Anthony Cole Training
AUGUST 6, 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.
No More Cold Calling
AUGUST 27, 2010
Whether you sell technology, professional services, or financial services, the complexity of your client’s business issues as well as your proposed solutions are game changing. You frequently partner with others –both within and outside of your company—to win and implement a solution that delivers measurable business results. Your challenge is proving to your buyers in the C-Suite the demonstrable ROI they receive from their investment.
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HeavyHitter Sales
AUGUST 15, 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?
Fill the Funnel
AUGUST 18, 2010
I received this annual list from Beloit College (Wisconsin) and specifically Ron Nief, a former public affairs director at Beloit College and Tom McBride an English professor at the college. They have produced this List for the last 13 years. This year the list contains 75 items and I thought you might get a smile, and “a-hah” and even generate some dialogue after reading through the list for this years incoming freshmen: 1.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
VuVan
AUGUST 29, 2010
'Have you ever heard of that quote before? When I was 17, I enlisted in the US Air Force and every morning I would march past a sign on a lawn that had the words, “Lead, follow or get out of the way” I never really understood that quote, but couldn’t get it out my […]. Related posts: Leadership Quote: “Be Passionate & Determined” “Be Passionate & Determined” This is actually not a quote.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
AUGUST 17, 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.
Keith Rosen
AUGUST 24, 2010
With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. While you may not always be in the same room as the person you are coaching, you can schedule regular coaching sessions over the telephone, or using an online application such as Skype, Live Meeting or GoToMeet
HeavyHitter Sales
AUGUST 2, 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?
Fill the Funnel
AUGUST 26, 2010
We have been working hard to bring you the 2010 edition of our annual 30 Web Tools in 30 Days series. Why should you follow this series? “There has to be training on this new way of thinking. There has to be an upgrading of skills. As an individual, I would not wait for my company to invest in me. I would begin educating myself immediately.” Jill Konrath.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
VuVan
AUGUST 14, 2010
'When your alarm clock goes off in the morning, do you hit the alarm clock to get the extra 10 minutes of sleep? Maybe you hit the snooze button multiple times to where you find yourself 1 hour of “extra” snooze time. If you want to wake up early, the best thing to do when […]. Related posts: Benefits of Waking Up Early Series: #1 Motivation & Control All throughout college and the beginning of my post college.
BrainShark
AUGUST 6, 2010
10 year ago, on August 6, the very first view of a Brainshark presentation created by a customer occurred. Just 9 years earlier on that day, Tim Berners-Lee released files describing his idea for the World Wide Web.
Anthony Cole Training
AUGUST 2, 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.
Keith Rosen
AUGUST 5, 2010
A.B.C. – Always Be Coaching. For managers, this is the expectation and the new standard in how you communicate with your people if you’re looking to drive the long term positive changes you need within your team. Coaching is actually something you will be doing in every conversation and interaction you have; whether via email, during a telephone conversation, a water cooler discussion, impromptu coaching when dealing with a timely question or pressing challenge, during a deal or fore
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
HeavyHitter Sales
AUGUST 29, 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?
Fill the Funnel
AUGUST 30, 2010
You asked for it, here is a listing of the 2009 selections from 30 Web Tools in 30 Days. Remember, if you are registered (click on the orange Register for Updates button on the upper right hand side of the blog) you will receive the full eBook of the 2009 Web Tools and the 2010 edition when it is available later this year. Don’t forget to follow the 2010 edition of this series beginning Wednesday, September 1st.
VuVan
AUGUST 16, 2010
'As we progress in life we pick up skills and develop talents that to some seem to come naturally. When we watch our favorite band perform, they do it with ease. An engaging public speaker makes you feel as if you could get up there and give the same speech with as much enthusiasm and […]. Related posts: The Value of Developing Your Personal Brand We live in a branded world where we selectively choose.
SBI
AUGUST 19, 2010
Doctors tell us to have a diet of nutritional foods that are low in calories. Instead, many of us (me included!) tend to eat foods that are filling but have little nutritional value (think potato chips). Then we wonder why we’re not hitting our goal of optimum health and weight. Potato chips are “empty calories”. That is, the calories we consume from potato chips provide minimum value.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Anthony Cole Training
AUGUST 3, 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.
Keith Rosen
AUGUST 11, 2010
Where do you look for and uncover that ‘perfect’ coaching moment? How do you recognize where your direct reports need coaching and could benefit from the coaching most? Actually, uncovering what you can coach someone on, from a tactical perspective, is actually the easy part. Managers are pretty good at recognizing problems, needed strategies and desired outcomes.
Sales Training Advice
AUGUST 17, 2010
The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the expectation that this new customer will quickly become a high-profit customer.
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
VuVan
AUGUST 5, 2010
'At work when you are given an assignment or when you have something that you need to turn in, what does your end product look like? To develop your personal brand, your work is a reflection of how others will view you. Lets say your boss had asked you to provide more information regarding a […]. Related posts: The Value of Developing Your Personal Brand We live in a branded world where we selectively choose.
Your Sales Management Guru
AUGUST 9, 2010
Growing Your Company: The Power of Net-New. Partners who focus on net-new clients will see growth; but you’ll need focus and correct execution to really pull out a win. Over the last few years as we’ve worked with partners in strategic planning sessions to help them build predictable revenue, one trend we’ve found is that clients who focus on adding net-new clients experience greater revenue growth.
BrainShark
AUGUST 26, 2010
The second in our August series of 30-minute webinars actually lasted 30 minutes! Click here to view the 20-minute edited replay.
The Science and Art of Selling
AUGUST 23, 2010
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Tom Hopkins
AUGUST 10, 2010
As I travel around the country meeting and working with sales professionals I am constantly amazed at how few people in our industry ever planned a career in sales at a young age. I ask audiences with hundreds of people in them how many had planned on being a sales person when they were in [.] No related posts.
Sales Training Advice
AUGUST 1, 2010
If you are not following a sales process, you are probably not in control. Consider this for a unique sales process – a “Buyer Focused” Velocity Selling System that is as simple as ABC. A. You cannot build anything without a solid foundation and the same applies to the sales process. The A in the ABC of the Velocity Selling System is for Attitude – the foundation of all successful sales people.
VuVan
AUGUST 31, 2010
'You finished a long day at work and begin your commute towards home and in between thoughts go through your mind about the day. What do you think about? Do you think about what you didn’t accomplish for that day or do you think about the things that accomplished? Every professional has tasks and duties […]. Related posts: The Power of Focus -Must Have Focus Daniel-San “Mr.
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