Anthony Cole Training
JANUARY 24, 2013
By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. “I’d rather laugh with the sinners than cry with the saints….only the good die young”. Our sales brew today is all about celebrating Global Belly Laugh Day. Yep, you can Google it if you want. January 24 th is Global Belly Laugh Day. So, what does laughter have to do with selling?
ConversionXL
JANUARY 16, 2013
Color is an essential part of how we experience the world. But do colors really matter for conversions? Everything in our world is made up of things that are of various color. Different colors can lift us up, or bring us down. There is also a psychological side to colors – certain colors are said to be associated with different qualities and emotions.
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A Sales Guy
JANUARY 21, 2013
As VP of Sales or Head of Sales, making quota is your job. It’s the sole purpose of your existence. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. Being January, I’ve spent much of the month with my clients evaluating their sales plans. Much of this time is spent sitting for hours on end listening to sales rep after sales rep explain how they’re going to make their number for the year.
Partners in Excellence
JANUARY 31, 2013
Our customers want insights–they want to learn more about what they could achieve, how they can improve, why they might change! In my experience, this has always been critical to engaging customers. Today, it’s just as critical, perhaps more so, because if we aren’t providing it, they can find it elsewhere. But Insight and Challenging the customer to think differently is not the goal, it’s only the beginning.
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Score More Sales
JANUARY 29, 2013
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. The referral from this level would be very powerful. Would you agree?
Understanding the Sales Force
JANUARY 14, 2013
Understanding the Sales Force by Dave Kurlan When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: The salesperson did not have an effective sales process. The salesperson did not follow the sales process. The salesperson was not coached on this opportunity in the context of the sales process.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JANUARY 30, 2013
According to a report by Nielsen on social media Americans spend three times more time on social media than reading their e-mail. 7.6% of online time is spent reading e-mail and 23% on social. The juicy bit of the study is that more than 70% of social networks users shop online. That’s ~12% more than the average person. These stats make a good case that if you and your brand is active on social networks, you can get rewarded – if you do it right.
A Sales Guy
JANUARY 14, 2013
If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. It should be keenly focused on unique business nuances. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan.
Partners in Excellence
JANUARY 14, 2013
A sales person’s job is to sell–so why would I recommend professional sales people stop wasting their time selling? The real issue is that too many sales people waste time selling to people who have no need to buy. Sales people make 100′s of calls every day. Mindlessly calling endless lists of people. They don’t know anything about those people, their companies, but their name is on the list so they call.
Score More Sales
JANUARY 8, 2013
Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video. I can’t imagine how much fun (and work) it must be for someone like Jen who often travels with the team and gets the most incredible viewpoint – from the side line of the field – to see the NFL in action.
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.
The Sales Hunter
JANUARY 14, 2013
We all start the beginning of each year with 365 days. To give you an example of how some salespeople can waste the better part of the year, I put together a few numbers below. The sad comment is that a lot of the items, though they seem stupid, are closer to reality than fiction for some salespeople: 365 Total Days in a Year. - 104 Weekend days. - 12 Holidays. - 15 Vacation days. - 5 Sick / personal days. - 10 Company meeting days.
Anthony Cole Training
JANUARY 31, 2013
At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Additionally, the Impact Analysis (findings) gives us a guide as to what can and should be done to improve sales outcomes with the right sales leadership, management systems and process.
ConversionXL
JANUARY 3, 2013
Heatmaps are great for analyzing the behavior of your visitors. They can lead to insights you can’t find using other methods, which can greatly increase your conversion rate. Heatmaps are roughly divided between mousetracking heatmaps and eyetracking heatmaps. The big majority of companies use mousetracking heatmaps because of it’s price effectiveness.
A Sales Guy
JANUARY 29, 2013
Sales people and heads of Sales, from the sales manager all the way to the CSO fail because they don’t know how to get it done. It is that simple. I’ve spent much of January listening to my clients and their sales staff go through their 2013 sales plans. Sales plan reviews are no small order, they traditionally last 2 hours per rep/sales leader.
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Partners in Excellence
JANUARY 9, 2013
I had this brilliant idea for a post on sales leadership and organizational transformation. When we sell to our customers, we give them insight about how to improve there businesses, we help them identify new opportunities to grow, to improve the efficiency and effectiveness of their operations. We have powerful methodologies or approaches like Consultative, Solutions, Customer-Focused, Challenger, Provocative Selling to help us do this.
Score More Sales
JANUARY 10, 2013
courtesy of InsideView. If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions.
Understanding the Sales Force
JANUARY 30, 2013
Understanding the Sales Force by Dave Kurlan Got you on that title, didn't I? Did you ever find yourself in a position where you needed to hire salespeople? Of course you did. Did you use Objective Management Group's (OMG) incredibly accurate and predictive sales candidate assessments as part of your filtering and selection process? Perhaps you did.
Anthony Cole Training
JANUARY 2, 2013
I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7. She had jet black curly hair, dark complexion, brown eyes and a wonderful child's smile. To begin the mass, we all stood as the cantor instructed us where to go in our hymnal to find our opening song.
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.
ConversionXL
JANUARY 1, 2013
People often choose to believe in things that are just not true. We just “survived” the Mayan apocalypse some people really thought was going to be real – to give an example. Here are 11 things that a lot of us believe, but really shouldn’t. 1. [Insert celebrity name here] endorses product X, so it must be good. “Research has shown that we automatically assign to good-looking individuals such favorable traits as talent, kindness, honesty, and intelligence.
A Sales Guy
JANUARY 5, 2013
I’m a huge fan of learning. Let’s skip the fact I was a shitty student and it took me forever to graduate from college, I do love learning. A great deal of my learning comes from happenstance. I see something that interests me, I read it and I learn something. I have a good memory for ideas, memes, and thesis’s, so I retain a lot of what I read.
Partners in Excellence
JANUARY 22, 2013
Yes, I know a few of you are scratching your heads saying, “What does Dave mean with this title?” I’ll explain, but first, I need to define a few things: We–sales people–are solution providers (hopefully). The solution owner is the group within our customer responsible for implementing solutions, but they don’t own the problem, they are helping solve the problem.
Score More Sales
JANUARY 7, 2013
In all the noise and all the clutter you must stand out or your human-to-human connection will not ever take place. Once you have a human connection, you can help move others to take action – but not before. We receive hundreds upon hundreds of emails weekly. It takes something special to stand out. Imagine me stopping to read the one that came in with this first sentence: I’m a sales guy.
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!
The Sales Hunter
JANUARY 4, 2013
People are quick to say how cold-calling doesn’t work and how if you’re doing cold-calling, you’re wasting your time. If you choose to believe cold-calling doesn’t work and you are going to rely exclusively on referrals, then I suspect you either have a very low-level of expectations or you have a network that rivals a political organization.
Anthony Cole Training
JANUARY 3, 2013
Well, if I really stop to analyze the last 20 years Anthony Cole Training Group has been in business I am sure that I would find multiple things that I've been wrong about but for today let me just focus on this ONE thing that I've been wrong about. Now to take a minute to defend myself I haven't been wrong about this one thing all the time. There have been moments in sales training sessions and when working with sales managers I have made a better clarifying statement about this ONE thing for s
ConversionXL
JANUARY 28, 2013
Usability testing is the black horse of boosting conversion. If your site is difficult to use or understand (= has usability problems), it kills conversions. Website usability testing helps you identify all the main sources of friction, and thus boost conversions. The premise is simple: observe real users use and interact with your website, pay attention to their experiences and try to spot patterns.
A Sales Guy
JANUARY 30, 2013
There is nothing more important than hiring the best people. Wrong hires are VERY costly. In spite of the importance of getting the right players on board and making good hiring decisions, 50% of all hires don’t work out. In baseball batting.500 is impossible, in hiring it’s less than optimal. To beat the odds requires a solid, progressive, intensive hiring process and part of that process means doing “real” reference checks.
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!
Partners in Excellence
JANUARY 16, 2013
As professionals, particularly as sales professionals, we are only as good as the commitments we meet. We’re always making commitments–to our customers, our colleagues, our managers, ourselves. But how many do we meet? We tend to make a lot of commitments, it’s easy to do—”I’ll do this,” “I’ll do that,” “I’ll get back to you with these… ” Commitments are meaningless unless we deliver on them–they becom
Score More Sales
JANUARY 16, 2013
As a sales professional, do you invest in getting known in your marketplace and in growing your career? Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. Don’t just read the post but read all the comments too.
The Sales Hunter
JANUARY 24, 2013
It seems every salesperson is focused on what their goals are for 2013. Nothing wrong with that, but don’t forget about your customer’s goals. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. If you have customers you’re not scheduled to meet with in this time period, then it’s time to get on the phone and talk with them.
Anthony Cole Training
JANUARY 17, 2013
On the 11th of January this year I posted an article: The Competencies that Influence Sales. Today I read an article from Entrepreneur Magazine and decided that I needed to add one more competency to the list: Timeliness. Ross McCammon in his article reveals the secret to "how to be on time for a meeting": Countless studies by scientist, the military, various government agencies and the guy who invented Clocky, "the alarm clack that runs away ," have all come together to prove that the way to be
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