Anthony Cole Training
DECEMBER 10, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 16, 2010
Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.
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Score More Sales
DECEMBER 15, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Pseudonyms and Other Creative Solutions to Make Things Happen. by Lori Richardson on December 15, 2010. Recently I was searching on a professional association website and saw that the only way they listed members (so that you could hire one) was alphabetically.
Steven Rosen
DECEMBER 1, 2010
. . Happy holidays! Are you feeling like the “ Donald ” again? I know that it is very difficult to downsize your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? You are selling “me-to” drugs with minimal points of difference. Product differentiation is not a source of competitive advantage.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
HeavyHitter Sales
DECEMBER 27, 2010
Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
DECEMBER 8, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 7, 2010
Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.
Score More Sales
DECEMBER 13, 2010
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. What’s Your Hair Style and Sales Plan for 2011? by Lori Richardson on December 13, 2010. It is undeniable that when you work a plan, you are more likely to achieve your goals than when you fly-by-the-seat-of-your-pants. Agree? If that is the case, why is it that so many business owners and sales people (even medium-sized or larger businesses) do not have up-to-date plans with goals and milestones to g
Tom Hopkins
DECEMBER 10, 2010
Even if you’re brand new to selling, you will have likely hear this one from clients. Nearly all of them say it. Some may use differenet forms such as wanting to shop around or look for a better bargain but it means the same thing. It’s nothing more than a little sign of fear on [.] Related posts: The Oblique Comparison Close. Overcome the “I want to shop around” Objection.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Fill the Funnel
DECEMBER 30, 2010
How did 2010 turn out for you? Did you earn as much as you had expected? Did you move your career forward as you had planned? There is a famous quote attributed to various individuals, so I will use Winston Churchill here: “Those who fail to learn from history are doomed to repeat it.” If your response to any of the questions in the first line were negative, what are you planning to change to get things going in the right direction in 2011?
Anthony Cole Training
DECEMBER 9, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 14, 2010
Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. The value of a lower cost-per-lead approach may have merit early in the funnel where inbound marketing and marketing automation can be helpful in moving large numbers of sales prospects to raise their hands and express interest.
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Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
The ROI Guy
DECEMBER 9, 2010
Alinean Research of Fortune 500 Level of Engagement on Twitter, Facebook and LinkedIn. In the first of a series of research projects, seeking to understand the return on investment (ROI) of Social Media, the ROI experts at Alinean analyzed which of the Fortune 500, and which industries, were the most engaged with the community, and what factors led to this engagement popularity.
Tom Hopkins
DECEMBER 10, 2010
Relating a story of someone else who was in a similar situation as the future client is always effective because the client will identify with that person. Tell the future client about someone who procrastinated and wished he/she hadn’t or conversely, someone who didn’t procrastinate and received tremendous benefit from making an immediate buying decision. [.
Fill the Funnel
DECEMBER 27, 2010
iPad was a very popular gift this Christmas, and there are many of you in business that have already made the leap. Now that you have one, what are some of the most valued apps for business impact? Wondering if there really is a business use for iPad? Here is what Stephen Prentice, Gartner Fellow and Vice President recently told CEO’s : “It is not usually the role of the CEO to get directly involved in specific technology device decisions, but Apple’s iPad is an exception,” said
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Anthony Cole Training
DECEMBER 28, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Pointclear
DECEMBER 9, 2010
There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.
Your Sales Management Guru
DECEMBER 6, 2010
The Power of Impact; what is your plan for 2011. An interesting Thoreson theorem; the more you personally impact the lives of others, the more you succeed professionally. One of the points I make during my keynote program is the need for a person to find balance in their lives=both personally and professionally. When you find an individual that is working on improving others lives, you generally find a person that is also successful from a professional perspective.
Tom Hopkins
DECEMBER 10, 2010
While the qualification process is critical in making an initial sale to clients, it’s not something you can do once and forget about it. In challenging times, you may need to continually re-qualify existing clients. When anything changes, think of them as if they’re new clients all over again. The key element is what they [.] No related posts.
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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.
Fill the Funnel
DECEMBER 10, 2010
Twitter as a learning tool. I have written about Twitter as a listening tool and a research tool. Twitter as a learning tool is a new twist to this ever-growing service. I was introduced to Twitter chats a few months ago, first attending #blogchat, then #B2Bchat and recently #LinkedInchat and wrote briefly about how they work and how to participate yourself.
BrainShark
DECEMBER 13, 2010
Last Friday, a team of SharkAngels, including our CEO Joe Gustafson, loaded up the sleighs and flew from Waltham to Hopkinton to support the Holiday Wish program at Project Just Because .
Pointclear
DECEMBER 2, 2010
We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Your Sales Management Guru
DECEMBER 13, 2010
Zen and the Art of Snow Shoveling. What does that title have to do with Sales Management? After spending 20 years growing up in Wisconsin and another 30 years in Minneapolis, I finally connected the dots after waking up this morning in East TN and having to shovel my driveway! At 22 degrees, and enough snow to make my rather steep driveway a challenge to “get out of”, I put on the Volunteer stocking hat, gloves and began the process.
Tom Hopkins
DECEMBER 10, 2010
Sales professionals handle challenges promptly. This includes returning calls as quickly as possible, researching the details of what caused the challenge and finding creative ideas for resolving them. No one wants to face an angry client. Yet delaying a response to their challenge will only create more challenges down the road. Dont’ feel that you [.
Engage Selling
DECEMBER 15, 2010
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