Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

Prospecting, Mistakes You Need to Avoid Now

Mr. Inside Sales

What’s the biggest mistake sales reps make with prospecting or cold calling? You know, that desperation sales people have when they finally get someone on the phone. A big mistake many sales reps make (both new and senior alike) is to immediately begin pitching the gatekeeper in the hopes that, once they understand how great your product or service is, they will put you through to the decision maker. Stop practicing poor sales skills and commit to getting better on each call.

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Call a Sales Audible!

Anthony Cole Training

In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.

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Avoiding the Generic Sales Pitch

Connect2Sell

growing business sales success sales pitch value based selling

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

Creating Contingency Plans for Sales Success

Connect2Sell

growing business sales success strategic selling resilience sales planning

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The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

In January we celebrated our 30th Anniversary, in August we processed our 2 millionth sales assessment and in September we updated the industry standard 21 Sales Core Competencies. How are they important to sales success? The s**t show known as 2020.

Make the Business-to-People Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

What Motivates Your Sales Team?

Anthony Cole Training

In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.

Why Start With Marketing & Sales Alignment

Speaker: Molly Rigatti, Marketing Strategist at SmartBug Media

Before you plan your next sales kickoff or bottom of the funnel marketing campaign or any effort where sales and marketing are both on the hook for performance, you need to check in on your teams. Sales and marketing both oversee a very important part of the pipeline and revenue process for your organization. But that doesn’t mean they should function in silos. When building up your sales enablement program, think about the three “P”s—practicality, productivity, and profit—when defining responsibilities and facilitating communication between your teams.

Maximizing: The Formula for Sales Success

Connect2Sell

growing business sales success strategic selling resilience sales planning

Increase Your 2020 Sales With These 9 Sales Productivity Tools

Anthony Cole Training

If you're looking to increase sales this year and beyond, then you're in the right place! It's a new year and we have some new content to share with you here at Anthony Cole Training Group.

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Being Sales Assertive in 2020

Anthony Cole Training

effective sales coaching Sales Coaching sales motivation sales producers sales differences sales growth problems creating new sales opportunities selling tools sales productivity tools sales conversations sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training online sales training hire better people driving sales growth 2020

Go For The "No" Early in the Sales Process

Anthony Cole Training

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.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority. • Keep your prospects’ attention. • Achieve buy-in during sales conversations. • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Sales Coaching for the Sales Coaches

Anthony Cole Training

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force. While sales people are monitored on their calls, emails, CRM activity, and follow-up methodologies, the same cannot always be said for sales management.

How to Recover from Sales Mistakes

Connect2Sell

failing forward growing business sales mistakes

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How to Lead a Digital-Oriented Sales Strategy

Sales Benchmark Index

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy.

How to Move Forward and Increase Sales During Uncertain Times

Anthony Cole Training

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Sales Results from the Uniqueness of You

Connect2Sell

growing business sales results

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Sales Scrum Episode #22 – Guest Jeff Goldstein

The Pipeline

Sales Scrum Episode #22 – Guest Jeff Goldstein. Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. Jeff Goldstein (P.

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Navigating the Digital Disruption to Your Sales Channel Strategy

Sales Benchmark Index

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.

The Best Advice Sales Managers Can Give to Help Increase Sales

Anthony Cole Training

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Sales Scrum Episode #20 – Guest Scott Gillum

The Pipeline

Sales Scrum Episode #20 – Guest Scott Gillum. Scott Gillum is the founder of Carbon Design and a fellow member of CEB’s Sales & Marketing Thought Leadership Roundtable. This is not the usual us-versus-them sales and marketing discussion.

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Sales Are Stabilized Now What?

Score More Sales

sales leadership profession of sales sales coachingYou have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now?

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5 Keys to Successful Sales Coaching & Growth

Anthony Cole Training

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

Micromanaging Your Sales Metrics

Engage Selling

Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.

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How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

WFH and Sales Managers

Score More Sales

Will all your sales team go back to working out of the office? sales leadership sales coaching

Creating Sustainability by Managing Your Time in Sales

Connect2Sell

time management in sales

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11 Ways to Shorten Your Sales Cycle

Score More Sales

One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work. Selling sales process sales strategy

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy. In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

"Gone Fishing" for Sales Prospects

Anthony Cole Training

hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainerI’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day.

Implementing Core Sales Values to Help Your Sales Culture | Increase Sales 2020

Anthony Cole Training

In the 2nd post in our "2020: The Year for Sales Growth" blog series, our Founder and CLO Tony Cole, discusses the importance of maintaining core sales values within an organization, how these values relate to organized sports, the erosion of these said core values, and the impact they have (or can have) on your attempt to grow your sales organization and sales numbers in 2020.

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Who is Your Sales Superstar?

Anthony Cole Training

Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management

How Your Attitude About Sales, Affects Your Sales

Mr. Inside Sales

Have you ever stopped and examined your attitude about sales? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? See, I was smarter, better, had more to offer than just “sales.”. And that’s sales. Frontline Reps Sales Tips

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.