Anthony Cole Training
JUNE 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.
HeavyHitter Sales
JUNE 1, 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?
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Your Sales Management Guru
JUNE 1, 2010
Three Key Social Media Tactics for Sales. This week I thought I would share with my readers a “guest blog” from Tom Pick on Sales and Social Media…I have known Tom for a few years and he is top SEO and Social Media consultant… read and enjoy… Although marketing departments tend to be the heaviest users of social media for business, sales groups aren’t far behind.
Sales Training Advice
MAY 31, 2010
I lead a lot of sales training sessions that focus on the first half of the sales process. In the workshops we do a ton of live warm and cold calling on speakerphone. I make and hear hundreds of prospect calls a year. Everyone wants the silver bullet for B2B sales, especially for landing that first meeting or interest. Get ready…here it is. If you look like your prospects, sound like your prospects, feel like your prospects, even smell like your prospects then you cease being a sales person and
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Anthony Cole Training
JUNE 4, 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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The ROI Guy
JUNE 3, 2010
A SiriusDecisions survey recently examined which b-to-b sources are trusted most by buyers during the buying lifecycle, and the results indicate not surprisingly that Industry Analysts and Peers are the most influential and trusted sources of information. In an age of information overload, over 30% higher than years past, the research indicates that buyers are trying to find ways to cut through the noise and get help to solve their specific problems / personalized advice and references that prop
BrainShark
MAY 29, 2010
Walco International's internal POD presents some new features and gives tips on how to maximize customer purchase value. Click here to view the presentation.
Sales Training Advice
JUNE 4, 2010
According to a Rain Today survey of over 200 businesses that hire service providers, referrals from trusted sources were the most important factor in a hiring decision. Ironically, handling referrals correctly is an often overlooked portion of business etiquette. Always Remember This… A referral is a vote of confidence. You have impressed someone (e.g. friend, colleague, client) enough with your services to the point where they feel compelled to recommend you to someone else.
Keith Rosen
JUNE 1, 2010
An unscientific poll of visitors to the EEA portal over the last two months suggests engagement in early phases. More specifically, this poll found that: • 47% had received at least one survey from their company in the last year; the rest had not; • Only 32% said their organizations provide them with a dynamic environment that encourages excellence and advancement; • 51% believe engagement should be measured by customer and employee retention; 31% by revenue and profits, and 17
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
The Brooks Group
JUNE 4, 2010
Here's a magic formula: > as trust in you and > confidence in the value of what you're offering rises, > fear of buying disappears. I'd like to say a few things about building confidence in the value of what you're offering. Price objections occur when you haven't built enough value for what you're offering in the minds of your prospects. However, that shouldn't be a problem because.
BrainShark
MAY 30, 2010
Diversified Investment Advisors relay the benefits of their financial services and why they are a good choice for assisting with retirement planning.
Sales Training Advice
JUNE 2, 2010
Keeping your pipeline of prospects full is no easy task. I’m not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your sales pipeline full. There’s no way to slide into loads of profit without some effort – serious effort – on the front end.
The ROI Guy
JUNE 3, 2010
An associate asked recently if there was a quick way to estimate the potential value of virtualizing a datacenter. The following model should help organizations quickly estimate the potential cost savings, and illustrate why datacenter virtualization is currently the highest priority project for most organizations. In a typical datacenter, the spending is allocated as follows: Management and Support Labor = 38% Hardware = 20% Software = 30% Facilities (power / cooling and space) = 12% Virtualiza
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
The Ultimate Sales Executive Resource
MAY 31, 2010
I have never made it a secret that I think there are too many books on selling which are of little help to sellers. Those written form the point of view: “This is what made me successful and I see no reason, why this should not work for you too” I find the least useful. SNAP Selling by Jill Konrath, is definitely not of this category. It is a book on sales that is urgently needed.
BrainShark
JUNE 2, 2010
This sharkie presentation from Michael's & Associates shows how to give your training material and presentations an effectiveness makeover.
Green Lead's B2B
JUNE 1, 2010
So, for a few days last week in Boston and her surrounding suburbs, it was extremely hot. I'm not talking "spring time" hot, like in the upper 70's. I'm talking about temps in the 90's! I'm a big guy, and I can tell you this -- I can't stand the heat. I hate it. Some days I think the only reason I stick around the Northeast is for the sports, and there are days when they make me cringe, too.
The ROI Guy
JUNE 3, 2010
In a recent blog post, Scott Santucci, a Forrester analyst who serves Technology Sales Enablement Professionals, highlights how B2B solution providers are investing heaviliy in tools to connect more personaly with buyers, but with a decided lack of process and coordination, these investments are not reaping the promised rewards. Certainly the need for personalized engagements is strong.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
BrainShark
MAY 31, 2010
Grand Circle/Overseas Adventure Travel carefully outline their Thailand trip package and share some fun and helpful trivia on the country.
The ROI Guy
JUNE 3, 2010
Recent reports from IDC and Gartner confirm earlier predictions that 2010 will see a rise in IT spending. IDC's latest predictions point to a 3.8% year over year increase in global IT spend, led by a 6.4% rise in hardware (PCs, servers, storage and network equipment), a surprisingly modest 3.1% gain in software spend, and a sluggish 1.5% service spending increase.
The ROI Guy
JUNE 2, 2010
According to SiriusDecisions: "Successful reps know that establishing credibility and providing value to a prospect or customer throughout the buying cycle is the difference between closing the deal and losing it. They must ask the right questions,gather data and coherently identify need in the context of an opportunity, then be equipped with the proper tools as the opportunity progresses.
BrainShark
JUNE 4, 2010
This sharkie presentation from Ohio National speaks to their insurance packages that cater to all of life's changes.
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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.
BrainShark
JUNE 1, 2010
Jackson National won an Honorable Mention sharkie for its presentation on the Roth IRA.
The ROI Guy
JUNE 3, 2010
In a recent study, Strategy Guide to Risk Mitigation for Midsize Businesses, IDC estimates that midsized companies, those with 100 to 1,000 employees per year, experience from 16 to 20 hours per year of downtime due to network, system, application and operational issues. Moreover, these 1.3 to 1.6 hours of unplanned downtime per month were costly, with average revenue losses of more than $100,000 per hour.
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