Anthony Cole Training
APRIL 20, 2016
The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.
A Sales Guy
APRIL 4, 2016
Life is hard. That is a fact. It’s hard for a lot of reasons; family, work, health, relationahips, money, s**t the list of life’s challenges could be a mile long. But, one of the hardest things in life is something we don’t talk about much. It’s something all of us, I mean everyone of us struggle with, yet it goes largely unaddressed most of our lives.
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Engage Selling
APRIL 5, 2016
Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits.
ConversionXL
APRIL 19, 2016
You’ve read about color psychology, system one and two, emotional persuasion, etc. I know you have because it’s everywhere. It’s on KISSmetrics, Forbes, Entrepreneur, Inc., Help Scout, HubSpot… you name it. Hell, we’ve covered some of these topics ourselves. Why? Well, because many psychological triggers do, in fact work.
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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.
Partners in Excellence
APRIL 21, 2016
I’m amazed by the number of CEO’s I speak with that don’t want to have sales people. Most of them do have sales people—begrudgingly. But because of their attitudes, their sales organizations suffer, reinforcing the CEO’s perspective that sales people are worthless. These are otherwise smart, even brilliant business executives, who don’t like or don’t believe in the function of sales.
Understanding the Sales Force
APRIL 13, 2016
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching - the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
APRIL 30, 2016
While setting and working towards personal goals is often hailed as a way to stay motivated and productive, the science behind goal-setting paints a different picture. For starters, a study from the University of Liverpool revealed a connection between depression and setting generalized, abstract goals. It turns out that when we don't have precise criteria for what it means to achieve a goal, it's difficult to ever feel a sense of accomplishment.
The Sales Hunter
APRIL 26, 2016
What makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? There’s a reason why customers don’t see value in salespeople, because to be quite blunt, most salespeople don’t bring value. To many customers, there’s zero difference between […].
ConversionXL
APRIL 11, 2016
You often read that most people prefer to watch a video than read text. How true is that statement, really ? You’ve been hearing about video for years now, but it’s still relatively uncharted. Big brands are spending tens of thousands on videos that fall flat while a lucky few are going viral. But even they struggle to repeat their original success.
Partners in Excellence
APRIL 4, 2016
The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers?
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.
A Sales Guy
APRIL 19, 2016
Tell the truth. You’re not going to be able to meet the customers implementation requirements as you thought. Your product or service doesn’t deliver a particular feature that’s important to them. Your team screwed up and didn’t see the requirements and ended up coding the wrong thing. There was a defect in your production line.
Anthony Cole Training
APRIL 27, 2016
I went fishing with a very good friend of mine from First Citizens Bank in NC and he took me to his favorite fishing hole - Lake James. Keith claims it is the most beautiful fishing lake in the country. I don’t know if it is - I’ve not seen them all, but this is one beautiful lake!
Hubspot
APRIL 29, 2016
We've all heard how important it is to make a good first impression. Show up late for a job interview? That's a bad first impression. Eat a ton of garlic and forget to brush your teeth right before a first date? Also a bad first impression. Go to meet your significant others' parents for the first time dressed in Crocs and sweatpants? That might also result in a bad first impression (depending on prevailing fashion sensibilities).
The Sales Hunter
APRIL 12, 2016
Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Problem is we don’t realize it’s a problem until after we’ve encountered […].
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!
ConversionXL
APRIL 14, 2016
According to Google Trends , the term “conversion rate optimization” is an official “breakout”, meaning “searches for that phrase have jumped by +5,000 percent” over the last few years. While this proliferation of all things CRO is good news for the industry, it does have one painful drawback. For most websites, the biggest barrier to CRO lies it one of its most fundamental commandments: thou shall test.
Partners in Excellence
APRIL 4, 2016
I saw the Princeton Marching Band for the first time in the early 80’s. I was working in Manhattan, a few of my colleagues were Princeton grads, so every once in a while, we’d take the train to Princeton to watch a football game–and the “memorable” Princeton Marching Band. Take a few minutes to watch this video, contrasting Lehigh and Princeton.
Understanding the Sales Force
APRIL 11, 2016
I know. Everyone loves you. You are just so likable that it's inconceivable that you could be disliked. As usual, I see things a bit differently and I'll prove that there is someone that not only dislikes you, but might even hate you. For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! I'll share that with you but first, I must ask you a question.
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!
Hubspot
APRIL 26, 2016
By now, you probably know that today's buyers hold all of the power when making a purchasing decision. You're also probably aware that they're doing some of their research online. But have you really adapted your marketing plan to match the way today's customers shop and buy? Consider these recent statistics about B2B buyers from a 2015 study by Think With Google : 89% of buyers use the internet during the B2B research process. 71% start with a generic search query (they're looking for a topic,
A Sales Guy
APRIL 10, 2016
Have you ever seen a hamster on a hamster wheel? They are hustling. You can’t argue that! But are they getting anywhere? Exactly, and that’s why this notion of hustle is played out. Look, don’t get me wrong, you have to work YOUR ASS OFF if you want to be successful and the truth is most people won’t and don’t put in the kind of real hard work required.
ConversionXL
APRIL 25, 2016
If you’re launching a mobile app, you’ve likely considered the differences between optimizing a simple site and a mobile app or game. But have you considered how the measurement and data analysis process will be different? Without a definitive plan and deep understanding of the fundamentals, your mobile app data will get complicated quickly.
Partners in Excellence
APRIL 29, 2016
I’m a huge fan of high velocity outbound calls — at least when done well. Recently, I needed to buy a new car, my current car was coming off lease, I thought I’d take advantage of some of the end of quarter promotions. I did my research, narrowed down to a couple of different models, configured those models at the manufacturer’s sites (Build Your Car) to get an idea of pricing.
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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.
Understanding the Sales Force
APRIL 25, 2016
Two experiences this weekend support something I have been teaching for more than 30 years. Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provalone. She responded, "We don't have impourded, but we have some from Italy." I said that would be fine. Then she grumbled to a co-worker that this guy wanted "impourded" provolone and he explained that the Italian provolone was imported.
Anthony Cole Training
APRIL 4, 2016
I continue to learn from my clients and the training director of a large national bank once said to me, “This is what we would like to keep doing. This is what we would like to start doing. And this is what we would like to stop doing.” Of course, all of this was framed up with lists of actions and initiatives because we were meeting to discuss coming years of training content, focus and delivery.
Hubspot
APRIL 22, 2016
The use of Growth-Driven Design (GDD) is an effective, dynamic marketing approach. Unlike traditional web design, which can be hypothesis-based and largely static, GDD is dynamic, evolutionary, and implemented based on real feedback and user data. As such, it is particularly valuable for ecommerce retailers’ websites. Why? In order for an ecommerce site to be successful, it needs to contain consistently fresh, relevant, interesting and educational content that speaks directly to its customers an
The Sales Hunter
APRIL 5, 2016
News flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be. The argument […].
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
ConversionXL
APRIL 13, 2016
When it comes to traffic acquisition, the money is in the headline. But testing content headlines comes with a unique set of problems. The Challenges With A/B Testing Content Headlines. There can be great value in testing content titles. Clearly. Look at Upworthy, BuzzFeed, or Huffington Post. They’ve made fortunes on publishing must-click headlines (good for them, bad for humanity I say).
Partners in Excellence
APRIL 27, 2016
I’m a great fan of inbound marketing/demand gen approaches. What sales person wouldn’t be? It’s great to be able to talk to someone who actually is interested in your products and services! Before the first conversation, you have a context of their interests. You know marketing programs they’ve responded to, you know the content, which provides an indication of their interest.
Understanding the Sales Force
APRIL 21, 2016
My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks and rabbits, the family of foxes that live on our property, deer, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill!
Anthony Cole Training
APRIL 1, 2016
I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.
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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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