Anthony Cole Training
OCTOBER 18, 2012
For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. One of the things that makes us just a little different is that we start our engagement with a new client talking, discussing and sharing the pyscholgy and dynamics of the buying and selling engagement. What makes it so hard to qualify or disqualify a new prospect?
A Sales Guy
DECEMBER 15, 2012
I woke up at 4:30 this morning. Unable to go back to sleep, I pulled out my phone and opened up Facebook and this post was the second in my timeline. I have read and seen countless responses to yesterday’s tragedy on TV, in blog posts, news outlets, on Twitter and more. But this one is the best I’ve seen yet and I wanted to share it with this community.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ConversionXL
NOVEMBER 15, 2012
People make snap judgements. It takes only 1/10th of a second to form a first impression about a person, and websites are no different. It takes about 50 milliseconds (that’s 0.05 seconds) for users to form an opinion about your website that determines whether they like your site or not, whether they’ll stay or leave. This number comes from specific studies.
Partners in Excellence
DECEMBER 2, 2012
I’m sorry if I’m starting to sound like a broken record, but I’m getting tired of this statement! Yes, lots of surveys show that customers are engaging sales people later and later in their buying process. There are tremendous resources on the web that provide much information to the customer, enabling them to self educate, get opinions of others, and to narrow their alternatives to a short list.
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
Score More Sales
APRIL 30, 2012
A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems. He was perplexed, frustrated, and in his mind, his career at a new company would be short-lived. We sat down and talked through every sales opportunity he had listed.
Understanding the Sales Force
AUGUST 20, 2012
Understanding the Sales Force by Dave Kurlan I read the Steve Jobs biography and although he was a very talented designer, innovator and inventor, it was clear to everyone who worked with him, and even to Jobs himself at the end of his life, that he was an a **e. A simply horrible human being. Despite his miserable people skills, he was on a mission to design products that would change the world.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
DECEMBER 17, 2012
Are you prepared to succeed today in Sales, Sales Management, Business and Life? As I am asking you that question I am forced to answer it for myself as well. Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. What is required so that we can say we are prepared to succeed?
Anthony Cole Training
JANUARY 16, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
MAY 9, 2012
I started playing tennis seriously or semi-seriously about 18 months ago. When I started I took some lessons, played some mixed doubles and would practice against a ball machine. When I would hit against the ball machine back then about 40 or 50 of the 200+ balls would end up on my side of the net. When I practiced my serve about 33% of the balls I served ended up on my side of the net.
Anthony Cole Training
JUNE 20, 2012
I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. Until I came to the corner of Montgomery and Kemper. This is a very busy intersection. I am in the middle of 5 lanes: 2 left turn lanes, 1 right turn lane and 2 go straight lanes. On the corner where you would turn right there is a man and 2 young people.
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.
Anthony Cole Training
FEBRUARY 6, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period, I delivered, taught and coached the participants on the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and how to execute a more effective selling approach.
Anthony Cole Training
JANUARY 19, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
NOVEMBER 27, 2012
Ernesto Sirolli does a wonderful job of helping us understand that in order to get more of what we want we need to learn to do 3 things: Ask. Shut Up. Listen. It's not a complicated lesson but one that is abused daily by sales manager and sales people that claim to know better. I don't mean to be critical so let me explain. I've been coaching and training sales people for over 20 years now.
Advertisement
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Anthony Cole Training
NOVEMBER 14, 2012
I am reading the blog of Insideview. One of their recent posts is about. This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". The author highlights a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T.
Anthony Cole Training
SEPTEMBER 4, 2012
I played football for 13 years, coached or was part of football for an additional 6 seasons. It defined who I was for a long time and defines many of my beliefs today. I have been coaching sales peoplt to sales success for over 20 years. There are some similarities. One belief I have today is that practice of any skill or performance is essential to gaining a successful outcome.
Anthony Cole Training
JULY 3, 2012
I am currently conducting a poll on Linkedin. I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. Here is the link: Linkedin Poll. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops.
Anthony Cole Training
MARCH 22, 2012
One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Whenever two people come out on the call my first thought is: Which one is the rookie? My other thoughts are: Why are two people here? Why is the manager with the salesperson?
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Anthony Cole Training
OCTOBER 23, 2012
Barbara Nowak - Rowe as a member of the Harvard Business Revue group in Linkedin asked the question: Do you agree that "one that never fails is not trying hard enough"? What do you think about above question? Can we always be right? Isn't failure a necessary price for education and getting better and better? I made the following comment to her question: "I don't believe that it isn't about trying hard enough but rather more about taking enough risk".
Anthony Cole Training
SEPTEMBER 17, 2012
I just read a quote by noted business expert Peter Drucker: "Meetings are by definition a concession to deficient organizations. For one either meets or one works. One cannot do both at the same time. In an ideally designed structure.there would be no meetings. We meet because people holding different jobs have to cooperate to get a specific task done.
Anthony Cole Training
JUNE 6, 2012
I was in Cleveland yesterday meeting with a client. As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.
Anthony Cole Training
JULY 17, 2012
Steven Covey had a significant impact on my life and I'm guessing some of your lives as well. I read his books: 7 Habits of Highly Successful People. 7 Habits of Highly Successful Families. First Things First. Principle Centered Leadership. Speed of Trust. The first one I read was 7 Habits of Highly Effective People. Clearly a landmark book for Steven and a book that changed millions of people.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Anthony Cole Training
NOVEMBER 19, 2012
I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. Do me this is an obvious skill set and is the priority of any other UNLESS you outsource this to a 3rd party OR you have a sales environment where your sales team essentially plays "Catch" - people either calling in or walking in. #2 is Qualifying DNA - if you don't have to worry about prospecting then this by far is the most important skill set to possess. possessing the DNA of quali
Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period I delivered, taught and coached the participants the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and executing to a more effective selling approach.
Anthony Cole Training
JUNE 27, 2012
Commitment to succeed in sales or in life can be defined by a willingness to to everything possible to succeed. Overcoming obstacles, changing your mindset and beliefs, defying all the odds, overcoming everything that life throws at you. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'.
Anthony Cole Training
MARCH 8, 2012
"Men wanted: For hazardous journey, Small wages, better cold, long months of complete darness, Constant danger, safe return doubtful. Honour and recognition in case of success.". This is the alleged ad placed by Ernest Shakleton as he planned to set sail from England on his ship - the Endurance - bound for Antarctica. I've just come back from the annual BISA (Bank Insuracne and Securities Association) conference in Hollywood, Florida.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Anthony Cole Training
SEPTEMBER 10, 2012
I was watching TV one morning last week while getting ready to deliver a 'surgical strike' report to a new client. A surgical strike is a summary of the evaluation we do for organizations to help determine why they get the sales results they get. This in turn helps the company and us determine the correct path to take to improve sales management, sales behaviors, sales skills and eventually sales results.
Anthony Cole Training
APRIL 9, 2012
Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team.
Anthony Cole Training
JUNE 12, 2012
Yes I know it's a bit of a complicated title but I have these SEO (search engine optimization) requirements of putting in sales and or sales sales success in the title and first paragraph. Good, that's out of the way. My good friend Randy Wilhelm sent me to a link to observe a recent talk he gave at a TED conference at Xavier University. Here is the Link - Igniting the Hope of Knowing.
Anthony Cole Training
MARCH 20, 2012
In a recent Forbes Magazine there was an article about the only 3 true interview questions you need to ask. Here is an excerpt of that article: The only three true job interview questions are: 1. Can you do the job? 2. Will you love the job? 3. Can we tolerate working with you? That’s it. Those three. Think back, every question you’ve ever posed to others or had asked of you in a job interview is a subset of a deeper in-depth follow-up to one of these three key questions.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Expert insights. Personalized for you.
222 
Let's personalize your content