Anthony Cole Training

JUNE 16, 2016

5 Things to Do to Own a Sales Team Built for Growth.

Sales 120

Sales Growth 120

ConversionXL

JUNE 22, 2016

Throughout his life, architect Bill Claudill wrote down notes on this and that, and organized those thoughts under the title This I Believe. When Tom Peters turned 60, he decided to scribble down 60 thoughts , one for each year – that seemed to capture his professional and personal journey. I turn 36 in a couple of days (June 24). Much younger than the above named folks, but I decided to do the same.

Networking 91

Networking Up-sell Start-ups Launch 91

Partners in Excellence

JUNE 14, 2016

We equip our sales teams with the ability to answer any question customers might have about our products and services. Sales people, can go on forever about features, functions, feeds, and speeds for each of the products they sell. They sometimes can present feature – benefits, for example, “improved productivity, reduced cost,” and so forth.

X-functional 84

X-functional Customers Manufacturing Sales 84

Hubspot

JUNE 28, 2016

As of just last week, Instagram hit a major milestone : the platform doubled its monthly active users to 500 million in just two short years. What's more, over half of those monthly users -- 300 million, to be exact -- are active on the platform daily. That's a whole lot of action. All that said, it should come as no surprise that Instagram has become a place of interest for businesses.

Campaign 78

Campaign Follow-up Start-ups 78

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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

Understanding the Sales Force

JUNE 16, 2016

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship Building and Mastery of Social Selling were findings in our evaluations but now, they are full blown competencies with complete sets of attributes.

Sell 78

Sell Relationship building Sales 78

The Sales Hunter

JUNE 7, 2016

One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use. The questions […].

Customers 74

Customers Sales Process Cold Call 74

ConversionXL

JUNE 9, 2016

Seth Godin once said, “You can use social media to turn strangers into friends, friends into customers and customers into salespeople.” [Tweet It!]. Strangers into friends? Of course. Friends into customers? Yep, it’s relatively easy to promote your site (where followers and friends can make a purchase) on social media. Customers into salespeople?

Retail 85

Retail Cross-sell Up-sell Promote 85

Partners in Excellence

JUNE 10, 2016

Over the past several months, Hank Barnes and I have had periodic discussions about the Customer Journey and mapping the journey. While many large consulting companies and other experts talk “expertly” about mapping the customer journey, creating content, experiences, and engagement. When you study their work, it’s usually focused on buying done by individuals.

Customers 72

Customers B2B Pipeline Consult 72

Hubspot

JUNE 24, 2016

The average office worker sends 40 emails per day. That's 40 opportunities to market yourself and your business in those individual emails you send, every single day. A lot of people treat their email signatures like an afterthought, which makes for a real missed opportunity. Those signatures are a chance for you to make it clear who you are, make it easy for people to reach you, and give people a place to go to find out more -- either about you, about your business, or about something you're wo

Contact 78

Contact Clients Appointment Follow-up 78

A Sales Guy

JUNE 23, 2016

Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks. We were talking about social selling and how the tools available to sales people today have never been so powerful in helping salespeople connect with buyers.

Sell 67

Sell Sales Education Gaming 67

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

The Sales Hunter

JUNE 14, 2016

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […].

Customers 74

Customers Service Consult Closing 74

Understanding the Sales Force

JUNE 20, 2016

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.

Appointment 67

Appointment Sales Prospecting 67

ConversionXL

JUNE 28, 2016

Developing organizational trust in your process and results is the most critical piece in the optimization process. An organization that has been burnt by broken tests or disillusioned by a trough of losing tests won’t be able to maintain enthusiasm for its testing program. And a culture of experimentation is important, not only for your job security, but for the effectiveness of your testing program.

A/B testing 79

A/B testing Trust Launch UX 79

Partners in Excellence

JUNE 9, 2016

My friend, Mike Weinberg, has been one of the most consistent and vocal spokesperson on the Dysfunction of Sales Leadership. He wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. Be sure to read his article. For a much deeper discussion, make sure you read his book, Sales Management Simplified. (It’s a perfect complement to Sales Manager Survival Guide.).

Sales 72

Sales Manufacturing Finance Pitch 72

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

Hubspot

JUNE 14, 2016

With 400 million monthly active users and more than 80 million posts per day , Instagram has established itself as an obvious platform for brands looking to expand their reach and engage with their audience. Figuring out how to launch a successful Instagram contest, however, is much less obvious. Sure, it sounds like an effective strategy for stirring up conversation -- it capitalizes on user generated content (UGC) and typically requires very little commitment for participants.

Legal 78

Legal Promote Objectives and Key Results Follow-up 78

A Sales Guy

JUNE 13, 2016

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need? We’ve been taught for years to find our customers needs and then sell to them. We have been taught to ask lots of questions, find their need then position your product to fit their need.

Sell 67

Sell Quota Clients Prospecting 67

The Sales Hunter

JUNE 28, 2016

Social media is powerful. No doubt about that, but what it can also do is suck up your time so fast you suddenly find yourself with not only no sales, but also no leads. Here are 10 things you can do to leverage social media, and best of all, once they’re set up they […].

Sales 71

Sales Networking Prospecting Drivers/motivators 71

Understanding the Sales Force

JUNE 3, 2016

I've been trying very hard to find the time to write this article. I always have plenty of material but I just couldn't wait to write this particular article, and I've been waiting for nearly 24 hours since the idea was triggered by an email. 24 hours may not seem like a lot of time, but for me, once I decide to do something, I want to do it right then.

Promote 67

Promote Sales Meeting 67

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

JUNE 13, 2016

Even A/B tests with well-conceived test concepts can lead to non-significant results and erroneous interpretations. And this can happen in every phase of testing if incorrect statistical approaches are used. This post will illustrate the 10 most important statistical traps to be aware of. Of course, we’ll also give practical tips on how to avoid these traps, and therefore, how you can be sure your results are valid.

A/B testing 77

A/B testing Non-Profits Conversion Follow-up 77

Partners in Excellence

JUNE 5, 2016

Over the past years, sales people have become a prime target for “help.” It’s no wonder, sales people are key to the organization’s growth and revenue performance. But sales hasn’t been performing, the data around quota performance for sales people and organizations is appalling. On the other hand, sales faces huge challenges.

Territory 72

Territory Quota CRM Up-sell 72

Hubspot

JUNE 13, 2016

A short, professional bio is one of those things most people don't think about until, all of a sudden, we've been asked to "shoot one over via email" and have approximately one afternoon to come up with it. That's when we scramble. And when we scramble, our bio ends up reading like this: Rodney Erickson is a content marketing professional at HubSpot, an inbound marketing and sales platform that helps companies attract visitors, convert leads, and close customers.

Real Estate 78

Real Estate Start-ups Entertainment Follow-up 78

A Sales Guy

JUNE 22, 2016

There is a sure-fire way to know if you’re average at what you do or if you’re great at what you do. Ask yourself this simple question. Would you do your job for double the pay if it were 100% commission ONLY based on performance? Would you? Would you be willing to work on a 100% commission plan knowing, if you fail, you don’t get paid?

Commission 65

Commission 65

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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

The Sales Hunter

JUNE 21, 2016

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Sales 69

Sales Cold Call Technique Consult 69

Engage Selling

JUNE 30, 2016

There is a specific group of individuals and businesses out there that are actually your best and fastest way to make more sales. You won’t find them by knocking on doors or during your regular prospecting routines and practices.

Sales 64

Sales Prospecting Up-sell Clients 64

ConversionXL

JUNE 30, 2016

Interactivity tends to lead to better engagement, and it’s thought that better user engagement equals more conversions and more long term satisfaction with a brand. The web is an inherently interactive medium, so there are infinite ways to implement interactivity onto your site. Of course, it’s not a silver bullet strategy. Just because something is cool or popular – or just because it looks cool – doesn’t mean it works on the bottom line.

Conversion 74

Conversion A/B testing Education Gaming 74

Partners in Excellence

JUNE 16, 2016

No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually far fewer than I deserve.). I just read a horrible piece of advice from a “guru.” The advice was, “Efficiency Drives Effectiveness!” How wrong can a supposed expert be?

Commission 69

Commission Quota Up-sell Start-ups 69

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

Hubspot

JUNE 9, 2016

With over 400 million active users , brands are quickly recognizing the need to have a presence on Instagram. But, as with any social network, the brands that are getting the most out of Instagram are the ones who are smart about what they post, when they post, how often they post, and whom they're targeting. But how do they know what's "smart"? That's where the data comes in.

Networking 78

Networking B2C Follow-up Growth 78

Pointclear

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.

Objectives and Key Results 64

Objectives and Key Results Follow-up Sales Strategic planning 64

Understanding the Sales Force

JUNE 24, 2016

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sale

Consult 63

Consult Sales 63

A Sales Guy

JUNE 5, 2016

We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward. In Take 16 of #heykeenan I break down how you can know if your buyer is serious or not.

Prospecting 63

Prospecting Customers 63

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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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