Anthony Cole Training

AUGUST 11, 2017

How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team? In almost every sales organization, these three situations exist no matter how many sales meetings are held, what CRM system is used or how closely the sales team is managed- these problems persist.

Drivers/motivators 144

Drivers/motivators Pipeline CRM Meeting 144

ConversionXL

AUGUST 23, 2017

Customer journey mapping is a widely used and impactful technique that can help you make better product, marketing, UX, and merchandising decisions. However, like other UX research techniques (including user personas ), there’s some vagueness and obscurity around how to actually create customer journey maps. This article will draw processes and customer journey mapping examples from experts in the field, and you’ll hopefully walk away with a real and clear picture of how to do it on

UX 130

UX Customers Drivers/motivators Construction 130

A Sales Guy

AUGUST 28, 2017

Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? I feel you. The problem, however, isn’t the CRM. It’s you and how you use it.

CRM 125

CRM Sell Cold Call E-commerce 125

Hubspot

AUGUST 30, 2017

Mad Men fans everywhere remember the pivotal first scene where we learn just how talented Don Draper is at his job. Faced with an almost-impossible copywriting task, he rose to the occasion to solve a huge problem for his client, Lucky Strike. In spite of research warning customers of the dangers of cigarettes, Draper delivered the iconic slogan -- "It's toasted" -- to differentiate the brand from its competitors.

Angle 101

Angle Territory Launch Contract 101

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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.

Sales

The Sales Hunter

AUGUST 15, 2017

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” “I’m just […].

Prospecting 97

Prospecting Follow-up Sales 97

Partners in Excellence

AUGUST 27, 2017

It seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique you recommend that causes prospects to want to meet?” “What is the best technique to overcome objections?” “What is the way I can get my customer to select our solution?” “What is the latest technology that will cause our team to consistently hit their numbers?

Technique 89

Technique Prospecting Technology Technology 89

ConversionXL

AUGUST 15, 2017

Knowing how to measure content marketing ROI, like measuring optimization ROI , is hard. And complicated. Or is it? Andy Crestodina, founder of Orbit Media Studios , and I did some digging to figure out the easiest way to measure content returns. Here’s what we found: Measuring content ROI is really as simple as knowing your conversion rate. That is, you need to know which channels cause clicks to which articles, which articles convert visitors into leads, and which leads convert into customers

Process 126

Process Follow-up Conversion Trust 126

A Sales Guy

AUGUST 21, 2017

If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return.

Sell 114

Sell Drivers/motivators Consult Up-sell 114

Hubspot

AUGUST 16, 2017

Keep it simple, stupid. We don't mean to offend you -- this is just an example of a great slogan that also bears the truth of the power of succinctness in advertising. It's incredibly difficult to be succinct, and it's especially difficult to express a complex emotional concept in just a couple of words -- which is exactly what a slogan does. That's why we have a lot of respect for the brands that have done it right.

Electricity 101

Electricity Campaign Launch Gambling 101

SalesFolk

AUGUST 28, 2017

When your leads lists are hundreds, or even thousands, strong, it’s impossible to research and address the specific business challenges of every single contact. After all, nobody has the time or energy for that many people, and the more people you can tailor your message to, the better, right? Wrong. When you need to address a large audience, it’s easy to fall into the trap of thinking generic is better, whether it’s with the benefits you mention or the sentences you write.

Prospecting 89

Prospecting Real Estate Appointment Lead generation 89

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

SalesProInsider

AUGUST 17, 2017

You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. That’s a great plan. Right? It is, IF you get that far. Even with a scheduled appointment, you might get shut out in the first minutes (or moments) if you aren’t prepared for a productive start to the conversation.

Conversion 88

Conversion Appointment Sales Pitch 88

Anthony Cole Training

AUGUST 9, 2017

Companies are constantly trying to figure out how to drive organic growth by:

Sales 127

Sales Growth 127

ConversionXL

AUGUST 28, 2017

Usability testing is important, but when you’re juggling tons of other tasks – acquisition, hiring, and whatever other fires you need to put out daily – it can be thrown on the back-burner. “I don’t have the luxury of focusing on UX right now,” you may say to yourself. But this guide will prove that usability testing need not be time consuming, expensive, or obstructive to any other priorities you may have.

UX 107

UX User Experience Objectives and Key Results Represent 107

A Sales Guy

AUGUST 24, 2017

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT.

Sell 108

Sell Drivers/motivators Up-sell Follow-up 108

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

Partners in Excellence

AUGUST 9, 2017

I recently wrote, “The Sales Manager’s Job Is Different,” addressing the impact of making the wrong decisions in selecting Front Line Sales Managers (FLSM). Too often, the “easy” solution is to take our very best sales people, promoting them into FLSM roles. Usually the results are devastating, they may be great sales people, but they don’t recognize the FLSM job is different.

Strategize 86

Strategize Launch Growth Promote 86

The Sales Hunter

AUGUST 29, 2017

How many times have you had what you thought was a great prospect go cold on you? We all have, and it’s frustrating to say the least when you’ve spent countless hours working hard to develop the prospect, knowing how much you can help them. You try to follow up time after time, all to […].

Prospecting 82

Prospecting Follow-up 82

Understanding the Sales Force

AUGUST 11, 2017

"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages. You might also feel let down after leaving a great, but expensive restaurant, but the meal, service or ambiance was quite different from what you had imagined when you heard about the business.

Sales 81

Sales Presentation Service 81

Anthony Cole Training

AUGUST 25, 2017

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls.

Transportation 126

Transportation Sales Up-sell Prospecting 126

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

ConversionXL

AUGUST 17, 2017

What we know today as a “website redesign” isn’t what it used to be. ‘Radical’ website redesign – where the company embarks on a ‘big-bang’ website overhaul – is becoming less common these days – which is generally a good thing, and there are a number of reasons why. Pretty much every UX/CRO expert and company will advise you to tread lightly when it comes to radical redesigns.

Process 103

Process A/B testing Objectives and Key Results UX 103

A Sales Guy

AUGUST 8, 2017

Every day some one is declaring something is dead. Email is dead. Social media is dead. Cold calling is dead. There is always some influencer looking to get ahead of the curve and claim some sales technique is dead. Let me ask you a question. Is door to door sales dead? If you said yes, then you should feel lucky that you’ve never heard that knock.

Cold Call 101

Cold Call Technique Prospecting Sell 101

Engage Selling

AUGUST 17, 2017

Stop hanging on to poor sales performers! It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight.

Sales 80

Sales Up-sell Clients Quota 80

Pointclear

AUGUST 29, 2017

Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.

Drivers/motivators 80

Drivers/motivators Retail Up-sell B2B 80

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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

Hubspot

AUGUST 31, 2017

We're about to hit September, and you might be feeling anxiety about you or your family heading back to school, the busy season at your office, or the prospect of a limited number of beach days left in the year. We feel you -- because even though we took a summer break, social media networks sure didn't. Social networks are constantly innovating new products and making tweaks that are hard to keep up with, which is why we started writing this monthly social media news roundup.

Launch 78

Launch Networking Growth Start-ups 78

Anthony Cole Training

AUGUST 3, 2017

5 Reasons Consultative Selling Skills/Techniques Inhibit Organic Sales Growth.

Consult 121

Consult Growth Meeting Sell 121

ConversionXL

AUGUST 7, 2017

You already know by now that high email open rates are useless if click-through rates (CTRs) are low. You need people to click the links in your email to end up on your website. Click-through rates are a much better indicator of email engagement and success than only open rates for that reason. But the average email CTR is 4.19% — across all industries.

Click Through Rate 95

Click Through Rate CTR Clients Presentation 95

A Sales Guy

AUGUST 14, 2017

I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.

Sell 96

Sell Commission Quota Drivers/motivators 96

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

AUGUST 29, 2017

Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.

Sales 78

Sales Product B2B 78

Partners in Excellence

AUGUST 20, 2017

Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” It leapt out of the page, somehow it seems obvious. Yet too often, it seems we behave just the opposite. The very first emails, set the tone–they are some variant of, “Let me tell you why you should buy my product.” Every subsequent outreach, whether by email, telephone, or face to face is about the product or solution.

Sales 76

Sales Process Trust Meeting 76

Hubspot

AUGUST 30, 2017

Did you know that 50% of Instagram users follow a business , and 60% actually use Instagram to learn about a product or service? In fact, there are currently over 700 million Instagram users, and that number is expected to reach the one billion user milestone by the end of 2017. How's that for a potential audience for your business? Instagram is one of the fastest growing social networks out there -- and with good reason!

Networking 78

Networking Start-ups Follow-up Promote 78

Anthony Cole Training

AUGUST 2, 2017

A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you.

Sell 121

Sell Sales Customers 121

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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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