Anthony Cole Training

NOVEMBER 22, 2018

Another day, another great resource available from us here at Anthony Cole Training Group.

Drivers/motivators 146

Drivers/motivators Prospecting Sales 146

A Sales Guy

NOVEMBER 19, 2018

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions.

Sell 135

Sell Cold Call Commission Pitch 135

RAIN Group

NOVEMBER 20, 2018

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".

Trust 111

Trust Sales Conversion 111

Jeff Shore

NOVEMBER 20, 2018

By Amy O’Connor . Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. ?Here are the top five beliefs that dramatically limit many sales professional’s success: 1. Buyers won’t buy without a discount or incentive. ?. ???Not true! Buyers buy when they see personal benefit in what you are selling, and they feel good about the value.

Technique 109

Technique Price Follow-up Sales 109

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Sales

Anthony Cole Training

NOVEMBER 19, 2018

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day. “You came to Ann Arbor with perhaps the most hype of any coach in the history of the Big Ten. Maybe in all of college football.

Contract 134

Contract Pipeline Meeting Service 134

Partners in Excellence

NOVEMBER 22, 2018

I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other therapy to make me less pushy. But, to be honest, I like being pushy. My customers and clients, for the most part, appreciate it too–though at some times my pushiness makes them uncomfortable. (I’ll come to that later.).

Sales 107

Sales Clients Trust Drivers/motivators 107

SalesProInsider

NOVEMBER 20, 2018

We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving. There are no gifts to stress over, no need for fancy clothes (comfy is key with the hearty food), and a day when taking a nap is acceptable!

Cross-sell 105

Cross-sell Engineering Start-ups Up-sell 105

Understanding the Sales Force

NOVEMBER 19, 2018

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.

Pipeline 102

Pipeline Start-ups Sales Closing 102

Hubspot

NOVEMBER 22, 2018

Imagine you own a delicious gluten-free cafe in Boston. If someone were to search “gluten-free cafe near [insert a neighborhood in Boston]” on Google, it’s safe to assume you’d want your WordPress website to come up at the top of the search results, right? This way, the people who are searching for gluten-free cafes in Boston are more likely to see your site, click on your information, and become customers (whether that’s online or in-store).

Engineering 101

Engineering User Experience Contact Follow-up 101

Openview

NOVEMBER 20, 2018

Editor’s Note: This article was first posted on LinkedIn here. . Bellies full of beignets, my parents and I were exiting San Francisco’s Just for You Cafe when when a middle-aged man called my name. “Andy, it’s Christoph!” he shouted. “Do you have time for a quick question about messaging ?”. (Later, my mom asked, “People stalk you for messaging advice?”).

Sell 91

Sell Sales Real Estate Pitch 91

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-sell

Partners in Excellence

NOVEMBER 21, 2018

Every once in a while, I have a truly outstanding week. These are weeks where my clients and I take on big challenges and tough issues, trying to figure out what courses of actions should be taken. Last week, I was with several clients, one in luxury real estate, two in high technology. Each is a top performer, not just within their own industries or regions, but they are viewed as top performers by those in other sectors.

Real Estate 88

Real Estate Territory Clients Gaming 88

Selling Power

NOVEMBER 19, 2018

When sellers give prospects the guidance and support they need to get to their destination, it’s a journey modern buyers won’t forget.

Prospecting 87

Prospecting Sell 87

Hubspot

NOVEMBER 21, 2018

Studies have shown recruiters typically scan a resume for only about six seconds before making a decision on whether an applicant is fit for a role. With only six seconds to demonstrate your qualifications for a position, every detail counts. To evoke a sense of style, professionalism, and uniqueness, it's critical you put effort and consideration into your font choice.

Service 101

Service Sales 101

Sales Hacker

NOVEMBER 21, 2018

There’s an unwritten rule that women need to support other women at work. Countless articles are detailing how we are supposed to be each other’s champion, encourager, and referrer. Some have even gone so far as to say that achieving equal rights starts with treating one another as equals. The ideas of how to receive equal pay, equal treatment, and equal status to our male counterparts have been on the minds of millions of women for decades and remain hot topics even today.

Commission 86

Commission Referrals Sales Quota 86

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

Engage Selling

NOVEMBER 17, 2018

Lost sales often happen for reasons that are entirely within our control. Quite frequently, they’re caused by the kinds of internal rules we create in businesses of all sizes.

Sales 84

Sales Objection handling Presentation Closing 84

Jeff Shore

NOVEMBER 21, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Today Jeff explores the confusion your customer feels when they’re overloaded – overloaded with information, overloaded with choices, overloaded with brands. How do you make it easier for your customer to do what they want to do anyway – make a purchase? When our customer’s brain gets locked up in complexity, the mind says, “No.

Sell 82

Sell Price Up-sell Sales Experience 82

Hubspot

NOVEMBER 19, 2018

The key to any relationship is communication. This includes romantic relationships, of course, but it also applies to friendships, coworker relationships, manager-team relationships, and even brand-customer relationships. Any scenario that requires you to convince, inform, entertain, or engage with another involves communication. The topic of communication is quite broad, right?

Objectives and Key Results 101

Objectives and Key Results Trust Education Conversion 101

Sales Hacker

NOVEMBER 21, 2018

Like a long and arduous hike that seems to go on and on, a prolonged sales cycle can leave your team feeling drained, exhausted, wondering if they’ll ever reach the summit … and if they do, whether they’ll have the energy to climb the next mountain! We’ve all had at least one instance where we’ve felt overstressed, overworked, and under quota due to a long, drawn-out sales cycle.

Objectives and Key Results 85

Objectives and Key Results Sell Drivers/motivators Sales 85

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

Engage Selling

NOVEMBER 23, 2018

??????????You know and I know that content is king when it comes to B2B selling.

B2B 82

B2B Sales Sell Service 82

CloserIQ

NOVEMBER 20, 2018

When it comes to hiring new SDRs for your startup, writing the job description seems like it should be one of the easiest parts of the process. But it’s not so simple, and it certainly shouldn’t be something that you attempt to start and finish in five minutes’ total. Think about it. At any given time, there are thousands of sales job descriptions on sites like Glassdoor and ZipRecruiter.

Inside sales 81

Inside sales Growth Up-sell Follow-up 81

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary.

Go To Market 101

Go To Market Process GTM Education 101

Membrain

NOVEMBER 21, 2018

Whenever someone tells me they have 10 years of experience, I always wonder: Do they really have ten years, or do they have one year of experience multiplied by ten?

Sales 81

Sales 81

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

InsightSquared

NOVEMBER 19, 2018

It’s two weeks until December. Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. Tis’ the season! December around the corner also means your sales year is coming to an end.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Heinz Marketing

NOVEMBER 17, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Training Your Prospect That You Will Go Away. A single attempt to call your dream client is not prospecting, and you can’t expect it to produce any real results.

B2B 75

B2B Sales Prospecting Clients 75

Hubspot

NOVEMBER 21, 2018

It can feel like a David and Goliath scenario. As a startup, you may be tempted to look at the established giants in your niche and believe you have no chance of beating them. They have the reputation, reach, and budget to acquire and retain customers. But if the biblical allegory teaches us nothing else, it does demonstrate that an informed and savvy underdog can defeat a perceived champion.

Growth 100

Growth Niche A/B testing Follow-up 100

Membrain

NOVEMBER 18, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on?

Meeting 80

Meeting Sales 80

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Price

Outreach

NOVEMBER 19, 2018

Down-shifting a "Do it now" approach. I recently found myself in a situation where I was working really long hours for several weeks. I was making trade-offs with down time in a daily (and nightly) press to get everything done now. I was pushing hard, and my company and clients were happy. The only problem? I wasn’t. The long hours had started to wear on me.

Customers 70

Customers Territory Clients Start-ups 70

Heinz Marketing

NOVEMBER 18, 2018

I’ve had these guys on our radar for quite some time, and Brian was equally impressed with them at this past week’s MarketingProfs B2B Marketing Forum. Here’s his description of Hushly back to our client services team: Increase landing page conversions, regardless of the MA platform used. Hushly can reduce the friction from gated content with interesting processes and techniques to achieve conversion responses. .

Technique 72

Technique B2B Clients Conversion 72

Hubspot

NOVEMBER 23, 2018

If your startup were a Netflix series, the cap table would be the credits rolling at the end of each episode. For any up-and-coming founder, it's crucial to have a detailed understanding of who owns what at each stage of the business. This is true whether you're doing diligence for raising money or simply incorporating a new business. The capitalization table, or cap table, provides the information you need for a clear understanding of your company's ownership.

Finance 78

Finance Legal Negotiate Conversion 78

Sales Hacker

NOVEMBER 19, 2018

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. Rob has a background in finance, but jumped into the startup world first at Groupon, where he was the GM for their Latin American division, before moving to New York to become the first sales hire for Justworks.

Finance 67

Finance Growth Start-ups CRM 67

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