Anthony Cole Training
OCTOBER 13, 2014
'I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. Based on that equation, the established goal was to write 100 lives. You do the math.
ConversionXL
OCTOBER 31, 2014
'Some of you out there may find this Google Analytics feature overview to be mostly review. That’s awesome! That means you’re really taking ownership of your data. However, if you’ve never used any of these features, only experimented with them a little, or aren’t sure you’re using them correctly, you should read on. From the time you set up your account and put your tracking code on your site, Google Analytics, starts to capture and display a lot of data.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Partners in Excellence
OCTOBER 8, 2014
'There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.
A Sales Guy
OCTOBER 6, 2014
'“No, we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you heard these words come out of a buyers mouth? Nobody wants to hear these words. They stop sales people in their tracks. Why? Because, for most sales people, if the prospect already has what you’re selling then why “push” them on something.
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Understanding the Sales Force
OCTOBER 20, 2014
'In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" One time, as I was being introduced, an audience member came up to me and said, "Don''t Suck!" We can''t always be rock stars. I apologize if it sounded like I was bragging. I didn''t mean to.
Score More Sales
OCTOBER 3, 2014
'If you are in sales, take a look at your email inbox now. How many emails do you have? What is your process for dealing with email? I’ll share some ideas, but first, please take this 3 minute survey on how you deal with email. I will post the results AND will be sharing aggregated responses when I talk about sales productivity at Dreamforce on October 14th (9AM at the Marriott Marquis if you are going to Dreamforce) There are no names attached to this survey – so please be honest.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
OCTOBER 14, 2014
'When it comes to online imagery, it’s not so much about having images, as it is about making sure those images to give the visitor a sense of texture, size, scale, detail, context & brand. According to MDG Advertising , 67% of online shoppers rated high quality images as being “very important” to their purchase decision, which was slightly more than “product specific information”, “long descriptions”, and “reviews & ratings”: Joann P
Partners in Excellence
OCTOBER 31, 2014
'I took my car in to be serviced the other day. The dealership has done a fantastic job in designing a great customer experience. I made my appointment online, it was easy to choose a time that was convenient for me. The day before they sent me a reminder and introduced me to “Dale,” my service advisor. I showed up at the appointed time.
A Sales Guy
OCTOBER 22, 2014
'There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to; share it with their team, run the numbers, look at another solution, run it past IT, work with H.R., make a recommendation or any other “next step.” ( great video on how to sell the “next step” within a sales cycle).
Understanding the Sales Force
OCTOBER 9, 2014
'Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great. I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, "Yes!" I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons.
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.
The Sales Hunter
OCTOBER 1, 2014
' 1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].
Anthony Cole Training
OCTOBER 14, 2014
'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some way for some of them, you must mentor them.
ConversionXL
OCTOBER 3, 2014
'You get people to sign up for your free SaaS trial – great! Trouble is, a significant percentage of users sign up for the trial, log in once, and never come back. You might as well have burned the money it took to acquire them. The reality is, you’ll never retain all of your customers & some of those reasons you can’t control: Not the right fit for their needs features or price wise.
Partners in Excellence
OCTOBER 17, 2014
'There’s a huge difference between what our customers go through to buy and what most sales people do in trying to sell those customers. It’s this difference that causes much of the disconnect between customers and sales people. It’s recognizing this difference and engaging customers in their entire buying process that separates great sales people from everyone else.
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!
A Sales Guy
OCTOBER 30, 2014
'We’re hiring at A Sales Guy. It’s been a VERY painful process. Finding good people is hard. A Sales Guy has a very unique culture in that we look for and embrace the gritty, cool, nerd who can SELL! And, when I say nerd, I mean nerd, not dork. There are way too many dorks in sales. We’re not interested in the dork or the douchebag.
Pointclear
OCTOBER 22, 2014
'What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes. Sure, most start off with the same standard ingredients: butter, sugar, flour, apples—just to name a few.
The Sales Hunter
OCTOBER 2, 2014
' Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor. It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. One of the biggest problems salespeople have is thinking the only way […].
Anthony Cole Training
OCTOBER 28, 2014
'I just spent the last five days with my client and good friend, Ric Stoakes, from Lincoln, Nebraska. In addition to being a principle at the UNICO Group, he is an avid traveler and “a nutcase of a Nebraska Football Fan”. If you spent enough time in Lincoln, you would soon discover that “a nutcase of a Nebraska Football Fan” is not a group of one. From Tuesday through Friday, I spent time with him, his sales team and other partners in the firm.
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!
ConversionXL
OCTOBER 9, 2014
'Knowing where to segment your Google Analytics data can be daunting. Where do you start? And how the Hell are you supposed to know if what you’re looking at is going to make any difference what-so-ever? Trust me, I hear you. I’ve been learning more about gaining real insights from analytics myself, and my head’s been reeling from staring down the infinite possibilities.
Partners in Excellence
OCTOBER 29, 2014
'I’m fascinated about a lot of the discussion about marketing and sales alignment. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics. Some of the things discussed are, agreement and alignment around the definition of lead quality and lead volume.
A Sales Guy
OCTOBER 20, 2014
'I’ve talked frequently on this blog about how product has surpassed sales in driving revenue. As much as sales people don’t want to admit it and as much as many companies don’t want to admit it, the change has occurred and ignoring it won’t change things. There is too much information available to consumers about products and services that deficiencies, lack of features, poor service etc., can not be overcome by even the best sales people in the world.
Understanding the Sales Force
OCTOBER 14, 2014
'Image Copyright: deklofenak / 123RF Stock Photo. On the rare occasion that I have the opportunity to golf, it doesn''t matter what I choose for clubs, balls, gloves, tees or clothing. At this point in my life and very short golfing career, just being out with a friend is good enough for me and if we count his strokes, and my lost balls, our final scores might even be competitive!
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Pointclear
OCTOBER 31, 2014
'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!
Anthony Cole Training
OCTOBER 20, 2014
'I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. During my 30 year professional career, I’ve read a lot of books, met with many keynote speakers and listened to hours of audio recordings.
ConversionXL
OCTOBER 23, 2014
'According to a study of 3,000 mobile searchers by Google & IPOS, nearly half indicated that they are more likely to convert elsewhere if they can’t call a business directly from the search result. That same study shows that phone calls are a powerful measure of purchase intent and are most likely to happen when a prospect is ready to convert (see the full study here ).
Partners in Excellence
OCTOBER 27, 2014
'By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it. The focus of these are to help the customer realize there are opportunities they may be missing. There are opportunities to grow, to improve their businesses, to reduce costs, to improve their customer experience, to respond more quickly to competition —- to recognize the need to change.
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
A Sales Guy
OCTOBER 11, 2014
'Outlook ( n). A View: a pleasant view, a person’s point of view. If you were looking out on the street and saw -20 degree weather, ten feet of snow, and no sun, do you go running out? If a small restaurant is tucked away in a small dark alley in a bad neighborhood, do you go in? If you’re looking out onto a pristine white sandy beach, with beautiful crystal blue water, do you burst out the door in glee?
The Sales Hunter
OCTOBER 31, 2014
'I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the decision maker. Negotiating with someone other than the decision maker never works. A key part of your […].
Understanding the Sales Force
OCTOBER 24, 2014
'Image Copyright: Lightwise / 123RF Stock Photo.
Anthony Cole Training
OCTOBER 14, 2014
'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some ways, you must mentor them.
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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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