Anthony Cole Training
APRIL 9, 2012
Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team.
A Sales Guy
APRIL 11, 2012
Selling is a pretty cool gig. Sales people can make a lot of money. Sales people get to manage their own schedule and aren’t stuck behind a desk all day. Sales people have the luxury of controlling their income. There is no limit to what they can make, when they sell more, they make more. Sales people go to cool customer events, get to play golf (although this is changing a bit), sporting events and nice dinners.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
eTourism
APRIL 11, 2012
Google have recently revealed Project Glass, augmented reality glasses which will allow wearers to access the web on a screen no bigger than a postage stamp attached to a pair of specs.
Anthony Cole Training
APRIL 9, 2012
When I was 42 my eyesight began to change. I was coming back from Manchester New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So when the words in my document appeared to be blury I just thought it was due to fatique.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Anthony Cole Training
APRIL 2, 2012
I am terrible with keeping up with other blogs. There are 3, that when I read them, I really enjoy and benefit from; Dave Kurlan - The sales assessment expert. Seth Godin - The purple cow autho r. Bill Ecstrom - The data and sales management piller guru. Here is Seth's recent post: The coalition of "NO". There are a million reasons to say no, but few reasons to stand up and say yes.
Anthony Cole Training
APRIL 9, 2012
When I was 42, my eyesight began to change. I was coming back from Manchester, New Hampshire where I had just spent 2.5 days working with a sales team to help them improve their cross selling process. It had been a long trip as I actually started in New York City on Monday and today was Friday. So, when the words in my document appeared to be blury, I just thought it was due to fatique.
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
APRIL 25, 2012
How have you built your sales organization? How have you deployed your sales resources? What method have you used to make sure you have the best resources focused on the right things? How you structure your sales organization can be the difference between a successful strategy and a failed one. A brilliant sales strategy won’t amount to a hill of beans if you don’t build the best underlying sales structure to support it.
A Sales Guy
APRIL 3, 2012
This mornings Keynote at the Sales 2.0 Conference was by Jeff Hayzlett. Jeff is a dynamic, ball of energy on stage. He’s a killer presenter. He had me laughing through the entire thing. In his presentation Jeff talked about why we fail. I thought it was powerful because failure is what we all spend everyday trying to avoid. Knowing why we fail allows us to avoid the barriers and then we can hit change head on.
A Sales Guy
APRIL 13, 2012
Do you have a clear, defined, approach to identifying talent? How do you know when you have the killer candidate in front of you? What do you do to separate the good from the bad, the on paper superstar from the actual superstar? Do you have a talent identification process? The NFL draft is coming up soon and the talent identification process of NFL teams is unmatched.
A Sales Guy
APRIL 24, 2012
In 2009, in the middle of the economic melt down, Hyundai was the only car company that grew. They grew because they offered the job assurance guarantee. If you bought a Hyundai and lost your job, you could return the car. It was a GREAT idea and a brilliant sales strategy. More impressive however, was the ability of Hyundai to executie on the idea.
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
APRIL 18, 2012
Melissa is brilliant with people. She has a calming affect. Melissa can move her way through the most stressful, emotionally charged environments and make friends all along they way. It’s not Melissa’s charisma that connects with people, but her easygoing people centric approach. Melissa has an uncanny knack of making people feel good about themselves.
A Sales Guy
APRIL 27, 2012
While heading down an escalator in the airport today, I saw a man get off the train in a rush. In his haste, he accidentally started up the down escalator. Rather than acknowledge his error and turn around, he kept climbing up the wrong way. Up he went, one step forward one step back as the escalator carried him back down. To avoid losing ground, he picked up his pace.
A Sales Guy
APRIL 12, 2012
You want to be successful; in your marriage, at work, in sales, as a parent, at skiing, at life, at whatever. We all do. We all want to be successful at something or somethings. Right? Who doesn’t? There is a secret and it rests in this story. A young woman wants to get more out of life. She decides to seek out help in a well known success guru.
A Sales Guy
APRIL 16, 2012
We often think of “cost” as something our customers and prospects are evaluating with us. But, our sales have a cost too. And knowing what they are can make a huge difference. The cost of sales is an extremely important metric. Unfortunately, it’s not one I see on sales leader’s dashboards too often. Do you know what your least expensive sale is?
Advertisement
The race to 100% digital is on. With the restaurant industry still in the early innings of its digital transformation, brands need an airtight strategy when it comes to building out their tech stack. Download the buyer’s guide to learn where to prioritize your efforts and get the most out of every investment.
A Sales Guy
APRIL 19, 2012
A client and I did something yesterday that I’ve always been a big fan of. We sat down with some of the sales people and talked about their business. We didn’t tell them anything. We didn’t notify them ahead of time. We didn’t give them an agenda. We just called them into the conference room 1 by 1 and had a talk with them. What did we talk about?
A Sales Guy
APRIL 9, 2012
Bubba Watson won the Masters yesterday with a great, no Amazing, shot. It was a fitting end to a great day where Oosthuizen had a double eagle to put him in contention. Unfortunately, behind the scenes there has been a lot of chatter on Augusta’s all male policy and IBM’s new CEO Virginia Rometty. For years IBM has been a sponsor of the Masters and IBM’s CEO has been given an invitation to the club.
A Sales Guy
APRIL 7, 2012
Do you think it’s OK to text a prospect or a customer? My take is this. If their mobile number is on their business card, it’s fair game. The information we put our business cards implies that communication channel is OK to connect. We don’t put our home phone numbers on our business cards, (do people still have those?) because it’s not OK to call us at home.
A Sales Guy
APRIL 6, 2012
I had a brutal experience with United Airlines earlier this week. I was at the Selling Power Sales 2.0 Conference and had meetings later in the day. I wanted to see how much it would cost to switch flights home. My original flight was around 11:30 a.m. I called United around 9:30 a.m. My hope was to get on a later flight with only having to pay the “stand-by” fee.
Advertiser: ALHI
Escape into a world of luxury and dive into the future of tech, fun takes on the American pastime, and many inspirational individuals. With engaging reports on fashion, food, travel, finance, sports, and more, download now and enjoy the read!
A Sales Guy
APRIL 17, 2012
Earlier in my career I was up for a new role. New executive management was on board and they were making the rounds, meeting the potential candidates and assessing the team. I met with the new, yet interim head of sales for the region and business segment. He was an affable guy. He asked good questions and had a decent understanding of what he was looking for.
A Sales Guy
APRIL 2, 2012
I’m at the Sales 2.0 conference in San Francisco. This morning’s presentations were good. The most compelling presentation was by Jon Vender Ark of McKinsey and Company. Jon shared his insights from a recent survey of 120 large multi-national companies averaging 30 billion a year in revenue growing of at least 5% a year. This represents an additional 1.5 billion a year in additional revenue.
A Sales Guy
APRIL 4, 2012
There is a great little burrito wagon around the corner from my house. It’s called Asada Rico. They make the best breakfast burritos. I probably get one about every week or so. I’m the Mayor of Asad Rico on Foursquare. Not only is the food good, but it’s cheap. A breakfast burrito is only 1.99. Today, I was running late and hadn’t eaten breakfast.
A Sales Guy
APRIL 25, 2012
As far as I know, the “bait and switch” is against the law in all 50 states, so how United gets away with it is beyond me. The bait and switch is when a company advertises a particular product at a particular price, then when the customer shows up to buy, they don’t have the product at that price. The price is now more expensive OR it’s a cheaper product at the same price.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
A Sales Guy
APRIL 11, 2012
If you don’t have time to do it right, you don’t have time to do it over. When we rush to get something done because we don’t have enough time, we risk making things worse. Convincing ourselves that getting it done quickly is more important than doing it right is a shell game we play with ourselves. We play the game to give us more time.
A Sales Guy
APRIL 22, 2012
When you give bad customer service you are sending the message that you don’t care about the person giving you their money and that’s not OK. I went to an ice cream parlor yesterday to get an ice cream, cause that’s what you do at an ice cream parlor. Unfortunately, someone forgot to tell the young lady behind the counter. Because, she seemed all put out to be serving me.
A Sales Guy
APRIL 2, 2012
We spend a lot of time focusing on the end goal; making quota, getting funding, the promotion, the awards, closing the big deal, etc. The end is important. It’s good to focus on. The path to the end is predictable. It requires smaller wins. Smaller wins are the successes that get us to the big win. It’s the critical accomplishments along the way.
A Sales Guy
APRIL 21, 2012
Today is my birthday. I’m 44. To celebrate, I came to Rio for a few days. I have never been Rio. It was one of the places on my bucket list. Like anytime I visit a new place, I have to check out all the big tourist spots. In Rio that is the Cristo Redentor or, as I like to call him, the “Big Jesus.” The Big Jesus is a giant statue of Jesus that sits on a mountain top looking down at the city.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
eTourism
APRIL 3, 2012
Recent research released by Google has demonstrated that even when a brand ranks highly in organic search, they can effectively double their number of clicks by investing in an accompanying advert.
eTourism
APRIL 11, 2012
Pinterest is the latest social media network taking the world by storm, and if you haven't checked it out yet, well, you should.
eTourism
APRIL 9, 2012
The results of a new survey suggest European hoteliers remain dubious of the value of discount websites such as Groupon and Living Social when it comes to driving room bookings.
Expert insights. Personalized for you.
175 
Let's personalize your content