Anthony Cole Training

SEPTEMBER 11, 2017

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data. One thing we will begin to take better advantage of is their CRM application. This will allow us to tie our marketing efforts directly to a client management AND pipeline management system.

Lead generation 194

Lead generation Pipeline CRM Clients 194

A Sales Guy

SEPTEMBER 18, 2017

Why? Kids are great at asking why? They accept the fact they don’t know very much, so they just move through life, like an information sponge asking why about everything. It’s kinda liberating if you think about it, if you accept that you don’t know anything. If you’re OK with the fact that you don’t know, then asking why is the natural thing to do.

Sell 121

Sell Drivers/motivators Government Launch 121

Openview

SEPTEMBER 11, 2017

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Using the details of a fictional Vodafone employee to sign up for SaaS products , Process Street automatically collected all incoming outreach including sales emails, marketing emails, and voicemail transcripts.

Inside sales 118

Inside sales Campaign Follow-up Contact 118

ConversionXL

SEPTEMBER 15, 2017

A/B testing tools like Optimizely or VWO make testing easy, and that’s about it. They’re tools to run tests, and not exactly designed for post-test analysis. Most testing tools have gotten better at it over the years, but still lack what you can do with Google Analytics – which is like everything. When you run a test until you’ve reached validity ( not the same as significance ), you have to do post-test analysis to decide on the way forward.

A/B testing 123

A/B testing X-functional Trust Represent 123

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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

SEPTEMBER 7, 2017

Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact. Quickly and immediate are relative to the learning curve and the sales cycle but are still the key outcomes. Most companies combine some kind of classroom training with self-directed online training, shadowing an experienced salesperson and coaching.

Conversion 101

Conversion Sales 101

RAIN Group

SEPTEMBER 27, 2017

In our research report, The Value Driving Difference , we studied almost 500 organizations' practices regarding how focused they are on driving value for buyers. Companies that rose to the top as Value-Driving Sales Organizations had higher sales win rates, were more likely to grow revenue, had lower undesired sales staff turnover, and much more highly motivated sellers.

Negotiate 100

Negotiate Drivers/motivators Sales Price 100

A Sales Guy

SEPTEMBER 7, 2017

I lay on the couch too much. I don’t exercise enough. I’m grossly out of shape. There is no way around it. I needed to workout. Therefore, about a month ago, because running and any other “cardio” was too hard, I started walking. I know, I sound like an old man. It kills me. I used to be super active. I played football, softball, skied, played basketball and golfed.

Process 110

Process Sell Trust Up-sell 110

Openview

SEPTEMBER 21, 2017

Anytime someone moves into a new role, there is an adjustment period to figure out how to be effective. When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Objectives and Key Results 96

Objectives and Key Results Pipeline Proposal Writing Sales 96

ConversionXL

SEPTEMBER 28, 2017

It’s easy to get lost down the rabbit hole of metrics for your business. When it comes to getting the most out of your website performance, only certain metrics are what you can consider key performance indicators. The trick is figuring out which ones. What are key performance indicators? A key performance indicator (KPI) is a quantifiable activity used to measure how a key aspect of your business is operating or how much volume it’s receiving.

Click Through Rate 121

Click Through Rate Conversion Referrals Price 121

Hubspot

SEPTEMBER 28, 2017

7 Habits of Highly Effective People Summary: The 7 Habits of Highly Effective People by Stephen R. Covey is a self-improvement book. It is written on Covey's belief that the way we see the world is entirely based on our own perceptions. In order to change a given situation, we must change ourselves, and in order to change ourselves, we must be able to change our perceptions.

Teamwork 101

Teamwork Drivers/motivators Represent Start-ups 101

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

Membrain

SEPTEMBER 17, 2017

"That wasn't what I expected!" You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.

Sales 95

Sales 95

Anthony Cole Training

SEPTEMBER 6, 2017

In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads. I know this is not a large sampling and I would be concerned about the validity of this finding if only 25% of them said that getting more qualified leads was the main problem.

Sales 121

Sales Lead generation Prospecting 121

Understanding the Sales Force

SEPTEMBER 25, 2017

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go. Cars were in front of me and to the left of me with cones to the right and the cop was right on top of my rear bumper.

Closing 93

Closing Follow-up Sell Pipeline 93

Openview

SEPTEMBER 14, 2017

Editor’s Note: This article first appeared on Inc. here. When ranking the list of professions that are likely to be replaced by AI, sales is often way down on the list , along with chiropractors and preachers. The rationale for such predictions are that sales is still considered a high-touch profession. A recent survey showed that in certain industries, people would rather buy from someone who is charismatic and fun even if that salesperson doesn’t know their product well.

Cold Call 90

Cold Call Pitch Contact Meeting 90

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

ConversionXL

SEPTEMBER 13, 2017

You’ve been acquiring a ton of customers lately for your SaaS company. On the surface, this seems awesome. More customers, more money. So you throw your energy into your customer funnel. However, soon after sign up, they seem to fly right out the back door. Why is this happening? Why do customers leave, or use the service less, often without saying anything?

Customers 110

Customers Price X-functional Service 110

Hubspot

SEPTEMBER 14, 2017

Social media can be an overwhelming place -- even for the experts. Which networks should they use, what should they write, how frequently should they post, and does the time they post really matter? I analyzed HubSpot customer data for one week during the month of June -- comprised of a total of roughly 10K different accounts on each different platform, as well as 15K posts to Linkedin company pages, 25K posts to Facebook business Pages, and nearly 60K posts on Twitter.

Networking 101

Networking Follow-up Customers 101

Jill Konrath

SEPTEMBER 21, 2017

Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals.

Sales 92

Sales Prospecting 92

Anthony Cole Training

SEPTEMBER 15, 2017

What does it take generate and convert leads and hire sales people who can consistently perform this ultimately necessary job?

Lead generation 136

Lead generation Sales Prospecting 136

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

Understanding the Sales Force

SEPTEMBER 5, 2017

Image Copyright iStock Photos. There is one simple thing you can do each day that will dramatically improve your sales effectiveness. But you don't think it's possible to do what the title says, do you? Well, it is not only possible, it's crucial - and not only that you do it, but that you do it often and start doing it today. Okay, so maybe I'm not talking about driving a car.

Legal 90

Legal Sales 90

A Sales Guy

SEPTEMBER 21, 2017

I have nothing but love and respect for salespeople. You guys are the extreme athletes of the business world. Salespeople risk 50%, 60%, 70% and sometimes 100% of their salary in their job. You don’t get paid until you sell something. No one else takes that kind of risk in corporate America. I created this video to show you how much I love you and to celebrate the greatness that is salespeople.

Sales 83

Sales Up-sell Sell 83

The Sales Hunter

SEPTEMBER 5, 2017

Salespeople are quick to call me to ask how they can be successful in sales when they’re stuck selling what they believe is something their customers don’t want. It’s time to stop blaming what you sell as the reason for your struggles. Not only is it time stop blaming what you sell, but it’s also […].

Sell 88

Sell Sales Customers Prospecting 88

Hubspot

SEPTEMBER 28, 2017

In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.

Closing 101

Closing Customers Sales Prospecting 101

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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

Openview

SEPTEMBER 19, 2017

The buying environment is becoming increasingly complex. A few reasons are likely top of mind including the emergence of new competitors, frequency of touchpoints, ever-shortening buyer attention span, and so on. But have you considered how a generational shift in your prospects’ demographics might impact the buying environment as well? Today’s B2B buying committees are growing more diverse as Millennials take their seats alongside Generation X and Baby Boomers.

B2C 76

B2C B2B Education Gaming 76

Anthony Cole Training

SEPTEMBER 22, 2017

Despite how good a high powered team looks on paper, there are always “skeletons in the closet”.

Sales 121

Sales 121

Understanding the Sales Force

SEPTEMBER 12, 2017

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston? Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane Irma, but when I first saw the data, my reaction was exactly the same.

Drivers/motivators 85

Drivers/motivators Extrinsic Intrinsic Sales 85

Membrain

SEPTEMBER 24, 2017

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo.

Sales 82

Sales 82

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

Engage Selling

SEPTEMBER 28, 2017

Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat.

Presentation 82

Presentation Clients 82

Hubspot

SEPTEMBER 4, 2017

I'm not ashamed to admit that I'm not the most together person in the world. I eat three meals a day, but one of them is usually takeout. I hit snooze so often it should be considered a nap. And I definitely don't drink enough water. But I imagine I'm not alone. There are plenty of productive members of society like myself who work and go to school and have fulfilling lives -- those lives just don't always involve waking up at 5 a.m. for morning meditation or listening to stimulating podcasts on

Product 101

Product Technique Start-ups Appointment 101

Openview

SEPTEMBER 26, 2017

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B in 2016. What’s amazing about NetSuite is that their software can literally be used by any company.

Promote 73

Promote Gaming Start-ups Trust 73

Anthony Cole Training

SEPTEMBER 27, 2017

Why are rollercoasters and anemic pipeline syndromes important?

Pipeline 126

Pipeline Sales 126

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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

Sales