Anthony Cole Training

JULY 21, 2017

Sales 129

Sales 129

The Sales Hunter

JULY 11, 2017

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].

Price 111

Price Customers 111

Understanding the Sales Force

JULY 5, 2017

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".

Sell 107

Sell Sales 107

A Sales Guy

JULY 29, 2017

Most sales people aren’t selling and they don’t know it. Most sales people are order takers. They aren’t salespeople. Most sales people react to the customer and the customer dictates the sale. The salesperson simply reacts to the buyer, wielding little influence over the sales or the direction the sale goes. Sometimes they get the sale, other times they don’t.

Sell 105

Sell Customers Sales 105

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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.

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Hubspot

JULY 28, 2017

We're on the cusp of a tectonic shift in digital marketing. The boom in IoT ( Internet of Things ) technology will soon allow us to analyze, predict, and respond to consumer behavior in almost every market possible. That sounds amazing. but what's the Internet of Things ? The Internet of Things is the connection of everyday products like cars, alarm clocks, and lights to computing devices via the internet.

Technology 101

Technology Technology Campaign Technique 101

Partners in Excellence

JULY 4, 2017

We, and I, are sloppy in our language, at times, particularly when we speak of value and value creation. We tend to think of value in a one sided way, as something we “bestow” on the customer. At it’s worse, value is something we determine in our companies–we position it as our value propositions, embed it in our “features/advantages/benefits.” The laziest in our profession don’t even seek to understand what customers value, instead presenting what we&#

Customers 92

Customers Presentation Process Sales 92

ConversionXL

JULY 25, 2017

Software businesses have a conversion problem that’s both getting worse and going mostly unsolved. And that problem is mobile. Though the topic of mobile conversion rates of ecommerce websites is often broaches, it’s rare we talk about SaaS or B2B. It’s mostly been written off. “People don’t buy on mobile,” we say. However, this is often a problematic view (if you care about your business or the customer experience, that is).

B2B 92

B2B A/B testing CRM Price 92

Understanding the Sales Force

JULY 28, 2017

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". It's not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.

Prospecting 103

Prospecting Closing Sales 103

A Sales Guy

JULY 6, 2017

There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied. In spite of the various number of definitions, there is one absolute requirement to a sales opportunity.

Sales 99

Sales Prospecting Up-sell Presentation 99

Hubspot

JULY 21, 2017

Whether you love ‘em or hate ‘em, chances are, you have an opinion about forms. Trust us -- they’re not evil. We still use them, and still believe that many marketers should continue to do so, too. But truth be told, the "Should we gate our content?" question has been flying around HubSpot for a few years now. We’ve looked at the topic through various lenses, from SEO, to lead generation, to channel-specific implications.

A/B testing 101

A/B testing Lead generation Conversion Engineering 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

Score More Sales

JULY 7, 2017

Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.

Sales 88

Sales B2B 88

Anthony Cole Training

JULY 24, 2017

When talking to presidents, executive sales officers and sales managers, I consistently have heard these 5 comments:

Sales 126

Sales 126

Partners in Excellence

JULY 20, 2017

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling. Millions of person hours are spent in trying to understand how to drive sales performance. Billions are spent on tools, training, consulting services all focused on improving the performance of sales people.

Sales 88

Sales Consult Meeting Service 88

Engage Selling

JULY 11, 2017

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling.

Sales 80

Sales Clients Service Pipeline 80

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

A Sales Guy

JULY 6, 2017

It’s about time salespeople have their own line of T-Shirts to express their greatness. With that said, A Sales Guy is proud to launch the ASG Swag shop, offering T-shirts for sales people and true hustlers of success. Salespeople make the world go around, so it’s time we show the world how we roll. Here’s to sales people! [link].

Launch 95

Launch Sales 95

Hubspot

JULY 13, 2017

Movie producers and inbound marketers aren't that different when it comes to creating and editing video content. We're both telling a story, and whether that story is about a protagonist or a product, we're both trying to captive our audiences and make them believe in the story we tell. What happens at the end of the story is a little different, though.

Start-ups 50

Start-ups Follow-up Conversion Product 50

Score More Sales

JULY 18, 2017

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.

Negotiate 86

Negotiate Clients Sell Customers 86

Anthony Cole Training

JULY 14, 2017

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them. And though it irritates me to no end to walk into a room to find all of my decorative pillows haphazardly thrown around, I must appreciate Rocky’s determination.

Sales 121

Sales 121

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

Partners in Excellence

JULY 18, 2017

Thanks to people like Mike Kunkle , Tamara Schenk , Jason Jordan , Mike Weinberg , and others; the importance of Front Line Sales Manager Enablement is getting some visibility–though still not enough. As they discuss and I’ve discussed in past posts and S ales Manager Survival Guide , the single biggest lever on front line sales performance is the Front Line Sales Manager.

Sales 86

Sales Start-ups Growth Process 86

ConversionXL

JULY 25, 2017

Software businesses have a conversion problem that’s both getting worse and going mostly unsolved. And that problem is mobile. Though the topic of mobile conversion rates of ecommerce websites is often broaches, it’s rare we talk about SaaS or B2B. It’s mostly been written off. “People don’t buy on mobile,” we say. However, this is often a problematic view (if you care about your business or the customer experience, that is).

B2B 77

B2B A/B testing CRM Price 77

A Sales Guy

JULY 5, 2017

You can’t go ten social media pages on any social platform without being barraged by #hustle #grind and #success posts or memes. It appears we’re obsessed with the path or secret to success. I get it. Success to most of us freedom and validation that we’re worthy of others praise and admiration. To others, success says they did it.

Sales 92

Sales 92

Hubspot

JULY 31, 2017

Here at HubSpot, when we decide we really like something, we go all-in. That includes things like email personalization, a global presence, and seasonality in our marketing. So when it came time for the Latin America Marketing team -- or LatAm -- to strategize an email marketing experiment, we wondered if there was a way to combine all three. It started out simply enough -- we wanted to find out if an email sent directly from a sales rep that included a link to book a meeting could convert bette

Meeting 78

Meeting A/B testing CTR Territory 78

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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

Understanding the Sales Force

JULY 25, 2017

Image Copyright iStock.

Drivers/motivators 76

Drivers/motivators Sales 76

Anthony Cole Training

JULY 7, 2017

How important is it for your salespeople to have a pipeline of prospects? Probably pretty important. How crucial is it that your salespeople continue to feed into that pipeline? Just as crucial! We all know that in order for your organization to succeed it is vital that your salespeople build, grow and maintain a solid pipeline. But what happens if one of those great salespeople leaves?

Pipeline 121

Pipeline Prospecting Sales 121

Partners in Excellence

JULY 21, 2017

I always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.

Sales 85

Sales Manufacturing Finance Sell 85

The Sales Hunter

JULY 9, 2017

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […].

Drivers/motivators 72

Drivers/motivators Represent Sales Process 72

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

A Sales Guy

JULY 30, 2017

I recently recorded an interview with Ben Martin (Program Manager IBM Digital Mastery) and Erik Taylor (Team Lead, IBM DST Sales Enablement), for IBM’s Digital Sellers Guidebook. We actually recorded the interview a little over a month ago, but it was released just last week, so I got to listen to it again. It’s fricken good. I enjoyed this interview.

Sales 77

Sales 77

Hubspot

JULY 28, 2017

93 million. This number is the combined total of views for the 10 videos listed in the post below. That is nearly the number of people who watch the Super Bowl! These 10 videos provide great examples of what it takes to make a video that can capture the attention of millions and market your product in the process. Take a look at each of these videos.

B2C 78

B2C B2B Process Product 78

Understanding the Sales Force

JULY 12, 2017

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.

Sell 73

Sell Launch Up-sell Sales 73

Score More Sales

JULY 24, 2017

My mantra in my early 20s as a single parent and a sales rep was “It takes work to be mediocre.” I was told that many times by one of our sales managers at the first technology company I sold for.

Technology 68

Technology Technology Sales B2B 68

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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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