Anthony Cole Training
SEPTEMBER 27, 2016
If you’ve followed my blog for any period of time, you know that there are several phrases that I use when discussing sales outcomes, sales management, recruitment and talent development:
A Sales Guy
SEPTEMBER 15, 2016
A few years ago I created a list of the best books sales people should read to become a badass. You can see the list here. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related.
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ConversionXL
SEPTEMBER 20, 2016
A Rejoiner study found that over 50% of the cart abandonment emails they send are opened on a device that is different than the one the customer originally abandoned on. A typical situation is a person browsing your site on mobile, perhaps adding items to their cart as a “wishlist”, then never completing their purchase. Wouldn’t it be great if you could email them with the exact items they’d left in their cart, and restore their cart with those items, no matter what device they use when they cl
Understanding the Sales Force
SEPTEMBER 15, 2016
The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it! It's pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?
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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.
The Sales Hunter
SEPTEMBER 13, 2016
When you prospect with integrity, you will get customers who have integrity. Think about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever. Today there are too many people using stupid tactics to prospect that lack integrity. I certainly realize integrity […].
Engage Selling
SEPTEMBER 27, 2016
Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
SEPTEMBER 29, 2016
For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Here’s the problem with that. It doesn’t work. If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place.
ConversionXL
SEPTEMBER 15, 2016
With Google processing over 40,000 searches every second and Facebook being a hub for 1.13 billion daily active users , Google AdWords and Facebook ads are obvious choices for PPC campaigns. But is one better than the other? Are the optimization processes for both similar? What about A/B testing? These are the questions optimizers need answers to before they can really reap the benefits of two very powerful advertising platforms.
Understanding the Sales Force
SEPTEMBER 12, 2016
The timing on these two events could not have been more perfect! Both occurred last week and I wanted to share them with you today. First came Dan McDade's article - the first of three parts - on whether cold calling is dead. He asked a number of sales experts to weight in and articulate whether it is truth or a lie. It was very well done and you'll want to read it.
Score More Sales
SEPTEMBER 14, 2016
Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It.
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.
Partners in Excellence
SEPTEMBER 27, 2016
I couldn’t believe what I was hearing on the phone. It was a frustrated sales person looking for help. She had reached out after reading some blogs, asking me to be a sounding board for some deals she was struggling with. We spent some time talking about the deals, exploring what she might do to better position herself to win. At the end of the conversation, I asked, “Have you sat down with your manager to review this and get his advice?
Anthony Cole Training
SEPTEMBER 21, 2016
I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management.
A Sales Guy
SEPTEMBER 12, 2016
I spent Labor Day on Cape Cod, this year. I spent it on Great Island. It’s one of my favorite places to relax and enjoy myself (and not shave ). It’s absolutely gorgeous, peaceful and serene. We were supposed to shoot #heykeenan 27 before I left for vacation, but we just didn’t get it done, so I figured, what the heck. I’ll do it myself from the beach.
ConversionXL
SEPTEMBER 27, 2016
If you’re doing it right, you probably have a large list of A/B testing ideas in your pipeline. Some good ones (data-backed or result of a careful analysis), some mediocre ideas, some that you don’t know how to evaluate. We can’t test everything at once, and we all have a limited amount of traffic. You should have a way to prioritize all these ideas in a way that gets you to test the highest potential ideas first.
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!
Understanding the Sales Force
SEPTEMBER 22, 2016
You won't have to read much in today's post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!
Score More Sales
SEPTEMBER 26, 2016
When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting.
Partners in Excellence
SEPTEMBER 29, 2016
Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer is in control–funny, I always thought they were. We know that focusing on their Buying Journey, aligning our Selling Process with their journey is critical to our success (selfishly speaking.
Anthony Cole Training
SEPTEMBER 8, 2016
My wife and I just came back from Minong, Wisconsin where we visited with our friends, Barb and Gerald O’Dell. Gerald, Barb and I go back a long way, over 30 years. We all met and worked together at Iowa State University. We parted ways for awhile until Gerald became the athletic director at the University of Cincinnati. Later, Gerald, a man of great integrity, decided it was time to leave UC and leave athletics for good.
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!
A Sales Guy
SEPTEMBER 30, 2016
The intra-webs have brought us closer and made connecting with people easier than ever. LinkedIn, Facebook, Twitter, Snapchat, Instagram, you name it, you can get a message out to anyone, I mean anyone in seconds. It doesn’t mean LeBron James, President Obama or Kim Kardashian will read it, or respond, there is however, a chance they will at least see it.
ConversionXL
SEPTEMBER 29, 2016
What’s the value in a logo? It’s a question that’s been asked a lot lately, especially with companies like Instagram, Uber, and Google drawing both ire and admiration from their new logo changes. We all have an opinion (some have strong opinions) on these changes, but no one really measures their effectiveness – which is what matters really. How do we answer the question: is your logo actually working?
Understanding the Sales Force
SEPTEMBER 29, 2016
Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing their problem, the CEO said something along the lines of, "We are going to create a new pitch deck and reduce our prices. That will solve the problem!".
Engage Selling
SEPTEMBER 23, 2016
I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.
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Partners in Excellence
SEPTEMBER 12, 2016
I was just talking to an outstanding Vice President of Sales. The solutions his company develops address very complex issues in “manufacturing.” (I’m using that as a surrogate for what he is really doing.) It’s a complex sale. It’s an early stage company, they are starting to have great success and are closing some very large, intriguing deals.
Anthony Cole Training
SEPTEMBER 6, 2016
When evaluating sales performance - past, present and future - it’s difficult to figure out what information or data to trust when making decisions. Just like investments where past performance is not a guarantee of future results, past sales performance does not guarantee anything for the future. It gives you some, not all, insight into sales results, but it doesn’t tell you how the result was created.
A Sales Guy
SEPTEMBER 22, 2016
There is a science to getting emails read. There is a science to how our brain works and how we engage with email and if you want to understand that science, you’re gonna like this post. Getting emails read is one of the greatest challenges in sales today. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.
ConversionXL
SEPTEMBER 14, 2016
Everyone has heard a horror story about a website redesign. But there are still times when they are necessary or beneficial. Deciding when is the right time is one important aspect of doing a redesign well. The other aspect lies in the process itself. We can dramatically improve the performance of website redesign projects when we used a structured approach and we start testing all our assumptions.
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
Understanding the Sales Force
SEPTEMBER 23, 2016
Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. The Sales VP learned a lot from that interchange and replay as well, and suggested that EQ, or emotional intelligence could have been a factor in what happened.
Engage Selling
SEPTEMBER 30, 2016
The very best habit I ever developed as a sales rep was this single habit: Never end my day, never close my computer, put it in the briefcase and go home without doing at least one thing to put new … Read More »
Partners in Excellence
SEPTEMBER 16, 2016
In a few weeks the annual migration to Dreamforce will occur. I’ve only been to a couple of events bigger than Dreamforce, but it’s an “interesting experience.” Somehow, I’m certain the city of San Francisco sits a little lower in the water with the 150-180K people that converge on Moscone Center during the few days. I was asked my tips for getting the most out of Dreamforce.
Anthony Cole Training
SEPTEMBER 15, 2016
I have a question for you: Why does variability exist?
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