Anthony Cole Training
JANUARY 19, 2015
'Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long. Not consistent in our prospecting. Chasing too many of the wrong deals.
ConversionXL
JANUARY 7, 2015
'If you’ve looked at enough SaaS websites, you’ve probably noticed a bit of a theme: home pages designed to act as landing pages. They have minimal top navigation. Or in some cases, they have none at all. Their intent is to get their visitors to take a very specific action – usually sign up for a free trial of a service. For conversion purposes, they can be a dream come true.
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A Sales Guy
JANUARY 22, 2015
'How’s that title make you feel? Are you feeling a little minimized? I get it. Saying you’re not an employee can sting a little, but why play games, why pretend? As much as we like to think we’re an employee, that should be cared for and respected; we are the product before we are anything else. Here’s why? It breaks down like this.
Closing Bigger
JANUARY 14, 2015
'A big thanks to the BMO Financial Group for inviting me to speak at your business development conference. LinkedIn as I mentioned is not a strategy, it’s a great tool IF you have the right processes and disciplines in place. The key components of a great LinkedIn in strategy includes: Having a complete profile with a current professional looking picture.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Understanding the Sales Force
JANUARY 9, 2015
'Copyright: 123RF Stock Photo. Another game changer? After so many in the last 5 years? It''s coming - no doubt about it. I''ll give you the background and tell you why this incredible tool will be the one to super charge your sales.
Engage Selling
JANUARY 6, 2015
'Is it possible to sell without uttering a single word? It might be easier than you think. In sales, you must be in tune with appropriate nonverbal communication. Salespeople often lose sales based on their inability to master their nonverbal communication. And, if first impressions are everything, you may even be able to increase your chances […].
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JANUARY 4, 2015
'There are many, many, many lists of conversion optimization best practices. Some are sacrosanct: Sliders distract – you should get rid of them. Everything needs to be shorter – cut stuff out. Just make the button bigger ! These practices often come from broad trends observed over many experiments and they highlight what usually and typically works.
A Sales Guy
JANUARY 2, 2015
'If you’re like most people, you’ve set goals for 2015. And if you haven’t set any, your boss, your company, somebody set some for you. If you have a job of any significance, you have 2015 goals. I know all sales people do. And if we don’t have work goals, many of us have personal goals, you know like losing weight. But there is a problem with goals.
Partners in Excellence
JANUARY 21, 2015
'I’m constantly amazed at the fear that strikes at the hearts of sales people with the mention of the word, “Prospecting.” While it doesn’t strike fear into my heart, it’s still something a don’t like to do (though there are ways to make it more enjoyable). It’s also interesting to hear all the reasons and excuses sales people dream up to avoid prospecting, “I have a proposal that’s due, I have a meeting on this deal, I’m busy preppin
Understanding the Sales Force
JANUARY 26, 2015
'Most salespeople don''t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level. So imagine my surprise when a salesperson sent along his lessons learned from a session on closing deals and included this.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Engage Selling
JANUARY 20, 2015
'Be honest…how prepared are you for every sales call, presentation and meeting? Do you have a “general idea” of the topics you would like to cover, or do you have a detailed strategy, on paper, that outlines exactly what needs to be discussed?Have you run through everything that could go right and wrong and developed […].
Anthony Cole Training
JANUARY 27, 2015
'WIT = Whatever It Takes! Successful selling is a WIT profession. Now, before you get sideways, I want you to assume that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and ca
ConversionXL
JANUARY 22, 2015
'AB testing is supposed to be straightforward and extremely transparent. It should be so easy to see the ROI – especially when compared to opaque stuff like SEO. But is it really so transparent as we’d like to think? There are some uncomfortable questions about transparency, but we can answer them. In this post I’ll address five “uncomfortable questions” along with comments from fellow optimizers. 1.
A Sales Guy
JANUARY 7, 2015
'you don’t give a s**t! A client of mine said something the other day that stuck with me. She looked at her team after they had been demonstrating “lazy” behavior, as few of them had been doing what they needed to do, and she said,”No one here is lazy. There is no such thing as ‘lazy.’ It’s that you just don’t care enough, don’t see enough value or you’re not prioritizing things correctly, and that’s why stuff isn’t getting
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Partners in Excellence
JANUARY 20, 2015
'Recently, I’ve been involved in a number of heated discussions on micromanagement and attention to detail. Often, at a superficial level, they look the same, but in reality they are very different. Attention to detail is critical both to individual contributors and managers. Micromanagement is a waste of everyone’s time–the individual contributor and the manager.
Understanding the Sales Force
JANUARY 16, 2015
'I love finding cool new apps for my iPad and I''m always looking for the next great weather app. I recently downloaded eWeather HD and as I poked around, I found something I had never seen before and it has a huge tie-in to sales management, the pipeline, and accurate forecasts!
Engage Selling
JANUARY 27, 2015
'A funny thing happens as salespeople become more and more experienced with their company or product. They also become less and less effective. Yes, you read that correctly. Salespeople often becomes less effective with the more experience that they gain. At first glance, it would seem that the exact opposite should be true. Yet, it […].
Anthony Cole Training
JANUARY 5, 2015
'So, I was talking to my sister-in-law, Jeni, and she was telling us a story about when she went to Macy’s department store and a cicada flew up her skirt. She immediately jumped out of her chair and began wildly jumping and flapping her skirt up and down to get the cicada out of her dress. And …get this… she STILL got the sale! Hello, this is Tony Cole, President of Anthony Cole Training Group and welcome to the first ever, Tony Cole Unplugged.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
ConversionXL
JANUARY 28, 2015
'You should split test the headline first! Bollocks. The images! What a load of crap. That’s the kind of advice most articles out there would give you. The truth is that answering “what to test first” is like answering “how much does a car cost?” – it depends. Eventually you should test everything that you have traffic for, but since you can’t start everywhere at once, you need to prioritize.
A Sales Guy
JANUARY 26, 2015
'There is no question selling is both art and science. Like most things where art and science collide, science gets all the attention. Why? Science is measurable. It’s data-driven. We can touch and feel the science of sales. It’s black and white and as humans, we love that s**t. How many times have we heard the phrase; “If it can’t be measured it doesn’t count?
Partners in Excellence
JANUARY 19, 2015
'Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle And Selling. He had written a similar post [See Here]. His post reminded me of something too many sales people overlook in their sales strategies. Buyers Get Smarter Through The Buying Cycle. If we are doing our job engaging with the customer, we are teaching them–helping them understand new approaches to achieving their goals and getting them all hot and lathered to change.
Understanding the Sales Force
JANUARY 5, 2015
'Copyright: 123RF Stock Photo. Happy New Year everyone. I hope you had an opportunity to recharge, review and look ahead. During the break, in addition to spending quality time with my family, I listened to music, read four books, we watched some movies together, went to 3 shows, and saw "Unbroken." The common thread among concerts, books, shows and movies is whether or not they are memorable.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Engage Selling
JANUARY 9, 2015
'Get your very own copy of Nonstop Sales Boom and learn the sales strategies that will get you real results.
Anthony Cole Training
JANUARY 13, 2015
'The Free Dictionary: fail. (f?l) v. failed , fail·ing , fails v.intr. 1. To prove deficient or lacking; perform ineffectively or inadequately: failed to fulfill their promises; failed in their attempt to reach the summit. Why are the people that you hire, train, coach, pay and invest in, failing to perform at levels that are less than expected? Generally, when you hire someone, fold them into your organization or acquire a team of sales people, what you think you are getting is: People that hav
ConversionXL
JANUARY 13, 2015
'One of the great truths that people ignore when it comes to optimization is that you can fail with any tool. It’s only when you are trying to succeed that differences in tools really matter. Once you’ve established the right mindset for a successful program you are still going to need a number of tools to enable you to test and to get value from your actions.
A Sales Guy
JANUARY 12, 2015
'Do you seriously believe you can exceed 200% of quota? Do you seriously believe you can be the CEO? Do you seriously believe you can get into that account? Do you seriously believe you can raise 100 million dollars? Do you seriously believe you can get a job with Warren Buffet? Do you seriously believe you can have your bosses job in a year? Do you seriously believe your idea can change everything for your company?
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Partners in Excellence
JANUARY 27, 2015
'I’ve been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening too each other and each reinforcing the others’ positions. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up hi
Understanding the Sales Force
JANUARY 28, 2015
'As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. Wishing to be prepared, I went to Staples the day before the storm and purchased every last one of the small devices that recharge phones and tablets. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.
Engage Selling
JANUARY 30, 2015
'If you find yourself needing to talk about the competition, talk about them the right way. I provide some useful insights in this video sales tip. Nonstop Sales Boom is your guide to perpetual sales growth in 2015. Get your copy today!
Anthony Cole Training
JANUARY 12, 2015
'Some of your sales people are selling as expected… and some of them are not. If we buy into the theories of Italian economist, Pareto, then we buy into the concept/ idea that 80 percent of the wealth is owned/managed/held by 20% of the people. Occasionally, someone (me) writes about this principal as it applies to selling and sales teams. My purpose over the next several blog posts will be to answer the question: Why Are Your Sales People Not Selling As Expected.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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