Anthony Cole Training
JUNE 20, 2012
I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. Until I came to the corner of Montgomery and Kemper. This is a very busy intersection. I am in the middle of 5 lanes: 2 left turn lanes, 1 right turn lane and 2 go straight lanes. On the corner where you would turn right there is a man and 2 young people.
A Sales Guy
JUNE 7, 2012
The chatter and noise surrounding social selling seems to be growing. The conversations seem to be getting louder and louder. Social Selling or social media is the topic of the day. Everyone has an opinion. There is no doubt that social media can play a role in the sales process, but how big of a role? Can it truly impact quota? Is it already impacting quota?
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eTourism
JUNE 20, 2012
Have you heard of the term 'Last Room Availability'?How does that benefit me? Well the simple answer is more online bookings. To achieve this you should have your property management system connected to your channel manager.
Anthony Cole Training
JUNE 6, 2012
I was in Cleveland yesterday meeting with a client. As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.
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
JUNE 27, 2012
Commitment to succeed in sales or in life can be defined by a willingness to to everything possible to succeed. Overcoming obstacles, changing your mindset and beliefs, defying all the odds, overcoming everything that life throws at you. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'.
Anthony Cole Training
JUNE 12, 2012
Yes I know it's a bit of a complicated title but I have these SEO (search engine optimization) requirements of putting in sales and or sales sales success in the title and first paragraph. Good, that's out of the way. My good friend Randy Wilhelm sent me to a link to observe a recent talk he gave at a TED conference at Xavier University. Here is the Link - Igniting the Hope of Knowing.
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
JUNE 15, 2012
There are several contributing factors for success of any kind in any endeavor either professional or personal. At Objective Management Group President Dave Kurlan has identified 4 Crucial Elements for sales success. Desire for success. Commitent to success. Personal Outlook. Responsibiliy for results. I was watching ESPN this morning and the early part of the show was all about the 2nd game of the current NBA playoffs between the Miami Heat and the Oklahoma City Thunder.
A Sales Guy
JUNE 8, 2012
This letter is from Mike Ross. Mikes is V.P. of IT Service Management and Operations for T-Mobile. Mike is your buyer or just like your buyer. He has a 300 person team and has a $200 million dollar budget. . I asked Mike to write a letter to sales people (you) in response to my “Letter to Your Prospect.” In his letter, I asked Mike to describe what he wants in a sales people, (again YOU!
A Sales Guy
JUNE 5, 2012
I moved this weekend. Moving is the epitome of change. I moved from a loft in downtown Denver to a small home in the suburbs. (still close to the city). I moved to the burbs for my girls. We now live on a park. There are 4 swimming pools, two of them have diving boards. The experience of living in the burbs is very different than living in the city.
A Sales Guy
JUNE 21, 2012
You can’t just. create a new comp plan and commission structure. hire a two new sales reps. redo the sales process. change the sales strategy. go after new customers. implement a new CRM. promote a new sales manager. establish new territories. start content marketing. create a sales operations function. establish and inside sales team. build an outside sales team. create a team evaluation process. develop a channel strategy. do anything.
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
JUNE 18, 2012
If your deals are struck in the pipeline longer than they need to, is that the problem or the symptom. If your reps aren’t making quota, are they the problem or the symptom of shitty management. Is a poor close rate the problem or the symptom? Is crappy CRM the problem or the symptom. Are poor leads the problem or the symptom? There is a real difference between a symptom and a problem.
A Sales Guy
JUNE 14, 2012
Why do people dismiss sales people? Why do sales people want to be referred to by anything but a sales person? Account Executive, Account Representative, Account Manager are all monikers sales people beg to have in order to avoid having to have “sales” on their business card. It’s a shame really. Sales people are enablers. If it weren’t for sales people nothing would get done, ideas wouldn’t spread, money wouldn’t exchange hands, products would’t be cre
A Sales Guy
JUNE 6, 2012
I’ve been kicking around the idea of a “sales stack.” Similar to the OSI model of computer networking , the sales stack is designed to create logical layers that articulate how the full sales environment is connected and comes together. Creating a “sales stack” allows sales organizations to logically break down the unique elements required to effectively deliver revenue.
A Sales Guy
JUNE 11, 2012
I’m amazed at how many sales organizations manage activity. If a sales organization is managing activity, it means one of two things: The sales team is broken. or they’re killing it. A seasoned sales professional and friend of mine was lamenting that his company requires him to make 25 cold calls a day. Yes, I said “requires.” This mandate comes all the way from the SVP of Sales.
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A Sales Guy
JUNE 25, 2012
Your prospect just told you they are going to take your information, review it and get back with you. But, what did they REALLY just say? Your prospect just told you they like your solution and your the front runner, but they need to get approval from the CEO. But, what did they REALLY just say? Your prospect just told you the V.P. of IT resigned and they need to hire a new one before they move forward.
A Sales Guy
JUNE 26, 2012
I just finished a new video; Twitter for sales people. It’s funny check it out. Twitter isn’t a panacea, but it is a great tool for: Prospecting. Research. Networking. Closing. Referral Building. If you’re not using Twitter, you should. It’s a great compliment to your other selling motions. Be like Tom! You can download the Twitter for Sales Ebook at A Sales Guy U .
A Sales Guy
JUNE 20, 2012
A friend of mine used to say he wasn’t the smartest finance guy in the room but that he would out work anyone. He was brilliant. I don’t agree with his self assessment, but I do agree with his approach of out working people. When you aren’t as, Smart. Educated. Experienced. Knowledgeable. Connected. Wise. Strong. Conditioned. Etc. Work harder!
A Sales Guy
JUNE 12, 2012
Sales people see revenue projection in 4 ways. Forecast – The amount of revenue the organization/management budgeted for and expects to get. Commit – The amount of revenue the sales person tells management they ARE going to get. BHAG – (Big Hairy Audacious Goal) the amount of revenue the sales person wants to get. Actual – The amount of revenue the sales person actually gets in the end.
Advertiser: ALHI
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A Sales Guy
JUNE 28, 2012
The sales pipeline is the most important sales management tool there is. Everything happens in the pipeline, or at least it should. The sales pipeline is like the hard drive of a computer. Everything runs on it. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue.
eTourism
JUNE 14, 2012
Social media may have stolen the limelight in recent years, but email marketing is going nowhere. Although most marketers recognise the ongoing importance of email, certain email best practices, such as Segmentation, have been slow to catch on.
eTourism
JUNE 11, 2012
In plain English, SEO is generally a number of techniques or processes used to optimise a website and give it the best chance to be seen in search engines like Google or Bing.
eTourism
JUNE 6, 2012
eTourism Online has a range of very powerful tools that can help you create, manage and sell your special promotions. To follow are just a few examples of what can be achieved with eTourism Online.
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.
eTourism
JUNE 6, 2012
Facebook is currently testing a new feature called 'Offers' for ecommerce businesses which will allow companies to display coupons prominently within ads, Sponsored Stories and user's news feeds.
eTourism
JUNE 14, 2012
Landing pages have become an essential component of every business's online marketing strategy, and your resort is no exception.
eTourism
JUNE 24, 2012
You're probably aware by now that blogging is absolutely essential to the success of your online marketing campaign.
eTourism
JUNE 3, 2012
In the iLaunch Content Management System, we try to make newsletter campaigns as powerful and painless as possible.
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
JUNE 20, 2012
Email marketing campaigns are an effective and affordable way to attract return visitors to your resort's website.
eTourism
JUNE 12, 2012
Appearing in local search results is pretty essential to the success of your resort's internet marketing campaign.
eTourism
JUNE 4, 2012
A referral is the natural result of excellent customer service and surpassed expectations.
eTourism
JUNE 7, 2012
From online vouchers to emailed discount codes, the benefits of using discounts in your online marketing campaign should not be overlooked.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
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