Anthony Cole Training

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Sales Coaching and the Value Proposition

Anthony Cole Training

Integral to every sales training and coaching program, we work with organizations to help them write and deliver their phone scripts, value propositions, and elevator pitches. For salespeople and managers, this skill is critical as it often initiates the relationship on the right foot by getting the audience engaged.

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4 Best Practices for Building a Successful Sales Culture

Anthony Cole Training

We know that there are four things that separate high-performing banks from their peers in terms of their sales and revenue growth. Banks that embrace these four things will almost always outperform the competition. These activities are validated by the Objective Management Groups 30-year history of sales skills assessments across the country.

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Hiring & Retaining Top Sales Talent: Part 3

Anthony Cole Training

This is the third and final article in a series of three blog posts about hiring and retaining top sales talent. In the first two articles, we covered defining your sales candidate ideal profile, establishing your companys hiring standards, and building a robust candidate pipeline. Now we will focus on how to screen and phone interview the right candidates to increase your success at hiring and retaining top sales talent.

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Hiring & Retaining Top Sales Talent: Part 2

Anthony Cole Training

Last week in part 1 of our 3-part series on Hiring and Retaining Top Sales Talent, we discussed the importance of defining your ideal sales candidate profile and establishing firm hiring standards. Identifying critical, non-negotiable standards and expectations for new hires will help to improve the quality of the candidates you look for, interview, and eventually hire.

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Hiring & Retaining Top Sales Talent: Part 1

Anthony Cole Training

The Pareto Principle, also known as the 80/20 rule, suggests that 80% of outcomes are typically driven by 20% of causes. In sales, this means that a significant portion of sales revenue often comes from a relatively small number of customers. By focusing on this "vital few," financial firms can optimize their sales efforts and maximize profits. This same principle applies to the makeup of sales teams.

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4 Keys to Hiring Better Salespeople

Anthony Cole Training

As you take stock of your teams performance, what concerns you most? Is it the challenge of maintaining your companys market share? Are you worried that your salespeople are not selling? Are you concerned that they even have what it takes to sell?

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Building Trust in Selling

Anthony Cole Training

There are entire books written about building trust in selling, but for today, we will focus on one key element that may seem quite ordinary and obvious but is actually a well-honed skill of highly successful salespeople. And that skill is: Find out what your client or prospect wants. How is that done?

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