Anthony Cole Training

JANUARY 4, 2019

2018 was a great year here at ACTG and we are excited to wish you a Happy 2019! However, the new year can be a bit overwhelming, don't you think?

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Sell Sales 149

ConversionXL

JANUARY 9, 2019

Website redesigns are a huge risk. You can throw away years of incremental gains in UX and site performance—unless you have a battle-tested process. But what does that process look like? And how do you know if your team—or the one you’ve hired—is focusing on the most important things ? Many areas yield minor improvements, but to make a real difference, and protect past progress, you need a repeatable, evidence-based approach.

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UX Process User Experience Technique 131

Understanding the Sales Force

JANUARY 3, 2019

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. I’ve compiled a list of resolutions that all salespeople should make and follow.

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Process Sell Sales 120

Partners in Excellence

JANUARY 29, 2019

Most sales people focus on the outcome of the deal. They want to get to the close and an order as fast as possible. Managers constantly reinforce this rush to completion in their “coaching conversations,” by asking, “When are we going to get this deal?” or “We need this to close this quarter!” Everything we do is focused on jumping to the end of the buying process.

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Pitch Presentation Closing Customers 115

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

Jeff Shore

JANUARY 3, 2019

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness.

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Trust Sales Presentation Conversion 113

Women Sales Pros

JANUARY 24, 2019

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. Easy, peasy – right? Not so fast. It turns out that you have quite a diverse sales audience with varying levels of sales acumen.

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Entertainment Inside sales Strategize Consult 107

ConversionXL

JANUARY 9, 2019

Most hurricanes that reach the United States start off the coast of West Africa. Those storms join and split with other minor systems as they move across the Atlantic. Some dissipate into a mild breeze; others devastate coastal areas along the Eastern seaboard. So what does an afternoon rainshower over Cape Verde tell you about the next Category 5 hurricane?

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Conversion Sales CRM Contact 127

Understanding the Sales Force

JANUARY 14, 2019

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. For those of you who are my age or older, do you remember the first time you saw color TV?

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Consult Networking Presentation Sell 116

Partners in Excellence

JANUARY 17, 2019

Saturday morning, I was waiting for my appointment to get my haircut. Regina (my hairdresser) had just finished with a lady. As she was paying, the lady asked for a bottle of shampoo. As Regina got the bottle, she also pulled a bottle of something else. She told the customer, “You may want to also consider this… ” I don’t really know what it was, but the lady asked some questions.

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Sell Objection handling Commission Appointment 110

Openview

JANUARY 2, 2019

The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.

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Pitch Customer Relationship Management Clients Sales 106

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Sales Hacker

JANUARY 2, 2019

In 2017 I received a LinkedIn message asking if I felt like I was living my life to my fullest potential. What followed was a year of massive change, self-discovery, and transformation. It has included a new job, a budding romantic relationship, a move from San Francisco to Seattle, a renewed spiritual perspective, and my favorite – a new perspective on my own self-identity.

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Sales Negotiate Contract Quota 105

Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

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Conversion Pipeline Drivers/motivators Prospecting 146

ConversionXL

JANUARY 3, 2019

With a single click, a user can destroy Google Analytics data: Moving from an AMP page to the main site or the main site to a payment processor can turn one visit into multiple sessions, mucking up source data along the way. Critically, those clicks often happen at high-value transition points—from anonymous visitor to logged-in user or from the pre- to post-purchase moment.

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Referrals GTM Clients Follow-up 127

Jeff Shore

JANUARY 10, 2019

By Jeff Shore. ?Alright, so there are more than five, I get it. There are a lot of irritating behaviors that sales professionals exhibit. Let’s call these five the most irritating and common behaviors of less-than-professional sales professionals. 1. Talking Too Much. How have we not figured this out? Salespeople influence decision-making when they deeply understand the customer’s issues and can identify a solution to their problems.

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Technique Sales Presentation Closing 104

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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.

Sales

Partners in Excellence

JANUARY 11, 2019

It seems everywhere one looks, one is confronted with incivility. Virtually everything we see in the news–regardless where you live, what your political leanings, it seems our leaders cannot be civil with each other or even to the people they represent. Social media is plagued with incivility. Whether hiding in anonymity, emboldened by not having to deal face to face, every day we experience unspeakable behaviors and actions.

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Government Represent Presentation Meeting 105

The Sales Hunter

JANUARY 23, 2019

Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. Furthermore, sales is what business is built on, and business is what drives the economy. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. Several years ago, I created a list titled “20 Sales Truths: The Guide to Sales Freedom.

Prospecting 20

Prospecting Quota Networking Drivers/motivators 20

CloserIQ

JANUARY 3, 2019

Succeeding in sales is all about developing the right habits. But not all habits are sales-generating. The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals. If you’re still doing these things, you’re not offering real value to your customers: 1) Trying to sell to everyone.

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Contract Sales Consult Prospecting 102

Anthony Cole Training

JANUARY 16, 2019

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

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Sell Clients Prospecting Growth 146

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

JANUARY 21, 2019

You start your day with a check-in on social media. You spot a negative review on your Facebook page. Do you: Ignore it and hope nobody sees it? Respond? Spoiler alert: Your answer should be the latter. And it’s not just because 88% of consumers are less likely to purchase from companies that leave complaints unattended. Apologizing is a human behavior that acknowledges and resolves an issue.

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Legal Manufacturing Objectives and Key Results Clients 125

Sales Hacker

JANUARY 18, 2019

Trade shows provide great ways to gain new customers and strengthen relationships with existing clients. On the other hand, if not executed well, trade shows can be a cost center and a huge flop. So, how do you get the most ROI from participating at a trade show ? Based on my experience as a Director who has executed over 20+ shows with budgets ranging from $5,000 to $65,000 over the course of my career, this can be a daunting task.

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Contact Sales Follow-up Clients 102

Hubspot

JANUARY 31, 2019

If digital and traditional marketers faced off in a debate about whose promotional philosophy is superior (which would probably get more heated than an NSYNC versus Backstreet Boys dispute), one of the points digital marketers could hang over traditional marketers’ heads is their ability to measure a campaign’s performance -- and their opponent’s inability to do the same.

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Presentation Technology Technology Campaign 101

Partners in Excellence

JANUARY 9, 2019

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Over time, the value proposition became a financially justified business proposal, demonstrating the specific improvements the customer should expect from our solutions.

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Manufacturing Engineering Technology Technology 101

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

Selling Power

JANUARY 16, 2019

Seventy-one percent of companies don’t believe their remote sellers manage their time and days effectively. Here’s how to increase their productivity.

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Product Sales 100

Anthony Cole Training

JANUARY 11, 2019

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.

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Prospecting Process Cold Call Networking 146

ConversionXL

JANUARY 16, 2019

I don’t have to convince you that email is important: Email is a cost-effective way to get sales. Converting customers from your mailing list costs less than converting the same number via advertising. Email includes your most-interested customers. The majority of your list is composed of people who’ve already placed an order, so you know that they’re willing to buy (though it still takes effort to win back customers.

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Campaign Follow-up Promote Up-sell 123

Women Sales Pros

JANUARY 6, 2019

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor?

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Contract Strategize Consult Meeting 100

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

JANUARY 29, 2019

Last year, a buzzword ripped through the content marketing space that most marketers were surprisingly thrilled about and eager to implement. Shockingly, it didn’t start with “virtual” or end with “intelligence”. Instead, it was what attracted most marketers to the industry in the first place -- "storytelling". Content marketing’s steady adoption of storytelling is an exciting new opportunity for content creators.

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Entertainment Cold Call Lead generation Education 101

Partners in Excellence

JANUARY 16, 2019

Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with Google, Microsoft, Siemens, General Motors……” These are supposed to demonstrate our customer base, implying we’ve done great things with them, and perhaps, to generate credibility as we speak with customers (if they are relevant ref

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Sell Customers Process Sales 99

Jeff Shore

JANUARY 17, 2019

By Ryan Taft. ?There is nothing worse than walking into a sales encounter and experiencing a one-sided “conversation.”. These dreadful experiences are better known as monologues. Here are four simple sales techniques to personalize your conversation and help your customer feel the love. 1. Remember – and Use – Your Customer’s Name. I know – duh! And I know you already know that.

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Technique Customers Sales Conversion 99

Anthony Cole Training

JANUARY 30, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

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Pipeline Prospecting Presentation Process 134

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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