Anthony Cole Training
MARCH 20, 2015
'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.
A Sales Guy
MARCH 4, 2015
'I had to share this with you guys. It’s a great Infographic. I’ve long argued that information is the key to successful sales people and that renaissance people are the best sales people, while teaching organizations are the best sales organizations. This infographic by Salesforce and Kapost on content represents exactly what I’ve been saying.
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ConversionXL
MARCH 30, 2015
'Best practices are starting points: if you have no data, start with these. They are not what you should end up with, but it’s where you start (the optimization). That’s an important distinction. Here are some ideas about of how you can apply 10 Jakob Nielsen Usability Heuristics to lead generation websites in the B2B or high consideration B2C realm, where there isn’t necessarily any transactional functionality, e.g. e-commerce, user registrations, etc.
Understanding the Sales Force
MARCH 30, 2015
'Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won''t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently.
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The Sales Hunter
MARCH 15, 2015
'It’s Monday and you should be focusing on your customer’s outcome! I am amazed at the number of salespeople who spend too much time consumed with their sales presentation or their product features. None of that matters as much as your customer’s outcome. Once you understand what your customer wants or what they are trying […].
Partners in Excellence
MARCH 16, 2015
'Before going further in this article, stop for a moment and look at the steps and activities in your sales process. At some point is there something similar to, “Deliver value proposition to customer?” Now a few of you may be scratching your heads–if you don’t have a sales process, you are in deep trouble. Do not pass Go, do not Collect $200, go immediately to Jail!
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A Sales Guy
MARCH 11, 2015
'When I first started my career, I was a suit b h. I wore the most stylish suits I could afford. I wore Boss, Armani, Ralph Lauren, and Canali. I loved them. I knew what stores had the best sales, and how to get these #badass suits for as cheap as possible. As my career progressed and I made more money, I began to have my shirts custom made. They had English spread collars with French cuffs.
ConversionXL
MARCH 25, 2015
'Designers versus data more than ever deserves its place in the pantheon of great conflicts: the Hatfields vs. McCoys, Android vs. iOS, Social Media Marketing vs. Results, Athens vs. Sparta, the Doctor vs. Daleks, Auburn vs. Alabama, and Fox News vs. reality. We make this out to be some great collision of disciplines when in fact they are not opposites and they can and should work together.
Understanding the Sales Force
MARCH 18, 2015
'Next week I have a special treat for my readers. I will post an article that features my least read articles of all time - sounds very exciting, doesn''t it? While I was looking for the least read articles I consistently came across a whole bunch of my articles that were related to music. I found enough to create a another article series. By the way, do you know about my article series?
The Sales Hunter
MARCH 3, 2015
'This is a question I get asked a lot. Recently, I was sitting in a room of salespeople discussing ways to grow the business, and one salesperson was adamant the easiest way to grow sales would be to cut prices. The argument was based on how the prices he was being asked to sell […].
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.
Partners in Excellence
MARCH 29, 2015
'It’s become fashionable to talk about Sales Acceleration. I suppose it seems sexier than talking about sales effectiveness or efficiency. Perhaps we can visualize the concept of speed much more easily than other metaphors. Inbound sales people are constantly trying to accelerate sales by getting to the customer quickly. Just the other day, I made the mistake of downloading another white paper, within minutes I get emails and calls from sales people about demoing and buying their produc
Anthony Cole Training
MARCH 20, 2015
'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.
A Sales Guy
MARCH 30, 2015
'Getting people to open emails and then respond to them is the biggest challenge in sales today. With so much communication being done via email, increasing response rates is the holy grail. I wrote a post a while back that contained an infographic outlining the best subject lines for emails. It was one of my most popular posts in 2014. It’s clear that getting increased response to emails is important to salespeople.
Engage Selling
MARCH 13, 2015
'Are you aware of the 2 must-haves for sales and marketing alignment? Watch this video to find out! Learn top sales strategies to create perpetual growth in your business. Get your copy of Nonstop Sales Boom!
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
MARCH 25, 2015
'Copyright: / 123RF Stock Photo. Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently. It''s a great question.and I will share several examples.
The Sales Hunter
MARCH 17, 2015
' Yes, this is random but hear me out. Dogs can sell better than many humans. 1. Dogs are loyal to those who take care of them. Dogs learn pretty quickly where their food comes from, and once they know, they become quite focused on the person. Think about this from a salesperson’s perspective. Are […].
Partners in Excellence
MARCH 4, 2015
'Sales people love to talk. They want to talk about their company, their products, how their products and services help solve a customer problems. Turn them on, and they won’t stop, questions don’t deter them. That’s probably not an inaccurate, but perhaps slightly unfair generalization of sales people. But try an experiment with your team. Ask them to prepare a prospecting call with a senior executive, giving them the following instructions: You can’t talk about products and services, you can’t
Pointclear
MARCH 24, 2015
'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.
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
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A Sales Guy
MARCH 25, 2015
'I received this email the other day and it started like this; If you work in sales enablement you should – Well, I don’t and I suspect most of the other recipients didn’t either. The email then went on to talk about the value proposition of the podcast they were promoting. After a decent list of benefits the email ended like this: If you are in sales enablement , and need to scale, you will benefit from listening to this podcast.
Engage Selling
MARCH 31, 2015
'“Everything comes to him who hustles while he waits” – Thomas A. Edison When professional athletes are practicing, the word “hustle” gets yelled out by many coaches who want to get the most out of their players. It’s true. Hustle can make the difference between an average player and a top producer. The same concept is […].
Understanding the Sales Force
MARCH 11, 2015
'Every Mac owner knows about the dreaded beach ball of death. For those who have never experienced the Mac equivalent of a computer crash, a beach ball that won''t stop spinning appears on the screen and when it''s more than a simple application crash, the death reference implies impending doom to the Mac itself. This is what it looks like: During the summer, beach balls can also be seen floating among fans in the center field bleachers at Fenway Park.
The Sales Hunter
MARCH 12, 2015
'The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on thinking their price is going to be too high. Your […].
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Partners in Excellence
MARCH 18, 2015
'Thousands of blogs and articles on social selling, media, marketing focus on building Personal Brands and Thought Leadership. The experts proclaim sales people must become thought leaders and focus on building their personal brands. These same experts say sales people must engage socially, whether through blogging, social engagement, or whatever mechanisms, developing and demonstrating their thought leadership to prospects, customers and markets.
Pointclear
MARCH 17, 2015
'Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.
A Sales Guy
MARCH 16, 2015
' “Selling is not just show up and throw up!” . Mark Roberge. Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale. Unfortunately, too many salespeople and therefore sales organizations do crappy demos. I see this as the fastest growing sales problem today. So, with that said, I wanted to get someone who knows how to do killer demos to school us all on how to a demo that works and helps the sale, not hurt it.
Engage Selling
MARCH 27, 2015
'It’s all about selling your services in this video sales tip. Although it may seem like a bitter medicine at first, selling your services correctly will pay big dividends moving forward. Nonstop Sales Boom is out now! Learn key strategies to build a business that produces consistent sales growth.
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
Understanding the Sales Force
MARCH 2, 2015
'Copyright: 123RF Stock Photo. The salesperson who cold-called me gets kudos for, well, cold-calling me and getting through. Unfortunately, it all went downhill from there. She said she was calling from Charter Business and wanted to talk about phone and internet. I told her that we were all set and that''s when it got interesting.
The Sales Hunter
MARCH 28, 2015
'How you respond to a customer’s objection is absolutely vital to not only overcoming the objection, but also to maximizing the price you will ultimately get. Sales is about keenly focusing on the customer’s desired outcome and leveraging that. And this becomes essential when the customer starts raising objections. You can develop skills that will […].
Partners in Excellence
MARCH 30, 2015
'Our thinking and visualizations of our sales processes, deal strategies, funnels, and pipelines often cause us to do the wrong things. It’s because we have a “one way street” mentality as we think of our deal strategies. Things progress–top to bottom, left to right (or right to left in certain parts of the world). We prospect, qualify, discover, demonstrate, propose, close, implement.
Pointclear
MARCH 25, 2015
'In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.
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