Anthony Cole Training

JUNE 30, 2014

'I don’t know if this has ever happened to you, but occasionally I send out an email without the attachment. What is interesting here is that the sender replies that they didn’t get it, I deny it, go back to my email sent folder to validate that I did it and I sent it out… only to find out that Oops! I did it again. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely.

Sales 198

Sales Sales Tools Closing Business 198

A Sales Guy

JUNE 19, 2014

'I’ve talked about the importance of creativity on this blog a bazillion times. Creativity is the killer differentiator. It’s what separates the average from the bad ass. In many cases being creative however takes guts most people don’t have. Could you do this if you were a flight attendant? A better question, would your company let you do this?

Business 146

Business 146

eTourism

JUNE 3, 2014

Polling is a powerful but often overlooked tool than can help you gather feedback for your resort, build a community, create fresh content and even increase your website traffic.

Resorts 52

Resorts 52

Anthony Cole Training

JUNE 18, 2014

'There are at least 2 schools of thought regarding the types of appointments sales people should set when calling prospects to set an appointment. The first school of thought follows the "mirror test" approach to prospecting - Just put a mirror under their nose, and if they fog the mirror, they are a prospect. Their thinking is this - just get in front of people.

Sales 197

Sales Sales Process Consumer Business 197

Advertiser: ZoomInfo

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B2B

Anthony Cole Training

JUNE 16, 2014

'Prospecting, prospecting, prospecting. I may have shared this story in the past, if so, I apologize. But it''s a very good story. I was in my second year of my insurance career with National Life of Vermont. This event took place at the Cincinnati Association of Life Underwriters Annual Recognition Holiday Dinner. It was held at Western Hills Country Club, here in Cincinnati.

Sales 192

Sales Business Events Services 192

Anthony Cole Training

JUNE 17, 2014

'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.

Sales 185

Sales Hiring Management 185

Anthony Cole Training

JUNE 11, 2014

'A guest blog post by Walt Gerano, Sales Development Expert. Growing up, I remember, just before the 11o’clock news came on, there was a message on the screen that asked the question, “It’s 11 o’clock - do you know where your kids are?” Well, it’s the middle of June and my question is, “Do you know where your business plan is?" Do you know where you stand?

Business 170

Business Sales Revenue 170

Anthony Cole Training

JUNE 3, 2014

'You won’t believe this. I saw an article in the newspaper a few years ago about a job posting for the head football coach at Duke University. Nowhere in the job description did it say anything about winning games. Nowhere in job posting #400160742 did it say that the most important task was making Duke a winning football team. I have to tell you I was surprised… but not stunned.

Sales 161

Sales Hiring Closing Business 161

Anthony Cole Training

JUNE 17, 2014

'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.

Sales 136

Sales Hiring Management 136

A Sales Guy

JUNE 3, 2014

'There is an old adage that says; people don’t buy products or services, they buy you. I call bull s**t. People buy solutions, fixes and opportunities. People buy change, change that makes their world a better place. They don’t buy the people selling. But. With that said, people won’t buy from you if you’re an a **e, dishonest, inconsiderate, unprepared, unknowledgeable, selfish, curt, combative, demeaning, unhelpful, distant, self-absorbed, mean, egotistical, unfocused

Branding 132

Branding Services 132

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

JUNE 30, 2014

'This is a guest post from Mark Roberge, Chief Revenue Officer at Hubspot. Mark has done some amazing things at Hubspot and the data they’ve been gathering on sales and marketing is impressive. This post on email timing is a great example of connecting with prospects. I hope you like it. Break it down Mark – This is an actual email thread I had with the VP of Global Sales Operations at a $10B+ revenue company.

Sales 128

Sales Revenue Closing Operations 128

A Sales Guy

JUNE 15, 2014

'You’ve got to watch this video. Not only is it cute, but this little s**t is persistant. He just keeps coming and coming, not matter what his zoo keepers throw at him. Persistence, determination, grit, stick-tuitiveness, or what ever you want to call it, is at the core of all successful people and sales people, good sales people personify it.

Sales 126

Sales 126

A Sales Guy

JUNE 13, 2014

'Selling is more than the numbers. It’s more than quota. It’s more than pipeline and conversion percentages. Sales is more than dollars that exchange hands. Yet we dedicate crazy amounts of time to these very things. To sell we have to connect with the pain of our buyers. To sell means we’ve connected with the challenges our prospects face.

Pipeline 125

Pipeline Sales Services 125

A Sales Guy

JUNE 8, 2014

'Here at A Sales Guy we’re experiencing the oddest phenomenon. It has caught us completely by surprise and we’re really not sure what to make of it. We’ve been hiring a lot at A Sales Guy, for both our clients and ourselves. When we hire for ourselves, we take a very different tact to find talent. In our job postings we specifically ask applicants NOT send a resume.

Hiring 123

Hiring Sales Operations 123

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Branding

A Sales Guy

JUNE 11, 2014

'It looks like a client of mine is about to lose a big deal. The problem, the sales person has no idea what they are selling and although they made it to the finals on sheer luck and the strength of the features, it’s not looking good. When I say the sales person doesn’t know what they are selling, I mean he doesn’t know why the client needs to buy.

Sales 119

Sales Closing Intent Services 119

A Sales Guy

JUNE 21, 2014

'A client of mine was telling me the other day about the misconception people have of entrepreneurs. He said that people see entrepreneurs as being OK with risk. But, they’re wrong he said. He said being an entrepreneur isn’t being OK with risk, it’s being OK with unpredictability. My client nailed it. I see sales the same way. Putting 50%, 60%, 75%, or even 100% of your income on the line in commission isn’t risky.

Sales 118

Sales Business Management 118

A Sales Guy

JUNE 23, 2014

'It’s the big on site customer meeting coming up. or. It’s the follow up to your last meeting. or. It’s the first meeting since you cold called in. or. It’s any other prospect, customer interaction. You’re meeting with the customer, your investing your time, they are investing theirs, so what’t the goal? What is it you want the customer to do?

Sales 117

Sales Management 117

A Sales Guy

JUNE 1, 2014

'I love speaking engagements. They are a blast and my most recent was no exception. I had the honor of being asked to speak at their first annual Accelerate Conference. If you like Ty Burrell, Collective Soul, Billy Beane and learning how data can transform your revenue generating machine then you would have left this conference happier than a pig in s**t.

Sales 114

Sales Events Revenue 114

Advertiser: ALHI

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Travel

eTourism

JUNE 17, 2014

From social media to blogging and email marketing, there are so many strategies available to improve your resort's online visibility that it's easy to overlook one of the oldest, yet most effective. After all, link building is dead, isn't it?

Email Marketing 52

Email Marketing Resorts Market Marketing 52

eTourism

JUNE 9, 2014

Google+ does not yet command the colossal membership numbers enjoyed by Facebook and Twitter, but thanks to its close integration into many other Google products, the platform is perhaps more crucial to your SEO success than any of the other social networ

Closing 52

Closing Market Marketing 52

eTourism

JUNE 2, 2014

Running a successful online marketing campaign is pretty demanding. Most of us are juggling multiple social media accounts, scheduling new content, creating email campaigns, optimising for Google, constantly analysing datathe list goes on.

Market 52

Market Marketing Online Marketing Hotel Marketing 52

eTourism

JUNE 17, 2014

There's no doubt about it: if you want to climb the search results, capture valuable relevant traffic and send it to your resort's website, you have a lot of work to put in.

Resorts 52

Resorts 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

JUNE 11, 2014

Email remains one of the very best ways to reach your guests online. But that's only if you're reaching people that actually want to hear from you.

Email Marketing 52

Email Marketing Market Marketing Online Marketing 52

eTourism

JUNE 10, 2014

Up until now you've probably been investing most of your resort's social media energy and resources into building your fan base on Facebook.

Resorts 52

Resorts 52

eTourism

JUNE 16, 2014

The abundance of analytics tools available online have made it easier than ever to measure the impact of content campaigns.

Market 52

Market Marketing 52

eTourism

JUNE 23, 2014

Are you doing everything you can to maximise your social media marketing efforts or merely covering the basics?

Market 52

Market Marketing 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

JUNE 24, 2014

Email opens on mobile devices have soared from just 11% in 2011, to a steady 45% of all email opens in 2014.

Email Marketing 52

Email Marketing Market Marketing 52

eTourism

JUNE 23, 2014

Do you know which page gets viewed the most on the average website? Yep, you guessed it it's the homepage.

52

52

eTourism

JUNE 3, 2014

Optimal content length is something which has always been hotly debated among online marketers.

Online Marketing 40

Online Marketing Market Marketing 40

A Sales Guy

JUNE 29, 2014

'Hiring is a skill. It’s a skill that you as a hiring manager better get good at, because those who can hire the best sales people win. The single biggest differentiator in sales teams isn’t the product, or the strategy, or the market. It’s the sales people hired to go execute and if you and your organization don’t know how to hire the best of the best, you’re gonna lose.

Hiring 123

Hiring Sales Sales Leadership Closing 123

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