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 117

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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.

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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

Membrain

JANUARY 6, 2019

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training.

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Sales 108

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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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 114

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

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

Membrain

JANUARY 9, 2019

CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

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Sales 106

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

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

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!

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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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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

Membrain

JANUARY 20, 2019

Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their current culture looks like, how they got where they are today, and what needs to change to make them more successful.

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Sales 104

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: 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

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 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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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 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.

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Prospecting Quota Networking Drivers/motivators 20

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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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RAIN Group

JANUARY 23, 2019

There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM.

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Sales 102

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

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

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

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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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

Membrain

JANUARY 16, 2019

Are you headed out to Las Vegas in January for a giant sales kickoff (SKO) event with your team? Flying folks in from all over the world for a few days of inspiration, motivation, and team-building, mixed heavily with fancy buffets, alcohol, and schmooze?

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Drivers/motivators Sales 100

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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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

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