Anthony Cole Training
FEBRUARY 6, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
ConversionXL
FEBRUARY 16, 2012
Value proposition is the #1 thing that determines whether people will bother reading more about your product or hit the back button. It’s also the main thing you need to test – if you get it right, it will be a huge boost. If I could give you only one piece of conversion advice , “test your value proposition” would be it. The less known your company is, the better value proposition you need.
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A Sales Guy
FEBRUARY 22, 2012
Hiring “A” players is without a doubt critical in building and maintaining successful sales teams. We all want the absolute best talent we can get. In the end, our job is to build teams, not find the best talent. But, finding the best people for your team is critical. There are a lot of misconceptions about what an “A” player or superstar looks like and how to spot them in an interview.
Score More Sales
FEBRUARY 22, 2012
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. by Lori Richardson on February 22, 2012. As a seller you are working hard to create a full pipeline (funnel) and now that you have all of these companies and some actual sales opportunities on your radar, how will you bring them to closure?
The Sales Hunter
FEBRUARY 27, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Partners in Excellence
FEBRUARY 14, 2012
It seems to be human nature to look for the secrets to success—the formula, if followed, will lead every sales person to the pot of gold at the end of every deal or opportunity. I know what that secret is, I’ve resisted revealing it, but have decided it’s time. What would you do if you knew that in every opportunity you did certain things, and that if you did those things the probability of winning the deal is very high?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
FEBRUARY 19, 2012
More than 95% of your visitors won’t buy anything on their first visit. They’re either just browsing, still in the research phase or not entirely sure yet your offer is what they need. It takes time to build trust, instill confidence and build a relationship. So if we _know_ that the overwhelming majority won’t buy anything on their first visit, why push it?
A Sales Guy
FEBRUARY 13, 2012
Quota is hard enough to make as it is. It takes hard work, focus, and commitment to honing your skills. Only 52% of sales people make quota. The reasons why vary, but I can tell you this. Doing these things will make for sure you don’t make quota. If you are dong these things, STOP! They just make things harder. Not work super hard claiming the economy is still slow .
Understanding the Sales Force
FEBRUARY 14, 2012
Understanding the Sales Force by Dave Kurlan [scroll down if you want to skip the introduction to this article]. Once upon a time, when I was much younger, I was a professional musician. I started out by taking weekly, private piano lessons for 3 years and then trumpet lessons for 9 years. In Junior High School I had my own band and by the time I reached high school I was playing in two concert bands, 2 orchestras, a jazz band and my own gigging band.
The Sales Hunter
FEBRUARY 2, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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.
Partners in Excellence
FEBRUARY 20, 2012
One of the biggest problems sales people face is their deals slipping. We forecast a certain close date, then it slips, and slips, and slips, and …… Things keep coming up, we push the close date out, then more things come up and we get into this seemingly endless cycle until the deal closes. Sometimes these slips in close date can’t be avoided.
Anthony Cole Training
FEBRUARY 27, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
ConversionXL
FEBRUARY 2, 2012
Somebody asked me the other day, what are all the possible ways one could increase the conversion rate? Is there a library of all the things that have made the difference? I looked for one, but couldn’t find it. So I decided to put one together myself. Here’s a list of 53 ways to increase conversion rate, along with an example for each case of how somebody did it.
A Sales Guy
FEBRUARY 20, 2012
The Rain Maker is a dinosaur. The days of the kick-ass, lonewolf, rainmaking sales person is done. Sales has become too complex and too customer centric for a single sales person to make rain. Back in the day, selling supported a rain making person. Armed with determination, creativity, information, (lots’ of information) customers, prospects AND other sales people didn’t have, the rain maker was the king of sales.
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Understanding the Sales Force
FEBRUARY 15, 2012
Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. In most companies, it's not whether they are using CRM, it's which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.
The Sales Hunter
FEBRUARY 16, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
Partners in Excellence
FEBRUARY 16, 2012
There’s always a lot of discussion in the Sales 2.0, CRM worlds about compliance. Millions are invested in new systems–supposedly. There’s a great urge to make sure people are using them, so compliance has become a key topic of discussion in lots of places. Basically compliance is measuring, “are people using the system?” Compliance — at least the way it’s commonly used is absolutely worthless!
Anthony Cole Training
FEBRUARY 27, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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.
ConversionXL
FEBRUARY 24, 2012
Two weeks ago I announced that I will start doing ‘Product Fridays’, highlighting products sold well. I decided to change that to ‘Rant Friday’ Since I usually write how-to posts, I’ll use Friday as the day to rant on stuff I believe. Here goes. Design like Jagger or why you shouldn’t design your own website (unless you’re a designer).
A Sales Guy
FEBRUARY 15, 2012
“ Our job isn’ t to assemble the best players, it’s to put together the best team” – Bill Belichick and Scot Pioli New England Patriots. I had to process this for a little while. For me it was a bit confusing. Doesn’t a great team require the best players? As I kicked this around my head I kept being reminded of all the amazingly talented teams that fell on their face and failed.
Understanding the Sales Force
FEBRUARY 9, 2012
Understanding the Sales Force by Dave Kurlan Today I was asked how many sales candidate assessments are required in order to hire one salesperson. Great question. Let's make an assumption that your postings on various job sites draw 200 resumes and 34% of those candidates take the assessment. So you have 68 assessments completed and of those, somewhere between 25% and 50% of those candidates are recommended, giving us a pool of 17-34 candidates.
The Sales Hunter
FEBRUARY 20, 2012
Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.
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!
Partners in Excellence
FEBRUARY 3, 2012
I’ve been reading a lot of different stuff about coaching recently. It’s good to see the different points of view, I learn something from each of them. But in the end, sometimes I wonder if we are taking something that is already very tough and making it more complicated than it need be. I read endless debates about who we should spend our time with, A’s, B’s, or C’s.
Anthony Cole Training
FEBRUARY 13, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
FEBRUARY 24, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
FEBRUARY 6, 2012
We are all aware that our success begins with the stuff up top, what is in our head, our thoughts and our minds. About 18 months ago, I met Kim Ades who is the president of Frame of Mind Coaching. She taught me several great "mindful" coaching tips during our 10-week coaching program that impact both my coaching and sales success. I will share some of those with you today. 7 Great Coaching Tips for Great Sales Success.
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!
Partners in Excellence
FEBRUARY 7, 2012
I had a conversation with an interesting individual today. It was a fascinating conversation–different from so many that I have with sales people. I was interviewing a candidate for a client. On paper, the person didn’t seem to be a natural fit, but I was taken by this individual—at least his mentality and attitude. Too many people I speak with have a sense of entitlement-that they are owed something.
Partners in Excellence
FEBRUARY 8, 2012
The rise of “Big Data,” rich analytics and other capabilities enables sales and marketing professionals to engage the customer in very different ways. They also provide tools to provide more data driven insight in our deals and proposals to customers. Having business justified solutions is important to creating value to customers. But I worry the pendulum is swinging too far to the analytics and data side.
Partners in Excellence
FEBRUARY 21, 2012
No, today’s post isn’t about some esoteric view of people’s agendas–how we discern them, how we leverage them. This is a rare post for me–it’s about the simple issue of having an Agenda–for meetings that is. I’m amazed at the number of meetings I’m asked to participate in that have no published agenda.
Partners in Excellence
FEBRUARY 22, 2012
I’m amazed by many of the discussions I read about sales performance management. At some point the “bell curve” is introduced, it’s sliced into “A’s, B’s, and C’s.” Then the discussion focuses on how you shift or bias things to the right (the high performance side) of the bell curve. There are endless debates about what you do, who you coach, how to hire, where you spend your time, how to maximize performance.
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