Anthony Cole Training
JANUARY 16, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
JANUARY 27, 2012
I used the phrase, “information sale” in a post a while back. I’ve been thinking about that term for quite a while now. It’s really been on my mind. The information sale is the idea that selling happens when the client or prospect is being educated. It’s when the sales person is using information to teach the prospect or customer something they didn’t know.
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eTourism
JANUARY 31, 2012
If you want to reach mobile consumers who'll actually buy travel online, should your company put resources into iOS apps or is Android the better way to go?
Anthony Cole Training
JANUARY 19, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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Anthony Cole Training
JANUARY 31, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
JANUARY 30, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JANUARY 23, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
JANUARY 18, 2012
There has been a lot of talk on how sales has changed. Sales 2.0 , The Challenger Sale, the cold call is dead, etc have all permeated the sales world narrative over the last year. In spite of the incessant chatter about sales changing, it hasn’t changed. Customers still makes decisions the same way. They still have objections, they still need to compare.
A Sales Guy
JANUARY 12, 2012
I have a new mantra; The best sales people can make the sale. without almost ever having to talk about. their product. When we are talking about our product, we’re NOT talking about the customers business. (There is one exception, I’ll get to that in a minute) When we’re talking about our product we’re focused on our need and not our customers.
A Sales Guy
JANUARY 2, 2012
The beginning of the year in sales always starts with a number. Then it moves to getting to the number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. What is often missed however, is a good solid understanding of what the team is going to need to make the number.
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
JANUARY 7, 2012
We all have greatness inside of us. We all have a Michael Jordan wanting to get out. We’re taught the luck is some of us are born with greatness while others, the unlucky,are not. Feel good and be happy, this notion is wrong. The luck isn’t in being born with greatness, it’s in finding it. We’re all born with greatness. The luck or the goal is finding our greatness, our Michael Jordan.
A Sales Guy
JANUARY 3, 2012
The best thing a sales person can do in 2012 is start a blog. Yup, that’s what I said. Start a blog. It has never been more important for sales people to be seen as experts. Sales has never been more reliant on reach and personal brand. Blogging enables all of this. Not blogging is selling in anonymity and selling in anonymity will put sales people behind the eight ball.
A Sales Guy
JANUARY 29, 2012
The goal should be better. Not great. Great is an end game. Once achieved, it’s over. Then what? Better is infinite. It’s not a static. It can be achieved, but once achieved it calls out to be achieved again. Better is continuous. I’ve met a lot of great sales people. They know they are great. But, they really aren’t, because they aren’t trying to get better. “I’ve been doing this for years.” “I know this stuff.” “What can some bl
A Sales Guy
JANUARY 23, 2012
Or is it pretty good? We all have a pretty good idea if our sales team is good or bad. Most of us just look at the numbers. If the team is making them, they are good. If they aren’t they need help. Assessing sales teams usually goes something like that. It’s the old “gut” check. The problem with the “gut check” is it doesn’t give us much more information.
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A Sales Guy
JANUARY 30, 2012
Marketing needs to change. It’s time for marketing to bring some substance to the table. It’s time marketing add a research department and bring some banging information and insight to the table. Marketing needs to go beyond the telling message and begin to teach. Last week, I wrote a post about the information sale and the importance of being an expert.
A Sales Guy
JANUARY 30, 2012
I saw this the other day while skiing. I couldn’t have said it any better. I’m going to adopt it as my saying of the year. I can think of a number of times where I worked my ass off to kick someone else’s. I recall one particular time I read an entire frickin’ 100 plus page master services agreement to “understand” the customer relationship better, only to find neither the customer nor the company were operating to the terms of the agreement and the animosity
A Sales Guy
JANUARY 31, 2012
Yes, there are companies who desperately want a product. They have to have it. They can’t do business without it. Their customers demand it. Their competitive advantage depends on it. Their operational effectiveness relies on it. When this happens the sales person representing the product has leverage. It’s a great place to be. Believe it or not, this happens.
A Sales Guy
JANUARY 26, 2012
There has always been a lot of discussion about which is the best approach, activity based management or results based management. I’m a 100% in the results based management camp. I don’t believe there is only one way to get something done. Activity based management narrows the approach, because the activities being managed come from the top.
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A Sales Guy
JANUARY 26, 2012
nim·ble. adj ?nim-b?l. : quick and light in motion : agile < nimble fingers> a : marked by quick, alert, clever conception, comprehension, or resourcefulness <a nimble mind> I predict “nimble” is going to be the business buzzword of 2012. Just saying! Share. Tweet. "&title=" "">.
A Sales Guy
JANUARY 22, 2012
Ok, not really. But, I think this is cool. Image via CrunchBase. I use the Zemanta plug in on this blog. Zemanta makes blogging easier. As you type, Zemanta offers relevant photo’s you can add to the post, it provides link recommendations automatically based on what you type and it offers “related articles” you can add the bottom of your post.
A Sales Guy
JANUARY 20, 2012
Anthony Iannarino over at The Sales Blog has a great post up today. He talks about the correlation between confidence and cold calling. It’s a great read, check it out. The money quote for me was this: Sometimes, the reason that you are uncomfortable asking for commitments is that you don’t feel that you created enough value to deserve the commitment.
A Sales Guy
JANUARY 14, 2012
I got this email from community member Jerry Priddle yesterday. It was completely out of the blue. His simple note made my day. He said I could share it, so I’m going to. Jerry is the president and founder of Accelerate Marketing & Communications. (no website yet, so no link sorry. Shame on you Jerry, not even a blog?) He started the company last spring and hasn’t looked back.
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A Sales Guy
JANUARY 24, 2012
I wrote about the importance of intrigue in cold calling awhile back. We’ve now added a video. It’s that important. The ebook/white paper isn’t done yet, but will be shortly. So, stay tuned. Also, we’ll be launching A Sales Guy U soon, where all my video’s and ebooks will be available. Share. Tweet. "&title=" "">.
A Sales Guy
JANUARY 11, 2012
As I’m sure most of you have noticed, I’ve been doing some remodeling in here. This blog will be 3 years old at the end of February. I felt it was time to give it a new look. It was getting old. In addition to being bored with the sites look, I’ve just branded my consulting company and wanted to make sure I had a consistent look. I like the new site a lot.
A Sales Guy
JANUARY 5, 2012
Eastman Kodak is most likely going to file Chapter 11 bankruptcy shortly. They lost 222 million dollars in the third quarter. They’ve had 9 quarterly losses in the last 3 years and their cash balance has fallen 10%. Kodak is trying to sell 1,100 of it’s digital patents. If they are unsuccessful, they will run out of money in a year. Kodak is in deep shit.
A Sales Guy
JANUARY 8, 2012
I’m typing this from my iPad. I’m in the Red Carpet lounge in Chicago waiting for my flight to Brazil. I wanted to get off a post while on my flight from Denver. I also wanted to do some client work and finish 2012 budgeting. I couldn’t do any of these things because there was no Internet service on my flight. I needed the Internet to do those things.
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A Sales Guy
JANUARY 16, 2012
I made a statement to a close family member last night. I shared with her I felt much of the country viewed Martin Luther King as a Black Leader and NOT as a civil rights or equal rights leader, regardless of race. I went so far as to say that the fact the most of the country still saw him as a black leader was testament to the fact that country still struggles to get past racism.
A Sales Guy
JANUARY 6, 2012
Yup, I said it. Good closers are bad sales people. The better a “closer” is, as defined by traditional definitions, the shittier the sales person they are. Why? A good “closer” is someone who is unable to bring the client along and close them during each step of the sales cycle and therefore they have to “close” the whole deal in one step.
A Sales Guy
JANUARY 13, 2012
I spent this past week in Sao Paulo Brazil with a new client. It was a packed week. We spent a lot of time identifying and prioritizing their growth opportunities. The company is growing quickly and like most companies experiencing tremendous growth, they are struggling with growing pains. I spent a lot of time with the team, especially with the frontline managers.
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