Anthony Cole Training

JANUARY 27, 2017

Sales 123

Sales Product 123

ConversionXL

JANUARY 26, 2017

A common mistake ecommerce store owners make is accepting the sale as the end-goal. It is easy for brands to think in such a transactional way; looking beyond each purchase can prove challenging. A 2014 survey by Econsultancy revealed , “Just 42% of companies are able to measure customer lifetime value.” Though the remaining 58% understand the importance of customer loyalty and retention, they may find it difficult to execute and analyze customer happiness and conversion campaigns.

Cross-sell 120

Cross-sell Retail Referrals Education 120

Understanding the Sales Force

JANUARY 17, 2017

One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money.

Consult 110

Consult Sales Closing Sell 110

Hubspot

JANUARY 31, 2017

Thank goodness for live chat. If you’re anything like me, you look back at the days of corded phones and 1-800 numbers with anything but fondness. But as you’re chatting with a customer service agent on Facebook Messenger to see if you can change the shipping address on your recent order, sometimes it’s tempting to ask, am I really talking to a human?

Engineering 101

Engineering Represent Service Process 101

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.

Sales

A Sales Guy

JANUARY 11, 2017

You wanna get better at selling? You wanna get better at demand creation rather than demand reaction? Then learn how to uncover your prospects “how.” How does your prospect do what they do? Here’s how it works. Start with what your product or service does. What value does it bring? Then start asking your prospect how they do what your product or service does now.

Prospecting 86

Prospecting Sell Service Product 86

Engage Selling

JANUARY 3, 2017

This is one of the few times in a year where professionals across virtually every industry can look at their goals with hope and excitement.

Sales 86

Sales Up-sell Clients Quota 86

ConversionXL

JANUARY 3, 2017

Math. It’s cold. It’s undeniable. It’s absolute. It’s infallible. Or is it? As CROs we tend to boil the world of human behavior, intent, and action into neat rows in a spreadsheet. We weave our assumptions together with formulas in order to break down complex interactions into absolute spreadsheet cells valued by the number of the digits they contain.

A/B testing 111

A/B testing Campaign Conversion Manufacturing 111

Understanding the Sales Force

JANUARY 3, 2017

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else.

Sell 106

Sell Meeting Sales 106

Hubspot

JANUARY 30, 2017

Anyone who’s ever been a teenager is likely familiar with the question, "Why aren’t you doing something productive?” If only I knew, as an angsty 15-year-old, what I know after conducting the research for this article. If only I could respond to my parents with the brilliant retort, "You know, the idea of productivity actually dates back to before the 1800s.

Agriculture 101

Agriculture Product Assembly Line Government 101

The Sales Hunter

JANUARY 3, 2017

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Prospecting 82

Prospecting Growth Sales Sell 82

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.

Sales

Engage Selling

JANUARY 12, 2017

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

Sales 84

Sales Referrals Clients Quota 84

Anthony Cole Training

JANUARY 17, 2017

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

Clients 122

Clients Sales Customers 122

ConversionXL

JANUARY 5, 2017

Discoverability and findability are two important terms that optimizers should be familiar with. Discoverability is when you find the perfect book, even though you were not necessarily looking for it. Findability is when you find the exact book you were looking for, even if all you knew about it was the author’s last name. eCommerce product filtering, when done right, can solve both issues.

UX 108

UX Product Consult Price 108

Understanding the Sales Force

JANUARY 25, 2017

Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.

Quota 102

Quota Sales Product Customers 102

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.

Sales

Hubspot

JANUARY 17, 2017

When it comes to building a memorable brand, it's all about consistency. When you're shopping for your favorite cereal or coffee at the grocery store, you want to be able to spot it from a mile away. The best brands stick in our brains because their presence is defined by the repetition of the same logo, fonts, colors, and images. Once we see them enough, they become instantly recognizable, bringing us a clear sense of reliability and security.

Presentation 101

Presentation Product 101

The Sales Hunter

JANUARY 31, 2017

How would you answer that question with regard to your biggest account? I’d suspect you’d say you know a pretty good amount. Now, ask that same question about the prospect you’re about to call on? Different answer? Why? Don’t tell me it doesn’t matter because they’re only a prospect. I’ll argue it does matter because […].

Customers 79

Customers Prospecting Drivers/motivators Sales 79

Engage Selling

JANUARY 27, 2017

Most sales reps are making a fundamental mistake when handling the pricing objection. They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want.

Price 82

Price Sales Clients Closing 82

Anthony Cole Training

JANUARY 31, 2017

At Christmas, my wife, Linda, bought me a cookbook – The Science of Good Cooking. She gave it to me because I really do love to cook. I love to cook because I love to eat. I’m not a foodie who is into exotic or gourmet types of recipes. I’m a basic meat, potato, soup, pasta, BBQ, stew and sandwich kind of guy. You’ll notice the absence of veggies in that list.

Growth 121

Growth Sales 121

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 10, 2017

Announcing our next live online course: Google Tag Manager Fundamentals with Chris Mercer. Learn GTM to 10x your effectiveness as a marketer. by giving you power and control over your data measurement. Our 4-week, 8 live class intensive training program will give you. A knowledge of how to use Google Tag Manager to deploy third party tracking scripts.

GTM 88

GTM Start-ups 88

Understanding the Sales Force

JANUARY 5, 2017

To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.

Sell 96

Sell Product Sales 96

Hubspot

JANUARY 13, 2017

It’s the start of another year, which means you’re probably back in the office after vacation, hard at work on your New Year’s resolution. And if you’re a marketer, you may also be fine-tuning your strategic plan for success in 2017. We have a variety of resources for getting your marketing plan organized for the upcoming year -- between the 2017 marketing strategy kit , the social media content calendar , and the blog editorial calendar , we’ve got your content marketing strategy covered.

Launch 101

Launch Transportation Networking Represent 101

A Sales Guy

JANUARY 19, 2017

There is a real difference between experience and expertise. Too many of us confuse the two and they are not the same. Experience simply marks the time we’re do something, but it’s a bad gauge of how well we actually do it. Expertise, on the other hand, is a far better gauge of our competency. I have an entire chapter on this concept in my book Not Taught.

Presentation 79

Presentation Sales 79

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

Engage Selling

JANUARY 24, 2017

Response rates are critical in sales. After all, of you can’t get a buyer to respond to a call or an email…you can’t start a relationship let alone close a sale.

Closing 81

Closing Sales 81

Anthony Cole Training

JANUARY 23, 2017

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues).

Growth 121

Growth Sales 121

ConversionXL

JANUARY 24, 2017

“It’s tough to make predictions, especially about the future.” – Yogi Berra. Digital marketing moves at a fast pace. One year something works, and the next year it is obsolete. Similarly, conversion optimization moves quickly. Sure, there are some core skills that seem foundational and everlasting, but year to year there are also some new skills that crop up.

Conversion 87

Conversion UX A/B testing SQL 87

Understanding the Sales Force

JANUARY 9, 2017

Image Copyright: toonartist">123RF Stock Photo. Who knew that this would turn into a series? Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, but like the other two parts, stays away from selling-specific competencies.

Sell 84

Sell Presentation Technology Technology 84

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 4, 2017

To hit revenue and growth goals, your company needs customers. To get customers in an inbound world, your marketing team is responsible for generating leads and funneling them over to your sales team. The question is. how many leads? When your boss asks you what your lead goal is, don't just pull an answer out of thin air. Your projections need to be based on math and rooted in your company's larger goals.

Lead generation 101

Lead generation Growth Start-ups Meeting 101

Score More Sales

JANUARY 4, 2017

Improving sales efficiencies and effectiveness is a top, recurring issue as researched by organizations like CEB and the AA-ISP. I participated in two podcasts about this recently with CEB you can listen to here. In this new year, how will YOU lead a team to better productivity? If you just lead yourself, and not a team, how will you have your most productive sales year ever?

Product 78

Product Sales B2B 78

Engage Selling

JANUARY 19, 2017

As a sales leader, you need to know how to be an effective coach.

Sales 81

Sales Clients Quota Pipeline 81

Anthony Cole Training

JANUARY 19, 2017

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues.

Growth 121

Growth Networking Presentation Sales 121

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!

GTM