Anthony Cole Training

DECEMBER 14, 2023

Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member. Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).

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Anthony Cole Training

DECEMBER 1, 2023

There are two sides to this topic of motivation. One side is how are your salespeople motivated and what motivates them. The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results.

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Sales 239

Anthony Cole Training

NOVEMBER 10, 2023

It is no surprise to any in the business of financial services that the world of selling, finding and building relationships is evolving. Banks and their relationship managers must find ways to leverage technology, improve effectiveness and uncover new ways to differentiate, attract and serve their clients. The future of selling is here and includes new behaviors that all bankers and managers should reflect on.

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Services Management Business Sales 177

Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

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Sales Process Events Sales 177

Anthony Cole Training

SEPTEMBER 8, 2023

Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets. At that time in the 80s, Dallas had small businesses and strip centers popping up every day and I would literally case my territory at least every other day so that I could be the first in the

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Anthony Cole Training

AUGUST 30, 2023

To compete in the marketplace today, companies must first, identify the sales coaching needs of their managers and the strengths and weaknesses of the salespeople they coach. We know that in order to differentiate in business today, salespeople must be consultative, have great interactions with clients, provide solutions that solve their problems, and also create revenue for the company.

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Sales Revenue Business Management 240

Anthony Cole Training

AUGUST 18, 2023

If you look beyond the surface and dissect the performance of your team, it is often an eye- opening experience. but uncovering the data and analytics for your sales team is an essential practice in building a high performing sales team. Most sales leaders report on year over year results, sales YTD against plan, how their team is doing against other sales divisions or peers in the industry, and new business.

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Anthony Cole Training

JULY 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The third chapter of this guide addresses a fundamental question: What qualities matter most for building an elite team. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

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Sales Management 237

Anthony Cole Training

JULY 21, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams? Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

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Sales Management 245

Anthony Cole Training

JULY 13, 2023

Learn about the "Coachable" Sales Competency in this blog taken from OMG's recent webinar: The Data Behind Sales Managers of Elite Teams.

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Sales Management 251

Anthony Cole Training

JUNE 23, 2023

There is no greater benefit than hearing from a client how they are implementing a sales development program in their bank and their culture. We recently had the benefit of 45 minutes of input from one of our valued banking clients and learned how they are building their team of successful, relationship building bankers.

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Sales 156

Anthony Cole Training

JUNE 8, 2023

I am an admirer of all the brave men and women who serve in the armed forces. Their service and their sacrifice make them the best our nation has to offer. Lately, I have had the extreme honor to meet a few Navy Seals. Those meetings have propelled me to learn as much as I can about how they think and how they build the discipline that is necessary to do what they do.

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Services Sales Process Sales 210

Anthony Cole Training

JUNE 2, 2023

Every organization has sales coaching and a sales method. What many companies either don’t know or unsure of is this: What direct impact does our sales coaching and sales method have on improving sales?

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Sales Online Sales Hiring 246

Anthony Cole Training

MAY 26, 2023

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?

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Anthony Cole Training

APRIL 21, 2023

Accountability in an organization is kind of like the old country song by Joe Diffie: Prop Me Up Beside the Jukebox (If I Die).

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Sales Management 218

Anthony Cole Training

MARCH 31, 2023

Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. The March Madness tournament can be somewhat predictable, but upsets are expected. In the world of sales forecasting, you have the same problem!

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Pipeline Forecasting Sales Management 234

Anthony Cole Training

MARCH 3, 2023

These last few weeks, I've shared 4 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Today I share the final key takeaway, #1: Faith.

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Business Sales Management 156

Anthony Cole Training

FEBRUARY 23, 2023

Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #2: Planning.

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Business Sales Management 156

Anthony Cole Training

FEBRUARY 3, 2023

Last week, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Starting with #5: Focus on the Best Version of Yourself.

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Business Sales Management 235

Anthony Cole Training

DECEMBER 29, 2022

In an economic environment that is like the one we are in heading into 2023, your growth strategy may not be so much about sales growth, but rather more about holding on to what you have!

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Sales 236

Anthony Cole Training

NOVEMBER 17, 2022

Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!

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Sales 207

Anthony Cole Training

OCTOBER 28, 2022

Do you ever hear that your salespeople don't have enough time to prospect? Share this video with your people who might struggle with consistent prospecting. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into number two- Thou Shalt Always Be Prospecting.

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Sales 156

Anthony Cole Training

OCTOBER 14, 2022

It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference. Think about your own business and those who consistently produce beyond the expected. There is something more than just their skills that drive their behavior and success.

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Sales Business 177

Anthony Cole Training

SEPTEMBER 16, 2022

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

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Sales Management 233

Anthony Cole Training

SEPTEMBER 8, 2022

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else. They also have fires to put out and meetings to attend.

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Sales Services Management 239

Anthony Cole Training

AUGUST 25, 2022

There is no such thing as “time management.” Here is my take on the myth. It’s a very practical analysis that leads me to my strong conviction.

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Management Sales 253

Anthony Cole Training

AUGUST 11, 2022

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.

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Sales 227

Anthony Cole Training

JULY 21, 2022

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

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Sales 283

Anthony Cole Training

JUNE 30, 2022

Building rapport in selling is really all about being caring and friendly, asking the right questions, and offering great advice and solutions. There are 5 competencies that make a salesperson strong at developing relationships in sales.

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Sales 192

Anthony Cole Training

JUNE 16, 2022

Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.

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Sales 279

Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

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Sales 240

Anthony Cole Training

MAY 12, 2022

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

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Sales Management 237

Anthony Cole Training

APRIL 28, 2022

Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be.

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Sales 278

Anthony Cole Training

APRIL 14, 2022

In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?

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Sales 216

Anthony Cole Training

MARCH 31, 2022

There are three core sales competencies indicative of a salesperson who will set stretch goals and create an action to reach those goals. However, identifying and establishing personal goals, as well as following an 8 step process, is critical to creating an effective sales action plan.

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Sales 220

Anthony Cole Training

FEBRUARY 25, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Courage. There are two primary challenges for salespeople that require the most courage.

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Anthony Cole Training

FEBRUARY 23, 2022

If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.

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