Anthony Cole Training

JUNE 2, 2015

Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.

Sales 193

Sales Meeting Clients Sell 193

Closing Bigger

JUNE 9, 2015

Thank-you to the Andrew Westlund Group for inviting me out to The Hangar today to address your group of companies for you monthly meeting. Social Media and sales were once thought of as separate disciplines yet today they are inseparable tools for business. Here are some quick links for you: The 2014 Sales Quota Attainment Study by A Sales Guy Inc. and Kitedesk.

Quota 135

Quota CRM Meeting Sales 135

A Sales Guy

JUNE 18, 2015

I was reading this killer post the other day, and it got me thinking. The post addressed what we do in our free time, but it was this quote that got my synapses firing: Decide when you are consuming and when you are creating. As I read it, I was struck by the simplicity of the statement, but even more by the power of its implication. It implies that everyone creates or consumes, and it’s this assertion that had my mind going crazy.

Represent 124

Represent Growth Start-ups Follow-up 124

Partners in Excellence

JUNE 1, 2015

I hate starting posts with an apology. Particularly to a group of outstanding people, many of whom are friends–authors of sales books. There are a lot of awesome ideas out there by experienced and thoughtful people. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management.

Sales 123

Sales Objection handling Up-sell Construction 123

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Sales

Understanding the Sales Force

JUNE 29, 2015

Copyright: 123RF Stock Photo. It's the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time? LinkedIn is a tool that I use more than some and less than others. As busy as I am, I'm unable to spend an hour on LinkedIn each day, but I do visit daily.

Conversion 113

Conversion Sell 113

The Sales Hunter

JUNE 30, 2015

1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].

Prospecting 111

Prospecting Sell Sales 111

ConversionXL

JUNE 21, 2015

Elite Camp is a 3-day traffic and (mainly) conversion event. It’s among the very best CRO events in the world, and of course in Europe. This year was already its 6th year – and the format has proven to be so successful that the event has been replicated in many other countries. Elite Camp 2015 had an enviable line-up of heavy hitters and rock stars.

A/B testing 105

A/B testing Campaign Start-ups Conversion 105

A Sales Guy

JUNE 1, 2015

When I teach skiing, one of the most difficult expectations I have to set with my clients is, Rome wasn’t built in a day. There is only so much they can learn in a day or a week. In spite of my efforts to set their expectations, they almost always want massive gains. They want to ski moguls like a pro. They want to control their speed on blacks.

Sales 115

Sales Clients Closing Sell 115

Partners in Excellence

JUNE 15, 2015

A reader asked how to overcome individuals’ and organizational fear of transformation. My knee jerk reaction was that irrelevance is much more scary than transformation. Change, continuous improvement, adaptability, even transformation are not options in today’s business world. They are mandatory if we are to grow and thrive. They are virtually mandatory of we are to survive.

Technology 118

Technology Technology Market share Customers 118

Engage Selling

JUNE 18, 2015

Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, same old when it comes to their recruitment process and trying to find great talent to join their team. It’s surprising to see how many […].

Process 105

Process Sales Quota Pipeline 105

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

The Sales Hunter

JUNE 16, 2015

What does it take to be a high-performing leader? You don’t have to look very far — the word LEADERSHIP broken down says it all: Listen Empower Attitude Driven Encourage Relate Simplify Helpful Imagine Passion Listen: Leaders take the time to listen to what is being said and, more importantly, to what is not being […].

Sales 109

Sales 109

Anthony Cole Training

JUNE 1, 2015

I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.

Negotiate 186

Negotiate Sales Education Start-ups 186

ConversionXL

JUNE 4, 2015

ConversionXL Live 2016 is coming up next March (get on the list to get tickets at pre-release prices ). We’re going to publish video recordings of the previous event, and here’s the first one. You run A/B tests – some win, some don’t. The likelihood of the tests actually having a positive impact largely depends whether you’re testing the right stuff.

A/B testing 105

A/B testing Price Presentation 105

A Sales Guy

JUNE 19, 2015

Alright, #heykeenan Take 2 is up and I’m answering a question from Gene Carr , CEO of Patron Technology. Gene wanted to know what I look for when I hire salespeople. It’s a great question and my answer might surprise you. Get my take on anything, ask your questions at #heykeenan on Twitter.

Technology 115

Technology Technology Sales 115

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

JUNE 24, 2015

I spend a lot of time in group meetings or 1 on 1’s with sales people trying to understand how they do their jobs and trying to understand what they need to be more effective and drive bigger numbers. To be honest, most of the time I have to bite my tongue as I listen to the litany of things they need to be successful. It always starts with more and better products–along with the lowest prices.

Sales 115

Sales Commission Price Contract 115

Understanding the Sales Force

JUNE 18, 2015

Earlier this week I wrote an article on how to get sales selection right. Once and for all. Forever. If you didn't read it, please give that a quick read before reading this article because I used the earlier article as a starting point for this one. Earlier today I was talking with someone who wanted his farmers - salespeople who are assigned to a single enterprise account - to hunt.

Sales 104

Sales 104

The Sales Hunter

JUNE 4, 2015

It’s easy for people believe they offer customer service. It’s another thing to do it. Challenge is customer service is a moving target. What it means to one person may not mean anything to another person. The hospitality industry is built around customer service, and yet even within this industry, there are wide ranges […].

Service 102

Service Hospitality Customers Product 102

Anthony Cole Training

JUNE 4, 2015

I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. That was about 21 years ago. Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools.

Objectives and Key Results 179

Objectives and Key Results Referrals Sales Price 179

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

Pointclear

JUNE 16, 2015

What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years.

Pipeline 97

Pipeline Cold Call Price B2B 97

A Sales Guy

JUNE 25, 2015

You ever wonder why deals can go south so quick, for no apparent reason? Have you ever had a deal that seemed like it was cruising along perfectly when boom, it falls apart. Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle.

Objectives and Key Results 114

Objectives and Key Results Quota Commission Pipeline 114

Partners in Excellence

JUNE 8, 2015

I was asked to participate in a deal review. It was one of those “mega” deals, the one you dream of, the one that will make your year–or at least give it a significant boost. In preparation, I started to review the opportunity in the CRM system. I discovered my client was pretty late in the cycle. Apparently, the customer had been thinking about this problem for some time.

Clients 114

Clients Pipeline CRM Price 114

Understanding the Sales Force

JUNE 25, 2015

It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven't heard in a while, is making the rounds again. In today's article, we'll talk about the sales improvements that readers are most interested in.

Sales 101

Sales Cold Call Consult Pipeline 101

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Follow-up

The Sales Hunter

JUNE 9, 2015

I have been looking at 5 ways voicemail can work for prospecting. You can check out the first 3 ways here, here and here. Now we come to #4: Don’t expect your single voicemail message to be returned. That’s right! Your single voicemail won’t be returned! Instead, view your message as one of a series of […].

Prospecting 100

Prospecting Sell Sales 100

Anthony Cole Training

JUNE 23, 2015

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Sales 171

Sales 171

Pointclear

JUNE 5, 2015

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales.

Lead generation 96

Lead generation Appointment Closing Pipeline 96

A Sales Guy

JUNE 4, 2015

Everyone is a salesperson, or a teacher, or a doctor or a truck driver, or mechanic, or a waiter, or a recruiter, or a Vice President, or a developer or a something. Everyone is something. That’s obvious. When we first meet people, one of the first questions we’re often asked is; “What do you do for a living?” We always seem answer it right too.

Drivers/motivators 111

Drivers/motivators Clients Service Sell 111

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

JUNE 11, 2015

There’s the familiar saying, “If all you have is a hammer, pretty soon everything starts looking like a nail.” I’ve adopted this, “If all you USE is a hammer, your success is limited to finding and pounding nails.” Unfortunately, too many sales people have only one tool in their bags. It’s their product knowledge.

Pitch 113

Pitch CRM Consult Networking 113

Understanding the Sales Force

JUNE 16, 2015

Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers. My team, the Boston Red Sox, just lost their seventh consecutive game. They are in last place and heading for their third last place finish in the past four years. The outlier year was 2013, when they won the World Series.

Sales 98

Sales Gaming Promote Price 98

The Sales Hunter

JUNE 23, 2015

1. Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. 2. Speak with energy and believe in yourself. If you don’t believe in yourself and speak with confidence and energy, why should you […].

Prospecting 96

Prospecting Sales 96

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I came across an old email sent to me from Ike Jablon. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

CRM 170

CRM Sales Technology Technology 170

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