Anthony Cole Training

AUGUST 27, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Best Sales Questions to Close More Sales. Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success?

Closing 157

Closing Objectives and Key Results Sales Drivers/motivators 157

Partners in Excellence

APRIL 13, 2014

Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on is about price. Win-win is critical in negotiation.

Negotiate 118

Negotiate Price Up-sell Represent 118

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

Negotiate 98

Negotiate Sales Contract Price 98

Salesforce

MAY 29, 2025

Were in the midst of a digital agent revolution where AI is no longer just supporting tasks, but actively driving business processes, from handling service requests to closing complex B2B sales deals. Yet most existing benchmarks including early efforts like CRMArena focus primarily on single-turn, B2C, and customer service scenarios.

B2C 95

B2C CRM B2B Negotiate 95

Sales Pop!

NOVEMBER 5, 2021

There was Microsoft and, representing one of the large European data centers, I flew to their Dublin site and toured their enormous data center. But Microsoft was a closed system, and I have recounted numerous times throughout my books and articles how, at the time, I was a very vocal advocate of open source. It was quite impressive.

Pipeline 246

Pipeline CRM Territory Contract 246

Sales Pop!

AUGUST 20, 2021

Within a CRM, a pipeline represents a sales or other type of process. Then there might be some kind of negotiation or due diligence on either or both sides, then the closing. Pipeliner CRM was the first CRM to enable multiple pipelines within CRM. This is the person who helps create processes and adapts them to pipelines.

Pipeline 239

Pipeline CRM Negotiate Follow-up 239

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. Length of Negotiation: 1 Month.

Niche 111

Niche Closing Process Government 111

SaaStr

APRIL 28, 2025

AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process. The AI knows every product detail, never oversells, tailors recommendations to company size, and can instantly close simple deals.

Negotiate 93

Negotiate Contract E-commerce Price 93

Anthony Cole Training

SEPTEMBER 4, 2014

54% through the book (Location 3908 vs. page number), I read the following regarding negotiations between Mulally and the UAW union negotiator, Ron Gettelfinger: “Like everything else, labor relations were all about teamwork for Mulally. American Icon opened up right where I left off. Great stuff, this technology thing.

Teamwork 181

Teamwork Negotiate Sales Follow-up 181

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tags: closing sales. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies I.

Objectives and Key Results 193

Objectives and Key Results Drivers/motivators Sales Up-sell 193

Anthony Cole Training

JANUARY 16, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). But, then it is time for the sales manager to coach the sales person and what happened in class is lost and closed ended questions are what get asked. Tonys Top Ten.

Objectives and Key Results 209

Objectives and Key Results Drivers/motivators Sales Up-sell 209

Anthony Cole Training

APRIL 11, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). That one thing being that I have moved to the right of the bell curve representing the age demographics of the group. Comments have been closed for this article.

Objectives and Key Results 215

Objectives and Key Results Drivers/motivators Sales Represent 215

Hubspot

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. Well, let’s face it, deals closed on December 31st carry more weight than deals closed on January second. The problem stems from salespeople using the same strategies to close business in December that they use to close business in July.

Closing 101

Closing Legal Finance Negotiate 101

Anthony Cole Training

FEBRUARY 6, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). We recommend using the journal tool and there are other ways that you can get close to your team with daily conversations and email. Tonys Top Ten. Alltop.com.

Objectives and Key Results 215

Objectives and Key Results Drivers/motivators Sales Up-sell 215

Anthony Cole Training

FEBRUARY 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 211

Objectives and Key Results Sales Drivers/motivators Up-sell 211

Anthony Cole Training

APRIL 27, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 188

Objectives and Key Results Sales Drivers/motivators Negotiate 188

Anthony Cole Training

DECEMBER 12, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 216

Objectives and Key Results Sales Drivers/motivators Up-sell 216

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). What typically happens is that the pipeline gets depleted because the sales person has been closing business. The business of closing business becomes the primary focus.

Objectives and Key Results 193

Objectives and Key Results Sales Drivers/motivators Prospecting 193

Sales Pop!

NOVEMBER 29, 2023

Public adjusters are licensed professionals who act as advocates for policyholders, representing their interests during the insurance claims process. They work closely with policyholders to ensure that their claims are accurately assessed, damages are properly documented, and settlements reflect the true value of the losses incurred.

Real Estate 147

Real Estate Negotiate Represent Process 147

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Coach your people that closing a sale is like taking a multiple choice test. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Sales and a Fish Story.

Objectives and Key Results 181

Objectives and Key Results Drivers/motivators Sales Closing 181

Anthony Cole Training

APRIL 14, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Sell 198

Sell Objectives and Key Results Drivers/motivators Prospecting 198

Anthony Cole Training

MAY 16, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 198

Objectives and Key Results Drivers/motivators Sales Clients 198

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 181

Objectives and Key Results Drivers/motivators Pipeline Clients 181

Anthony Cole Training

AUGUST 17, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). When you look in the mirror at the end of 2010, can you say that your results as a sales professional represent your highest and best? Tonys Top Ten. Alltop.com.

Objectives and Key Results 183

Objectives and Key Results Drivers/motivators Sales Represent 183

Anthony Cole Training

MARCH 26, 2012

Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. Close - ask for introductions, ask for the business. Do have a plan to achieve those goals. Do inspect your activity and progress towards those goals. Do share your goals with someone that loves and cares about you. Do the work.

Sell 157

Sell Negotiate Represent Up-sell 157

Anthony Cole Training

JANUARY 19, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Practiced the opening and closing over and over. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Objectives and Key Results 191

Objectives and Key Results Drivers/motivators Sales Represent 191

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Sell 193

Sell Objectives and Key Results Sales Drivers/motivators 193

Anthony Cole Training

SEPTEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Close before closing - one of the biggest mistakes made in selling is attempting to close a suspect that really hasnt committed to solving a problem.

Sell 187

Sell Objectives and Key Results Appointment Drivers/motivators 187

Anthony Cole Training

FEBRUARY 14, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). The last time I posted, I asked the question: So why dont sales people set up closing appointments better so that they dont get "think it overs"? Tonys Top Ten.

Objectives and Key Results 181

Objectives and Key Results Presentation Drivers/motivators Up-sell 181

Anthony Cole Training

SEPTEMBER 22, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). It isnt about sales, selling or closing a deal successfully. From my perspective, the standard should always represent your highest and best. Tonys Top Ten.

Objectives and Key Results 183

Objectives and Key Results Sales Drivers/motivators Represent 183

Anthony Cole Training

SEPTEMBER 24, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 188

Objectives and Key Results Sales Drivers/motivators Up-sell 188

Anthony Cole Training

JUNE 29, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). You have to be wisely selfish enough to realize that if you move forward you are wasting your time and the time and resources of the company or companies you represent.

Objectives and Key Results 187

Objectives and Key Results Appointment Sales Drivers/motivators 187

Anthony Cole Training

NOVEMBER 10, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 193

Objectives and Key Results Sales Pipeline Drivers/motivators 193

Anthony Cole Training

OCTOBER 21, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 193

Objectives and Key Results Drivers/motivators Sales Up-sell 193

Anthony Cole Training

DECEMBER 9, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 181

Objectives and Key Results Drivers/motivators Sales Up-sell 181

Anthony Cole Training

APRIL 18, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Sell 188

Sell Objectives and Key Results Drivers/motivators Up-sell 188

Anthony Cole Training

NOVEMBER 15, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Sales Representative (5). Sales Representatives (3). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales Core Competencies I.

Objectives and Key Results 187

Objectives and Key Results Sales Drivers/motivators Up-sell 187