Anthony Cole Training

MAY 26, 2016

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.” Dave uses role-playing as an example. I see this all the time! Ask someone to role-play in front of the group and they shut tight like a clam.

Sales 120

Sales 120

ConversionXL

MAY 4, 2016

Have you ever wished for a tap to call button on a mobile site? Or struggled to tap a tiny link? Have you ever wondered what would happen after you clicked a button on a site? Or, worse, wondered what to do next on a site? If you answered yes to any of those questions, you’ve experienced a UX mistake. They’re more common than most people realize.

UX 90

UX User Experience Objectives and Key Results Conversion 90

A Sales Guy

MAY 30, 2016

If you’re selling your product, STOP ! It’s not what your customers want. Do you know what you’re selling? Let me give you a hint. It’s not the product your company makes and it’s not whatever services they offer. You’re not selling some cool feature. You’re not selling how inexpensive it is. You’re not selling the convenience of your product.

Sell 68

Sell Service Product Cold Call 68

Understanding the Sales Force

MAY 18, 2016

I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something

Sales 74

Sales Inside sales Drivers/motivators Sell 74

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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

MAY 17, 2016

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].

Up-sell 72

Up-sell Process Sell Presentation 72

Hubspot

MAY 6, 2016

Let me make one thing clear: This is not a post about how you should spend your weekends working yourself to the bone. "Productivity" has a much wider definition than many of us give it credit for. We tend to equate productivity with doing things, rather than with taking time to think, reflect, and rest. But busyness is not the same as productivity.

Product 78

Product Non-Profits Hospitality Cross-sell 78

ConversionXL

MAY 16, 2016

Both your visitor and Google prefer your site to be fast. Increasing site speed has been shown to increase conversion rates as well as increase SERP rankings , both resulting in more money for your business. But A/B testing tools actually may slow down your site. We researched 8 different testing tools to show how your site performance is affected by each one.

A/B testing 86

A/B testing Territory Clients Technology 86

A Sales Guy

MAY 24, 2016

Sales isn’t about taking, or convincing. It’s not about forcing or cajoling. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. Today it’s easy to forget that. The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales.

Quota 68

Quota Sales Pitch Education 68

Understanding the Sales Force

MAY 23, 2016

Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes - they are skill based. What happens when you have salespeople who won't even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.

Meeting 69

Meeting Strategize Sales Pipeline 69

Engage Selling

MAY 26, 2016

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

Sales 92

Sales Up-sell Referrals Clients 92

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

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

Hubspot

MAY 13, 2016

For most people, adding a caption, emoji, or even a cool filter to a Snapchat before shipping it is enough to satisfy their creative needs. And that's perfectly fine. There are plenty of people and brands doing really cool things on Snapchat without going all "Van Gogh" on their pictures and videos. But there are also people who prefer to go that extra mile when it comes to dressing up their Snaps.

Angle 78

Angle 78

Anthony Cole Training

MAY 11, 2016

Why Do So Many of My Salespeople Fail to Perform as Expected?

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126

ConversionXL

MAY 25, 2016

Almost all business owners hate Yelp, but they understand its power. User generated reviews in general are tremendously influential in persuading people to buy. One study found that 88% of consumers trust online reviews as much as personal recommendations and 72% of consumers say positive reviews make them trust businesses more. Millennials, in particular, trust user-generated content 50% more than other media.

Conversion 80

Conversion Trust Drivers/motivators Retail 80

A Sales Guy

MAY 6, 2016

I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville Tenessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word. We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. A self-admitted caffeine addict, it’s hard to argue with him as it’s hard to know whether it’s the caffeine or him.

Drivers/motivators 67

Drivers/motivators Start-ups Sales 67

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

The Sales Hunter

MAY 3, 2016

Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. In both the short-term and […].

Prospecting 72

Prospecting Pipeline Sell Sales 72

Understanding the Sales Force

MAY 24, 2016

I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.

Sales 67

Sales 67

Hubspot

MAY 10, 2016

Back in 2011, Snapchat was synonymous with risqué teen behavior. News coverage repeatedly warned parents of the damaging effects the platform might have, and as a result, the success trajectory wasn't looking good. Since then, Snapchat has evolved into something so much more. And while it's certainly not the cornerstone of every marketing strategy just yet, the channel has earned a reputation for fast growth and innovation.

Follow-up 78

Follow-up Start-ups Launch Networking 78

Anthony Cole Training

MAY 19, 2016

Sales 120

Sales 120

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

MAY 11, 2016

The design of your website is more important for conversions than you think. First impressions matter, and a good way to make one is with a hero image that complements your value proposition. But what’s a hero image, really, and how do you make them work for you? What’s a Hero Image? A hero image is defined as “a large, featured image or series of images prominently displayed on the homepage.

Conversion 80

Conversion Transportation A/B testing Retail 80

A Sales Guy

MAY 23, 2016

Teaching is about providing quality insight as part of the sale. If you’re a sales person, you’re a teacher. Do you remember your 5th-grade teacher or your biology teacher Jr. year? Good, cause that’s you now. Like Miss. Kennedy or Mr. Jackson, it’s your job to cultivate the mind of your customer and help develop their mind around the problems they are trying to solve.

Sell 67

Sell Prospecting Customers Product 67

The Sales Hunter

MAY 10, 2016

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1. Thinking that because they’re a new connection, you the […].

Prospecting 70

Prospecting Sell Sales 70

Understanding the Sales Force

MAY 9, 2016

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning seeing some improvements being made in this area. For example, back in the early 90's, when Objective Management Group (OMG) first began measuring the existence of sales process, only 9% of all salespeople were following one with any degree of consistency and effectiveness.

Process 67

Process CRM Sales 67

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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

MAY 19, 2016

Email has seemingly been on the brink of extinction for about a decade now. Over the past few years alone, email has been called " dead ," " not dead, evolving ," and even " dead, again." But as you can likely tell by the steady stream of messages still flowing into your inbox every day, not to mention the ones you write and send yourself, email continues to keep on keeping on.

Contact 78

Contact Campaign Conversion 78

Pointclear

MAY 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”.

Price 70

Price Sales Up-sell Gaming 70

ConversionXL

MAY 5, 2016

It’s a cultural trope to “want what you can’t have,” but it’s also a principle based in decades of psychological research. That principle, scarcity, is incredibly powerful in marketing, persuasion and conversion optimization (when done right). The problem is, if you don’t do it right, it’s pretty meaningless (or worse, you trigger a psychological backfiring and hurt sales).

Extrinsic 80

Extrinsic Sports Sales Intrinsic 80

A Sales Guy

MAY 16, 2016

“…be deliberate in the type of leader you want to be…” There are 5 types of sales leaders: The supporter. The fixer. The “Ah you can do it” The enabler. And The a **e. The supporter is a players coach. They are advocates of the team, doing everything they can to support the team for success. Supporters are popular, the downside is they don’t like to challenge sales people.

Appointment 65

Appointment Sales 65

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

The Sales Hunter

MAY 31, 2016

The short answer to this question is, “No!” I say “no,” because until both Sales and Marketing accept the roles they play and their reliance upon each other, there is little chance the fight will end. I’ve had the unique opportunity to sit at both desks over the years, holding key Marketing and Sales […].

Sales 70

Sales Technique Sell 70

Understanding the Sales Force

MAY 2, 2016

Did you ever drive down a street and seen a roadside sign advertising free stuff? Maybe it was a free sofa, chair, or table. Maybe it was a free lawnmower or bicycle. It could have even been free kid's stuff. Nearly all of the free stuff you find on the side of the road, available to the first taker, is somebody else's junk. Instead of throwing it out, and rather than taking the time to donate it (if an organization would have it), they are simply giving it away.

Inside sales 67

Inside sales Sales Promote Trust 67

Hubspot

MAY 31, 2016

There’s no doubt that Photoshop is an incredibly powerful tool for marketers. Photoshop has thousands of features, tools, settings, and shortcuts that have drastically changed and shaped graphic design and photo editing over the last few decades. With the sophistication of today’s design capabilities, however, comes the hassle of learning and staying up-to-date on Photoshop’s features.

Follow-up 78

Follow-up Start-ups Technique Product 78

Pointclear

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.

Objectives and Key Results 63

Objectives and Key Results Lead generation Follow-up Contact 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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