Anthony Cole Training
JANUARY 19, 2015
'Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long. Not consistent in our prospecting. Chasing too many of the wrong deals.
ConversionXL
JANUARY 7, 2015
'If you’ve looked at enough SaaS websites, you’ve probably noticed a bit of a theme: home pages designed to act as landing pages. They have minimal top navigation. Or in some cases, they have none at all. Their intent is to get their visitors to take a very specific action – usually sign up for a free trial of a service. For conversion purposes, they can be a dream come true.
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A Sales Guy
JANUARY 22, 2015
'How’s that title make you feel? Are you feeling a little minimized? I get it. Saying you’re not an employee can sting a little, but why play games, why pretend? As much as we like to think we’re an employee, that should be cared for and respected; we are the product before we are anything else. Here’s why? It breaks down like this.
Closing Bigger
JANUARY 14, 2015
'A big thanks to the BMO Financial Group for inviting me to speak at your business development conference. LinkedIn as I mentioned is not a strategy, it’s a great tool IF you have the right processes and disciplines in place. The key components of a great LinkedIn in strategy includes: Having a complete profile with a current professional looking picture.
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Partners in Excellence
JANUARY 21, 2015
'I’m constantly amazed at the fear that strikes at the hearts of sales people with the mention of the word, “Prospecting.” While it doesn’t strike fear into my heart, it’s still something a don’t like to do (though there are ways to make it more enjoyable). It’s also interesting to hear all the reasons and excuses sales people dream up to avoid prospecting, “I have a proposal that’s due, I have a meeting on this deal, I’m busy preppin
Understanding the Sales Force
JANUARY 9, 2015
'Copyright: 123RF Stock Photo. Another game changer? After so many in the last 5 years? It''s coming - no doubt about it. I''ll give you the background and tell you why this incredible tool will be the one to super charge your sales.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JANUARY 4, 2015
'There are many, many, many lists of conversion optimization best practices. Some are sacrosanct: Sliders distract – you should get rid of them. Everything needs to be shorter – cut stuff out. Just make the button bigger ! These practices often come from broad trends observed over many experiments and they highlight what usually and typically works.
A Sales Guy
JANUARY 2, 2015
'If you’re like most people, you’ve set goals for 2015. And if you haven’t set any, your boss, your company, somebody set some for you. If you have a job of any significance, you have 2015 goals. I know all sales people do. And if we don’t have work goals, many of us have personal goals, you know like losing weight. But there is a problem with goals.
Score More Sales
JANUARY 5, 2015
'It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. If you are working on a calendar year, than January 5 th is a fresh start. Doesn’t it feel good to get a fresh start?
Partners in Excellence
JANUARY 20, 2015
'Recently, I’ve been involved in a number of heated discussions on micromanagement and attention to detail. Often, at a superficial level, they look the same, but in reality they are very different. Attention to detail is critical both to individual contributors and managers. Micromanagement is a waste of everyone’s time–the individual contributor and the manager.
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.
Understanding the Sales Force
JANUARY 26, 2015
'Most salespeople don''t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level. So imagine my surprise when a salesperson sent along his lessons learned from a session on closing deals and included this.
Anthony Cole Training
JANUARY 27, 2015
'WIT = Whatever It Takes! Successful selling is a WIT profession. Now, before you get sideways, I want you to assume that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and ca
ConversionXL
JANUARY 22, 2015
'AB testing is supposed to be straightforward and extremely transparent. It should be so easy to see the ROI – especially when compared to opaque stuff like SEO. But is it really so transparent as we’d like to think? There are some uncomfortable questions about transparency, but we can answer them. In this post I’ll address five “uncomfortable questions” along with comments from fellow optimizers. 1.
A Sales Guy
JANUARY 7, 2015
'you don’t give a s**t! A client of mine said something the other day that stuck with me. She looked at her team after they had been demonstrating “lazy” behavior, as few of them had been doing what they needed to do, and she said,”No one here is lazy. There is no such thing as ‘lazy.’ It’s that you just don’t care enough, don’t see enough value or you’re not prioritizing things correctly, and that’s why stuff isn’t getting
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The Sales Hunter
JANUARY 5, 2015
'It’s a New Year! Now is the best time to ask yourself, “What am I going to do differently this year to make it even better than last year?!” I challenge you to take a close look at what you can change so that you can accelerate your success in 2015. Check out the video […].
Partners in Excellence
JANUARY 19, 2015
'Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle And Selling. He had written a similar post [See Here]. His post reminded me of something too many sales people overlook in their sales strategies. Buyers Get Smarter Through The Buying Cycle. If we are doing our job engaging with the customer, we are teaching them–helping them understand new approaches to achieving their goals and getting them all hot and lathered to change.
Understanding the Sales Force
JANUARY 16, 2015
'I love finding cool new apps for my iPad and I''m always looking for the next great weather app. I recently downloaded eWeather HD and as I poked around, I found something I had never seen before and it has a huge tie-in to sales management, the pipeline, and accurate forecasts!
Anthony Cole Training
JANUARY 13, 2015
'The Free Dictionary: fail. (f?l) v. failed , fail·ing , fails v.intr. 1. To prove deficient or lacking; perform ineffectively or inadequately: failed to fulfill their promises; failed in their attempt to reach the summit. Why are the people that you hire, train, coach, pay and invest in, failing to perform at levels that are less than expected? Generally, when you hire someone, fold them into your organization or acquire a team of sales people, what you think you are getting is: People that hav
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
JANUARY 28, 2015
'You should split test the headline first! Bollocks. The images! What a load of crap. That’s the kind of advice most articles out there would give you. The truth is that answering “what to test first” is like answering “how much does a car cost?” – it depends. Eventually you should test everything that you have traffic for, but since you can’t start everywhere at once, you need to prioritize.
A Sales Guy
JANUARY 26, 2015
'There is no question selling is both art and science. Like most things where art and science collide, science gets all the attention. Why? Science is measurable. It’s data-driven. We can touch and feel the science of sales. It’s black and white and as humans, we love that s**t. How many times have we heard the phrase; “If it can’t be measured it doesn’t count?
The Sales Hunter
JANUARY 30, 2015
' Why is your customer in business? Who is their customer? How do their customers benefit from what they provide to them? Recently, I was working with a salesperson calling on customers and this issue came to light. The reason it came to light is the salesperson was selling to customers who suddenly found themselves […].
Partners in Excellence
JANUARY 27, 2015
'I’ve been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening too each other and each reinforcing the others’ positions. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up hi
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!
Understanding the Sales Force
JANUARY 28, 2015
'As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. Wishing to be prepared, I went to Staples the day before the storm and purchased every last one of the small devices that recharge phones and tablets. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.
Anthony Cole Training
JANUARY 19, 2015
'By Tony Cole, President, Anthony Cole Training Group. One of my favorite expressions is “You are tomorrow what you are planning for today.” My favorite thing to do is accomplish is accomplish goals and I’ve learned over the years that the best way for me to accomplish goals is to plan for them first. Hello, this is Tony Cole, LIVE from WWHQ and welcome to another edition of Tony Cole Unplugged.
ConversionXL
JANUARY 13, 2015
'One of the great truths that people ignore when it comes to optimization is that you can fail with any tool. It’s only when you are trying to succeed that differences in tools really matter. Once you’ve established the right mindset for a successful program you are still going to need a number of tools to enable you to test and to get value from your actions.
A Sales Guy
JANUARY 12, 2015
'Do you seriously believe you can exceed 200% of quota? Do you seriously believe you can be the CEO? Do you seriously believe you can get into that account? Do you seriously believe you can raise 100 million dollars? Do you seriously believe you can get a job with Warren Buffet? Do you seriously believe you can have your bosses job in a year? Do you seriously believe your idea can change everything for your company?
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!
The Sales Hunter
JANUARY 27, 2015
'We all want prospects to return our phone calls. But the fact is that the majority of prospecting phone calls will never be returned, because they were bad calls to begin with! Here are 5 ways to get a prospect to return your phone call: 1. Keep it simple and make it […].
Partners in Excellence
JANUARY 23, 2015
'Sales people, we have a PR problem, … it’s Real,…… and we probably deserve it, … and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person. My initial reaction was, “This guy is clueless about professional sales.” He spoke about displacing sales with a Customer Success team, people dedicated to making sure customers are successful.
Understanding the Sales Force
JANUARY 5, 2015
'Copyright: 123RF Stock Photo. Happy New Year everyone. I hope you had an opportunity to recharge, review and look ahead. During the break, in addition to spending quality time with my family, I listened to music, read four books, we watched some movies together, went to 3 shows, and saw "Unbroken." The common thread among concerts, books, shows and movies is whether or not they are memorable.
Anthony Cole Training
JANUARY 12, 2015
'Some of your sales people are selling as expected… and some of them are not. If we buy into the theories of Italian economist, Pareto, then we buy into the concept/ idea that 80 percent of the wealth is owned/managed/held by 20% of the people. Occasionally, someone (me) writes about this principal as it applies to selling and sales teams. My purpose over the next several blog posts will be to answer the question: Why Are Your Sales People Not Selling As Expected.
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