Anthony Cole Training
AUGUST 21, 2012
So far in this series of articles about hiring sales people I've covered the following: Why is recruiting so damn hard. 4 Mistakes in Hiring. 2 steps to avoid unnecessay interviews. Typically when we work with sales organizations to upgrade their sales force through improved hiring we help them first map the recruiting process. This is done so that there is a more consistent approach to hiring.
A Sales Guy
AUGUST 27, 2012
“Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. We’re looking forward to it.” “Great meeting, we’re going to huddle together and go through the info you shared today.
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eTourism
AUGUST 23, 2012
As Facebook, Twitter and Tumblr continue to hog the spotlight, blogging has taken a backseat in the online marketing world.
Anthony Cole Training
AUGUST 20, 2012
This may not have happened to you but I have talked to sales managers where 'this' has happened. You are meeting with a potential sales candidate and: You know almost immediately that this candidate is the wrong one for the position you are looking to fill. Your interview is stuck in the middle of an already busy day and you are not as prepared for the meeting as you would like to be or should be.
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Anthony Cole Training
AUGUST 19, 2012
What is it that you want your sales candidates to accomplish as successful sales people? If you identify that then you can now use that information to create a profile of the ideal candidate. Create that profile and you will begin to attract more of the right people for you evaluate, interview, hire and on board. It starts with getting to talk to more of the right people.
Anthony Cole Training
AUGUST 6, 2012
I've decided to hit you all with a very focused month of blog posts. The topic will be on recruiting and upgrading your current sales team. In our Sales Management Environment Program we focus on 5 primary components: Setting Standards and Accountability, Coching for Success, Motivation that Works, Growing by the Numbers and Upgrading Your Sales Staff.
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
AUGUST 21, 2012
I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. What is “status?” Status is the lame update sales people share during the weekly pipeline meeting. It’s the pathetic review we sales managers accept from sales people when we don’t have a strong cadence and pipeline review process in place.
A Sales Guy
AUGUST 30, 2012
You want to be an amazing sales person? Have you ever wondered what the best of the best do to connect with their customers and prospects? How is it some sales people always make quota, are labeled ”rain makers” and are continually in the top 5% of sales organizations? Like most things, there are many reasons, but one of the key reasons starts with the solutions they create.
A Sales Guy
AUGUST 13, 2012
One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. To get sales people to use the CRM, I’ve seen sales leaders try all types of cohersion; everything from withholding commissions, not providing credit for a sale to threatening to fire offenders.
A Sales Guy
AUGUST 3, 2012
THE PERFECT SALES BUSINESS REVIEW AGENDA. 8:00 What did you say you would do? 8:10 What did you do? 8:20 What worked? 8:40 What didn’t work? 9:00 What did you learn? 9:15 What are you going to do moving forward? -NEXT PRESENTER-. It’s really that easy. Here is the problem. Most sales leaders don’t create a culture of accountability.
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
AUGUST 18, 2012
I read this post on the Word of Mouth blog and had to share it. If you don’t read it you should. It’s quickly becoming one of my favorite blogs. What I love about what Amy’s Ice Cream is doing is how creative they are. I’ve talked about creativity a lot on A Sales Guy. Creativity is THE success differentiator. Notice how Amy’s Ice Cream uses creativity to improve sales. ————————– Amy’s Ice Creams in Austin, Texas
A Sales Guy
AUGUST 9, 2012
Just because we know what our problem is, doesn’t mean we know how to solve it. Just because we know what we want, doesn’t mean it’s what we need. Often we don’t even know we have a problem and limp along, unaware there is an alternative. There are other times we know we have problem and knowing lament in it’s discomfort, having no clue how to solve it.
A Sales Guy
AUGUST 24, 2012
Why is it the very best sales people can sell their product or solution to someone who ALREADY has what they are selling? Why is it some sales people are able to get others to buy what they already have and others can’t? It’s happened to me. I’ve had sales people sell me something I already had. It was amazing, before I knew it I had two of the same thing.
A Sales Guy
AUGUST 2, 2012
Are you treating your customers like dead beats? Recently, I was working with one of my clients. Their business is a SAaS business. They have recognized that losing customers is VERY expensive. One of their sales strategies is to reduce churn in order to increase net revenue — good strategy. To help reduce churn they created a customer care team.
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A Sales Guy
AUGUST 5, 2012
Around 12:30 today my doorbell rang. I wasn’t expecting anyone, so it was odd for a Sunday. I open the door, my 3 daughters are huddled around my legs. Standing on my porch are two little girls. They were about 5 and 8. The wanted us to know they had a lemonade stand just around the corner. They were hustling! Not like a pool shark “hustle,” but the “bust your ass” and make it happen hustle.
A Sales Guy
AUGUST 19, 2012
My daughters and I visited Mt. Evans this week. Mt. Evans has the highest paved road in North America. It goes to the top, 14,200 feet. It’s an amazing trip. Once at the top, there is a short walk to the “peak.” If you ever been to 14,000 feet, the air is thin and exercising is harder than at sea-level. My daughters asked if we could take the short walk and climb to the top.
A Sales Guy
AUGUST 11, 2012
Why not have a teaching quota? Teaching is how we should be selling. Teaching is the selling skill our customers want from us. They want us to teach them something new. They want to be introduced to new ideas, new processes, new applications, new approaches. If there were a teaching quota, sales people would have to know more about the market, the industry, and the trends.
A Sales Guy
AUGUST 17, 2012
Our view drives so much more than we realize. Many times we don’t realize the impact our view has on what we do, how we do it, what we create, or where we go. Apple views themselves as designers. IBM, like most companies that make things, views themselves as a manufacturer. Do you think the difference shows in the products? View matters, knowing exactly how you sees things makes a difference.
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A Sales Guy
AUGUST 8, 2012
There always seems to be pundits espousing their opinions and findings about the state of sales. There is always someone pontificating about the death of cold calling, the health or lack of health of the economy, the importance of social selling and the need for more of this or less of that. It’s what they do. Everyone has an opinion. S**t, I guess to some degree, I’m part of the “they.” So me and this blog included.
A Sales Guy
AUGUST 25, 2012
Most of us have the knowledge to do our jobs well. We understand what it takes to deliver. We have years of schooling or training or experience under our belts. We trust our knowledge and that’s the problem. Knowledge relies on everything going as planned. But things rarely go as planned. Knowledge can get us out of trouble, but it takes longer.
A Sales Guy
AUGUST 23, 2012
Are you rollin’ on Facebook with us? You should be! Join me on my Facebook page and keep up with even more sales goodness! See you there.
eTourism
AUGUST 23, 2012
Ever wondered how are bookings missed and not received? Well, email and the internet is unfortunately not 100% foolproof and emails do on occasions get put into spam/junk folders or are simply not received.
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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
AUGUST 15, 2012
I remember early in my career participating in number of sales contests. One particular manager would create a contest for selling the most of a particular product, or the highest deal value, or the most revenue in a month. He would announce the contest to the team, along with the prize for winning. Which back in those days was usually the use of a cell phone for a month.
A Sales Guy
AUGUST 28, 2012
Ryan Tognazzini has an awesome post up today over at Sales Benchmark Index. He nailed it. In it Ryan breaks down why hiring for product knowledge, experience and years of management experience are mistakes. I’ve argued for years that emphasizing years of experience or industry and product knowledge are red herrings and increase the risk of making bad hiring decisions.
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