Anthony Cole Training

OCTOBER 12, 2017

When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting:

Sales 122

Sales Drivers/motivators 122

Engage Selling

OCTOBER 12, 2017

Are you blind to the major turnoffs you may be exhibiting to your clients and prospects?

Clients 107

Clients Service Prospecting Customers 107

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? We’ve done our research and compiled the top 30 sales skills you need to master if you want to achieve complete sales enlightenment.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

ConversionXL

OCTOBER 4, 2017

Conversion optimization is hard; it’s constantly changing and you need to know a lot about a lot. Keeping up with the technology changes and managing business’ expectations can be tricky. Here’s what some of the top experts in the field are saying about the top challenges in conversion optimization. #1 Having to be an expert in many things. CRO is multidisciplinary and cross-functional.

Conversion 104

Conversion Objectives and Key Results UX A/B testing 104

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

OCTOBER 31, 2017

If you're anything like most people, you can probably rattle off 100 different things you'd rather do than dig through your inbox. It starts to feel like a chore, because what's in there isn't very interesting. In fact, only 21% of consumers reported that they've received a memorable promotional email in the past two months, according to a study by Litmus.

Presentation 101

Presentation Networking Contact Follow-up 101

Membrain

OCTOBER 11, 2017

Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.

Process 99

Process Sales 99

Partners in Excellence

OCTOBER 17, 2017

Every organization has challenges with problem performers. However, too few address these performance issues–at least until the impact of the problem performance is devastating to the organization. A problem sales person can, easily, have an adverse impact of over a million dollars. The “cost” is not just the lost opportunity in their own territories, but the drag they create on their peers and managers has an impact, as well.

Territory 98

Territory Technique Sales 98

Sales Hacker

OCTOBER 25, 2017

Social Selling. It’s a term that divides opinion within the sales world. Some people think it’s simply another buzzword. Others say social selling is going to change the way we do business. No doubt there are also some salespeople out there that have no idea what social selling actually is. Whether you are completely new to the term or you are an experienced social seller it doesn’t matter, you will find value in this post.

Sell 105

Sell Up-sell Start-ups Prospecting 105

InsightSquared

OCTOBER 16, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. I get asked, “What should I look for when hiring someone for Sales Operations?” or “What skills should I have to break into Sales Operations?” a lot. Thinking about the best and worst Sales Operations professionals I’ve worked with over the years, I’ve come up with four skills that the best have and the worst lack.

SQL 93

SQL Account management Sales Follow-up 93

Hubspot

OCTOBER 30, 2017

When it comes to icebreakers, “describe yourself in three words” is by far one of the toughest. You’re a complex person, with unique ambitions, experiences, preferences, and traits -- how are you possibly supposed to distill yourself down to three mere words? Unfortunately, get-to-know-you conversations aren’t the only time you’ll face this prompt. LinkedIn headlines are essentially the professional version: They ask you to describe who you are and what you do in just one line.

Retail 101

Retail Healthcare Represent Prospecting 101

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

Membrain

OCTOBER 1, 2017

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.

Sales 99

Sales 99

ConversionXL

OCTOBER 12, 2017

Designing your website requires a studied understanding of human behavior if you want to increase your conversions. Using psychological tactics in your design to appeal to potential customers can help do this, but you must first know how users’ decisions are made. Daniel Kahneman presents two thought systems that can give marketers a framework for how to target their ideal clients through site design and get a major uplift in conversions.

Process 92

Process Conversion Drivers/motivators User Experience 92

Adaptive Business Services

OCTOBER 25, 2017

Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind? Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people are just born good salespeople, while others need to work at it.

B2B 91

B2B Pitch Cold Call Trust 91

Sales Hacker

OCTOBER 24, 2017

Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator. Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena.

Negotiate 91

Negotiate Objectives and Key Results Sell Entertainment 91

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

InsightSquared

OCTOBER 4, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s nearing the end of your company’s fiscal year, the sales team is gearing up for another year end close, holiday parties are being planned, and your leadership team is determining 2018 initiatives. These initiatives will likely trickle down into your lap in the form of a whole heaping of new projects, sometimes with little more than a one sentence headline.

Territory 90

Territory Technology Technology Start-ups 90

Hubspot

OCTOBER 24, 2017

The first time I went to dinner with a business partner, I was terrified. What if I accidentally brought up a sensitive subject or committed a faux pas? What if it was hard to eat my meal gracefully? What if I made too much eye contact -- or equally bad, too little? Fortunately, the dinner went well. Now that I attended several professional dinners per year, I stay up-to-date with the types of business etiquette and professional norms.

Construction 101

Construction Contact Follow-up Represent 101

Membrain

OCTOBER 18, 2017

There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.

Sales 89

Sales Process 89

Understanding the Sales Force

OCTOBER 24, 2017

Image Copyright iStock Photos.

Sell 85

Sell 85

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

A Sales Guy

OCTOBER 16, 2017

I know, I know, I haven’t posted a blog post in over 2 weeks. I think this is a record for the longest stint without a post. Why? Why has it been so long? I could give you a million reasons, but the truth is I just haven’t been inspired. I like to offer value to the readers of this blog, and I just haven’t felt it lately. I’ve been writing on A Sales Guy for almost 9 years.

Sales 84

Sales 84

The Sales Hunter

OCTOBER 17, 2017

How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target. The CEO was blunt […].

Closing 83

Closing Sales Quota Sell 83

SalesforLife

OCTOBER 26, 2017

Serious question: how well do you think you could function in sales today without the technology and automation that is available? According to a study done by Linkedin this year, sales tech is used by over 91% of all sales people (and only 2% of the top sales performers in the world don’t use it). I’m certainly a fan of it myself, and use a number of digital tools to manage my own sales process for ATP (more on that later).

Technology 82

Technology Technology Sales Process 82

Hubspot

OCTOBER 23, 2017

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. But it’s not always immediately obvious which path to take.

Sales 101

Sales X-functional Contact Prospecting 101

Advertisement

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

Membrain

OCTOBER 25, 2017

More and more organizations are coming to terms with the fact that traditional CRM has simply not lived up to its promises. Touted as a powerful sales performance tool, in many organizations it has turned out to be an unwieldy tracking and reporting tool, a glorified Rolodex that salespeople resent while sales managers wrangle to get them to use it at all.

CRM 86

CRM Sales 86

Understanding the Sales Force

OCTOBER 17, 2017

Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of ownership, these words and phrases have been reinforced since day 1.

Up-sell 82

Up-sell Prospecting Sell Sales 82

SalesProInsider

OCTOBER 11, 2017

Beauty is in the eyes of the beholder , wrote Plato in the 3 rd century BC. Well, so is value, writes me today. If buyers don’t see the beauty or value of what you sell, that’s value blindness. And buyer’s value blindness will stop your sales opportunity right in its track. Value blindness can create a big problem when trying to convert leads- if it’s not easy for the buyer to see the value of your solution, they most likely won’t put the energy into figuring it out

Conversion 80

Conversion Legal Sales Prospecting 80

The Sales Hunter

OCTOBER 13, 2017

How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […].

Sell 79

Sell Customers Prospecting Sales 79

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

Score More Sales

OCTOBER 19, 2017

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Sales 79

Sales Growth Product B2B 79

Hubspot

OCTOBER 19, 2017

Hi. I'm Nick, and I'm new to the HubSpot Marketing Blog. But I'm not new to HubSpot. I've been working at HubSpot for over a year now, and in that time, I've created more than 50 videos for HubSpot's Facebook page. And over the last year, we've grown our organic Facebook video views by nearly 250%. We used a lot of different content creation strategies to change our approach to Facebook videos, and knowing specifically what to track -- and why -- was a critical part of measuring our success and

Represent 101

Represent Start-ups Follow-up Growth 101

RAIN Group

OCTOBER 11, 2017

"Leadership is the capacity to translate vision into reality.". Warren Bennis, Author, On Becoming a Leader. When it comes to sales negotiations, all too often sellers: Don't plan for successful negotiated outcomes. Let the buyer define the negotiation process and venue. Allow the buyer to set the agenda for negotiation-focused meetings.

Negotiate 79

Negotiate Sales Meeting Process 79

Understanding the Sales Force

OCTOBER 10, 2017

Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so sales leaders on some of the less obvious findings and relationships in Objective Management Group's (OMG) Sales Candidate Assessments and how to use them.

Territory 80

Territory Sales 80

Advertisement

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

Sales