Anthony Cole Training
AUGUST 26, 2016
A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. On the 25 th , they removed the plaque (disc), sutured the eye and then sent me home for recovery.
Engage Selling
AUGUST 9, 2016
They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.
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A Sales Guy
AUGUST 30, 2016
Sales isn’t something you do to someone. It’s something you do for someone. Everything changes when we put the customer first. When their problems, issues, challenges become our primary focus, we stop doing something to our prospects and start doing something for them. That something. Is fixing a broken system, it’s finding more money for capital improvements, that something is helping them compete better, that something is helping them deliver more for less, that something is
ConversionXL
AUGUST 12, 2016
Drip, drip. Did you hear that? That’s the sound of potential customers leaking out of your sales funnel. Drip, drip… Another customer gone. After fighting tooth-and-nail to launch your SaaS business, the last thing you want is a leaky sales funnel to undermine all your hard work. Because even a small leak can snowball into a gushing cascade of leads, leaving your business bone-dry.
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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.
Understanding the Sales Force
AUGUST 31, 2016
Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?
The Sales Hunter
AUGUST 7, 2016
It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. But how well are you managing these? That is key to your success. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. Don’t delay! Your success depends […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
AUGUST 25, 2016
Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side.
A Sales Guy
AUGUST 17, 2016
Too often sales leaders dismiss the rumblings from their sales people are whining and complaining and as excuses for not being able to sell. In Spazz Out 7, I rant on why that’s a big mistake and what can happen if they do. Sales people are on the front lines, they know what’s going one. Ignore them at our own peril. Do you have a Spazz Out topic you want me to hit?
ConversionXL
AUGUST 8, 2016
A great deal has been written about whether in the internet age, your business should have a phone number on your website or not. On one hand, having a phone number can increase the trustworthiness of your website , help sell potential customers who aren’t comfortable buying online, and allow customers to easily contact support. The flip side? Phone support costs money.
Understanding the Sales Force
AUGUST 22, 2016
Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales. Nearly every time they publish an article on sales or selling, they are usually as wrong as the mainstream media is with their attempts to manipulate readers and viewers to vote for their preferred candidates.
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.
Score More Sales
AUGUST 8, 2016
Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement.
Anthony Cole Training
AUGUST 22, 2016
We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association). The topic was The Customer-First Advisor: How to Help Your Salespeople Survive and Sell in the Coming DOL Environment – regarding the recent Department of Labor ruling outlining the fiduciary responsibilities of financial advisors giving advice to prospects or clients.
Engage Selling
AUGUST 11, 2016
Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
A Sales Guy
AUGUST 15, 2016
I’m sure most of you have already seen this meme #firstsevenjobs going around on Twitter and Facebook. I hate these types of memes. Prolly because I didn’t come up with the original idea, and I hate feeling like a copycat, or a sheep. I know, I’ve got issues. After reading a few, including my friend Fred Wilson’s list, it got me thinking.
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!
ConversionXL
AUGUST 2, 2016
When trying to boost conversions, whether it’s on a signup screen or a landing page, it’s a default for many optimizers to generate hypotheses based on best practices and what’s generally “known” to be a problem. A landing page that doesn’t display well on mobile is a perfect example. Someone might shout “it’s not responsive” and then resize the page properly for mobile use.
Understanding the Sales Force
AUGUST 9, 2016
It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from.
Hubspot
AUGUST 19, 2016
Work events are really hit or miss. Let’s be honest: How many times have you found yourself anxiously fidgeting with a paper napkin in the corner of a stuffy networking happy hour? That’s why I was not only relieved, but also surprised and delighted, when I attended a holiday party that featured a live, interactive version of an arcade game. An entire room had been curated to look like a video game setting, and people were dressed up as characters from it.
Anthony Cole Training
AUGUST 17, 2016
Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance.
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!
The Sales Hunter
AUGUST 9, 2016
A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference. Here’s my list of 10 […].
A Sales Guy
AUGUST 10, 2016
What are your “blind-spots?” Do you have any? How do you know? In personal development, a blind spot is, when people see things in you, you don’t see in you. The only way to avoid blind spots is to embrace feedback. Being defensive dismisses feedback and is the fastest path to failure. You have to be open to feedback. What are your blind spots?
ConversionXL
AUGUST 24, 2016
The grass is always greener on the other side of the fence, right? That’s the mentality of comparison shoppers. If they look hard and long enough, they will find a better value. If they don’t look around, they’ll miss out on greener grasses. Today, the term “comparison shopper” describes the majority of consumers, especially those online.
Engage Selling
AUGUST 16, 2016
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.
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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.
Hubspot
AUGUST 5, 2016
If your product team is working on the next big thing , there ought to be an equally awesome launch plan in the works to accompany it. While some companies are guilty of drafting a press release, crossing their fingers, and hoping that the users will come, there's actually much more to it than that. Quite simply: If you have big news, you need a big plan.
Anthony Cole Training
AUGUST 10, 2016
In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. We specialize in financial services, banking and insurance. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.
The Sales Hunter
AUGUST 2, 2016
Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […].
A Sales Guy
AUGUST 9, 2016
Hustle and grit are thrown around a lot in the sales world but what does it really mean? I know personally, it’s a trait I look for when hiring sales people. Sales requires a little extra tenacity and hustle than many other jobs. Salespeople are constantly being told NO! We’re confronted with gatekeepers, non-believers, objections, competitors, and more.
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
ConversionXL
AUGUST 16, 2016
It’s no big secret that video improves conversion rates. And with Facebook, Twitter, and Instagram all making recent upgrades to their video capabilities, it may almost seem like a no-brainer to blast your next marketing video everywhere you can. Not so fast. Every platform is different and therefore no single video is right for every platform. That’s not to say your business shouldn’t be using every platform, but let’s be smart about it.
Understanding the Sales Force
AUGUST 4, 2016
During our very first conversation with a CEO, our talking path is determined by whether their company is analog or digital. Digital companies are typically on the cutting edge in their thinking and actions, their CEO's read content like this, are active on LinkedIn and Twitter, they know that selling has changed dramatically, they already have inside sales teams, playbooks, demo decks, sales enablement, online tools beyond CRM and in true digital fashion, they live by their KPI's which count th
Hubspot
AUGUST 30, 2016
Raise your hand if you’d rather watch a video to learn something new than read about it. Go ahead -- you’re not alone. 59% of executives say they’d rather watch a video than read text , too. And really, that number makes sense -- we are a society of video streamers. (I mean, hello, Netflix.). But if you’re not sure where to begin, fear not -- we’re here to make sure you don’t just hit the “Live” button on Facebook and stare at the camera like a deer in headlights.
Anthony Cole Training
AUGUST 15, 2016
I assure you that the military academies are all about performance management. IF it moves, it gets measured.
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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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