Anthony Cole Training
MAY 9, 2012
I started playing tennis seriously or semi-seriously about 18 months ago. When I started I took some lessons, played some mixed doubles and would practice against a ball machine. When I would hit against the ball machine back then about 40 or 50 of the 200+ balls would end up on my side of the net. When I practiced my serve about 33% of the balls I served ended up on my side of the net.
A Sales Guy
MAY 21, 2012
Exactly!!!!!! This is without a doubt, the funnies description of sales people I’ve ever seen. Amen! Thanks to the boys over at Salesloft for pointing me to this. Accurate? What do you think?
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eTourism
MAY 30, 2012
What would you do on a whirlwind trip to Paris? London? Rome? Yahoo! has just released TimeTraveller, a new app to help you make the most out of your time in a new city, no matter how few hours you have to spare.
Anthony Cole Training
MAY 16, 2012
I just finished reading an article in Psychology Today that discussed the "new" interviewing process of simulating the work situations that your potential new hire will be faced with IF you hire them. To determine if a sales person is going to be as successful as you hope, you should implement this type of process NOW. For years, as part of our recruiting program - STAR (Sales Talent Acquisition Routine)- we have strongly suggested that our clients create an environment that the sales person wou
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Anthony Cole Training
MAY 16, 2012
I just finished reading an article in Psychology Today that discussed the 'new' interviewing process of simulating the work situations that your prospective new hire will be faced with IF you hire them. When determining if a sales person is going to be a successful as you anticipate this would be a great idea for you to implement NOW. For years as part of our recruiting program - STAR (Sales Talent Acquisition Routine) we have strongly suggested that you create an environment that you sales pers
A Sales Guy
MAY 2, 2012
Top Sales World just released their list of Top 50 Sales and Marketing Influencers for 2012. On that list, stuck between Guy and Jill, was me. It was a surprise and an honor to be on a list with some of sales and marketings most respected and accomplished people. I didn’t expect it at all. How was this list created? Over the past few weeks, a small team of professional researchers rigorously examined the credentials of one hundred and fifty possible “candidates” to arrive at t
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
MAY 1, 2012
A young man went to the doctor the other day and said he wasn’t feeling well. After asking the young man a few questions and looking around, he found his pain. The Dr. replied; ”Yup, you’ve got a tumor in your abdomen and it’s giving you stomach aches. Here is some pain medicine, take 2 every 4 hours and the pain will go away.” Translate this into sales and it’s what we’ve been taught for years.
A Sales Guy
MAY 29, 2012
When’s the last time you changed your sales strategy? Do you even have one? Do you build it once a year or is more dynamic than that? Is your sales strategy even still relevant? Most sales organizations don’t have specific sales strategies. Those that do, they normally aren’t very flexible and that’s a problem. Your sales strategy should be dynamic and keenly tied to capitalizing on market conditions.
A Sales Guy
MAY 20, 2012
I’m going to flip the script today. This blog normally help sales people and sales leaders be better. This post is gonna go a different route. Today, I’m gonna help the buyer. As much as there are good and bad selling processes, there are good and bad buying processes. Bad buying happens when buyers treat sales people as the enemy. When this happens, the buyer loses as much as the sales person.
A Sales Guy
MAY 22, 2012
The most destructive emotion a sales person can have is fear. Fear will kill a deal in two seconds. Fear will drop the price of your product or solution 30% in the blink of an eye. It will add new features faster than you can say, “new feature.” Fear is the nemisis of good sales organizations. When sales people sell afraid, they are out of control.
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
MAY 24, 2012
Lindsey Vonn works out 8 hours a day. Tiger Woods hits 1000 balls on the range AFTER a tournament round of golf. Micheal Phelps spends 8 hours a day in the pool. That’s NOT including his dry training. Lindsey, Tiger and Phelps have learned to motivate themselves. They’ve learned to do the hard work, over and over again. They don’t need the money anymore.
A Sales Guy
MAY 31, 2012
Finding problems is good. Finding your customers pain makes life easier for your customers and prospects. It also helps you make a sale. In the end however, it’s not good enough. What your customers and prospects need is a problem slayer. Everyone is good at identifying the problem. Problem identification has never been a challenge in any situation.
A Sales Guy
MAY 8, 2012
Sales is hard. That’s why not everyone does it. It takes guts to be in sales. Customers say; “No!” more than they say “Yes” We’re often seen as annoying. Rejection is part of the game. We have to do most of our own work, find our own customers, do our own research, build our own game plan, and execute on it. Selling is tough on the ego.
A Sales Guy
MAY 11, 2012
“How?” is an often forgotten word. We ask “what?” all the time. What do you do? What are going to do? What ideas do you have? ”What?” is pretty common. “ Why ?” and “ Who ?” have books named after them. They are getting some pretty good airtime. “Where?” certainly gets it’s time in the spot light.
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A Sales Guy
MAY 30, 2012
I was talking to a prospective client yesterday. He was describing one of his sales people as being unbelievably connected. He described how strong his network was. Listening to him reminded me of how important networks are to sales people. Sales people are deal architects. We get paid to get things done. We create, build, and craft deals everyday.
A Sales Guy
MAY 14, 2012
Sales training, we’ve all been through it. In almost every case it’s about teaching us something new. I’m a fan of sales training because I’m a fan of learning. Anytime I or my teams can learn something new, I’m good with it. Despite my fondness of “good” sales training, sales training operates from an interesting premise.
A Sales Guy
MAY 26, 2012
Earlier this week I posted about a Linkedin discussion regarding resume spelling and grammatical errors. Someone in the group posted this question: OK, so perhaps I am just venting here…is there anyone else here who simply discards any applicant with grammar or typing errors in their resume or cover letter? Is there really any excuse for this?
A Sales Guy
MAY 21, 2012
It’s the NBA playoffs. I’m a Boston Celtic fan. On Friday night, the Celtics were beating the Philadelphia 76er’s by 15 points at the half. At one point the Celtics were winning by 18. The previous game, the Celtics had beaten the 76er’s 107-91. It was ugly. It looked and felt like the game and series were over. Philadelphia was done.
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A Sales Guy
MAY 25, 2012
“Dawn takes . “ Do I need say any more? You now how it ends. There is really nothing unique about dishwashing detergent. I don’t know that Dawn is any better or worse at cutting through grease when washing dishes, but they were the first to say it. They owned it and made everyone else a me too brand. Everyone except maybe Palmolive.
A Sales Guy
MAY 15, 2012
Seth Godin has a great post up today: Hard Work on the Right Things. Seth couldn’t be any more accurate. I’ve seen it over and over. The best sales people know EXACTLY what matters and the spend their time working on those things. They ignore the rest. The best sales leaders help sales people focus on what matters. They take the rest off their plate.
A Sales Guy
MAY 23, 2012
There is an interesting conversation happening in the VP Sales and Marketing group on LinkedIn. . Nancy asked this question: OK, so perhaps I am just venting here…is there anyone else here who simply discards any applicant with grammar or typing errors in their resume or cover letter? Is there really any excuse for this? The answers have been interesting.
A Sales Guy
MAY 5, 2012
How much would you pay? That’s a great question. How much we pay is determined by how much value we place on something. This is my take on value: Value is measured NOT by how badly you want it, but by what you are willing to give up for it. The more value we place on something, the more we’ll give up for it. The problem with value is everyone sees it different.
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A Sales Guy
MAY 10, 2012
It’s business, there is no place for emotion, right? That’s what were told. But in sales, that advice is only HALF true. To be good at sales, we have to be emotional. We have to feel our customers pain. We have to feel their anxiety. We have to feel their fear. We have to feel their confusion. We have to feel their anger. We have to feel their frustration.
A Sales Guy
MAY 7, 2012
Last night I went to the Denver Nuggets vs. L.A. Lakers playoff game. A friend had an extra ticket and he asked if I wanted to go. I was really tired and it was a late game. My first reaction was; No, I don’t want to go. However, after a minute to reflect, I thought it would be fun and said yes. I chose to go. The Nuggests lost, but I bumped into a good friend I lost contact with 5 or 6 years ago.
A Sales Guy
MAY 16, 2012
Yesterday was National Cookie Day, at least according to the guy outside the restaurant where I was eating. His job that afternoon was to let everyone know it was National Cookie Day and that they could get a “free” cookie inside. I had one of the cookies, actually two. They were good, very good. But they weren’t free. You had to go inside to get one.
A Sales Guy
MAY 4, 2012
What is this guy is selling? It’s the glory of God and his ability to transform your life for the positive. At least that’s what I think he’s selling. It’s hard to tell. His “Jesus Saves” sign really doesn’t tell me very much. I’m not sure what he wants from me. Does he want me to join his church or congregation, or does just want me to go to any church?
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A Sales Guy
MAY 2, 2012
I saw it plain as day. The new head of sales for a start-up had just come back from a partner meeting with his CEO. The partner was supposed to provide a substantial lead base and be the lynchpin of the start-ups new, revolutionary product. The head of sales did not like what he saw. The next week the head of sales went into the CEO’s office and told him he didn’t believe the partnership was going to work out and he felt they should look to different areas and consider a different g
eTourism
MAY 23, 2012
In an attempt to understand the travel planning behaviour of its customers, Orbitz have discovered a surprising fact: Mac users are 40% more likely to book a 4 or 5 star hotel than their PC using counterparts.
eTourism
MAY 10, 2012
The arrival of mobile technology has changed the travel industry forever, allowing consumers to select flights, book tickets and even check-in just by tapping a few buttons on their Smart-phones.
eTourism
MAY 17, 2012
One of the criticisms leveled at Facebook's mobile apps in the past has been that the social network giant simply has too many features to cram into one mobile experience.
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