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'Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session. 1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler.
'Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing.
'When was the last time you took a long hard look at what makes your customer base tick? Think customer personas – those detailed representations of the different segments of your target audience. Fueled by data driven research that map out the who behind the buying decisions of your products or services, customer personas can help inform everything from more effective copy to product development.
'Everyone is time poor. We have too much on our plates–more than we possibly can accomplish. We’re inundated with emails, messages, phone calls, meetings. The growth of our “To-Do” lists far outpaces out “Completed” lists. In attempts to bring sanity and manageability into our lives, we leverage all sorts of tools and techniques to improve our efficiency.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
'Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.
'Not long ago, I was sitting in a restaurant known for its breakfast. It’s 7:40 AM and I am the only customer. Ten years ago, you couldn’t find a seat in this place at this time of day. Now it’s a question of how much longer can the restaurant hold on. What changed? Everything, […].
'Guest Post By Walt Gerano, Sales Development Expert. When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself , “Why did I do that?
'Guest Post By Walt Gerano, Sales Development Expert. When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself , “Why did I do that?
'Fifty years ago today, July 2nd 1964, then President Lyndon Johnson signed into law one of the most important pieces of legislation ever signed. It was the Civil Rights Act. It is truly astounding it took 190 years AFTER this sentence was penned to actually live to the creed. these truths to be self-evident, that all men are created equal , that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.
'Your website is leaking money. Everybody’s is. The first step toward plugging the leaks is identifying WHERE the leaks are. Which funnel steps, which layers of your site, which specific pages are leaking money? Google Analytics can provide answers. #1: Funnel Visualization. Every site that has a funnel (most do) should start with funnel visualization.
'Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. Social selling dominates many conversations. Many would have you think social selling (social media, social marketing, social business, or whatever you call it) is the silver bullet. Just do thing socially, prospects will come out of the woodwork, they’ll engage, they’ll pull out PO’s–pre-empting your twitter strea
'Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer! I observed that for every three salespeople that would call customers for referrals, there were always two that preferred to make cold calls.
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.
'As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.
'Guest Blog By Mark Trinkle, Sales Development Expert. How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business.
'Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale.
'After reading some of our subscriber feedback , we noticed that many ConversionXL readers didn’t have a solid foundation with a proper Google Analytics setup. That’s a problem, because if your analytics isn’t properly configured from the beginning, how could you ever expect to gather any insight? When it comes to gathering visitor information, GA can’t collect or change data on visits that have already happened, which means time spent waiting to add or correct certain settings
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.
'I get at least a couple 100 emails a day (not including the SPAM). A lot of them are trying to sell me on something. Most I quickly delete, but some are interesting and intriguing. Some of the interesting emails are offers to explore a collaboration, people interested in getting me to do something for/with them, some outright trying to sell me something–but still interesting.
'The year is half over and the race is on. Regardless of whether you’re on track, ahead of pace or behind where you need to be, these 4 things will work for you: 1. Call every one of your customers past and present and ask them why they like working with you. Objective is […].
'The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.” Was he right?
'If you have followed my blog, read our sales newsletters or listened to our audio sales brews , then you’ve heard me talk about success formulas. The concept that is, if you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way. if you are missing critical pieces of the process.
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.
'Here at A Sales Guy we’re looking for an outside sales, business development badass. As you could prolly figure, we go about it a little different. We don’t ask for a resume and a cover letter. We actually ask people to send us an email outlining why they would be a badass sales person for us and to share their social media presence. You can see the entire job description here for our Sales Badass.
'According to eConsultancy, up to 30% of eCommerce visitors will use internal site search. Typically speaking, due to the increased level of purchase intent, are also known to convert sometimes up to 5-6X higher than the average non-site search visitor. Natural language processing software Inbenta mentions in this article a client who noticed their site search customers converted 43% higher, and eConsultancy talks about cases where site search visitors are making up as much as 13.8% of the overa
'Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice. We want to help our customers learn. It’s actually not that new a concept–we’ve always taught our customers something. It used to be about our products, or our solutions, or our companies. Now the context of teaching has changed–really for the better for both customers, sales and marketing.
'What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […].
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!
'Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Let''s say it''s a ground ball and the third baseman boots it for an error. Of course, the next ball is hit right at the third baseman again and this time he fields it cleanly, but makes an error on the throw. And just as if it were programmed to happen, the third baseman is suddenly a target, balls coming at him and him alone, as he appears helpless and unable to make a clean play to put a merc
'As sales people, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% difference to equal a 67% return on investment? Let’s start with the easy answer – you must put in 10% more effort. That does not mean that I am accusing you of not working hard or not exerting great effort. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone.
'There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor” from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.”.
'Back in 2001, Consumer Reports put out a study that revealed the average American was consciously exposed to roughly 247 marketing messages daily, yet only really noticed around half of them. While other “expert analysis” put that exposure to marketing anywhere between 500-5000 messages, this is the most sane explanation of what we’re actually aware of.
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!
'I wrote, If You Were In Your Customer’s Shoes, What Would You Do ? Gary Hart offered a thoughtful comment that got me really thinking (as his comments so often do). Gary posed the idea, in our very first meetings with a customer, we should always be asking the customer, “What prompted you to have a meeting with me?” I couldn’t agree more, this or perhaps some variants: What is it about our products and services prompted you to get in touch with us?
'I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].
'Understanding the Sales Force by Dave Kurlan. Do you remember dating? Back in the day when you couldn''t hide behind a text or an email, the three most common questions that teenagers would ask their friends were, "What if she says ''no''?", "What if he doesn''t call?" and "What if she doesn''t call back?". When those teenagers entered sales, I can assure you that no prospect ever wondered, "What if he doesn''t call?
'By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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