Anthony Cole Training

MAY 19, 2017

QUESTIONS THAT COMPANIES NEED TO ANSWER.

Drivers/motivators 155

Drivers/motivators Sales Growth 155

ConversionXL

MAY 3, 2017

Facebook ads, when utilized properly, are among the most effective targeted marketing efforts in the industry. However, it’s often the case that companies are leaving money on the table when it comes to Facebook ads. Often, there are simple customer segments (that you already have access to) that you can target with Facebook Ads very effectively.

Customers 133

Customers E-commerce Cross-sell Represent 133

A Sales Guy

MAY 17, 2017

Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.

Pitch 129

Pitch Prospecting Clients Product 129

Understanding the Sales Force

MAY 19, 2017

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.

Pitch 108

Pitch Sales 108

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

The Sales Hunter

MAY 23, 2017

1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline than you support with the right […].

Prospecting 104

Prospecting Process Pipeline Sell 104

Hubspot

MAY 29, 2017

Influencer marketing is a trendy topic these days, but it doesn't require a lot of work or a ton of money to harness the power of influencers on your brand's social media channels. One of the lowest-effort and most organic ways to work with another person or brand to advance your marketing goals is by hosting an Instagram takeover. Not sure what we're talking about?

Promote 101

Promote Follow-up Campaign Launch 101

ConversionXL

MAY 16, 2017

It’s all about asking the right digital analytics questions. Sure, in the right context, you can probably get by doing what Avinash Kaushik refers to as “data puking,” but you won’t excel as an analyst or marketer that way. In addition, you’ll consistently come up short on bringing true business value to your company. In any field, it’s important to be critical.

A/B testing 132

A/B testing Campaign Referrals Trust 132

Partners in Excellence

MAY 29, 2017

Mike Kunkle has posed an interesting question about the trend to describe “ Selling Is Helping ,” on LinkedIn. You really need to read the discussion. I get hugely bored with much of the discussion about selling is helping. The concept is fine–with some revisions, but the main challenge in this concept is in execution. So I get everything off my chest, this movement is parallel to the movement to not call sales people “sales people.” There are dozens to hundreds

Sell 85

Sell Commission Pitch Gaming 85

Understanding the Sales Force

MAY 1, 2017

Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Abicus, got me on a video conference and shared what he came up with.

Sales 107

Sales 107

A Sales Guy

MAY 11, 2017

Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. Here’s a good example of what I’m talking about. Your product or service only solves a handful or substantial, relevant problems for you target customers, therefore, you have to assume they may be experiencing one or more of those problems

Sell 83

Sell Commission Price Sales 83

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

Hubspot

MAY 26, 2017

Every marketer faces different challenges. Although we typically share similar goals, some teams are stuck on hiring top talent, while others are having trouble finding the right technology for their needs. Whatever the case may be, there’s always at least one area that you can stand to improve. In other words, there’s always room to optimize the various components of your strategy and turn your marketing into an even more effective revenue generator.

Objectives and Key Results 101

Objectives and Key Results Technology Technology Promote 101

Anthony Cole Training

MAY 12, 2017

The 3 Es.

Sales 120

Sales Growth 120

ConversionXL

MAY 11, 2017

“Never interrupt your enemy when he is making a mistake.” —Napoleon Bonaparte. When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing – how they are thinking about the market, what tactics they are using, how they are crafting messages and design – can make all the differen

UX 131

UX User Experience Cross-sell A/B testing 131

Score More Sales

MAY 12, 2017

Are you getting regular referral business as a seller? I shared this story below about how I referred a hair stylist to a friend of mine and how that single referral gave her loyal clients for many years in addition to personal relationships that would be considered priceless.

Referrals 82

Referrals Sell Clients B2B 82

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

Understanding the Sales Force

MAY 23, 2017

Cold calling is dead. Not. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day.

Cold Call 95

Cold Call Prospecting Meeting Appointment 95

A Sales Guy

MAY 16, 2017

You can’t get too far from the social media experts who tell you to, hustle, grind, put in the work, just do it. It’s a pretty popular message and it makes sense. You can’t finish unless you start. But, doing isn’t has hard as keep doing. It’s easy to write a blog post, it’s not easy to write one every day for a week or a year.

Sales 82

Sales 82

Hubspot

MAY 25, 2017

At most companies, it can feel like marketing and sales are far from being on the same team. According to the 2017 State of Inbound report, fewer than half of marketers would describe their respective companies' Sales and Marketing teams as "generally aligned.". And that's a problem. Here at HubSpot, we're lucky to have a strong, healthy relationship between marketing and sales.

Service 101

Service Quota Follow-up Contact 101

Partners in Excellence

MAY 22, 2017

Steve Burton posed an interesting question on LinkedIn: When a large ticket item 500k + is purchased in a B2B transaction how much of it so you think is down to the salesperson’s skill ? If we analyzed some these deals would the majority just be down to the buyer putting the 3 most well known options on the table and picking the most sensibly priced deal with the simplest on boarding ?

Sales 81

Sales Price Represent Education 81

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

MAY 1, 2017

One of the greatest threats to long-term success is when companies aren’t vigilant enough about responding to the changes in their market—whether it’s by failing to spot product or channel fatigue, acknowledge new competition, make needed updates to products or marketing adjustments in a timely fashion, or embrace new technology coming online. Editor’s Note: this piece is an excerpt from Hacking Growth.

Growth 127

Growth Start-ups Price Drivers/motivators 127

Score More Sales

MAY 1, 2017

I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him.

Referrals 80

Referrals Sales Service B2B 80

The Sales Hunter

MAY 3, 2017

The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople. They’re taking their money by selling them a dream that goes “poof”shortly […].

Sell 79

Sell Up-sell Drivers/motivators Sales 79

A Sales Guy

MAY 23, 2017

The next episode of The Real Deal of Sales is out and as usual, it’s a good one. In this episode, I ask sales people what advice they would give other sales people. I’m not disappointed when it comes to people helping others. Their advice was spot on. Don’t forget to check out my take and remember to subscribe. Watch: The Real Deal of Sales.

Sales 79

Sales 79

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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

Hubspot

MAY 22, 2017

No other B2C industry has thrived on Instagram quite like the fashion industry. Between their carefully curated photos, expertly targeted ads, and decisive adoption of Instagram Stories, fashion and beauty brands have become masters of consumer engagement on the visual content platform. And brands from any industry could learn a thing or two from these inspirational feeds.

B2C 101

B2C Follow-up Retail Drivers/motivators 101

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. I don’t disagree with a large part of the article. Much of the way sales quotas and goals are set is wrong. Too often, we see manager setting goals that are arbitrary or not based on sound analysis.

Quota 78

Quota Manufacturing Assembly Line Sales 78

ConversionXL

MAY 4, 2017

Testing in an enterprise is truly a team sport. If a testing program was a football team, its lead would be the QB. They can set the tone and direction, but without the support of a good offensive line, they’ll be scrambling to get any real results. To get a good “offensive line” in your company, you’ll need to get buy-in from the right people. Lean technology companies can rapidly test with as few as one person, but in a large corporation, knowing how to navigate the organization is just as imp

Conversion 120

Conversion A/B testing Up-sell Sports 120

Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.

Sales 78

Sales Up-sell Clients Service 78

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

The Sales Hunter

MAY 30, 2017

It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening. I like to view it as the time to make things happen, because other salespeople […].

Appointment 74

Appointment Sales Prospecting Drivers/motivators 74

A Sales Guy

MAY 8, 2017

Back from my trip to Chicago. I had a blast and got to talk to a number of sales leaders for The Real Deal of Sales. Not only did I learn what many sales leaders are doing today, I did a kick ass sales podcast with Will Barron , I did a presentation with Steve Richard and I got to spend time with people I hadn’t spent time with in a while. Good times, it was fun.

Sales 78

Sales Presentation 78

Hubspot

MAY 15, 2017

Most of us know that social media is an essential part of a brand’s marketing strategy. After all, 92% of marketers say that social media is important to their business. And yet, managing it continues to be a source of frustration for many. That’s understandable -- there are many moving parts to a successful social media strategy. There’s knowing the right frequency with which to post.

Networking 101

Networking CTR Click Through Rate Promote 101

Partners in Excellence

MAY 1, 2017

If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are doing as much to minimize our interactions with each other. The Holy Grail of these diverging paths is AI–from a buyers perspective, helping us buy efficiently and intelligently.

Customers 78

Customers Cross-sell Sales Account management 78

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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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