Anthony Cole Training
SEPTEMBER 27, 2024
Most of the companies and salespeople we work with must do outbound lead generation and relationship building, and many do not have the luxury of filling their sales pipeline with inbound leads. Like most things, if you have a plan and stick to it, outbound selling will be more effective.
Understanding the Sales Force
SEPTEMBER 8, 2024
Sunday, when the Priest was giving his sermon he said they (the Priests) compare mass attendance at the end of each weekend. He said since everyone has returned from their summer vacations, Saturday night mass was full, the two earlier Sunday masses were full and this mass was full. My wife and I looked around and it seemed to us that the church was a bit more than half full.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales and Marketing Management
SEPTEMBER 4, 2024
80% of salespeople believe virtual meetings make it harder to engage with prospects and 40% believe virtual meetings are costing them sales. Here are four tips to maximize the impact of your virtual sales meetings. The post 4 Tips to Improve Your Virtual Sales Presentations appeared first on Sales & Marketing Management.
SBI Growth
SEPTEMBER 26, 2024
At an event in Washington, D.C. earlier this month , we talked about the “profitability paradox” to describe what businesses are facing in today’s market environment. In simpler times, it was common sense that businesses that invested more in growth could expect to see greater returns.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Understanding the Sales Force
SEPTEMBER 29, 2024
This is my fourth post in 2024 writing about God, Jesus or Church. I haven’t changed, it’s just that I have cast a wider net relative to sources for my many sales analogies! I never read the Bible from beginning to end until I began reading it a few weeks ago. I am still reading Genesis (first book in the Old Testament) and I am amazed by what I have read so far.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesFuel
SEPTEMBER 26, 2024
Sales professionals know that in-person meetings with prospects allow them to form closer relationships. But prospects increasingly pull back from these time-consuming interactions. To stay connected with prospects, your selling tactics must include outstanding writing. The Challenges of Business Writing Not everyone excels at writing. And mastering a sales email can be particularly challenging.
The Center for Sales Strategy
SEPTEMBER 23, 2024
Having a talented team of salespeople is vital to driving growth and increasing revenue. While hiring top sales talent is essential, finding leaders with a natural ability to coach and develop them in the sales process can take your team to the next level. These natural sales coaches possess a unique set of talents and skills that can inspire, motivate, and guide people to success.
SBI Growth
SEPTEMBER 23, 2024
We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay organized to ensure their opportunities are moving forward. So, how can you ensure that your reps keep their pipeline current? Here are four tips to help them stay on top of their deals.
Anthony Cole Training
SEPTEMBER 13, 2024
If your goal is to retain and expand relationships, it is important to create a consistent and remarkable experience for your customers, clients, and potential clients. If you are not providing a superior experience, your clients might start asking, “ Then, who will?
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Zoominfo
SEPTEMBER 17, 2024
Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Signal-based selling goes far beyond traditional lead generation or cold outreach leveraging basic intent data. Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero
Hubspot Sales
SEPTEMBER 12, 2024
I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically.
Sales and Marketing Management
SEPTEMBER 30, 2024
A brand’s creative edge can mean the difference between a fleeting glance and an engaged, invested client. In a market filled with whitepapers and webinars, the ability to surprise, captivate and inspire sets the leaders apart from the followers. The post Is Your Marketing Missing the Creative Edge? appeared first on Sales & Marketing Management.
Sales 2.0
SEPTEMBER 9, 2024
Getting in the door is getting harder and harder, so making the most of every time you do get through the door is becoming more and more important. Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. A common outcome of this kind of “single threading” is “radio silence” after a proposal is submitted—no returned calls or emails, and ultimately no deal.
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.
SBI Growth
SEPTEMBER 30, 2024
Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often span three or even four generations, each shaped by unique experiences and values. Recognizing and adapting to these generational differences is crucial for effective sales leadership, reducing turnover, and driving better sales performance.
Anthony Cole Training
SEPTEMBER 19, 2024
Creating a winning sales pitch is a presentation that ends with a decision being made. That is our definition. When presenting to get a decision, it is important to understand this: Theoretically speaking, if a salesperson has done everything correctly up to the point of presentation, then their prospect should be in a position to make a decision at the end of the presentation 100% of the time.
Zoominfo
SEPTEMBER 24, 2024
For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. But here’s the catch: many marketing teams are flooded with disconnected data points and siloed insights, struggling to understand what truly drives customer behavior. The key to breaking this cycle is to recognize and leverage high-quality buying signals — critical, timely indicators that can transform generic outreach into targeted, personaliz
Hubspot Sales
SEPTEMBER 6, 2024
When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Sales and Marketing Management
SEPTEMBER 16, 2024
Group incentive travel continues to be a leading way to recognize and retain top performers. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI. The post Right Destination, Right Design… Right On! appeared first on Sales & Marketing Management.
Understanding the Sales Force
SEPTEMBER 20, 2024
The New England Patriots’ new head coach Jerod Mayo picked up his first win and loss in the first two weeks of the NFL season. I read in the Boston Herald that he is only 177 losses away from tying the NFL coaching record for most losses by a head coach, currently held by both Bill Belichick and Tom Landry. My first reaction was, do they expect him to be that bad?
SBI Growth
SEPTEMBER 17, 2024
With the right information and strategic bets in place, leaders prime their organizations for revenue excellence in 2025 and beyond. But even the best revenue plans can fall short of delivering their projected results if the execution and rollout aren’t up to par. In our discussions with market leaders, we often see the best organizations go beyond fixed multiyear project plans; they are agile, constantly adapting to the market and achieving higher returns faster.
Anthony Cole Training
SEPTEMBER 6, 2024
An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do." If a salesperson follows a stage-based sales process, they know that a proposal only follows when the prospect has hit certain milestones in the discovery process, and they will be ready to give an answer, whether yes or no,
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!
Zoominfo
SEPTEMBER 17, 2024
Business is more competitive than ever, and conventional prospecting is simply no longer enough. Lead mining is becoming increasingly commonplace among companies seeking to expand into new markets and territories, as well as those hoping to increase profitability. There are many lead mining tools and platforms available today. Choosing an appropriate solution will depend on your organization’s challenges, opportunities, and objectives, and even businesses of similar headcount and revenue in the
Hubspot Sales
SEPTEMBER 9, 2024
During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. These lists would evolve, grow, and ultimately work best when they were imported into CRM, and were invaluable for helping me to: Meet my productivity goals (and my quota in the long run) Segment companies in my territory or industry Keep track of my prospect interactions Capture important information like competitive install In this article, I’ll e
Sales and Marketing Management
SEPTEMBER 11, 2024
Sustainability has transformed into a lifestyle people want to adopt. By implementing green methods in your operations and marketing, you can stay at the top of your target's mind. The post How Environmental Values Are Shaping B2B Buying Decisions appeared first on Sales & Marketing Management.
Understanding the Sales Force
SEPTEMBER 13, 2024
One of our favorite garden plants is the Endless Summer Hydrangea, the first Hydrangea bred to bloom all summer long, every summer. And they always do. Except last summer. Except this summer. Last summer, they barely flowered at all and this summer they flowered around two weeks early, with a tremendous number of large, full blue blooms, only to not flower again for the rest of the summer.
Advertisement
How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
SBI Growth
SEPTEMBER 16, 2024
Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value. Selling value begins with a deep understanding of your customer’s business and how your solution positively impacts it.
No More Cold Calling
SEPTEMBER 26, 2024
Here’s what you might have missed from No More Cold Calling this quarter. If you miss your flight and end up at the airport hotel for the night, are you more likely to belly up to the lobby bar to meet new people and make some new connections, or will you head straight to your room and order room service? Have you ever been asked that question? I hadn’t.
Partners in Excellence
SEPTEMBER 17, 2024
Win rates are critical to driving performance and achieving our goals. Win rates are critical to our understanding of our pipelines. We leverage them to help us understand whether we are working a sufficient volume high quality opportunities to achieve our goals. The higher our win rates, the more we shift the pipeline numbers in our favor. As a simple example, today, we settle for 15-20% win rates.
Expert insights. Personalized for you.
272 
Let's personalize your content