Anthony Cole Training

FEBRUARY 14, 2014

'Several years ago, a video with Allan Iverson (then with the Philadelphia 76ers) went viral. Apparently, there was a problem between him and his coach Larry Brown about a practice session that Iverson missed. When questioned about it by the press, Iverson goes on and on and on (see video ) about practice. Switching sports – let’s talk baseball. Teams are now reporting for spring training in various locations in Florida and Arizona.

Sales 170

Sales 170

A Sales Guy

FEBRUARY 10, 2014

'It takes some serious cojones to walk away from a deal or to stop pursuing a deal in the early stages. As sales people we see everything as an opportunity AND it feels like we’re leaving money on the table when we do. Let’s face it, leads that turn into opportunities are valuable and walking away means we have to go get a new one and who knows when and if that will come.

Sales 122

Sales Closing Sales Process Fair Share 122

eTourism

FEBRUARY 25, 2014

You probably know by now that an effective, well maintained social media presence can boost your property's SEO efforts, but chances are you may not have thought about things from the other angle.

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Anthony Cole Training

FEBRUARY 10, 2014

'I once spoke with a regional president of a bank that did not believe that selling is like a game. I am not one to argue. However, as I consider his comment, I still believe two things: 1) Selling really IS very much like a game and 2) People ought to be able to defend their answers. I don’t care how they do it as long as they defending their position with more than just saying, “I don’t believe…”.

Sales 169

Sales Closing Hiring Business 169

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Anthony Cole Training

FEBRUARY 11, 2014

'Numbers measure sales success. (Success, What is the Standard) ? It could actually be several different numbers, but usually one stands out from all the rest and that number is the production/sales/revenue/ commission number. How do you compare numbers to determine your success as measured against others? This is a great question…but it doesn’t have a clear answer because the numbers are relative.

Sales 168

Sales Revenue Closing 168

Anthony Cole Training

FEBRUARY 13, 2014

'Linda and I have known each other for 30 years. This November, we will have been married for 29 of those years. Over the years, I have claimed that this was the best sale I ever made. I had competition, I had a reluctant prospect, and my value proposition was shaky at best. But, I did have Desire to Succeed, Commitment to do everything possible to Succeed, and I took Responsibility for all outcomes.

Sales 154

Sales 154

A Sales Guy

FEBRUARY 1, 2014

'The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Here are four advantages of having marketing own the inside sales function, followed by four reasons why it might not work.

Sales 118

Sales Market Marketing Sales Leadership 118

A Sales Guy

FEBRUARY 2, 2014

'Three centuries ago, Sir Isaac Newton formulated three physical laws of motion that describe the relationships between two objects, and the forces acting upon those objects, and the resultant motions in response to those forces. The third of Newton’s laws says this: “When one body exerts a force on a second body, the second body simultaneously exerts a force equal in magnitude and opposite in direction to that of the first body.” In other words, for every action, there is an e

Sales 115

Sales Sales Leadership Sales Process Business 115

A Sales Guy

FEBRUARY 24, 2014

'This is the most CREATIVE wedding photo EVER! Think about what frame of mind the photographer Quinn Miller had to be operating from to stage this picture. Think about how he looks at weddings and how he sees the experience. Quinn looks at wedding photography completely different than everyone else and he is winning because of it. Is it daring? You bet your ass.

Sales 114

Sales Market Marketing Closing 114

A Sales Guy

FEBRUARY 25, 2014

'Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and hooking the fish feels like the hardest part. The problem is, prospecting is just the beginning and too often we don’t spend as much time thinking about how we’re going to close or win the deal (land the fish)– and that’s where deal strategy comes in.

Sales 114

Sales Closing Pipeline Market 114

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

Hospitality

A Sales Guy

FEBRUARY 4, 2014

'Our industry does not respect tradition — it only respects innovation. Satya Nadella Microsoft’s new CEO. I think a lot of companies could benefit from this perspective, including their sales organizations.

Sales 113

Sales 113

A Sales Guy

FEBRUARY 23, 2014

'I get asked a lot about great sites and resources for sales people and sales leaders. The challenge to answering that is there are a lot of resources I use. My Feedly app is packed with hundreds of blogs and sites I follow and read regularly. With that said, there is a great resource I use to get a sales fix of great blog posts and articles from all of the web.

Sales 113

Sales Online Sales Sales Leadership Business 113

A Sales Guy

FEBRUARY 18, 2014

'is a hair. The difference between first and second in the women’s downhill in Sochi was less than a hair. It was a tie. Third place was one tenth of a second slower. The difference between first and eighth was less than one second. Going as fast as 80 miles an hour for 1 minute and 42 seconds, winning or losing comes down to just tenths of second.

Sales 112

Sales 112

A Sales Guy

FEBRUARY 7, 2014

'Brad Feld had a killer post the other day called; I Invest in CEO’s who are Learning Machines. In it he talks about the type of CEO’s he likes to work with and invests in. Brad calls out a number of CEO’s he works with, CEO’s of The Foundry Group’s portfolio companies and what he likes about working with them; I’m regularly blown away by these two guys ability to collect new information, process it, and learn from it.

Sales 112

Sales Business 112

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Branding

A Sales Guy

FEBRUARY 11, 2014

'Sales is all about getting someone’s attention. If you get their attention, you get their time. You get their time and you’re more than half way to the sale. You can get attention through pomp and circumstance, shiny objects and by yelling and screaming. You can also get attention by being just plain persistent, continually interrupting until the other side gives in.

Sales 111

Sales Closing 111

A Sales Guy

FEBRUARY 5, 2014

'So while skiing in Japan last week, I spent time following my buddy and bad ass skier Shannon. Shannon is an amazing skier. He skis like I want to ski. He shreds the bumps, hits killer air, and is technically sound. He’s always in the right position and has some of the quickest, most responsive skis you’ll ever see in an amateur. Following him around for 7 days did amazing things for my skiing.

Sales 111

Sales 111

A Sales Guy

FEBRUARY 4, 2014

'Everyone sits around, thumbing through their smartphones, puts the call on mute and checks their Facebook page, or for the unlucky few who have to sit in the room for the entire event, pretend they’re engaged until it’s their turn to go through the pipeline. We’ve all sat through them, the dreaded pipeline meeting, usually happening 8:00 sharp on Monday mornings.

Pipeline 109

Pipeline Closing Sales Events 109

A Sales Guy

FEBRUARY 21, 2014

'Michaela Shiffrin won gold in the slalom in Sochi today. Michaela is only 18 and is the best slalom skier in the world. Yes, I said the best in the world at only 18. That’s just sick! On the back of this prodigy’s helmet is a small acronym, “a.b.f.t.t.b.” Always be faster than the boys. As a father of 3 girls I get the significance of this slogan.

Sales 109

Sales 109

Advertiser: ALHI

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Travel

A Sales Guy

FEBRUARY 27, 2014

'I told you, guaranteed sales success! Which step are you going to reach today? It’s your move.

Sales 121

Sales 121

eTourism

FEBRUARY 25, 2014

Your website is your vehicle to showcase your property. It's likely to form your guests' first impression of your business and has the power to drive more bookings than any other component of your online campaign.

Business 52

Business Hotel Marketing Market Marketing 52

eTourism

FEBRUARY 18, 2014

Recent research from ShareThis has confirmed a trend that will come as no surprise to most: when it comes to sharing content with friends and family on social media, more people are pushing aside their computers and reaching for their mobile phones instea

52

52

eTourism

FEBRUARY 18, 2014

With the world of Search constantly changing, and countless new tactics popping up in the marketer's SEO rulebook every month, how do you choose where to prioritise your efforts for maximum results?

Market 52

Market Marketing 52

Advertiser: ZoomInfo

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.

Market

eTourism

FEBRUARY 18, 2014

Just a few years ago, search engine optimization and blogging were two very separate spheres of marketing -all that link building and keyword research seemed a world away from the more creatively driven nature of the blogosphere.

Market 52

Market Marketing 52

eTourism

FEBRUARY 3, 2014

What do hotels and resorts need to do to get the best results on Facebook? New research from Inside Facebook offers a couple of interesting insights.

Resorts 52

Resorts Hotels 52

eTourism

FEBRUARY 4, 2014

How much does your social media community really like you? Facebook's Insight platform for businesses can help you find out.

Branding 52

Branding Business 52

eTourism

FEBRUARY 11, 2014

Google's innovative and controversial new product Google Glass will be made available to the public later this year.

Online Marketing 52

Online Marketing Market Marketing Consumer 52

Advertiser: ZoomInfo

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

Scale

eTourism

FEBRUARY 4, 2014

We all know that optimising your website's content and design is a key component of any successful SEO strategy.

Market 52

Market Marketing 52

eTourism

FEBRUARY 25, 2014

Although somewhat overshadowed by social media in the past few years, email marketing is still a fantastic way to engage your guests and drive bookings - just as long as you're doing it right.

Email Marketing 40

Email Marketing Market Marketing 40

eTourism

FEBRUARY 11, 2014

It's happened to all of us. You land on a website ready to purchase. But very quickly, you become confused. How do I navigate the site? Where can I go to see reviews? What steps do I take next to purchase?

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A Sales Guy

FEBRUARY 3, 2014

'The powder was amazing, up to my waist at times. (and yes that’s my pink hat and goggles). I’m back. Skiing in Japan was an amazing experience, but I almost missed it. It took me almost the entire time to “get it”, to get the experience that is skiing in Niseko Japan. I ski Vail 40 plus days a year. Therefore, I had a preconceived notion of what skiing was and should be and it was nothing like Niseko.

Sales 110

Sales Closing 110

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.

Intent