Anthony Cole Training

JULY 28, 2014

'Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session. 1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler.

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A Sales Guy

JULY 21, 2014

'Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing.

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Anthony Cole Training

JULY 15, 2014

'Guest Post By Walt Gerano, Sales Development Expert. When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself , “Why did I do that?

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Anthony Cole Training

JULY 8, 2014

'Guest Blog By Mark Trinkle, Sales Development Expert. How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business.

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Anthony Cole Training

JULY 7, 2014

'If you have followed my blog, read our sales newsletters or listened to our audio sales brews , then you’ve heard me talk about success formulas. The concept that is, if you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way. if you are missing critical pieces of the process.

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Anthony Cole Training

JULY 18, 2014

'As sales people, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% difference to equal a 67% return on investment? Let’s start with the easy answer – you must put in 10% more effort. That does not mean that I am accusing you of not working hard or not exerting great effort. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone.

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A Sales Guy

JULY 25, 2014

'Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale.

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A Sales Guy

JULY 17, 2014

'Here at A Sales Guy we’re looking for an outside sales, business development badass. As you could prolly figure, we go about it a little different. We don’t ask for a resume and a cover letter. We actually ask people to send us an email outlining why they would be a badass sales person for us and to share their social media presence. You can see the entire job description here for our Sales Badass.

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A Sales Guy

JULY 22, 2014

'There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor” from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.”.

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A Sales Guy

JULY 7, 2014

'If there is no tension in the sales process, you’re not selling. You’re taking orders or you’re the customers b h. Truly selling means you are offering some type of fundamental change and tension is inherent to change. Your buyer isn’t going to always agree with your view point, recommendation or suggestions and that’s OK.

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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

JULY 24, 2014

'Frankly, I’m getting a little tired of hearing people talk about social selling. Somewhat ironic, I know, given how much I talk about and use social sales efforts today. But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy.

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A Sales Guy

JULY 23, 2014

'Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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A Sales Guy

JULY 11, 2014

'I can’t tell you how many sales people have the same shitty goal. With out fail, when I ask sales people what their goal for the year is, almost all say the same thing. Their goal is almost inevitably “quota.” It’s amazing I haven’t been fired from a client yet, because every time I hear this, I blow a gasket. Quota as an individual goal is a cop out.

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A Sales Guy

JULY 14, 2014

'My boy Mike Kunkle had one of the best posts on learning and sales advice I’ve seen in a long time. If you’re about improvement and getting better and find yourself overwhelmed by all the sales books, tips, tricks, advice and consultation out there, his post will relieve some of your anxiety. This is the money quote: Advice about how to figure out what works for you , is far more valuable than advice about what to do.

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