Anthony Cole Training
OCTOBER 29, 2019
In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar. As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales.
Anthony Iannarino
OCTOBER 5, 2019
You have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you neglect prospecting and creating new opportunities. You may not pay the penalty for having not prospected until some time in the future, but eventually, know for sure that you will indeed pay.
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A Sales Guy
OCTOBER 29, 2019
Lucid Chart and A Sales Guy teamed up to help layout the Gap Selling process and make it easier to leverage with your sales team. Using their amazing tool, it’ even easier to understand and align your sales process to a gap selling, problem-centric sales process. We used the process of buying a car as an example because it’s something everyone can relate to.
Travel Media Group
OCTOBER 30, 2019
In this episode of the Suite Spot, we dedicate our time to helping hoteliers navigate through major changes and transitions that happen at their properties. Host Ryan Embree is joined by Client Success & Operations Manager Edwin Pomales to discuss overcoming 5 major challenges that most hotels face at one time or another. From planned changes like renovations and flag transitions to unexpected changes like employee turnover and natural disasters, Ryan and Edwin cover it all.
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
Trivago
OCTOBER 29, 2019
The festive season is the busiest time of the year for most of the hoteliers around the world. Firstly, countless hotel marketing campaigns get launched every year, making the competition high. Secondly, the guests are the most prone to splurging on a premium stay experience, making it the perfect opportunity for the businesses to cash [.] The post ‘Tis the Season to Start Marketing Your Hotel for the Holidays appeared first on trivago Business Blog.
Nuvho
OCTOBER 28, 2019
There’s no doubt about it. When it comes to sales, the fortune is in the follow-up. We can invite heaps of people to our hotel or venue for site inspections or famils. We can farm out proposals left, right and centre. But when it comes to closing the sale and confirming the business, follow-up is often the key. But often follow-up calls can be seen as too aggressive or spammy.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Iannarino
OCTOBER 13, 2019
Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter in sales stems from the book, The Challenger Sale. But were you to ask the authors, they would tell you that “challengers” had the second-highest score on relationships, and it was just a smidge behind “challenging.
eTourism
OCTOBER 21, 2019
Since the end of September, Facebook in Australia has seen a notable adjustment in which the number of likes, reaction emojis and video views is hidden from the public - only visible now by the original poster of the content.
Travel Media Group
OCTOBER 16, 2019
In this episode of Suite Spot, Ryan Embree discusses the importance of user-generated content in the hotel industry. Ryan shares where to locate user-generated content about your hotel online and how to leverage that information to better your business. He provides best practices on how to find issues shared in user-generated content like reviews and social media posts, and tips on how to fix the issues.
MBA Hotels
OCTOBER 15, 2019
Everyon e agrees: the hotel industry growth is slowing, but this does not mean a downturn, at least not imminently. Occupancy remains high overall, though around zero growth nationally. Average daily rate is the main driver of revenue per available room (RevPAR) growth. Nationally, demand and supply are on par, about 2% growth each. STR forecasts RevPAR growth to be about 1.1% in 2020. [ STR RevPAR Forecast ] Slow and steady revenue growth is keeping the industry optimistic, but it’s the prof
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
Experience Hotel
OCTOBER 8, 2019
Chers hôteliers, Il y a 3 ans, Experience a publié le top 20 des meilleurs services à fournir dans votre hôtel, qui plait aujourd’hui encore beaucoup. Mais nous sommes aujourd’hui dans l’ère de l’hyper personnalisation. Rester impersonnel n’est plus pertinent ; et une mise à jour s’impose. Les clients veulent plus que jamais recevoir des services conformes à leurs besoins et à leurs attentes.
Anthony Cole Training
OCTOBER 25, 2019
In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.
Anthony Iannarino
OCTOBER 11, 2019
The statistics on employee engagement are not good. They often show that a large part of the workforce as actively disengaged, and many passively seeking a new opportunity. Much of what people write about employee engagement puts the onus on the employee, an unfair assessment, even when considering the negative social media filter bubbles and a general increasing sense of nihilism in our post-modern culture.
eTourism
OCTOBER 7, 2019
Early this year, Google officially stopped access to Website Translator - a valuable tool that allowed free content translation in a variety of languages.
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Travel Media Group
OCTOBER 2, 2019
In this episode of the Suite Spot, we help hoteliers prepare their properties for the slow season by discussing the best ways to optimize their hotel’s social media profiles. Kelly Albritton, Senior Product Analyst, joins host Ryan Embree to share insights from her experience working in Travel Media Group’s social media department. Ryan and Kelly cover important topics in this episode, from setting up automated messages on your social media accounts to leveraging social media ads to target new g
MBA Hotels
OCTOBER 31, 2019
Current interest rates are at historic lows. Yesterday, the Federal Reserve cut the Prime rate to 4.75% and the 10-Year Treasury has been hovering around 1.7% to 1.8%. However, The Fed has indicated that it will pause any further rate cuts in the near term. Meanwhile, hotel values are strong, and hotel lenders are offering very competitive terms. CMBS loans offer numerous advantages to hotel borrowers; such as the ability to fix a low interest rate for a 5, 7, or 10-year term.
Experience Hotel
OCTOBER 28, 2019
Cher hôtelier, Aujourd’hui je donne la parole à Connor Neeson avec qui j’ai la chance de collaborer au quotidien sur l’exportation de notre CRM Expérience au Royaume-Uni : « Mon parcours dans les ventes flash d’hôtels a débuté en 2011 chez Groupon, quelques années après la crise financière de 2009, pour s’achever en 2017 chez Travelzoo.
Anthony Cole Training
OCTOBER 22, 2019
In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.
Advertiser: ALHI
Escape into a world of luxury and dive into the future of tech, fun takes on the American pastime, and many inspirational individuals. With engaging reports on fashion, food, travel, finance, sports, and more, download now and enjoy the read!
Anthony Iannarino
OCTOBER 14, 2019
One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. Not To-Dos. It is not crossing off tasks off a to-do list. No matter how many tasks you complete during a given day, you still may not have been productive with your time. You might have cleaned your desk and cleaned up the files on your desktop before you started work.
A Sales Guy
OCTOBER 3, 2019
KEENAN LIVE kicks off today. I’m pretty excited, it’s going to be dope. KEENAN LIVE is going to be a live series dedicated to the interesting, the rebellious and the successful. I will be having conversations with some of the most unique, interesting and successful people, some you may know, others you may not, but they all have in common is a kick-ass story.
Anthony Cole Training
OCTOBER 1, 2019
In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.
Anthony Iannarino
OCTOBER 6, 2019
Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about t heir company and how their product might help the client. I am always struck by the fact that salespeople still believe people want to buy a drill when the truth is that they want to buy what the drill produces.
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.
Anthony Iannarino
OCTOBER 8, 2019
There are more ways to get a demo wrong than there are ways to make it compelling and useful. If what you sell requires you demo for your prospective clients, the following eight laws will allow you to rule your demo—and improve your odds of winning. A Demo is a Sales Call. The first—and most important—law when giving a demo is to operate as if it is a sales call (because it is a sales call).
Anthony Iannarino
OCTOBER 5, 2019
Many people leave a job believing they will be leaving their problems only to find the same challenges somewhere else. When this isn’t true, the person who goes because they think it will be easier to work somewhere else is often surprised to find different—but equally difficult—circumstances. It’s easy to believe that things are better across the street, and sometimes that turns out to be accurate, but it’s not often the case.
Anthony Iannarino
OCTOBER 12, 2019
The short answer to how to become a lifelong learner is never to stop learning. The question is valuable enough to deserve a more extended explanation and practical advice on the specifics. Shore Up Your Weaknesses. If you are going to spend time learning, you may want to focus your effort on areas where you are weak. Many people will tell you not to worry about your weaknesses and to focus on your strengths.
Anthony Iannarino
OCTOBER 15, 2019
Your dream client is going to ask you about your price. More specifically, they are going to ask you if you can lower your price, even though they may use words like, “Can you do something for me?” or “You need to sharpen your pencil !” Your future client is responsible to their company by ensuring they get the best deal possible, and you are accountable to your client for ensuring they make an investment large enough to ensure they receive the new and better results they need.
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.
Anthony Iannarino
OCTOBER 2, 2019
Your results begin in your mind. What you believe impacts the choices you make, positive or negative. If you hold unhealthy beliefs , beliefs that conflict with reality, you will not produce the results you want. In a contest between your beliefs and reality, reality remains undefeated. The following unhealthy beliefs about your prospects and clients will cause you no end of problems.
Anthony Iannarino
OCTOBER 18, 2019
Big goals are magic. Little goals, when they are not milestones on the way to big goals, are something less than magic. While they may not be completely impotent, they lack the power of big goals. There is a magic power in goals so big they scare you. The Problem with Small Goals. A small goal doesn’t require you to transform. It doesn’t possess the power to cause you to take massive action.
Anthony Iannarino
OCTOBER 25, 2019
For as long as anyone can remember, salespeople have suggested that the very best way to acquire a new client was through a warm referral from an existing client. The salespeople who would tell you they prefer referrals would also tell you that they would prefer not to make cold calls (a call to someone who is not expecting your call). If you pay attention, you will notice that many of the people who resist making cold calls also don’t ask for referrals either.
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.
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