Anthony Cole Training

AUGUST 28, 2020

Everyday, there are things that can be learned that can impact our personal and professional lives.

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Sales Growth Process 312

STAR Results

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.

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Closing Objectives and Key Results Sales Follow-up 247

A Sales Guy

AUGUST 10, 2020

Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is.

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Sales Clients Process Sell 205

ConversionXL

OCTOBER 27, 2020

On October 15, Google announced that it will integrate more artificial intelligence into its search algorithm, improve visual search, and work on 3D search functionality. When it comes to organic results, the biggest news is Google’s new focus on “passages”: By better understanding the relevancy of specific passages, not just the overall page, we can find that needle-in-a-haystack information you’re looking for.

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Engineering UX Legal Start-ups 174

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

Membrain

SEPTEMBER 30, 2020

Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.

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Trust Sell Growth 172

Engage Selling

NOVEMBER 20, 2020

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

Sales 171

Sales Sell 171

Force Management

DECEMBER 10, 2020

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.

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Conversion Sales 169

Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.

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Sales Sell Service Product 166

Cerebral Selling

APRIL 20, 2020

If you’re a salesperson, getting customers and prospects to respond to your outreach at the best of times can be challenging. In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. I’ve also provided some tactical advice on how to get them to pay attention.

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Real Estate Pitch Networking Manufacturing 162

Openview

OCTOBER 19, 2020

The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.

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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

Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

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Process Technique Sales Consult 311

STAR Results

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to effectively coach their team so the reps just try to ‘wing it’ as best they can. Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.

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Sales Technology Technology Sell 226

A Sales Guy

JULY 22, 2020

Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible. Cold calling is about establishing credibility as quickly as possible. The post The Only Thing That Matters When Cold Calling appeared first on A Sales Guy.

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Cold Call Conversion Sales 178

ConversionXL

DECEMBER 16, 2020

“Why don’t we rank first for [keyword]”? Every SEO analyst gets this question. And every business investing in SEO uses keyword rankings to judge performance. Despite the flood of “organic rankings are dead” articles in recent years, I have yet to see a single business or agency that has given up on tracking keywords. So are all those articles wrong?

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Engineering Closing Start-ups Conversion 174

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

Membrain

SEPTEMBER 13, 2020

Recently, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?”.

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Sales 171

Engage Selling

MAY 15, 2020

Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?

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Sell Sales Prospecting 168

Partners in Excellence

NOVEMBER 9, 2020

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Be sure to read that, to understand the thinking and rationale. Let’s first understand the basics of project management. Project management is basically a work plan/process that enables us to accomplish our objectives in a disciplined, effective, and efficient manner.

Manufacturing 168

Manufacturing Launch Sales Process 168

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

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Customers Objectives and Key Results Technique Represent 154

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

Understanding the Sales Force

OCTOBER 20, 2020

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

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Sales Growth 163

Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.

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Up-sell Sell Strategize B2B 154

Gong.io

MARCH 19, 2020

Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. . And keep knocking your number out of the park. #1 Master the Online Demo. It’s the ultimate test to becoming a world-class inside sales rep. .

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Inside sales Quota Sales Strategize 153

Anthony Cole Training

NOVEMBER 19, 2020

Translating Personal Goals into a Business Workplan from Anthony Cole Training on Vimeo.

Sales 295

Sales 295

Advertisement

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Cerebral Selling

JULY 13, 2020

What’s your favorite movie? Chances are when you read that question your mind became both focused and very busy as you searched your data banks for a suitable answer. You were instantly focused, trying to reconcile both factual (which movies have I seen?) and emotional information (how did I feel about them?), if only for a moment. As a heuristic (or mental shortcut), your mind may have even contemplated whether you’ve been asked that question before, and if so, what you said last time!

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Pitch Intrinsic Construction Price 150

A Sales Guy

AUGUST 27, 2020

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind. It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement.

Entertainment 168

Entertainment Sales Gaming Sell 168

ConversionXL

JULY 28, 2020

It’s summer in the UK. Two cigarette disposal bins are erected on a littered street. One bin is marked Ronaldo, the other, Messi. The bins encouraged smokers to vote for the best football player with their cigarette butts. After twelve weeks, cigarette litter dropped by 46%. In the United States, a similar experiment reduced cigarette litter by 74% in six months.

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X-functional Drivers/motivators Retail Price 163

Membrain

AUGUST 12, 2020

One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue.

Sell 171

Sell Clients Process Sales 171

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

Engage Selling

MAY 21, 2020

What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.

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Prospecting Sell Sales 166

Partners in Excellence

AUGUST 12, 2020

The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. It has forced each of us to rethink, reset, and change. We all know that selling is changing profoundly. As much as some might wish that things get back to normal, we know that normal has changed forever–as it should.

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Sell Growth Process Meeting 167

Women Sales Pros

JANUARY 24, 2020

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. If it resonates with you, please share it as well. ] Maria says: This has been my part of my internal narrative and experience as a woman, a mother, and a technology sales professional.

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Territory Non-Profits Promote Quota 147

Understanding the Sales Force

APRIL 17, 2020

It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home.

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Sell Territory Consult 160

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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