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?
A Sales Guy
MARCH 14, 2012
You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one.
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eTourism
MARCH 15, 2012
The resort booking distribution process seems to get more complicated every day, and with so many platforms to keep an eye on, it's more important than ever to understand which elements of your marketing campaign are working for you, and which aren't.
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.
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
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.
Anthony Cole Training
MARCH 26, 2012
Here are my 10 'do's for successful selling: Do have lots of non-negotiable personal goals. Do have a plan to achieve those goals. Do inspect your activity and progress towards those goals. Do share your goals with someone that loves and cares about you. Do the sales work required to generate the sales required by your goals. Track your activities and the conversion of one step to the next.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
A Sales Guy
MARCH 20, 2012
As sales people we don’t have to sell to everyone. We can tell prospects; “Thanks, but no thanks.” The best sales people know this. There is this unwritten rule that says, for some reason, sales people HAVE to sell to everyone. The truth is we don’t. Just because someone wants to buy, doesn’t mean we have to sell to them.
A Sales Guy
MARCH 31, 2012
I feel there is a chasm growing in sales between those who are embracing Sales 2.0 and those who are not. I’m not sure why, but I’ve always felt sales people and sales leaders can be some of the slowest adopters and critics of change. When things work, we stick with them. Sales people don’t change very quickly. It’s always been odd to me that people in such a dynamic occupation are so resistant to change.
A Sales Guy
MARCH 23, 2012
The sale process has always been part of the sales lexicon. You can’t get away from it. The sales process is traditionally a linear set of stages outlining how a sale happens from beginning to end. I’ve posted about this before. (Check out the video and corresponding ebook on the real sales cycle). Yesterday, I found this start-up curve on Fred Wilson’s blog and I couldn’t help but think it looks a lot like the selling world.
A Sales Guy
MARCH 28, 2012
There is nothing more critical than being able to hire and fire as a sales leader. Building teams is all about hiring, coaching and unfortunately, sometimes firing. Firing is the most uncomfortable of the 3. Firing is hard. I’ve seen people get fired in more ways than you could imagine and it’s usually not pretty. It’s done so poorly, the manager is dreading it, the sales person is blindsided, and it leaves a stink on the entire team for days and sometimes weeks.
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A Sales Guy
MARCH 9, 2012
It’s no secret that CRM’s are not for sales people. They were built for management. This has been the problem with CRM’s for years. Sales people have bitched about the difficulty of updating CRM’s and managements CRM input demands since the first CRM rolled out 30 years ago. CRM’s suck for inputting data. They require multiple steps sales people don’t want to take.
A Sales Guy
MARCH 27, 2012
You want to know if you are great or destine for greatness? There is a simple test that will tell you. The test: Ask yourself this question; “If you were tgiven $100,000,000 for what you do, would you continue to do it afterward? Would you continue to do it with the same tenacity and commitment you do today? If the answer is yes, then you are great or on your way to greatness.
A Sales Guy
MARCH 21, 2012
Umbrellas don’t make it rain. Just because the sun is out, doesn’t mean it’s warm outside. Just because America voted for Obama doesn’t mean we are a liberal country. Just because your numbers are off, doesn’t mean you have a shitty sales team. When trying to understand a problem, being able to differentiate between the cause OR a correlation is huge.
A Sales Guy
MARCH 24, 2012
Seth Godin posted this a few weeks ago. It’s a brilliant description of why sales people lose deals. In it he hits on why prospects lie to sales people. I highlighted the money quote. “We’ve decided to hire someone with totally different skills than yours…” and then they hire someone just like you, but more expensive and not as good. “We’re not going to buy a car this month, my husband wants to wait…” and then you see them driving a new car
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
A Sales Guy
MARCH 19, 2012
Over the weekend I launched a website for A Sales Guy Consulting. I’m very excited about it. The site is designed to teach as much as it is to attract. (here is a screen shot. You can check the entire site out by going to www.asalesguyconsulting.com or by clicking on the screenshot). My favorite part of the site is A Sales Guy U. A Sales Guy U will be a complete sales resource destination with videos, ebooks, white papers, blog recommendations, upcoming event/conference lists, infographi
A Sales Guy
MARCH 18, 2012
Ok, it was a PayPal transaction. Regardless, yesterday I happily transferred $1,800 dollars to Reeces Rainbow to support the Sader family efforts in adopting Charity. It was a great feeling and I’m so proud of this community. As I said before, I’ve never met the Saders, but I felt their cause was a noble one and a selfless one. The idea that we discard children because they don’t meet some notion we have on what a child “should” be is awful.
A Sales Guy
MARCH 17, 2012
It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. My answer is almost always the same. If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. You can listen to the session here.
A Sales Guy
MARCH 26, 2012
Do you wanna get a good feeling of the type of sales leader you are? Look at your direct reports. We are we who we hire. It’s really that simple. Hiring is an extension of our knowledge, our belief systems, our biases, our likes and dislikes. The people we hire are also a reflection of our confidence and self-esteem. The people we hire reflect those things about us we feel good about and those things we don’t.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
A Sales Guy
MARCH 12, 2012
I read this article Nobody Wants to Learn to Program over on the Invent with Python Blog. It is a great post and spot on! Sales could learn something from this post. The author is correct. Nobody wants to learn to program, they want to build a cool application. Al Sweigart, the author, nailed it with this: I frequently see a problem when people (especially techies) try to teach programming to someone (especially non-techies).
A Sales Guy
MARCH 10, 2012
I walk past a T-Mobile store everyday on my to my car. It is fairly busy when I walk by, yet every time I pass by, I find myself asking, Why? Why do these people chose T-Mobile over ATT, Verizon or Sprint. I’m not trying to bust on T-Mobile, but I can’t figure out why someone would chose T-Mobile over the other 3 major carriers. I know T-Mobile doesn’t have a better network.
A Sales Guy
MARCH 6, 2012
A while back I wrote about the “ Forgotten Metric. ” I talked about how so few companies measure forecasting accuracy and why that is a mistake. In this post, I’m going to talk about another missed metric. It’s the average deal size. In all my years of selling I’ve never worked for a company, nor consulted with a company that measured the average deal size AND managed its sales people to it.
A Sales Guy
MARCH 5, 2012
I often get emails or see in my Facebook and Twitter streams video’s and stories from folks calling them inspirational. They almost all follow a familiar pattern. The sender sends a link to the video or story with the caption, must see, AMAZING, so inspirational! What the caption always lacks is what it inspired in them and what action it inspired them to take.
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A Sales Guy
MARCH 11, 2012
The Charity fundraiser deadline has past. We’ve raised $765.00. That is $235.00 short of our goal of $1000. Because I hate failing and because this is such an important cause, I’m going to extend the giving through today. I believe this community can get the $235.00 by tomorrow morning. If we hit our goal of $1000 with my match of 50% we will contribute $1,500 of the $18,000 the Saders are trying to raise.
A Sales Guy
MARCH 5, 2012
I follow Mark Hunter on Twitter and have for quite sometime. I RT his stuff often. If you follow me on Twitter, I’m sure you’ve found a post of his from my Twitter stream. Mark is launching a new book today. It’s called High Profit Selling. I’m looking forward to reading it. I’m one chapter in and I already like where Mark is going.
A Sales Guy
MARCH 7, 2012
We are 70% to our goal of $1,000 dollars for Charity. Thanks to all of you who have already donated. Sales people get a bad rap for being money hungry, selfish, primadonnas, but this isn’t true. Sales people are athletes. We are goal oriented. We cut through the muck and get right to real problems and solve them. The Saders challenge to save baby Charity is human problem.
A Sales Guy
MARCH 5, 2012
Rob Sader, the soon to be Father of Charity, sent me this picture the other day. It is a picutre of a down syndrom girl named Ksenia. Ksenia was transferred to a mental institution after she turned 4. Unlike Charity, she was not adopted. Kesnia was abandoned by her family; mother, father, aunts, uncles, and grandparents. She was sent to an orphanage or “baby house” for the first four years of her life and then after she turned 4 she was transferred to a mental institution.
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A Sales Guy
MARCH 3, 2012
There are two ways to look at problems. You can see them as a pains in the ass and things to avoid or you can view them as opportunities, something to embrace. Problems come with lot’s of emotion. Therefore, it’s easy to want to avoid them. Avoiding them however will be catastrophic. Yes, “will!” Embrace the fact your pipeline is weak.
A Sales Guy
MARCH 3, 2012
I haven’t posted here in 3 days. That is out of character for me and this blog so I wanted to tell you why. I spent last week in Brazil with a client. They are a phenomenal client. We’re working on some great things and making great progress. We’re attacking almost every part of their sales organization. Little is being left a lone.
eTourism
MARCH 14, 2012
The introduction of private messaging for brands has made customer care on Facebook more personal, but as Christopher Heine at ClickZ recently discussed, there are both pros and cons to the new system.
eTourism
MARCH 8, 2012
Facebook has revolutionised digital marketing, allowing brands of all types and sizes to personally engage with their customers on an unprecedented level.
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