Anthony Cole Training

FEBRUARY 9, 2015

After years of assessing sales people in all types of industries involved in all kinds of B2B sales with the worlds #1 sales assessment (Objective Management Group Sales Evaluation) I believe I know that the makeup is for someone that can execute what Susan Scott calls ''Fierce Conversations''. Consultative sellers - listens AND understands.

Management Consulting 178

Management Consulting Sales Consult Account management 178

Hubspot

OCTOBER 6, 2021

Either way, you might have heard the term "independent consultant" kicked around and wondered whether or not this career move is for you. Independent consultants can work in any field, using their backgrounds and considerable know-how to shed light on any gaps or deficiencies in a company's operations.

Consult 73

Consult Niche Legal Clients 73

Anthony Cole Training

JUNE 28, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Many times in the last 16 years of sales training and sales management consulting, Ive heard sales managers and sales people, in role play situations, say: "I think". Comments have been closed for this article. Tonys Top Ten. Alltop.com.

Objectives and Key Results 178

Objectives and Key Results Drivers/motivators Sales Up-sell 178

Anthony Cole Training

SEPTEMBER 8, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Once again, we are focused on selling and building a successful sales / sales management consulting practice. As sales managers, you will be faced with obstacles and challenges to your responsibilities for building a successful sales organization.

Objectives and Key Results 183

Objectives and Key Results Sales Drivers/motivators Hospitality 183

Partners in Excellence

JANUARY 13, 2022

It’s great that EXCELLENC values management consulting. I was reading news that there is a deadline for nominations and that it’s closing soon. I’m David, Sales Consultant, at [Name Withheld] Digital Marketing. We’re inviting people who share similar backgrounds to an exclusive session below.

Sell 97

Sell Management Consulting Consult Represent 97

Anthony Cole Training

FEBRUARY 24, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Ive been in the sales coaching and sales management consulting business now for 19 years. Closing ratio. Not executing a consultative approach. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies I.

Objectives and Key Results 150

Objectives and Key Results Cross-sell Drivers/motivators Sales 150

Anthony Cole Training

FEBRUARY 9, 2015

Certainly, if your team already consisted of the right combination of challenger, farmer, hunter, account manager, consultative seller, then you wouldn''t be reading this article or series. Consultative sellers who listen AND understand. Will find a way to close. Someone that makes decisions. Won''t accept put-offs.

Management Consulting 120

Management Consulting Sales Consult Account management 120

SalesBlog!

APRIL 5, 2022

Consultative selling has been around for quite a while. Consultative selling can be broken down into a couple of components easily: 1.) You’re a consultant. ” The interesting thing here was that I had helped close a large deal with him that we won on selling a solution. The post Are You Consultative Selling?

Consult 52

Consult Sell Presentation Clients 52

Anthony Cole Training

JULY 20, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). As a sales and sales management consultant, I am constantly reading so that I can provide fresh information, perspectives and insights to the art and science of sales and selling. Comments have been closed for this article. Tonys Top Ten.

Objectives and Key Results 135

Objectives and Key Results Sales Drivers/motivators Up-sell 135

Sales Pop!

OCTOBER 14, 2021

We quoted renowned management consultant and author Peter Drucker in our last article: “You can’t manage what you can’t measure.” You next need to figure out what opportunities need to exist in your pipeline so that each sales rep can close $10,000 weekly. Now figure your conversion rate.

Pipeline 130

Pipeline CRM Appointment Strategize 130

Score More Sales

MAY 21, 2013

He has an MBA from Harvard and a BA in philosophy from Columbia, and spent 20 years in management consulting. In addition to the three books, he has published articles in Harvard Business Review, Commercial Lending Review, Directorship Magazine, Management Consulting Review, American Lawyer, and a number of other publications.

Trust 94

Trust B2B Sell Consult 94

Women Sales Pros

AUGUST 9, 2019

Pete had just returned from an appointment where the purpose was to close a $100K deal. My client sold high-end management consulting and advisory services, which often get put into the nice-to-have, no-deadlines bucket. A few years ago, I was talking to a successful colleague who also is in the sales training business.

Appointment 90

Appointment Consult Management Consulting Up-sell 90

Sales Hacker

MAY 6, 2021

As an ex-VP sales and current CRO, the debate between CRO and VP sales responsibilities is very near and dear to me, so I thought I’d publish my experience with the debate as well as what I’ve seen while consulting for companies ranging from series A through to series D and later. The VP of Sales. Staying in their lane.

B2C 118

B2C Pipeline SQL Strategize 118

Partners in Excellence

APRIL 10, 2014

They were managing very complex deals, closing multi million dollar solutions. Selling general management consulting services is very complex. In the mid 90′s, I had the privilege of doing some work with the Digital Equipment Corporation/Compaq inside sales teams. I look at the experience within our own company.

Inside sales 122

Inside sales Product Sales Account management 122

Martech

FEBRUARY 6, 2024

The specific date will vary, of course, according to your location and what you count as the beginning of lockdown, but for me, in New York City, it all started around the time the museums, libraries, restaurants and bars closed. That was around mid-March 2020.

B2B 117

B2B Advertising/ Marketing Negotiate Management Consulting 117

Search Engine Land

MARCH 8, 2023

Misalignment with the wider strategy 17% of marketers reported that their team was not closely aligned with the company’s overall strategy, according to a HubSpot survey. To ensure that SEO is seen as a critical part of the business, focus on creating reports closely aligned with the overall business strategy.

Objectives and Key Results 83

Objectives and Key Results CTR Consult Presentation 83

Anthony Cole Training

DECEMBER 5, 2019

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Product 147

Product Pipeline Sales Closing 147

Openview

APRIL 3, 2018

Or, maybe you sit at the opposite end of the spectrum and only want to close a few key customers off of an approved target list to ensure your services team can properly deploy and implement those large customers. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other. You’ve heard of Pareto’s Law?

Commission 81

Commission Account management Quota Sales 81

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Cindy Littlefield – Senior Consultant at Bridge Group | Officer AA-ISP.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Partners in Excellence

MARCH 17, 2024

Later, I grew professionally in management consulting services where consultants are progressively called to contribute to sales efforts. ” Until things began to change, and I started to get to know sales more closely. If being a salesperson is being the opposite of what I am, then, of course, it scared me a lot.

Sell 77

Sell Consult Management Consulting Clients 77

SaaStr

OCTOBER 26, 2023

Greenhouse over-indexes on knowledge workers like management consultants, finance companies, advertising, marketing, and other companies with similar talent characteristics of a tech company. Texas Pacific Group bought investors out for close to a billion dollars all in. But TechCrunch doesn’t represent the entire world.

Pitch 109

Pitch Manufacturing Finance Management Consulting 109

SalesPop

MARCH 25, 2021

If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Perhaps more pertinent is a quote from Austrian management consultant and author Peter Drucker, who said, “The purpose of business is to create and keep a customer.”

Account management 98

Account management Customers Pipeline Trust 98

Heinz Marketing

DECEMBER 6, 2018

Caroline honed her expertise in digital marketing and e-commerce at leading retailers including Fab.com, Ralph Lauren and Collective Brands, and as a Management Consultant at McKinsey & Company in New York working with fortune 500 retailers and global financial institutions. What’s your best time-saving shortcut or lifehack?

E-commerce 66

E-commerce Retail Management Consulting Consult 66

Hubspot

AUGUST 5, 2014

My Mom (Gillian) opened a marketing consultancy in 1980, helping small, local businesses in the Seattle area with things like business cards, logos, letterheads, yellow pages ads, and the like. I focused on getting a job in either management consulting or investment banking. Rand Fishkin. Founder, Moz. Mark Traphagen.

Consult 78

Consult Start-ups Non-Profits Education 78

Heinz Marketing

JUNE 22, 2020

We’re coming up on… I know we’ve had at least 200 episodes, I think we’re getting close to 225 now. And part of this for me is because I came from, running a management consulting firm, and years of management consulting and executive development, teams within larger organizations also have a brand.

Pipeline 64

Pipeline Management Consulting Sales Consult 64

Hubspot

OCTOBER 4, 2013

If you can''t pull it off, scan your email for two minutes to look for genuinely urgent notes and then close it for the remainder of the morning in favor of some more creative or productive work. So, if you only do one thing after reading this post, try email-free mornings for a week. This can certainly be avoided, though.

Technique 78

Technique Product Meeting Appointment 78

SalesLoft

JUNE 3, 2019

And I didn’t even know I was selling it, but I did know when I had to close it. They talk about what it’s like to be a services business… here’s how we help other management consultants or they reference something that they’ve seen. Trish: The first thing I ever remember selling was me.

Conversion 81

Conversion Real Estate Cross-sell Sales 81

SBI

APRIL 2, 2019

We’ve been working very closely with sales and sales enablement teams,” explains Joseph Fung, Co-Founder and CEO at Kiite. Sales teams face unique challenges in accessing the knowledge required to effectively interact with buyers,” says Hilmon Sorey, managing director at ClozeLoop , a sales management consulting firm based in San Francisco.

Territory 36

Territory Sales Management Consulting Gaming 36

Heinz Marketing

JULY 30, 2018

That was kind of imbibed into my DNA and as I went through my journey of management consulting, I finally then landed into software marketing and I felt that this is it. I always, even early in my life, I did some theater and I always loved his concept of storytelling.

Pipeline 43

Pipeline Mechanical Engineering B2C Cross-sell 43

Veloxy

FEBRUARY 15, 2022

As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Today’s field salesperson has responded by evolving their reputation from a door-to-door salesman to a value-added consultant. Carlin Wong, Management Consultant at Outstand.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Hubspot

FEBRUARY 8, 2018

Of those meetings, you typically close three deals. If you booked 15 meetings instead, you could close four or five additional deals. Management Consulting: 40%. What is the average email open rate for management consulting companies? With a few changes, you increase to 30%. Let’s do some quick math.

Real Estate 101

Real Estate Hospitality Non-Profits Government 101

Sales Hacker

MARCH 2, 2020

Pitching and Closing. The Perfect Close. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. Smart Calling. Simplified.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

FEBRUARY 4, 2019

He’s an award-winning author and a top performing sales leader, speaker and management consultant. He’s Carson Heady, author of the Birth of a Salesman series, which details the art of sales from interviewing, through preparation pitching, closing and advancing your career. Today’s guest is a very special guest.

Up-sell 89

Up-sell Sales Follow-up Prospecting 89

SaaStr

JUNE 4, 2019

Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. When I’ve had the budgets, I have gone with a pricing agency or pricing consulting firm rather and done the research with them.

Customers 90

Customers Price Launch Growth 90

SaaStr

OCTOBER 4, 2019

Ep 271: Gillian Heltai oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. I come from management consulting and I worked with large companies for quite a few years. We close tens of businesses on a daily basis. And what was that aha moment?

Start-ups 55

Start-ups Finance Price Engineering 55

Sales Hacker

FEBRUARY 25, 2025

Having started my career in consulting, it was about going into different industries, solving different problems. Are they close to their customers? Is there even a pipeline to be closed? So here is how I would do it without the outside consultants and if I were a smaller business. It’s kind of a common theme.

GTM 77

GTM X-functional Objectives and Key Results Start-ups 77