Anthony Cole Training
NOVEMBER 27, 2012
Ernesto Sirolli does a wonderful job of helping us understand that in order to get more of what we want we need to learn to do 3 things: Ask. Shut Up. Listen. It's not a complicated lesson but one that is abused daily by sales manager and sales people that claim to know better. I don't mean to be critical so let me explain. I've been coaching and training sales people for over 20 years now.
ConversionXL
NOVEMBER 15, 2012
People make snap judgements. It takes only 1/10th of a second to form a first impression about a person, and websites are no different. It takes about 50 milliseconds (that’s 0.05 seconds) for users to form an opinion about your website that determines whether they like your site or not, whether they’ll stay or leave. This number comes from specific studies.
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Partners in Excellence
NOVEMBER 28, 2012
People don’t dislike sales people, they dislike bad selling! I wish I had said that, but it originally came from Andy Rudin —thanks for the great quote. There’s a lot of data going around about customers not wanting to engage sales people until very late in their buying process. The numbers vary, but they seem clustered around 70% of the buying process is completed before sales people are engaged.
A Sales Guy
NOVEMBER 3, 2012
I’m moving in a few weeks. I hate moving. Because I hate it, investing in movers is well worth it to me. I’ve been putting it off for too long, so yesterday I Googled moving and found a site that allowed me to get quotes from 6 different movers at once. This was awesome. I put in a few bits of information, the application auto populated 6 moving companies that serve my area and all I had to do was click a button.
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Understanding the Sales Force
NOVEMBER 28, 2012
Understanding the Sales Force by Dave Kurlan Zig died today at the age of 86. Seth Godin memorialized him here. I wrote about our chance meeting here 6 years ago. I want to talk about Zig's life and his sales and selling impact. He paved the way for people like me by almost single-handedly creating the motivational speaking industry. Today, motivational speaking has evolved to include sales and sales management training and coaching, sales consulting, sales force development, sales enablement, s
Score More Sales
NOVEMBER 29, 2012
You don’t meet too many people who make an impact on your career and your life. It was sad to hear that sales legend and motivator to millions, Zig Ziglar, has passed on. At the same time, thinking of Mr. Ziglar evokes all sorts of memories and lessons early in my sales career. When I started out as a technology sales professional, I had little idea what I was doing – just the words of my grandmother, who was my mentor in business.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
NOVEMBER 9, 2012
If you think people might buy your products or services without checking out the competition first, think again. Research says that on average consumers visit three websites before making a purchase. Another insight by the same study was that the more sites a consumer visits, the more money they are likely to spend. In other words, the more expensive the product, the more time people take to comparison shop.
Partners in Excellence
NOVEMBER 29, 2012
As sales people we have been drilled and drilled in “Value Propositions.” Over time, our concepts of value propositions have changed–as they should. Value propositions used to be generic claims (usually generated by marketing) about value, perhaps statements about our products–things like “best quality,” “richest functionality,” “highest performance.” and so forth.
A Sales Guy
NOVEMBER 5, 2012
Pipelines are an interesting thing. They are supposed to provide valuable insight for BOTH management and sales people. Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. Pipelines however, are more than a key indicator. They dictate behavior.
Understanding the Sales Force
NOVEMBER 15, 2012
Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. They tell us that these signals can interfere with the plane's instrumentation. Scary stuff!
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
NOVEMBER 8, 2012
It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer. To offset their inability to do what they’re supposed to be able to do, they feel the way to close the sale is by offering a discount.
Anthony Cole Training
NOVEMBER 19, 2012
I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. Do me this is an obvious skill set and is the priority of any other UNLESS you outsource this to a 3rd party OR you have a sales environment where your sales team essentially plays "Catch" - people either calling in or walking in. #2 is Qualifying DNA - if you don't have to worry about prospecting then this by far is the most important skill set to possess. possessing the DNA of quali
Score More Sales
NOVEMBER 26, 2012
Working hard in sales but not accomplishing enough? Last week I was interviewed on the OpenView Lab blog about ways to keep focus through the end of the year. If you’re bogged down by lack of closed business, upcoming holidays, relatives, and distractions like Cyber Monday, you might want to listen to the interview since it is audio and easy to listen to.
Partners in Excellence
NOVEMBER 17, 2012
I haven’t whined in a while, so pardon me for this indulgence. We all know that content is critical in engaging prospect and customers. Let me rephrase this, “good content is critical… ” Clearly, organizations are getting the message about content, the problem is they are forgetting to provide the content. A couple of examples, in cleaning out my email this morning, I’ve actually encountered several offers that I’ve found interesting.
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A Sales Guy
NOVEMBER 18, 2012
The secret sauce of sales is simple, do what is right. If your product isn’t a fit, don’t sell it. If your product meets 6 of the 7 needs of the client, tell them about number 7. If there is a better option, let your customer know. Don’t hide anything, lying through omission is still lying. If what you sell doesn’t work, take it back.
ConversionXL
NOVEMBER 29, 2012
136 CMOs were recently asked “What do you see as your biggest opportunity for revenue generation in early 2013?” 46% of them said “improving conversions” Excellent. Now that we know where the opportunity lies, how do we go about doing it? We had two prospective clients this past week where their overall site design was good enough that they didn’t need a full redesign.
Understanding the Sales Force
NOVEMBER 26, 2012
Understanding the Sales Force by Dave Kurlan Perhaps you watched the Thursday night Thanksgiving Day football masacre between the New York Jets and the New England Patriots. The Patriots scored 35 unaswered points in the second period and in one 52 second timeframe, scored 3 touchdowns. Unbelievable! Incredible! Unheard of! The more common reaction though is, "How quickly it all unraveled for the Jets".
Anthony Cole Training
NOVEMBER 12, 2012
I am reading the blog of Insideview. One of their recent posts is about building a "Rock Star Team of Sales Hunters". They highlight a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T. The "D" in the formula stands for DNA. In this instance, the author of the research paper is suggestion that "DNA" is defined as the genetic code for sales hunters.
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.
Score More Sales
NOVEMBER 16, 2012
A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company.
Partners in Excellence
NOVEMBER 21, 2012
For that matter, so are your plans and strategies! We spend a lot of time focusing on these activities. We’re proud of our creativity, we’re proud of the work we have done to generate the ideas, plans, and strategies. We’re even protective of them (particularly pundits, consultants, and gurus who go to extremes in “protecting” ideas.).
A Sales Guy
NOVEMBER 20, 2012
Yes, the old addage that a customer buys “you” and not your product is true. But, it’s not why you think. Customers don’t buy because of your witty sense of humor or because your fun to go to lunch with. They don’t buy because they like you and your popular with the team. Yes, your customer buys “you” and not your product, but for different reasons.
The Sales Hunter
NOVEMBER 30, 2012
Have you ever wondered what types of customers are attracted by certain types of salespeople? Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
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Understanding the Sales Force
NOVEMBER 12, 2012
Understanding the Sales Force by Dave Kurlan Yesterday I posted this article about why cold calls are so bad. One of my readers asked what I would recommend to make the calls more effective. I've written a lot of articles about making cold calls more effectively so I have linked to 14 of those articles below. A new book on sales, How to Close Deals Like Warren Buffett , was launched today.
Anthony Cole Training
NOVEMBER 12, 2012
I am reading the blog of Insideview's recent post is about building a "Rock Star Team of Sales Hunters". They highlight a research paper by one of their partners Vorsight that has identified a hunting sales model - (DEPT)^T. The "D" in the formula stands for DNA. In this instance the author of the research paper is suggestion that "DNA" is defined as the genetic code for sales hunters.
Score More Sales
NOVEMBER 8, 2012
What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Answer: Only communicate through email. Never pick up the phone, and be guilty of two other bad email habits that happen every day, all over the business world. Situation: A friendly, optimistic relationship is struck by two business services providers who do different services.
Partners in Excellence
NOVEMBER 12, 2012
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales and Marketing. I thought I’d share this short video with you. (Don’t let the frightening face on the “opener” scare you away. I think it was some of their Halloween humor). Lean is really about value–how do we create and deliver the value our customers want and needs.
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
NOVEMBER 8, 2012
David is on his third book this month. He’s noticed a change in how his buyers are buying. He can’t put his finger on it, but he senses there is a change and he’s determined to identify it. Traditionally in the top 5% of performers, David is a student of sales. He continually evaluates and assesses his approach to sales and each sale in general.
The Sales Hunter
NOVEMBER 15, 2012
I think this is a chicken and egg type of question. What came first? Cheap prices or cheap customers? I’m a firm believer that a huge by-product of cheap prices is cheap customers. You might say what’s wrong with cheap customers, but I’ll challenge anyone on that comment and here’s why. People who argue with you on price will tend to be ones who will argue with you on everything else.
Understanding the Sales Force
NOVEMBER 7, 2012
Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), which may have been lost in the sea of mutual attack ads and name-calling. In an interview with Rolling Stone, President Obama said that Mitt Romney was a b r. That was a very rare, public choice of words for a sitting president, but on its own, I don't have an issue with that.
Anthony Cole Training
NOVEMBER 20, 2012
I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. The speaker was the one and only David Sandler. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The answer to that question is: YES! Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan.
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