Anthony Cole Training

MARCH 28, 2012

Here is a segment from a recent article in on - line Forbes written by Ron Ashkenas of Schaffer Consulting. Surprisingly, one of the reasons that Dowling cites for NS-LIJ’s success is the fact that traditional “experience” is not a pre-condition for hiring new managers. In fact, in many cases it’s a liability. Dowling explains: “We’re in an industry that needs to change and re-examine almost every facet of how we do business.

Hospitality 193

Hospitality Sales Consult Sell 193

ConversionXL

MARCH 23, 2012

If you run a SaaS (software as a service) business or only sell one product (with some options), you probably have a dedicated pricing page for the whole thing. Here’s how to get it right. 1. Simple is best. Some fundamental truths: People don’t read, they skim. Nobody likes complicated stuff. Nobody enjoys figuring stuff out. People prefer things that are easy to understand.

Price 123

Price User Experience Start-ups Up-sell 123

A Sales Guy

MARCH 14, 2012

You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one.

Non-Profits 115

Non-Profits Sales Gaming Start-ups 115

The Sales Hunter

MARCH 30, 2012

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. I meet a lot of people who I think the world of and with whom I enjoy spending time.

Networking 102

Networking Prospecting Drivers/motivators Meeting 102

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Partners in Excellence

MARCH 1, 2012

I just read the IBM 2011 Global CMO Marketing Study. It’s a fascinating report, based on in-depth interviews with more than 1700 CMO’s worldwide. It’s a must read for any sales and marketing professional. As I devoured the 72 page report, something struck me—where’s sales? In a discussion of critical issues facing CMO’s there was no discussion of the Sales Function or how Sales and Marketing need to work together.

Sales 97

Sales Education Up-sell Campaign 97

Understanding the Sales Force

MARCH 5, 2012

Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year.

Clients 93

Clients Pipeline Drivers/motivators Territory 93

ConversionXL

MARCH 2, 2012

Somebody asked me the other day how can they charge more for their product. Like way more than people are used to paying for products in that category. The solution: create a new product category. Many companies have done this successfully. All you have to do is call your product something else and build a different kind of experience around it. People have generally a pretty good idea how much things should cost – mostly because they remember how much they’ve paid for it.

Electricity 89

Electricity Niche Price Up-sell 89

A Sales Guy

MARCH 20, 2012

As sales people we don’t have to sell to everyone. We can tell prospects; “Thanks, but no thanks.” The best sales people know this. There is this unwritten rule that says, for some reason, sales people HAVE to sell to everyone. The truth is we don’t. Just because someone wants to buy, doesn’t mean we have to sell to them.

Closing 114

Closing Commission Sales Up-sell 114

The Sales Hunter

MARCH 2, 2012

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

Drivers/motivators 99

Drivers/motivators Negotiate Sales Cold Call 99

Partners in Excellence

MARCH 5, 2012

We organize our companies by function–sales, marketing, customer service, finance, manufacturing, development, an so on. I suppose the management science guru’s thought it the most efficient way to organize and run a company. Each function has their goals and performance measures, each naturally optimizes what they do to achieve those goals.

Customers 96

Customers Finance Contract Manufacturing 96

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

MARCH 2, 2012

Understanding the Sales Force by Dave Kurlan Someone over at Focus.com posted the question, "Are you already behind on your 2012 sales goals?". One responses was another question, " What are some different ways you keep morale high when the team is behind on goals?". I responded to this question with the following answer: "I don't expect many to agree with this answer and my opinion can't be changed.

Drivers/motivators 85

Drivers/motivators Sales Pipeline Closing 85

Anthony Cole Training

MARCH 22, 2012

One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Whenever two people come out on the call my first thought is: Which one is the rookie? My other thoughts are: Why are two people here? Why is the manager with the salesperson?

Appointment 181

Appointment Sales Technique Prospecting 181

Score More Sales

MARCH 8, 2012

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. These people affect your chances of bringing deals to closure every day. Since a chain is only as strong as its weakest link, you may have 3 of these people covered, but that fourth one is going to do you in. You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long bu

Pipeline 81

Pipeline Referrals Sales Prospecting 81

A Sales Guy

MARCH 31, 2012

I feel there is a chasm growing in sales between those who are embracing Sales 2.0 and those who are not. I’m not sure why, but I’ve always felt sales people and sales leaders can be some of the slowest adopters and critics of change. When things work, we stick with them. Sales people don’t change very quickly. It’s always been odd to me that people in such a dynamic occupation are so resistant to change.

Sales 113

Sales Prospecting Sell Process 113

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

The Sales Hunter

MARCH 31, 2012

Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service. The reality is most salespeople do not sell in this arena. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity.

Prospecting 90

Prospecting Sales Drivers/motivators Contact 90

Partners in Excellence

MARCH 29, 2012

Lori Richardson posed a very challenging question at Focus.com: “What is your definition of a “sales influencer” in a B2B organization?” I struggled with this for a while, all the natural answers came to me–it has to be the sales force, but we can’t forget marketing…… The more I thought of this, the more I became convinced that while that may be the current answer, it really shouldn’t be “the answer.” The answer really needs t

Manufacturing 95

Manufacturing Legal Finance Sales 95

Understanding the Sales Force

MARCH 7, 2012

Understanding the Sales Force by Dave Kurlan If you were to remove the easy "yes" and "no" decisions that your salespeople hear during the course of the year, 80% of the opportunities that have been stalled in your pipeline would still be there. Why is it so difficult for your salespeople to get decisions made on those opportunities? The simple answer, the one you already know , is that those prospects aren't ready to buy.

Pipeline 83

Pipeline Sales Follow-up Prospecting 83

Anthony Cole Training

MARCH 8, 2012

"Men wanted: For hazardous journey, Small wages, better cold, long months of complete darness, Constant danger, safe return doubtful. Honour and recognition in case of success.". This is the alleged ad placed by Ernest Shakleton as he planned to set sail from England on his ship - the Endurance - bound for Antarctica. I've just come back from the annual BISA (Bank Insuracne and Securities Association) conference in Hollywood, Florida.

Sales 175

Sales Represent Gaming Price 175

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

MARCH 15, 2012

I wrote this short rant. Isn’t it fun? It’s totally cool! Yes, it’s that easy! It’s annoying when a website (or anyone for that matter) tells you what you should feel. Especially when you’re not feeling the feeling the website is telling you to feel. Don’t do it. You can guide the user, you can make your site easy to use – but you shouldn’t assume how the users feel.

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78

A Sales Guy

MARCH 23, 2012

The sale process has always been part of the sales lexicon. You can’t get away from it. The sales process is traditionally a linear set of stages outlining how a sale happens from beginning to end. I’ve posted about this before. (Check out the video and corresponding ebook on the real sales cycle). Yesterday, I found this start-up curve on Fred Wilson’s blog and I couldn’t help but think it looks a lot like the selling world.

Process 113

Process Sales Contract Price 113

The Sales Hunter

MARCH 20, 2012

Avoid the price haggler. If you give in, they’ll haggle you on everything. A customer who wants to haggle over price many times will be the same person who will hassle you on everything else. Sure, who doesn’t want to close every sale? I do! But be careful with the person who fights you during the buying process over price. If you give in and offer them a lower price, then what you have done is validated their process and given them permission to bug you on everything else.

Price 88

Price Profit margin Drivers/motivators Start-ups 88

Partners in Excellence

MARCH 13, 2012

Coaching is critical to improving performance–regardless the role we are in. Professional athletes rely on coaches to improve their performance, to help them achieve things they hadn’t been able to do before. Musicians, actors, speakers all rely on coaches. Listen to their conversations, though. They are different than we might imagine.

Pipeline 95

Pipeline Gaming Growth Presentation 95

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Follow-up

Score More Sales

MARCH 14, 2012

We recently posted in our newsletter about 3 tips to close more deals. The third tip talked about setting next actions. Specifically, Determine and set a next action. Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next.

B2B 78

B2B Contact Follow-up Up-sell 78

Anthony Cole Training

MARCH 20, 2012

In a recent Forbes Magazine there was an article about the only 3 true interview questions you need to ask. Here is an excerpt of that article: The only three true job interview questions are: 1. Can you do the job? 2. Will you love the job? 3. Can we tolerate working with you? That’s it. Those three. Think back, every question you’ve ever posed to others or had asked of you in a job interview is a subset of a deeper in-depth follow-up to one of these three key questions.

Sales 169

Sales Follow-up Drivers/motivators Clients 169

Engage Selling

MARCH 19, 2012

Three steps to help you to better meet the unique needs of every customer or prospect. “How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems. There is no such thing as a perfect sales cycle, or a perfect sales process that you can either build or replicate and unleash on your entire market.

Process 78

Process Account management Referrals Sales 78

A Sales Guy

MARCH 30, 2012

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales. . Successful cold calling requires messages that capture your prospects attention and motivates them to call you back. In this ebook, I break down the science behind capturing people’s attention and how our brain is designed to tune some things out, while focusing on o

Cold Call 112

Cold Call Prospecting Drivers/motivators B2B 112

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

The Sales Hunter

MARCH 15, 2012

If you’re in Sales, you’ve learned to hate Marketing. If you’re in Marketing, you’ve learned to hate Sales. If you’re in management, you’ve learned to hate them both! It seems as if there are a number of arguments they’ve had with each other. The single biggest reason is because the two sides really don’t understand what the other side does.

Sales 83

Sales Drivers/motivators Prospecting Service 83

Partners in Excellence

MARCH 20, 2012

Business is tough everywhere. As sales professionals, we struggle to find business and meet our quotas. Losing business that you had previously won is tragic. Over the past couple of weeks, a couple of companies that I have done business with have lost mine–perhaps not forever, but as a potential buyer, I will be very cautious about doing business with them again.

Customers 95

Customers Commission Quota Relationship Management 95

Understanding the Sales Force

MARCH 12, 2012

Understanding the Sales Force by Dave Kurlan Throughout the 60's, Paul McCartney and Brian Wilson were not only prolific hit-makers with their popular bands the Beatles and the Beach Boys , they actually competed against each other. It is well known that they listened to each others' innovations in popular music and attempted to out-do each other. Both are still flourishing today, continuing to record albums and tour the world.

Sales 76

Sales 76

Anthony Cole Training

MARCH 26, 2012

Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. Do have a plan to achieve those goals. Do inspect your activity and progress towards those goals. Do share your goals with someone that loves and cares about you. Do the sales work required to generate the sales required by your goals. Track your activities and the conversion of one step to the next.

Sell 154

Sell Negotiate Represent Up-sell 154

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