Anthony Cole Training
NOVEMBER 4, 2014
'Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. I think it was 1992 when Pat Riley, as part of a speaker’s event, came to Cincinnati and spoke at the convention center.
A Sales Guy
NOVEMBER 25, 2014
'In the world of SaaS and cloud solutions, the demo is everything. As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. Give a good demo, and you’ve just increased the chances closing the deal. Give a killer demo and get ready to cash your fat commission check and prepare for Presidents Club. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnec
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A Sales Guy
NOVEMBER 18, 2014
'I just stumbled across this from Forrester Research. It’s appalling, and unfortunately way too true. I have argued since day one, that it’s not about the product or what you’re selling. It’s all about the customer and what the customer wants. Unfortunately, it appears sales people aren’t getting the message. Notice the abysmal response percentages for the MOST CRITICAL elements of selling.
A Sales Guy
NOVEMBER 5, 2014
'I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal is to close. I hear things like, I sent the proposal and they seemed OK with everything.
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A Sales Guy
NOVEMBER 10, 2014
'Let me drop a little mad wisdom to kick off this post. We’re not supposed to win every sale and if that’s the attitude you take into selling, as a manager or as a sales person, you’re a shitty sales person. Yeah, I said it, and if that statement irritates you, then I’m not sure what to tell you, other than you’re a shitty sales person and it’s time to evaluate how you sell.
A Sales Guy
NOVEMBER 7, 2014
'There is the old adage that says. The sales begins when the customer says No! It’s the adage we, sales people, use to make ourselves feel in control and to not give up so early. We hear often statements like this to act as motivation to keep from laying down our sword and quitting the fight. The truth is, there is no truth to this statement. The customer’s no has little bearing on weather the deal is really lost or not.
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A Sales Guy
NOVEMBER 26, 2014
'For those of you who follow this blog, you know that every once in a while I take a break to take on race in this country. Considering what’s happening in Ferguson, I wanted to take a sales time out to break down for all ya’ll why Ferguson is happening, because as much as you’d like to think you know, you don’t. You have no clue.
A Sales Guy
NOVEMBER 17, 2014
'As a sales leader and a life long sales guy, I’m prolly the worst person in the world a sales person can to sell to. I can’t help myself, but I critique everything the sales person does. If a kid comes to my door selling something for his High School, she gets my money AND some tips on how to do it better, cause their approach sucks and I want the kid to sell more.
A Sales Guy
NOVEMBER 23, 2014
'I’ve written a lot about grammar and grammar nazis. If you’re a regular reader of this blog you know I’m not the best editor and my spelling and grammar here are suspect to criticism. With that said, my issue with grammar has never been that it doesn’t matter as much is that it doesn’t matter if it doesn’t detract from the message or story.
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