Anthony Cole Training

FEBRUARY 14, 2014

'Several years ago, a video with Allan Iverson (then with the Philadelphia 76ers) went viral. Apparently, there was a problem between him and his coach Larry Brown about a practice session that Iverson missed. When questioned about it by the press, Iverson goes on and on and on (see video ) about practice. Switching sports – let’s talk baseball. Teams are now reporting for spring training in various locations in Florida and Arizona.

Sports 164

Sports Pitch Gaming Contract 164

ConversionXL

FEBRUARY 21, 2014

'Have you ever heard of the “ significant objects ” project? As a literary & anthropological experiment, Rob Walker and Joshua Glenn wanted to see if they could resell cheap knickknacks (avg. cost $1.25) on eBay and turn a significant profit by adding personal stories to the item descriptions. The hypothesis was that emotionally charged stories would increase the perceived value of each object and therefore net a large profit on each item sold.

Profit margin 134

Profit margin Construction Price Manufacturing 134

Score More Sales

FEBRUARY 28, 2014

'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.

Clients 130

Clients Pitch B2B Pipeline 130

A Sales Guy

FEBRUARY 10, 2014

'It takes some serious cojones to walk away from a deal or to stop pursuing a deal in the early stages. As sales people we see everything as an opportunity AND it feels like we’re leaving money on the table when we do. Let’s face it, leads that turn into opportunities are valuable and walking away means we have to go get a new one and who knows when and if that will come.

Prospecting 122

Prospecting Quota Price Closing 122

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Sales

Understanding the Sales Force

FEBRUARY 17, 2014

'Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Today, I want to talk about Chief Technology Officers, VP''s and Directors of IT. At first glance, you might not think that IT has much of an impact on sales and you would be correct.

CRM 109

CRM Sales Up-sell Contract 109

The Sales Hunter

FEBRUARY 25, 2014

'The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. How many times have we watched a terrific organization fall apart when the leader retires or exits their position?

Presentation 112

Presentation Drivers/motivators Consult Up-sell 112

ConversionXL

FEBRUARY 24, 2014

'The checkout flow is where the money is at. Think about it, random strikers leave the site before ever entering the checkout funnel, while motivated buyers come here to finish their order. Any small increase in this step usually has a direct impact on how much more money your site makes. Example: An Ecommerce site that I analyzed recently had a payment page where 84.71% of the traffic proceeded to buy.

E-commerce 133

E-commerce Drivers/motivators Start-ups Price 133

Score More Sales

FEBRUARY 17, 2014

'Conventional wisdom says that cold calling doesn’t work anymore. Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. Warm every call up. After all, buyers are 70% through their buying process before you even find out about them, right? Hold on a minute.

Cold Call 110

Cold Call Contact Pipeline Inside sales 110

A Sales Guy

FEBRUARY 20, 2014

'What is the true secret to killing quota? It’s not goal setting, it’s not more calls, or a better product. It’s not good coaching or hiring the best sales team. While all these things are at the core, and without a doubt critical. The most valuable part of success and crushing quota is in the monitoring. Ideas, strategies, regulations, goals, objectives are all fine and dandy, but in the end they are useless without the monitoring for success.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121

Partners in Excellence

FEBRUARY 11, 2014

'Recently, someone wrote me saying: “I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every site imaginable – and respond to all the comments…” This individual thought I was possibly wasting my time. I think it’s a fair question, many people wonder whether they should be investing in social channels, how much time to invest, whether there is a payoff.

Sell 107

Sell Networking Clients Technology 107

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

Understanding the Sales Force

FEBRUARY 26, 2014

'Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. It''s about the importance of trust. Please read it before proceeding. It''s also very consistent with the late Steven Covey''s philosophy as related in his book, The Speed of Trust. Trust is becoming more important than ever. Companies are focusing more on integrity and values, and that''s from both sides of the door.

Trust 106

Trust Sell Retail Prospecting 106

Anthony Cole Training

FEBRUARY 11, 2014

'Numbers measure sales success. (Success, What is the Standard) ? It could actually be several different numbers, but usually one stands out from all the rest and that number is the production/sales/revenue/ commission number. How do you compare numbers to determine your success as measured against others? This is a great question…but it doesn’t have a clear answer because the numbers are relative.

Commission 163

Commission Gaming Sales Growth 163

ConversionXL

FEBRUARY 13, 2014

'According to digital marketing firm Lyris, you should expect to lose 30% of your email subscribers every year. The two main reasons behind losing subscribers are: They change their email address. Your content is no longer relevant to them, so they stop opening your email or they unsubscribe. The first case is just your bad luck. Perhaps the subscriber was using their work address and got a new job, or they got bored with their username and got a new one.

Click Through Rate 117

Click Through Rate Non-Profits A/B testing Campaign 117

The Sales Hunter

FEBRUARY 11, 2014

'Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1.

Prospecting 109

Prospecting Contact Sales Up-sell 109

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

A Sales Guy

FEBRUARY 1, 2014

'The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Here are four advantages of having marketing own the inside sales function, followed by four reasons why it might not work.

Inside sales 118

Inside sales SQL Sales Follow-up 118

Pointclear

FEBRUARY 27, 2014

'We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. But it’s only a tool. Marketing automation doesn’t identify your best target audiences. It can’t develop value propositions.

B2B 106

B2B CRM Campaign Lead generation 106

Understanding the Sales Force

FEBRUARY 11, 2014

'Understanding the Sales Force by Dave Kurlan Well, are you? I''ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren''t those the ones you like best? Aren''t those, especially when they have industry background, the ones you hire? And don''t they all perform just swell?

Sports 106

Sports Sales Strategize Drivers/motivators 106

Anthony Cole Training

FEBRUARY 13, 2014

'Linda and I have known each other for 30 years. This November, we will have been married for 29 of those years. Over the years, I have claimed that this was the best sale I ever made. I had competition, I had a reluctant prospect, and my value proposition was shaky at best. But, I did have Desire to Succeed, Commitment to do everything possible to Succeed, and I took Responsibility for all outcomes.

Gaming 150

Gaming Prospecting Clients Sell 150

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

ConversionXL

FEBRUARY 5, 2014

'According to an Edison Research and Arbitron report in 2012, podcasting is becoming one of the more viable methods for acquiring and retaining customers. Originally, the study found podcasting awareness had remained rather flat for several years, dating back to about 2006 when the percentage of those surveyed who said they were familiar with the term podcasting sat at only 22%.

E-commerce 100

E-commerce Launch Non-Profits Start-ups 100

The Sales Hunter

FEBRUARY 6, 2014

'Whenever I speak to a group, whether it be a keynote or a training session, one topic I tend to mention is how our goal as salespeople is to impact people positively. When talking about this, I say it goes far beyond what you’re selling and is critical regardless of whether or not you close a sale. We all impact people everyday. Just stop and think about all of the people you come in contact with each day.

Customers 106

Customers Drivers/motivators Contact Service 106

A Sales Guy

FEBRUARY 9, 2014

'Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting, every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the center of every opportunity discussion of every sales organization in the world. Unfortunately, despite everyones best intentions, unless you are at the very end of the sales cycle and everything has been completed, this is a fruitless questions, with a very low probability of bei

Closing 117

Closing Pipeline Meeting Clients 117

Partners in Excellence

FEBRUARY 20, 2014

'We are anxious to meet with customers to tell them all about our products and services. We practice the few questions we need to ask–you know the one’s—they create the platform to launching into descriptions about how our product it the answer to everything they want to do. We practice our pitches, refining and polishing them, hoping that at the end, the customer pulls out a purchase order saying, “I need to buy a bunch of these!

Product 99

Product Sales Presentation Pitch 99

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Follow-up

Score More Sales

FEBRUARY 11, 2014

'Online visibility helps build your personal brand as a seller, and your company brand as a trustworthy and helpful organization. Building a positive brand in the B2B world is the first step toward the idea of a virtual pipeline where content and ideas convert into prospects and ultimately, clients. Over a number of years, I have worked to build a brand online and I’d like to share some of the lessons I’ve learned.

B2B 98

B2B Pipeline Represent Consult 98

Pointclear

FEBRUARY 25, 2014

'In “ Wampeters, Foma & Granfalloons ”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and sales in many companies today? If someone agrees to see your sales representative, don’t they have to be more qualified than a forwarded lead? Not necessarily. Appointment setting is the easiest way to granfalloon without getting anything done.

Appointment 97

Appointment Represent Lead generation Sales 97

ConversionXL

FEBRUARY 3, 2014

'Today’s review is about ecommerce checkout funnel. I’m reviewing only a single site: Vintage King Audio. Watch the 7-minute review: Here’s the slide deck: Now might be a good idea to re-read this: The Ultimate Guide to Increasing Ecommerce Conversion Rates. Got questions or comments about ecommerce checkout funnels? Please add your comments below.

Conversion 100

Conversion 100

The Sales Hunter

FEBRUARY 4, 2014

'Recently on a phone call with a group of salespeople, I was asked if there were any secrets to selling at full price. It was a great question and I shared with the group 5 things they need to do. Check out the list I gave them: SECRET 1: Find better customers. Selling to the wrong group is always going to create pricing pressure. Just because a customer shows interest doesn’t make them a good customer.

Price 96

Price Sell Drivers/motivators Service 96

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

A Sales Guy

FEBRUARY 2, 2014

'Three centuries ago, Sir Isaac Newton formulated three physical laws of motion that describe the relationships between two objects, and the forces acting upon those objects, and the resultant motions in response to those forces. The third of Newton’s laws says this: “When one body exerts a force on a second body, the second body simultaneously exerts a force equal in magnitude and opposite in direction to that of the first body.” In other words, for every action, there is an e

Strategic planning 115

Strategic planning Presentation Strategize Up-sell 115

Partners in Excellence

FEBRUARY 3, 2014

'A client called me up stating, “I need to hire a rainmaker.” He is the CEO of a mid sized company that’s struggling a little, and wanted my help in finding someone. Since I’ve always struggled with the concept of a rainmaker, so I asked him what he meant. He replied, “I need someone to make things happen!” He went on to describe someone who could turn around the most difficult situations, walk into a prospect and in one or two meetings inspire the customer

Territory 98

Territory Construction B2B High impact 98

Score More Sales

FEBRUARY 10, 2014

'image courtesy of Docusign. Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The event was hosted by Docusign, and you can see the whole webinar here.

B2B 96

B2B Inside sales Sales Education 96

Pointclear

FEBRUARY 4, 2014

'By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy situation, right? But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs.

A/B testing 95

A/B testing Technique Campaign Prospecting 95

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