Anthony Cole Training
FEBRUARY 16, 2015
'Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team.
Closing Bigger
NOVEMBER 12, 2015
Today’s sales funnel and sales process has changed. Sales for many of us is now more about getting buy-in versus pitching our wares. This 15 minute sales and social selling podcast introduces the new sales funnel “The 5 Stages of Consent” and also dives into how content creation is not enough to get noticed – you need to have a thought leadership strategy to truly fill the new sales funnel.
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A Sales Guy
SEPTEMBER 14, 2015
What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.
ConversionXL
NOVEMBER 4, 2015
Understanding what consumers want, what consumers need and why is a crucial part of conversion rate optimization. Earlier this year, BrandShop released the results of the 2015 Digital Consumer Preferences Survey , which revealed in no uncertain terms that consumers want (and need) buying online directly from brands to be easier. Why do consumers, despite the rise of eCommerce, find buying online difficult?
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.
Engage Selling
FEBRUARY 10, 2015
'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. Whether you’re a business owner or part of a company’s sales team, it’s important to keep your finger on the pulse […].
Understanding the Sales Force
FEBRUARY 19, 2015
'Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
OCTOBER 13, 2015
Does your level of sales drive your motivation or does your motivation drive your sales? Yes, it is a chicken or egg type of question. In my mind they drive each other, but in the end I want to close as many sales as possible, so it means my motivation needs to be at […].
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.
Anthony Cole Training
OCTOBER 1, 2015
I’ve not read the book Don’t Sweat The Small Stuff and It’s All Small Stuff by Richard Carlson. It’s a catchy title and I’m sure a good read. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book. But if you are a sales manager responsible for developing your people and for driving sales growth this is awful advice.
Anthony Cole Training
SEPTEMBER 30, 2015
There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!
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.
Anthony Cole Training
FEBRUARY 23, 2015
'A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Who is your competition? That is a question that we ask our clients from time to time and the answer usually comes back in one of two ways: The name of another firm that competes in the same space and/or the same geography.
Anthony Cole Training
MARCH 20, 2015
'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.
Anthony Cole Training
JANUARY 19, 2015
'By Tony Cole, President, Anthony Cole Training Group. One of my favorite expressions is “You are tomorrow what you are planning for today.” My favorite thing to do is accomplish is accomplish goals and I’ve learned over the years that the best way for me to accomplish goals is to plan for them first. Hello, this is Tony Cole, LIVE from WWHQ and welcome to another edition of Tony Cole Unplugged.
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
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
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.
Anthony Cole Training
JUNE 2, 2015
Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.
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
Anthony Cole Training
OCTOBER 20, 2015
There are several things that an effective sales manager must do day in and day out to be successful.
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.
Anthony Cole Training
OCTOBER 7, 2015
One of the problems facing many companies today is getting more from what they have. In a time of economic pressure to manage the profits companies have become very creative in finding solutions to manage the burn rate of their cash. The solution that many, if not most, struggle with is how to get the cash generation rate to meet and exceed the burn rate.
Anthony Cole Training
JUNE 1, 2015
I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.
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: 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
JUNE 23, 2015
For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.
Anthony Cole Training
AUGUST 17, 2015
I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.
Anthony Cole Training
MAY 28, 2015
(**To hear the audio version, click here! ). When I was in high school, I ran track. During my sophomore and junior years, I ran the 1-mile race. Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. During my senior year, I ran the 880-yard event. Not a sprint, not the exhausting 440, but certainly a little more demanding of speed and a good start than what I needed when I ran the mile.
Anthony Cole Training
AUGUST 24, 2015
THE (WO)MAN IN THE ARENA. Excerpt from the speech "Citizenship In A Republic" – Theodore Roosevelt, delivered at the Sorbonne, in Paris, France on 23 April, 1910.
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Anthony Cole Training
FEBRUARY 10, 2015
'To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. If they sell more, they make more money, leverage the comp program or qualify for the "President''s reward" trip.
Anthony Cole Training
JANUARY 12, 2015
'Ok, so where do we begin? Let’s begin with this. We did another video on Laying the Foundations for the 8 Steps to More Effective Closing so that we can close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer. This is Tony Cole LIVE once again from the world-wide headquarters of Anthony Cole Training Group with another issue of Tony UPLUGGED.
Anthony Cole Training
AUGUST 25, 2015
Putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.
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