Anthony Cole Training

MARCH 28, 2012

Here is a segment from a recent article in on - line Forbes written by Ron Ashkenas of Schaffer Consulting. Surprisingly, one of the reasons that Dowling cites for NS-LIJ’s success is the fact that traditional “experience” is not a pre-condition for hiring new managers. In fact, in many cases it’s a liability. Dowling explains: “We’re in an industry that needs to change and re-examine almost every facet of how we do business.

Hiring 195

Hiring Sales Management Business 195

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.

Sales 115

Sales Hiring Business Events 115

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.

Resorts 52

Resorts Market Marketing Hotels 52

Anthony Cole Training

MARCH 22, 2012

Here is an excerpt from a recent CBS College Basketball article : "Of the Sweet 16 teams remaining in the NCAA tournament, four are coached by guys who never played college basketball -- Crean (Indiana), Marquette's Buzz Williams (a former Crean assistant), Cincinnati's Mick Cronin and Baylor's Scott Drew. Unlike Crean, the other three broke into coaching as student managers.

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Management Sales Hiring 185

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B2B

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?

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Sales Management Closing 185

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.

Sales 180

Sales Hiring Management Business 180

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.

Closing 114

Closing Sales Services Management 114

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.

Sales 113

Sales Occupancy Sales Process 113

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.

Sales Process 113

Sales Process Sales Closing Business 113

A Sales Guy

MARCH 30, 2012

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales. . Successful cold calling requires messages that capture your prospects attention and motivates them to call you back. In this ebook, I break down the science behind capturing people’s attention and how our brain is designed to tune some things out, while focusing on o

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B2B Sales 112

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

Hospitality

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.

Hiring 112

Hiring Pipeline Sales Events 112

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.

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111

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.

Sales 111

Sales Pipeline Revenue Market 111

A Sales Guy

MARCH 29, 2012

There is a very good discussion going on in the Sales/Marketing V.P.’s group on Linkedin. The question was posed over a week ago and the answers keep flying in. Pat asked: One of my biggest challenges is hiring strong sales people. I would estimate we probably get it right on in every three candidates. How do you find good reps? What is your process for finding reps?

Sales 109

Sales Hiring Management Market 109

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Branding

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

Hiring 108

Hiring Sales Business Market 108

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.

Sales 107

Sales 107

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.

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Closing Sales Sales Leadership Forecasting 106

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.

Hiring 106

Hiring Sales 106

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Travel

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).

Sales 98

Sales Services 98

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.

Services 90

Services Business Market Marketing 90

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.

Upsell 90

Upsell Sales Closing Forecasting 90

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.

Branding 89

Branding 89

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Market

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.

Closing 85

Closing Sales 85

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.

Services 85

Services Revenue Sales 85

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.

Sales 84

Sales Business 84

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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Scale

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.

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Pipeline Sales Operations Management 78

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.

Sales 73

Sales 73

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.

Branding 52

Branding 52

eTourism

MARCH 6, 2012

The 'Like' has long been the standard measure of success in social media marketing, but a recent Compete study has urged travel companies to adopt a broader approach to determine the true value of their Facebook campaign.

Travel 52

Travel Market Marketing 52

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent