Anthony Cole Training
MAY 30, 2013
'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.
A Sales Guy
MAY 28, 2013
'I am well aware this post is going to rile some feathers. Yup, I know it’s controversial. I know some of you aren’t going to like it. It’s one of those posts that just touches too close to home for many. I get it. With that said, I will also qualify this post with the statement that I have no empircal data to support my believe. Although I believe very strongly in my theory or hypothesis, I have little evidence to back it up so therefore if you don’t like what I say then
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ConversionXL
MAY 29, 2013
'So you have a landing page – or maybe 87 of them. Too bad you’re screwing them up. Landing pages are easy – in theory. In the real world, landing pages are quite hard to get right. But now that it’s getting more and more difficult to make money via AdWords and other PPC channels, boosting conversion rates on your landing pages is more important than ever.
Understanding the Sales Force
MAY 22, 2013
'Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context.
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Partners in Excellence
MAY 15, 2013
'What do you see in this picture? It’s a very famous–some people see an old woman, others see a young woman. Some of you may just be able to s ee one image, you’ll have to ask me for clues for the other. Even though I knew there were two different images in this picture, it took me a long time to “find” the old woman (tells you where my mind is at).
Score More Sales
MAY 29, 2013
'With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Not all of these work for all situations, so please view in the framework of looking for one tip or two that might be helpful in your world.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MAY 7, 2013
'You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. You’ve created an entire library of sales tools and yet the sales team creates their own selling tools.
ConversionXL
MAY 24, 2013
'A strong A/B testing plan will allow you to increase your revenue. You will also learn valuable insights about your customers, because you will be “knowing” instead of “thinking about” their preferences. A/B testing produces concrete evidence of what actually works in your marketing. Continuously testing your hypotheses will not only yield good results for conversion rates, but will also give you a better understanding about your customers – Having a clear idea of what your customers actu
Understanding the Sales Force
MAY 10, 2013
'Understanding the Sales Force by Dave Kurlan Selling value. What comes so easily to the top 6% and some of the top 26% is so very difficult for others. Most of your salespeople have very little capability to build value in the first place. Talking about what your company does better or differently is not building value. Telling a prospect what your value proposition is, does not build value.
Partners in Excellence
MAY 7, 2013
'A few years ago, a client called me very frustrated. He was the CEO of a large company, he’d been traveling in the field, visiting customers and sales people. He told me of a ride-along with a sales person in Boston. Proudly, the sales person was talking about a large system he had just sold. When my client asked him, “What did you sell if for?
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.
The Sales Hunter
MAY 20, 2013
'First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Use Mondays as your time to schedule any additional appointments you need to make it a full week and to confirm with people you will be meeting with.
Anthony Cole Training
MAY 29, 2013
'As a younger sales guy, and still as an older sales guy (sales development expert), I took many opportunities to listen to, meet, or read about what other success gurus had to say. I believe it was Larry Winget, (but it might have been Mark Victor Hansen), that said outcomes occur as a result of “The Law of Causes and Effect,” rather than “The Law of Accident.”.
A Sales Guy
MAY 11, 2013
'If there is a true “secret” to life and success, this is it. Life is difficult. This is a great truth, one of the greatest truths. It is a great truth because once we truly see this truth, we transcend it. Once we truly know that life is difficult — once we truly understand and accept it — then life is no longer difficult. Because once it is accepted, the fact that life is difficult no longer matters.
ConversionXL
MAY 15, 2013
'How often does this happen: A company budgets for a website. It’s built according to the budget. And then it’s done – hooray! – and everybody moves on to other important things. Unfortunately too often. Declaring it done is a waste of money. Your website is not done. Declaring it done is arrogant, stupid and will cost you a lot of money.
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
MAY 15, 2013
'Understanding the Sales Force by Dave Kurlan We talk a lot about the importance of using a Consultative approach instead of a transactional approach to better differentiate and sell value instead of price. When we explain Consultative selling we usually emphasize the importance of listening and questioning. When we further explain effective listening and questioning it becomes much more difficult to describe in a paragraph or in the absence of a demonstration or role play.
Partners in Excellence
MAY 8, 2013
'Buying has changed. The traditional role of the sales person in “teaching” the customer about solutions and products is much less important. Buyers are self educating on the web. Depending on which research you read, as much as 70% of the buying process is completed before sales people are even engaged. The web provides a vast array of sources of information to prospective customers about solutions.
Score More Sales
MAY 20, 2013
'After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from. This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach.
Anthony Cole Training
MAY 28, 2013
'"I don''t have enough time to prospect" is a myth and I can prove it to you and your sales people. But proving or disproving that isn’t the critical issue. The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. This means that you must: 1. Recruit sales people that don’t have the prospecting/hunting problem to begin with. 2.
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!
A Sales Guy
MAY 20, 2013
'Sales is hard. I say it all the time. In particular, running, leading and building sales teams is hard. But, just because it’s hard doesn’t mean we have to struggle. There are only five things that affect your ability to make your number and understanding what they are and how you fair in each of them is the difference between success and failure.
ConversionXL
MAY 11, 2013
'According to a comScore Study commissioned by Google , 63% of website visitors complete their purchases offline. Online, we have plenty of ways to track visitor behavior. Tracking cookies, heat maps, click tracking, ad retargeting etc, but as soon as that person picks up the phone, we’re lost. But we don’t have to be. Without call tracking, you have no idea what web pages that caller has visited.
Pointclear
MAY 14, 2013
'My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few.
Partners in Excellence
MAY 27, 2013
'I was having a conversation about the “state of sales” with some colleagues recently, some of the smartest people I know in looking at sales performance. I asked them, “How are you seeing sales organizations leverage Lean concepts?” The reaction was quick, “Oh you’re talking about eliminating waste……” It’s a natural reaction but a real misunderstanding of Lean and Agile methods.
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Understanding the Sales Force
MAY 30, 2013
'Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. Magazine''s online site. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." His opening might be a bit of an exaggeration. The reality is that it could be the difference between growth and lack of growth because most companies that aren''t growing aren''t going bankrupt.
Anthony Cole Training
MAY 30, 2013
'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.
A Sales Guy
MAY 3, 2013
'I came across this great quote while reading Give and Take, by Adam Grant. My mindset is not to sell. My job is to help. I can’t think of a more succinct way to describe the mindset required to be successful in today’s selling world. The mindset of a helper puts the prospect or customer first. A helper starts with the problems, challenges and issues of those they are trying to help and that’s where the magic happens.
ConversionXL
MAY 26, 2013
'Most businesses struggle with their product pricing strategies. Am I charging too much or too little? What’s the price elasticity like? How can I grow sales with the right pricing? Here’s one answer that you’re not going to like: there is no one magical pricing strategy. However, you CAN make more money by doing it better and actually having some strategy in your pricing.
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
The Sales Hunter
MAY 28, 2013
'The phone rings and the person says they just want to know your price. Is this a customer, a prospect, a suspect, or just somebody knee-jerking you? We’ve all had that price statement posed to us in one form or another. It’s tempting to get excited, and the new salesperson is the one most likely to get excited, thinking it’s a customer.
Partners in Excellence
MAY 14, 2013
'As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. Recently, I saw a “sales playbook” from an enterprise software company. It was 121 pages, of feature by feature comparison of their product to competition, “Our date field is structured this way, which is better than the competitors………” Too often, particularly with organizations with gr
Understanding the Sales Force
MAY 14, 2013
'Understanding the Sales Force by Dave Kurlan We are in the middle of the first day of our 2-day Sales Leadership Intensive. While most attendees admit that they must be more effective at coaching, many who said they have some kind of sales process in place didn''t come to the same conclusion. So, why is it so obvious to sales leaders that they need to improve their coaching, but so elusive that they need to improve their sales process?
Anthony Cole Training
MAY 28, 2013
'If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." This is a myth and the chart below illustrates that for you. So, what does this chart convey? It shows that it doesn’t take much time to dial 100 times. Out of 100 calls, a sales person will generally connect with about 7 people - typically short conversations.
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