Anthony Cole Training

JULY 20, 2016

Guest Post By Alex Cole, Recruitment Specialist, Hire Better Salespeople.

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Sell 120

Closing Bigger

JULY 22, 2016

I was interviewed by Louise Uwacu for her U&I Talk Show, we talked about the Professional Sales Certificate Program , becoming a professional speaker, social selling and more. So if wonder what the path could look like to become a sales trainer, speaker and author this is a good start. Enjoy!

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Sell Sales 98

Engage Selling

JULY 19, 2016

Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!

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Clients Sales Up-sell Referrals 97

A Sales Guy

JULY 28, 2016

In this video, I talk about the place your prospect or customer need to get mentally before you can make a sale. We don’t talk about this much, but it’s hard to sell if you can’t get your customer to do this. Selling is a relationship, and key to a relationship is working together. Learn how to get your prospect to this place and you’ll see your sales processes turn around.

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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

ConversionXL

JULY 25, 2016

Google might be the holy grail of analytics, and there’s little question that you need it plugged in if you want to track your website’s success. But that doesn’t mean Google Analytics is telling you the full story. In fact, your analytics could be telling you outright lies. GA doesn’t mean to lie, of course—not most of the time, anyway.

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Referrals A/B testing Campaign Start-ups 85

Understanding the Sales Force

JULY 26, 2016

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.

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Pitch Sales Drivers/motivators Sell 79

Hubspot

JULY 29, 2016

With 500 million active monthly users , Instagram offers a unique opportunity for marketers to reach their target audiences through ad campaigns. The other perk of advertising on Instagram? The ads can look almost no different than regular posts, making them much less invasive than other ad types. But setting up ads on any platform requires a lot of thought: What should your target audience look like?

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Campaign Start-ups Price Education 78

Anthony Cole Training

JULY 25, 2016

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Prospecting Sales 123

A Sales Guy

JULY 17, 2016

That moment when. I noticed the beautiful little girl, with giant blue eyes, and ghost white hair. She had a younger sister that looked just like her sitting quietly on her dad’s chest in a chest carrier. However, unlike her sister, she was anything but quiet. Standing between her mom’s legs, this little girl was unhappy. I could see the independent streak in this little firecracker.

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Construction Start-ups Sales 67

ConversionXL

JULY 20, 2016

If you’re a budget brand, there’s nothing wrong with a website that looks kinda cheap. But if you’re selling expensive watches or clothes? Well, that’s not the message you want to be sending. Of course, it’s all about context. Aligning design elements to your brand and business goals is important, and there are certain elements that make a site look more expensive/luxurious or cheap.

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User Experience Price Manufacturing A/B testing 81

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

Understanding the Sales Force

JULY 11, 2016

I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it.

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Consult Process Sell Sales 74

The Sales Hunter

JULY 12, 2016

It’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […].

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Sales Consult Closing Prospecting 75

Hubspot

JULY 28, 2016

Live chat technology has been around for a while. And while customers increasingly demand immediate attention, businesses have been relatively slow to adopt a live chat strategy - particularly in the SMB space, where deals are still built on relationships. Live chat is often solely thought of as a customer support tool and tends to be overlooked from a sales and conversion perspective.

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A/B testing Objectives and Key Results UX Clients 75

Score More Sales

JULY 15, 2016

I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion.

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Sales B2B 66

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

A Sales Guy

JULY 20, 2016

Earlier this year, as many of the readers here know, we at A Sales Guy had big, bold, and somewhat risky marketing stunt. You can read about it and it’s abject failure here. In a nutshell, we were going to do a pop-up event for Virgin America’s inaugural flight to Denver from San Francisco. The plan was to show up at the for the first flight from Denver to San Francisco.

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Meeting Customers Sales 64

ConversionXL

JULY 28, 2016

If you’re like most marketers, you don’t live an ivory tower. You try to follow “best practices” with your marketing campaigns and site, but with your limited resources, you have to spend your time on the tactics that make the biggest difference. Unfortunately, most best practice recommendations don’t take real life into account. Not every company has a well-managed CRM, a call tracking platform, a solid testing strategy and a big testing budget to boot.

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A/B testing Campaign Conversion Start-ups 79

Understanding the Sales Force

JULY 13, 2016

Image Copyright 123RF Stock Photo. Verne Harnish is the President of Gazelles - the coaching organization that helps fast growth companies. In addition to his best-selling books, Mastering the Rockefeller Habits and his latest, Scaling Up , he writes the Weekly Insights, which I always read from top to bottom. In his June 30 insights, Verne included a quote from Greg Brenneman, author of Right Away and All at Once - 5 Steps to Transform Your Business and Enrich Your Life.

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Growth Sales Up-sell Sell 72

The Sales Hunter

JULY 26, 2016

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How we use our time is what will make a much bigger impact on our success than nearly anything else. Below are 10 things you must be doing to help save your […].

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Sell Customers Sales 70

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

JULY 22, 2016

It's no secret that internet users are no strangers to seeking out the information they need online -- in fact, Google now processes over 40,000 search queries every second. And as the volume of search queries continues to climb, advertisers are recognizing an opportunity to introduce a number of different types of ads. (Think: pop-up ads, autoplaying video ads, and the dreaded mobile ad that takes up the entire phone screen.).

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Follow-up Start-ups Growth Process 75

Engage Selling

JULY 21, 2016

You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.

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Up-sell Clients Closing Quota 76

A Sales Guy

JULY 11, 2016

I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous. Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by management.

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Appointment Cold Call Sales Prospecting 63

ConversionXL

JULY 19, 2016

If you are an email marketer, chances are that the majority of the articles you read are about growing your list , getting more opens, clicks, etc. But what if your list is growing thanks to all those tips for improvement, but the open and click rates actually deteriorate? Are you doing something wrong? Not necessarily. The thing is that leads age – they become uninterested in what you have to offer for a variety of reasons (job changes, bankruptcy, already found a better product/service,

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Campaign Launch Start-ups Follow-up 71

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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.

Follow-up

Understanding the Sales Force

JULY 25, 2016

Image Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo. I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!

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The Sales Hunter

JULY 5, 2016

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].

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Prospecting Start-ups Sell Sales 69

Hubspot

JULY 12, 2016

When you've got an important email to write, it can seemingly take hours. You write, revise, delete, and agonize over every word, link, and even your email signature. And if you are selling your staff's time in the form of the billable hour, this can be a huge waste of resources. While we're talking about one-on-one communication, it's a worthwhile pursuit to create a library of canned email responses or templates that your team can use for specific activities or in response to clients.

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Launch Clients Follow-up Price 75

Partners in Excellence

JULY 12, 2016

I recently read a post, “Is Sales Coaching Dead?” It was written by a team I respect, and was based on extensive research. The results are interesting–and can lead to confusion in the interpretation. In assessing, 17 critical sales management competencies, the survey ranked Sales Coaching as the most critical competency–5.8/7.0, the bottom ranked was Business Acumen at 4.3.

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Pipeline Sales Drivers/motivators Presentation 59

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

A Sales Guy

JULY 28, 2016

Author of grit, Ted speaker, and University of Pennsylvania Professor Angela Duckworth is going will be live on The Word today, via blab. If you want to understand the psychology to success and what truly separates the successful from the unsuccessful, you don’t want to miss this. Register here: . We’ll be talking live questions, it’s your chance to meet Angela and learn how you can get to the next level.

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Sell Meeting 63

ConversionXL

JULY 8, 2016

In his famous novel, 1984 , George Orwell wrote, “Big Brother is Watching You.” When you’re browsing around online, someone is watching you, too. Actually, a lot of someones. Sites collect plenty of data about each and every visitor that passes through. “The more data, the better,” they say. But you’re already well aware of that because all smart optimizers are watching their visitors (and customers) as closely as possible.

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B2C Trust UX Follow-up 70

Understanding the Sales Force

JULY 18, 2016

Today I'm in Florida, preparing to speak at a company's national meeting. Like many companies, they have not only realized that selling has changed dramatically, but that their salespeople may not have adapted, developed new skills, and changed the way they sell. If you're a regular reader, active on LinkedIn or Social Media, then you have certainly read about the many ways that selling has changed.

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Quota Sales Meeting Sell 59

Score More Sales

JULY 22, 2016

It’s frustrating being a newer sales rep and falling for what I call the “buddy effect”. It’s even worse when you are a veteran seller and this happens to you. It happened to me more than once, until I learned how to qualify. Here is an example of what the buddy effect is –.

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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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