Anthony Cole Training

NOVEMBER 14, 2016

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired:

Education 238

Education Product Sales 238

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. You can see the list here. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related.

Gate keeper 167

Gate keeper Sales Pipeline Up-sell 167

ConversionXL

SEPTEMBER 20, 2016

A Rejoiner study found that over 50% of the cart abandonment emails they send are opened on a device that is different than the one the customer originally abandoned on. A typical situation is a person browsing your site on mobile, perhaps adding items to their cart as a “wishlist”, then never completing their purchase. Wouldn’t it be great if you could email them with the exact items they’d left in their cart, and restore their cart with those items, no matter what device they use when they cl

Trust 131

Trust Sales Retail Conversion 131

Understanding the Sales Force

OCTOBER 11, 2016

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, "How many of the top 7% have you actually met and where are they today?

Drivers/motivators 126

Drivers/motivators Sales 126

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

Hospitality

Partners in Excellence

NOVEMBER 16, 2016

Account Based Marketing/Selling—“Account Based Everything” is all the rage right now. Some very smart colleagues, including Craig Rosenberg and Matt Heinz are real leaders in helping organizations develop and implement their Account Based Marketing Strategies. But despite all that I read, I’m really confused. Perhaps you can set me straight.

Drivers/motivators 124

Drivers/motivators Manufacturing Sell Closing 124

Engage Selling

NOVEMBER 8, 2016

When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to get better. Sales rarely get better by just waiting around.

Sales 116

Sales Up-sell Clients Drivers/motivators 116

Closing Bigger

OCTOBER 28, 2016

Today’s podcast guest is Debra Jason author of Millionaire Marketing on a Shoestring Budget. I met Debra at the Guerrilla Marketing Global Summit last year and have been following her updates and insights ever since. In this interview we talk about low budget yet highly effective approaches to marketing you and your business. Some of the key areas we focus on in the interview with Debra are: Social media marketing.

Sell 106

Sell Sales 106

Hubspot

DECEMBER 28, 2016

Content is used as a valuable marketing tool across all industries. From social media content to long-form evergreen content, marketers constantly write to build awareness and nurture relationships. While the goal of content marketing is clear, many companies forget to track what type of content is actually working. Even powerhouse Microsoft fell into that habit.

B2B 101

B2B Education Lead generation Launch 101

Score More Sales

SEPTEMBER 14, 2016

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It.

Follow-up 97

Follow-up Up-sell Sell Sales 97

Anthony Cole Training

NOVEMBER 2, 2016

Successful sales management requires several contributions:

Sales 204

Sales 204

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.

High impact

Anthony Cole Training

OCTOBER 13, 2016

A Guest Post by Salesloft.com.

B2B 190

B2B Sell 190

Anthony Cole Training

SEPTEMBER 9, 2016

18 years ago this morning. I didn't wake up.

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183

Anthony Cole Training

OCTOBER 20, 2016

In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!

Meeting 177

Meeting Sales 177

Anthony Cole Training

NOVEMBER 9, 2016

When I was a youngster, I used to go hunting with my dad and my older brother, Ray. I never hunted with my younger brother, Michael, until just a few years ago. But Ray, Dad and I spent many weekday evenings and weekends in the woods.

Sales 167

Sales Prospecting 167

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B2B

Anthony Cole Training

OCTOBER 18, 2016

This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.

Sales 167

Sales 167

Anthony Cole Training

SEPTEMBER 15, 2016

I have a question for you: Why does variability exist?

Sales 167

Sales 167

Anthony Cole Training

DECEMBER 8, 2016

So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?

Sales 159

Sales 159

Anthony Cole Training

DECEMBER 2, 2016

As the story goes, Chicken Little gets hit on the head and declares the sky is falling.

Sales 159

Sales 159

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.

Sales

Anthony Cole Training

OCTOBER 26, 2016

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

Closing 159

Closing Sales Prospecting 159

Anthony Cole Training

OCTOBER 6, 2016

“What you can conceive and believe you can achieve.” - Napolean Hill.

Sales 159

Sales 159

Anthony Cole Training

OCTOBER 28, 2016

A guest post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group.

Sales 149

Sales Technique Closing 149

Anthony Cole Training

OCTOBER 3, 2016

Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger. Of the 5 sales management skill sets required - coaching, motivating, recruiting, mentoring and performance management – this last one, performance management, is where the team “scored” the best.

Drivers/motivators 149

Drivers/motivators Sales 149

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.

Sales

Anthony Cole Training

SEPTEMBER 27, 2016

If you’ve followed my blog for any period of time, you know that there are several phrases that I use when discussing sales outcomes, sales management, recruitment and talent development:

Sales 149

Sales 149

Anthony Cole Training

SEPTEMBER 21, 2016

I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management.

Sales 149

Sales 149

Anthony Cole Training

SEPTEMBER 16, 2016

Let’s start with the right people.

Sales 149

Sales 149

Anthony Cole Training

MAY 11, 2016

Why Do So Many of My Salespeople Fail to Perform as Expected?

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147

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Sales

Anthony Cole Training

APRIL 20, 2016

The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.

Sales 147

Sales 147

Anthony Cole Training

SEPTEMBER 28, 2016

Earlier, I stated that eliminating the variability of performance all starts with people, right? And then, I proceeded to tell you that I thought that eliminating variability starts with systems and process. Now, it’s time to talk about people and that means talking about recruiting. Here are the big ideas about recruiting: You don’t have to like it; you just have to do it.

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Sports Gaming Campaign Process 145

Anthony Cole Training

SEPTEMBER 19, 2016

It all starts with people, right?

Sales 145

Sales 145

A Sales Guy

OCTOBER 31, 2016

If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results.

A/B testing 142

A/B testing Sales Contact B2B 142

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.

Product