Anthony Cole Training
MARCH 5, 2013
Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Over the last 10+ years, tools like SalesForce.com, ACT, SalesLogic and Base have been developed that provide capabilities for sales management and finance to gather data, gain insight, manage sales opportunities and predicit future sales success.
A Sales Guy
MARCH 8, 2013
“If you’re clients are heavy Mac users you’re gonna love this feature.” “If A/B testing is important to you, then your going to like this.” “If you’re losing to the competition then we can help you gain share.” “If defect rates are high, we can save you money.” “If you’re network is suffering from latency we can resolve that issue.” “If your AR are outstanding longer than 30 days our service can help you.&#
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eTourism
MARCH 13, 2013
As we've discussed in recent blogs, Facebook has recently launched Graph Search, a move that suggests the world's favourite social network is at last getting serious about search.
Anthony Cole Training
MARCH 19, 2013
BISA is the Bank Insurance and Securities Association. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management.
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Anthony Cole Training
MARCH 28, 2013
By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.
Anthony Cole Training
MARCH 28, 2013
'By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
A Sales Guy
MARCH 26, 2013
It’s almost here. The Social Media and Sales Quota Report will be released this week and boy are the findings interesting. Working with Barb Giamanco over at Social Centered Selling, we set out to find out what impact, if any, social selling, that is using social media as part of the selling process, had on revenue and quota attainment. The results are in and they are astounding.
A Sales Guy
MARCH 25, 2013
Ok, not entirely, BUT changes need to be made. Performance goals are not as effective as we think. How do you coach your direct reports? Do you set goals for them? Do coach them around their performance goals? Do help them become better at what they are doing? How often do you have coaching sessions? What happens in your coaching sessions? In 1988 Carol Dweck and Ellen Leggett put goal setting under a microscope.
A Sales Guy
MARCH 28, 2013
Well it’s here. The results of the social media and sales quota survey. The results are pretty fascinating. . The goal of the survey was to put some real data behind this social media, social selling craze. At the end of the day sales people are responsible for making quota. Sales people don’t spend time on anything they doesn’t help them get make quota.
A Sales Guy
MARCH 18, 2013
We hire C players because we didn’t spot them in the interview process. We hire B players, because we believed we could get them to A players or because they were queen of the pigs. The pressure of getting new people hired can be huge. The feeling of losing revenue daily because you’re struggling to hire a new person can be overwhelming.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
A Sales Guy
MARCH 4, 2013
We’re two thirds of the way through the quarter. Are you going to make your quarterly number? If you don’t know with about a 90% certainty, you’re in trouble. To know if you’re going to make your number this quarter assumes you even have a quarterly number. Do you have one? How close are you to making it? What has to happen between now and March 31st to make your number?
A Sales Guy
MARCH 12, 2013
You have an important account you’ve been managing for years. You’ve established a great relationship with your buyer and all of the stakeholders. You build a great account plan every year and execute it flawlessly. It’s been a fantastic partnership and one that’s produced year over year. However, in spite of the strength of the relationship and the consistency of the account, things seem to be different this year.
A Sales Guy
MARCH 2, 2013
It’s not uncommon for me to get several emails a month asking to provide a guest post to this blog. They come from all types; individual bloggers, publishers, authors, companies, etc. The requests are similar. They start with wonderful platitudes about the blog, me and the content. They go on to express their confidence that their content would be a wonderful addition to the blog and something this community would find highly beneficial.
A Sales Guy
MARCH 1, 2013
I thought this type of selling was all but dead. With the exception of a few poor souls slinging Internet or cable services for ATT and Comcast, I was under the impression door to door sales people were a thing of the past. It looks like I’m wrong. At least that’s what Kristen from ITV Productions is telling me and she and her company want to make a TV show about them.
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A Sales Guy
MARCH 10, 2013
With sections like Mental Attitude, Work Habits, and Salesmanship, Selling Fearlessly gets right to the foundation of being a great sales person. Written by a life-long salesman, Robert Terson takes readers along his 40 year selling history in an effort to bestow upon the reader, what he’s learned over those years. . Robert is a colorful story teller and he has plethora of stories to share.
A Sales Guy
MARCH 6, 2013
I’ve been debating on whether or not I wanted to chime in on Yahoo CEO Marisa Mayer’s decision to ban telecommuting. I have had an opinion since it was first announced a few weeks ago, but I wasn’t sure if I wanted to toss it out to this group, but now that I’ve had time to think about it, I’m not sure why I had any reservations in the first place.
A Sales Guy
MARCH 24, 2013
Do you know why a dog’s ears flop? There are no canines in the wild with floppy ears. Have you every wondered what happened to Henry Heimlich, the guy behind the Heimlich Maneuver? Believe it or not, he’s still alive, but the end of his career hasn’t been as celebrated as the beginning. Did you know that trees only account for about 50% of the oxygen put into the atmosphere.
A Sales Guy
MARCH 23, 2013
In case you didn’t know Google is killing Google Reader on July 1st. There are 799 of you in this community who use Google Reader to read this blog everyday. After July 1 all 799 of you will no longer get this blog via RSS. That is, if you don’t find a new reader. I currently use Google Reader as my RSS tool and I’m going to have to find an alternative as well.
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A Sales Guy
MARCH 13, 2013
I’ve decided to do a series on this blog starting next week. It will be a weekly series tying together business and sales. Each week I will break down some aspect of business; accounting, supply chain, technology, human resources, government mandates, economics, business cycles, trends, etc and connect them to selling. My current thought is I will define a particular business topic and then challenge this community to identify how their product, services and selling process connect to that
A Sales Guy
MARCH 27, 2013
Last week on WITCE Wednesdays we went through the Profit and Loss Statement. This week we’re going to tackle the balance sheet. The balance sheet and the profit and loss statement go hand and hand and should be evaluated together. If you remember, the profit and loss statement shows the inflows (revenue) and the outflows (expenses) of a company over a fixed period of time, by month, by quarter, by year.
A Sales Guy
MARCH 20, 2013
As I stated last week, I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2B sales don’t happen unless there is a business reason. Therefore, I figured, what the f**k. Let’s start a series that strengthens all of our business acumen and challenges us all to connect what we sell to our customers business.
A Sales Guy
MARCH 21, 2013
I’ve talked about deliberate learning a few times in the past few months. Deliberate learning is when we are conscious and deliberate in our learning. It’s when we seek out to learn something new. We don’t wait to learn as a part of our lives, but we actively chose to learn something specific, regularly. Deliberate inspiration is similar.
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
eTourism
MARCH 13, 2013
Just a few days after Facebook unveiled Graph Search, its new Bing-powered product which uses 'Likes' to create a personalised social search experience, Bing announced that it willnow incorporate 5x more social content from Facebook into its own search re
eTourism
MARCH 13, 2013
When was the last time you heard someone say 'I really do love being marketed to'? Probably never. If you take a moment to think about the things you love.chances are your guests feel exactly the same.
A Sales Guy
MARCH 22, 2013
It should be! I have been doing more interviews over the past few months than you can shake a stick at and the single most annoying thing has been none, not one of the resumes I’ve seen contained the candidates Linkedin profile name and link. It drives me crazy. Rather than just clicking on the link in their resume, I have to search on Linkedin, hope I get the right person and get frustrated if I can’t find them.
A Sales Guy
MARCH 17, 2013
I’ve been using a new collaboration tool called Dispatch and it’s pretty frickin awesome. Dispatch allows multiple people, thus the collaboration, to easily share, communicate, engage, edit and collaborate in a single place. One of things I like most about dispatch is how well it integrates with all of my existing document locations; Evernote, Dropbox, Google, and my hard drive.
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A Sales Guy
MARCH 16, 2013
Earlier this year I laid out the three key strategies I felt were most important to sales success in 2013. On that list I had content marketing. A good content marketing strategy will play a huge role in achieving 2013 quota for those companies who choose to commit to creating one. In spite of my emphatic belief that every sales organization needs a strong content marketing strategy, I’m still finding organizations focused on SEO and their static, “let us tell you how great we are
A Sales Guy
MARCH 30, 2013
I saw this the other day and I thought it was great. I’d be a liar if I said I didn’t ask myself, as I was reading it, which of these indicators I possessed and which I didn’t. I had to account for how many I had on the left and how many on the right. Being as honest as I could possible be, I found I had more on the left than the right.
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