Anthony Cole Training

JULY 8, 2015

#1 – Companies outsource their recruiting and the responsibility. Recruiting is something that a company has to own. They can no longer outsource the work and the responsibility. That makes it too easy for people internally to throw up their hands and transfer failures associated within the hiring process to the outsourced firm. If companies are going to improve the quality of their hires, they have to own the process.

Sales 170

Sales Process 170

A Sales Guy

JULY 27, 2015

One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. And to make matters worse, their company, their sales organization isn’t helping them out. At the beginning of every sales process there is an ask, every sale starts with an email or phone request asking to meet with a prospective buyer.

Intrinsic 132

Intrinsic Sales Meeting Service 132

ConversionXL

JULY 29, 2015

Crowdfunding is painful. With standard conversions, people receive value immediately. They buy your product. Then they receive your product. Done and done. That’s not crowdfunding. With crowdfunding, the end product doesn’t even exist. You need to convince people to give you money for something that they won’t receive for months (and possible longer).

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Campaign Technique Education Promote 131

Understanding the Sales Force

JULY 21, 2015

Yesterday I noticed a large, furry, dead bug on the hood of my car. It seemed to be attached to the outer lip of the hood - like the edge of a cliff - right where the hood drops down to the grill. I got out of the car to remove the chunk of dead fur and I was shocked to see how wrong I was. It was dead all right, and it was furry. I'm not a tall person so I wasn't sitting high enough in the car to notice the distance between the bug and the lip of the hood but my estimate was off by more than 2

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Up-sell Sell Sales 110

Advertisement

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

The Sales Hunter

JULY 14, 2015

The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […].

Prospecting 106

Prospecting Sales Sell 106

Pointclear

JULY 9, 2015

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. And sales is sick of it.

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Appointment Follow-up Technology Technology 103

A Sales Guy

JULY 7, 2015

How do you define hard work? Is your definition, simply defined as any work that is “hard”? I was pondering this thought the other day, and it’s a very real question when it comes to defining success. What makes hard work, hard work? Is something hard work if you like doing it? Is it hard work when you are energized, excited and thrilled about doing it?

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Cold Call Drivers/motivators Contract Represent 130

ConversionXL

JULY 27, 2015

Inaccessible sites lose sales. Let’s look at the numbers: The UK music industry loses 2.5 million ticket sales per year due to inaccessible booking sites. US consumers with vision loss have an estimated $175 billion of disposable income. AbilityNet say that ecommerce is losing out £50 billion a year in the UK spending power due to poor accessibility [PDF].

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Conversion User Experience UX Follow-up 119

Understanding the Sales Force

JULY 2, 2015

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

Sales 101

Sales Conversion 101

The Sales Hunter

JULY 7, 2015

1. Ask this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect who says they’re not going to buy […].

Contact 101

Contact Sales Prospecting Closing 101

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

Partners in Excellence

JULY 15, 2015

I’m a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Jeff, makes several critical points. He poses the question, Why does anyone buy anything?

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B2B X-functional Finance Drivers/motivators 96

Anthony Cole Training

JULY 22, 2015

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. There is a saying that goes something like “If you do what you have always done, then you will get what you have always gotten.”. I talk to a lot of salespeople who continue to plow ahead working harder to make more sales with the same approach they have used for years.

Cold Call 155

Cold Call Referrals Presentation Prospecting 155

A Sales Guy

JULY 1, 2015

Read this closely. It’s critical. It may make your stomach a little queasy but, you’ll get over it. You don’t owe anyone a demo. Just because a prospect or buyer asks for a demo, you don’t owe it to them, and therefore you don’t have to give them one. Demos are NOT webinars. “Demos should not be used to demonstrate your product, but rather to show how your product can affect your buyer’s business.” And it’s for this reason that you should never

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Sales Prospecting Lead generation Drivers/motivators 116

ConversionXL

JULY 9, 2015

Free trials are to SaaS applications as keys are to locks. The right one gets you in right away, but sometimes you have to try a few before you find the one that works. For many SaaS and cloud service providers, 100% of customers sign up for a free trial as part of the sales process — yet one study suggested that even the best-in-class of SaaS marketers were losing a staggering 75% of those who signed up for a free trial before they entered their credit card details.

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A/B testing Follow-up Referrals Conversion 108

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

Understanding the Sales Force

JULY 8, 2015

Each day I read several newsletters written by physicians who are also natural or homeopathic practicioners. They are proponents of natural health care, a nutritional diet, and supplements. They are vocal in their criticisms of the FDA, Big Pharma, and mainstream medicine. The most vocal of them are viewed as huge threats to the FDA and big Pharma, because they have legitimate cures and protocols for most, if not all diseases, while Big Pharma needs us to take their drugs, which cure nothing, bu

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Sales Sell 97

Pointclear

JULY 28, 2015

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself and those who do what I do. But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy.

Technology 100

Technology Technology Engineering Service 100

Partners in Excellence

JULY 8, 2015

We’re proud of the marketing and sales metrics we have in place. I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. Too often, however, we see huge disconnects in what the metrics show and the most important performance metrics–revenue/profitability attainment, growth, share, customer satisfaction, customer growth/retention, and so forth.

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X-functional Quota Meeting Growth 96

Anthony Cole Training

JULY 6, 2015

In the Age of Google, the Age of the internet and the rapidly changing face of technology, one of the biggest challenges that companies face today includes making the jump from old ways to new ways.

Technology 146

Technology Technology Sales 146

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

A Sales Guy

JULY 25, 2015

I stumbled across this old Jerky Boys clip a little while back and I just had to share it. It’s someone responding to a job ad for a care sales person. It’s frickin’ funny. It’s completely inappropriate, but it’s funny as s**t. You’ve been warned. If you don’t like profanity, don’t hit play. For the rest of you.

Sales 115

Sales 115

ConversionXL

JULY 22, 2015

There’s a lot of controversy around one-tailed vs two-tailed testing. Articles like this lambast the shortcomings of one-tailed testing, saying that “unsophisticated users love them.” On the flip side, some articles and discussions take a more balanced approach and say there’s a time and a place for both. In fact, many people don’t realize that there are two ways to determine whether an experiment’s results are statistically valid.

A/B testing 107

A/B testing Engineering Conversion Represent 107

Understanding the Sales Force

JULY 15, 2015

Thanks to another recommendation from my client and friend, Chris Collias, I am reading a terrific book called The Hard Thing About Hard Things: Building a Business When There are No Easy Answers. On page 49 (of the Kindle Edition) there is a must read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about.

Conversion 97

Conversion Sales Clients Pipeline 97

The Sales Hunter

JULY 17, 2015

It’s true. Your prospects are not overly interested in you. Failing to recognize this is #8 in my Top 10 reasons most prospecting plans fail. Unless you’re somebody famous or unless you have a product everyone has to have, I hate to break the news to you, but your prospect couldn’t care less. What does this […].

Prospecting 98

Prospecting Product Sell Sales 98

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Follow-up

Partners in Excellence

JULY 13, 2015

“Nurturing” has become the big buzzword of content marketing. Everyone is trying to nurture their prospects and customer. Marketing wants to develop a “relationship” with customers. They want to educate customers, they want to influence them as they go through their buying process, continuing to send relevant information, helping educate the customer as they progress.

Education 95

Education Cold Call Construction Contact 95

Anthony Cole Training

JULY 9, 2015

Ever watch a movie for the 2 nd and/or 3 rd time and notice something you didn’t notice the first time? I know the answer is yes.

Sales 163

Sales 163

A Sales Guy

JULY 28, 2015

#heykeenan Take 8 is out. In this take, I break down how to get sales and marketing the same page, what to do when a prospect goes dark. I’m also giving away some free swag. Do you have any questions for me? Hit me up on Twitter or Facebook with the #hashtag #heykeenan. You shout out, I’ll shout back.

Sales 115

Sales Prospecting 115

ConversionXL

JULY 17, 2015

At ConversionXL Live 2015 we had an amazing testing panel featuring statistics and testing gurus Lukas Vermeer from Booking.com, Matt Gershoff from Conductrics and Yuan Wright from Electronic Arts. And the audience asked some of the toughest testing questions ever. All of them got answer. Watch the video here: Note: get on the email list to get notified when tickets for ConversionXL Live 2016 become available.

A/B testing 100

A/B testing Cross-sell Start-ups Conversion 100

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

Understanding the Sales Force

JULY 23, 2015

If you have watched the TV series House of Cards , and if you're at all like me, you may have found yourself rooting for the lead characters, whose lack of character and integrity could make you question why you are rooting for them in the first place. Recently, we have been watching Homeland , which I find to be a more disturbing series than House of Cards.

Prospecting 95

Prospecting Customers Sales 95

The Sales Hunter

JULY 2, 2015

I’ve reached number 11 in my list of must-have strategies for successful negotiating. Use silence to your advantage. Being silent is a great way to compel the other party to make concessions. After you make an offer, remain absolutely silent, regardless of how tempting it might be to say something. I have said that time […].

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Negotiate Sales Sell 98

Partners in Excellence

JULY 29, 2015

I feel obligated to put a disclaimor on my behavior at the beginning of this post. I sincerely try to be a good prospect when being prospected. It’s very difficult to prospect, I know, I’ve made thousands of prospecting calls over my career. As a sales professional, I have empathy for other sales people prospecting. Generally, I’ll answer a phone call, if I’m in and available.

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Follow-up Conversion Prospecting Start-ups 94

Anthony Cole Training

JULY 22, 2015

A guest post by Mark Trinkle, Sales Development Expert, Anthony Cole Training Group.

Sales 170

Sales Closing Prospecting 170

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

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