wanted share this before I hit the water. It’s funny, especially with all the “buzz words.
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
AUGUST 7, 2015
All sales professionals revel in doing deals. There’s an adrenaline rush working on a complex deal and making it happen. There’s the sense of attainment and accomplishment in winning a hard fought competition. There’s that momentary celebration, high-five’s, before we move on to the next. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs.
The Sales Hunter
AUGUST 8, 2015
How solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut corners or compromise. Do you want to be a great salesperson? Of course you do! Then […].
Engage Selling
AUGUST 25, 2015
Your health and wellness are important factors to consider if you want to increase your sales. As you know, it’s tough to focus and get things done when you’re stressed or working on a lack of sleep! You might think nobody else notices your sleep deprivation and stress, but I promise your team can tell […].
Pointclear
AUGUST 20, 2015
In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.
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