Anthony Cole Training

FEBRUARY 11, 2021

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Prospecting 279

Prospecting Process Sales Sell 279

Cerebral Selling

FEBRUARY 22, 2021

In part one of this post, I shared research on how modern sales and marketing organizations can drive revenue growth by being more prescriptive in their selling motions. In other words, by leading their customers through the buying process and reducing distractions and choice, they can make it easier for their customers to buy and reduce feelings of post-purchase regret.

Process 222

Process Customers Objectives and Key Results Clients 222

Membrain

FEBRUARY 14, 2021

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help.

Sales 164

Sales Clients 164

Partners in Excellence

FEBRUARY 17, 2021

Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!

Price 162

Price Up-sell Sell Presentation 162

Advertisement

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

ConversionXL

FEBRUARY 17, 2021

There’s no shortage of SEO advice on how to rank higher for key terms. Create high-quality content. Have an effective distribution strategy. Optimize your on-page SEO. Yet, even today, acquiring high-quality backlinks is still one of the most effective components of a successful SEO strategy. But what does it take to do it right? In this article, we’ll look at what the link gap is, how to effectively close it, and the keys to outrank your competition through your link building effort

Closing 157

Closing Niche Pitch Growth 157

Force Management

FEBRUARY 4, 2021

Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year. Find each episode on your favorite podcast player, so you can easily download, listen and share.

Pipeline 148

Pipeline Sales 148

Cerebral Selling

FEBRUARY 16, 2021

One of the biggest misconceptions sellers have is that customers know exactly what they’re looking for. In a 2019 letter to Amazon shareholders, founder and CEO Jeff Bezos included a short narrative about the success of the Amazon Echo smart-home device, underscoring the importance of taking a leadership role when it comes to ushering customers down the path to their purchase.

Sell 173

Sell Gambling Manufacturing Up-sell 173

Membrain

FEBRUARY 10, 2021

Fear is a natural reaction to stressful circumstances. It can create an instinctual reaction that may or may not serve you in that moment. For instance, you may freeze or fight or fly, and these may protect you temporarily. But these reactions can also act against you.

Sales 162

Sales 162

Partners in Excellence

FEBRUARY 3, 2021

There are a lot of sales people focused on convincing their customers. Somehow they believe they can make their customers buy, make them choose them, if only they do the right job in convincing the customer. All sorts of techniques are used to try to convince the customer. It may be overwhelming them with information and data supporting what you are trying to convince people to do.

Customers 158

Customers Technique Drivers/motivators Start-ups 158

ConversionXL

FEBRUARY 3, 2021

In today’s competitive environment, having a great product or service is table stakes for building a profitable and successful business at scale. Many companies, after all, have great products but struggle to keep the lights on. While many factors ultimately determine whether a business thrives or shutters, your market positioning strategy plays a critical role.

Hospitality 153

Hospitality Price Networking Start-ups 153

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.

Product

Understanding the Sales Force

FEBRUARY 9, 2021

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience. The way we were treated, what we experienced, the uniforms we wore, the schedules we kept, the baseball games we played, the coaching, the practicing, the work, the game against the former Red Sox players, and the off hours camarade

Gaming 147

Gaming Technique Sales Up-sell 147

Anthony Cole Training

FEBRUARY 18, 2021

Your potential sales candidates have to have a successful history selling the way your company sells, to the people you sell to, in the environment you sell in. In the 5th installment of our blog series, No Assembly Required Hiring , we discuss the importance of recruiting salespeople who not only fit your selling requirements but also match the specific criteria of your organization.

Sell 178

Sell Sales 178

Engage Selling

FEBRUARY 5, 2021

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work. Understand, however, that selling from a … Read More » The post Value-Based Selling: Tangible vs.

Sell 146

Sell Growth Customers Sales 146

Membrain

FEBRUARY 7, 2021

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them.

Service 157

Service Sell Product Sales 157

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

Partners in Excellence

FEBRUARY 10, 2021

Recently, I’ve been trying to shift my own thinking and vocabulary about buying and selling. Several people have asked me about it. I thought I’d spend a little time on it. I believe shifting our vocabularies from Buyer/Seller to Buying/Selling is much more than wordsmithing. It forces us to change our perspectives about how our customers buy—or drive their problem solving/change initiatives.

Sell 155

Sell Presentation Process Customers 155

SaaStr

FEBRUARY 25, 2021

Ah the VP of Sales. The toughest hire. Such a high failure rate. I want to help. So this is the third in our series. The first post is What a Great VP of Sales Actually Does. So you expect the right things, and hire your rockstar at the right time to do the right things. The second post is a script for you to use (and modify as you see fit) – 10 Great Questions to Ask a VP Sales Candidate.

X-functional 145

X-functional Cross-sell Sales Up-sell 145

SalesProInsider

FEBRUARY 3, 2021

What you believe, you can achieve. What a powerful quote by Mary Kay Ash. And yet we need to check our beliefs – our mindset – and how that mindset comes out of our mouth. I call that the mind and mouth connection. Inspiration or Barrier? While this is an inspirational quote, our beliefs can also be the barrier if we’re not careful about what we say.

Networking 143

Networking Lead generation Clients Meeting 143

Anthony Cole Training

FEBRUARY 4, 2021

How important is it that your new hire be able to identify a prospect's compelling reason to make a change or the resources they have set aside to fix their business problem? Our guess is probably pretty important. In the 4th article of our series Hiring No Assembly Required Salespeople , we discuss the questions you must ask yourself of a candidate's skills and what critical selling competencies you must look for before making a hiring decision.

Prospecting 174

Prospecting Sell Sales 174

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

Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Although hiring is the hardest job we have to do as sales leaders, it’s certainly one of the most important tasks to get right. Hiring is also a non-revenue generating activity which some leaders make a second priority; however, this isn’t how we should approach the hiring process as it’s essential

Sports 142

Sports Negotiate Technique Presentation 142

Membrain

FEBRUARY 28, 2021

Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.

Manufacturing 149

Manufacturing B2B Sell Product 149

Partners in Excellence

FEBRUARY 23, 2021

It’s funny, every once in a while I find myself in similar conversations with different executives. Each starts in a different place, but the underlying issues are all the same. A core issue has come up. It’s actually one that concerns me deeply. “Do we have enough confidence and trust in our people to let them do their jobs?” Let me unpack this just a little.

Trust 146

Trust Meeting Start-ups Conversion 146

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. In fact, there’s a VC saying that I used to really hate. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. It used to really bug me because I am a firm believer in the strategy of Zero Voluntary Attrition and trying to hire fewer, more committed resources over a higher volume of mercenaries that turn o

X-functional 145

X-functional Quota Sales Up-sell 145

Advertisement

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

ConversionXL

FEBRUARY 17, 2021

Third-party cookies are the new Flash. Safari and Firefox have already started to wean advertisers from them. Now, reluctantly, Google is, too. Google plans to end Chrome’s support of third-party cookies by 2022, and they created a Privacy Sandbox to test new ideas and solicit feedback. Decisions that affect Chrome—with a nearly two-thirds market share —are decisions that affect the Internet, especially paid advertising.

Networking 140

Networking Trust A/B testing Conversion 140

Anthony Cole Training

FEBRUARY 25, 2021

When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy. In the 6th blog of our series No Assembly Required Hiring , Tony discusses how to avoid making reactive hiring decisions and the 3 rules you must follow to improve your candidate selection.

Pipeline 159

Pipeline Sales Prospecting 159

Heinz Marketing

FEBRUARY 4, 2021

By Matt Heinz , President of Heinz Marketing. I was honored recently to be a part of another great RevTech Summit 2021 , an online summit for marketing and sales professionals who want to set themselves up for success in 2021; hosted by ChatFunnels. I’m always happy to talk more about conversion rates, more about math marketing, more about predictable pipeline.

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

Membrain

FEBRUARY 17, 2021

Prospecting is hard. In my experience, very few organizations have fully cracked the nut of how to do it well across the entire organization.

Prospecting 148

Prospecting Process Sales 148

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

Partners in Excellence

FEBRUARY 5, 2021

Increasingly, we are learning the key to our success, as sales people, is to be helpful. Too often, however, what we intend as “help,” actually isn’t helpful. Recently, I was sitting in on a call (it’s easy to do that on Zoom, these days). The customer was looking at an IT solution. It was a very complex tool, the customer had some understanding of the area–but not nearly the depth of knowledge the sales team from my client.

Customers 143

Customers Clients Meeting Sales 143

SaaStr

FEBRUARY 22, 2021

We did a deep dive on Google Cloud’s incredible numbers the other day here but there was one point in particular it’s worth doing a deep dive on. Google Cloud itself is predicting the Cloud will triple by 2026 or so , and reach $760B in spend in 2025, up from $290B in 2020 (note, I’m extrapolating a year or so from this chart and prediction, which itself is from IDC data): While Google is focused in particular on Cloud infrastructure, it really doesn’t matter.

Product 145

Product Customers 145

ConversionXL

FEBRUARY 24, 2021

How do you go from good to great? How do you remain relevant as your competition continues to gain more market share? As the technology and business landscape continues to shift rapidly, companies that embrace innovation will have a clear advantage over those who don’t. . As with most things in marketing and business, product innovation isn’t something that happens from a few meetings or putting together a polished slide deck.

Product 139

Product Customers Objectives and Key Results Launch 139

The 5% Institute

FEBRUARY 23, 2021

Sales multipliers (or sales multiplier effect) are strategies and tactics you can use to win more consistent sales. As the name suggests – there are things you can implement that will multiply your sales without adding too much effort at all. In this article, we’ll look at five of our recommended and easy to execute sales multipliers to win more sales on a consistent basis.

Cross-sell 139

Cross-sell Real Estate Sales Presentation 139

Advertisement

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