Anthony Cole Training
JANUARY 13, 2014
'Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" is a question. It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". A couple of things.
A Sales Guy
JANUARY 26, 2014
'Sometimes the most obvious is ignored especially when it comes to sales and overall business growth. The focus becomes so much on the desired results the emotions, the personal connectivity is lost or becomes the means to the end. Happy is not a word usually used within sales training. Even though people buy on emotions justified by logic, this emotion of happy is ignored and that is a potentially fatal mistake.
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eTourism
JANUARY 22, 2014
A recent study by Google and Nielsen has revealed that almost three quarters of mobile users make enquiries using a search engine when using their devices to complete a purchase.
Anthony Cole Training
JANUARY 9, 2014
'Desire is critical for great success in sales and in all walks of life and endeavors. I’m not sure that’s a fact, but it’s certainly my strong opinion. I don’t know how anyone can deal with the challenges and obstacles to great success without a burning passion to succeed. But, then again, that’s just my opinion. I walked off of a football field for the very first time in my hometown of Hammonton, NJ.
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Anthony Cole Training
JANUARY 27, 2014
'This kind of story doesn''t happen every day. One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. Over a 3-day period, they had to go door-to-door in the same market and sell an overpriced luxury item.
Anthony Cole Training
JANUARY 10, 2014
'It’s not! Let me clarify. CRM, as a sales enablement tool IS NOT SO important to sales success even though it does contribute, aid, help and enable sales people to manage prospects and accounts. But, clearly it has little or nothing to do with the execution of the sales process - from finding prospects to getting them to make a decision to buy from you.
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 8, 2014
'Priorities Get Done; Everything Else is JUST Talk! When you are in an airplane, you may or may not pay much attention to what is going on in the cockpit. You may happen to glance at the massive control panel (dashboard) with all the switches, gauges, nobs and buttons, but it’s just a glance. before you hustle on to your seat to get settled in for the flight.
Anthony Cole Training
JANUARY 7, 2014
'There is a great deal of talk these days about metrics for success. Companies hire consultants, spend time brain-storming in board rooms, go to seminars, read books and mastermind the various ways to measure success in selling. I understand why. In the sales consulting world, we attempt to make a science out of the profession of sales and sales management.
Anthony Cole Training
JANUARY 22, 2014
'Let’s start a revolution! Who’s in? We all know the problem. It doesn’t matter your role: VP of Sales, President of the company, sales manager, sales professional, and professional sales development expert. What we all know is that pipeline management is a myth! It doesn’t exist! What exist are sales enablement tools (CRM) that provide a repository for information about sales suspects, prospects and opportunities.
Anthony Cole Training
JANUARY 16, 2014
'Duh is right. Everyone in selling or managing a sales team knows that one of the most important keys to selling more is getting in front of more people. I was talking to a prospect yesterday about this very thing. There have been some changes internally regarding compensation to those that refer business. The question on the table was this: How do we continue to get referrals from our partners even though they won''t get paid for them anymore?
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 22, 2014
'Your CRM is a tool. That’s all. And, like most tools, you have to us it correctly if want get the most out of it. Have you ever seen a little kid use a hammer for the first time? They bang away at the nail, if you’re lucky it’s not a vase, your iPhone or the remote control, using the broad side of the hammer. If you think about it, it makes sense to a child to use the broadside, it has more surface area, it’s easier to swing and you can hit more stuff faster.
A Sales Guy
JANUARY 29, 2014
'You are a few weeks into the brand new year. You wrote out your goals and got all excited about your 2014 plan. I want to know. What is different about 2014? That is the question I have been asking salespeople and entrepreneurs the last few weeks. Most people look at me with a strange face and say; Oh it’s better already! Does it feel like the same old start to you?
A Sales Guy
JANUARY 31, 2014
'There, I said it. Your message stinks. Technology has made it cheaper and faster to get in front of prospects, but somebody forgot to make sure you understood that what you say and how you say it wins the e-ticket ride to the next step in the sales process – OR NOT. Competition for your prospects attention is tougher than ever. You know that.
A Sales Guy
JANUARY 9, 2014
'Every time I ask a V.P. of Sales/CSO or even a sales manager if they have coaching methodology in place, I always get a similar answer; “Yes, we do them once or twice a year.” I then ask, are those your “performance reviews” and of course, the answer is yes. Let me help everyone out — doing performance reviews is NOT coaching.
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A Sales Guy
JANUARY 28, 2014
'You often hear business strategists, marketing gurus, or sales traders tell you that you need to “build a plan and then go execute it”. Which is kind of obvious, right? Having a plan is important. It’s hard to get much of anything done without a substantive plan. And without executing what’s on the plan, having a plan doesn’t really matter in the first place.
A Sales Guy
JANUARY 7, 2014
'We all have this crazy fear of failing. If you say you don’t either you’re a true bad ass or you are full of s**t and I have my money on the second one. Fear is a paralyzing emotion. Most every has some fear of failure. Fear of failure keeps us from moving, from trying new things, from taking risks, etc. Fear of failure affects us all differently, some of us manage fear failing differently than others, but we all have it.
A Sales Guy
JANUARY 10, 2014
'I was waiting in line to order my food, when I overheard the cashier tell the woman in front of me that she “couldn’t” refund her money, but that she could get her another espresso or something else. The cashier just lied to this woman. Because she can give her a refund, she (or company policy) is choosing not to. This is why most customer service is b t and when companies try to defend it, it’s even more silly.
A Sales Guy
JANUARY 3, 2014
'This is a follow up to the 11 Things Great Sales People Don’t Do. There are two sides to sales. The sales people and the those that lead them. Each of them has a distinct and different role. Sales people go and sell. They are the front lines. The sales leaders, they have to support, direct, lead and motivate the sales team. Like the best sales people, it’s what sales leaders don’t do that makes them great.
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A Sales Guy
JANUARY 20, 2014
'I know your too busy selling to blog, be on Twitter , input s**t into salesforce, work the booth, watch Ted videos , attend the networking event, etc. I know, you’re the s**t and you don’t have time for those non selling activities. But guess what? All that stuff IS selling. The lesson learned in that killer Ted talk about influencing would have helped you in that sales presentation you had yesterday.
A Sales Guy
JANUARY 12, 2014
'Being open to feedback and criticism isn’t the key to personal development and growth. It’s actually accepting the feedback. The other day I was skiing and the person I was skiing with was getting frustrated and asked for some help. The wanted my feedback to help them get better. They were very open to feedback, they actually wanted it.
A Sales Guy
JANUARY 13, 2014
'Sales is predicated on change. Anyone disagree with me on this? The whole point of selling or buying is change is required or desired. You want a new car, the company needs new design software, an organization wants to take a new approach to marketing. In each of these situation, they’re all looking for change. It doesn’t matter what the sale or the purchase is, when we sell something or someone buys something change occurs.
A Sales Guy
JANUARY 25, 2014
'Early in my sales careeer, I was so excited to finally announce my first sale. Everything was agreed upon and ready to finalize at the upcoming meeting. My favorite suit was worn, energy was high, and I enthusiastically greeted my prospective client. In fact, my heart was racing somewhat knowing this was just the beginning of a lucrative career.
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A Sales Guy
JANUARY 30, 2014
'Anytime you find yourself engaged with a prospect who only wants to talk price, or the next time you’re stuck with procurement telling you your competition is cheaper and you need to lower you price, send them this: This will get their attention.
A Sales Guy
JANUARY 10, 2014
'They say, and this includes Wikipedia, that prostitution is the oldest profession in the world. If that’s the case, my question is, how did the prostitute get their first client? Nothing happens until something gets sold folks. Sales is the true oldest profession in the world. Here is to sales gaining it’s rightful place in the world of professions.
A Sales Guy
JANUARY 15, 2014
'I’m looking for a new SaaS software for A Sales Guy Recruiting. After finding a leader in the industry, I searched their website and I clicked on the little red button to request a demo. It was Sunday. By Monday, I was on the phone with a sales rep. He asked a bunch of questions and suggested a demo. Tuesday rolls around, I’m on a demo.
A Sales Guy
JANUARY 23, 2014
'That’s Niseko and it’s gonna be me this week. Boom! I’m headed to Niseko Japan in the morning to go skiing. Most of you already know, I’m a proud ski bum. So, I thought I should give some good foreign pow a try. I will be 16 hours ahead of Mountain Standard Time, so I don’t expect to be working too much. With that said, I wanted to make sure this community continued to get some good sales love.
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A Sales Guy
JANUARY 16, 2014
'Tanner Hall Catching Sick Air! I’ll never forget an interview I saw several years ago by Tanner Hall. Tanner Hall is one of the most storied slope style skiers in the world and a pioneer in the sport. During an interview he was asked about his tricks and how he prepares for an event. He said something I will never forget. He said he NEVER does a trick he’s never done successfully a 100 times in practice.
A Sales Guy
JANUARY 23, 2014
'This quote comes from a sales person whose product I’m demoing. This company provides a SaaS product that helps recruiters. Think CRM or Applicant Tracking system. I asked them if they had a mobile app and this was his answer. We do not currently plan on creating an app, though we are looking to improve the mobile version significantly in the next few years.
A Sales Guy
JANUARY 6, 2014
'Hey all, I wanted to share with this community some exciting news. A Sales Guy Inc. is expanding. We’ve now added a recruiting division to the A Sales Guy Brand — A Sales Guy Recruiting. A Sales Guy Inc is a “sales company.” We are knee deep in selling, sales leadership, sales process, and sales engagement. The A Sales Guy Blog, and A Sales Guy Consulting have been engaging and participating in the on and offline world of sales for years.
A Sales Guy
JANUARY 19, 2014
'WordPress sent me a nifty little recap of this blogs 2013 activity. It included a list of the top commenters. I love this community. It’s full of smart, badass sales people. Commenting is my favorite part of a blogging community. I’ve talked about this part of a blog community before and although readership was up almost 60%, comments were down.
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