Anthony Cole Training
SEPTEMBER 4, 2012
I played football for 13 years, coached or was part of football for an additional 6 seasons. It defined who I was for a long time and defines many of my beliefs today. I have been coaching sales peoplt to sales success for over 20 years. There are some similarities. One belief I have today is that practice of any skill or performance is essential to gaining a successful outcome.
A Sales Guy
SEPTEMBER 13, 2012
It’s the moment of truth. You’re about to call back the prospect you’ve been chasing for the last two months. You are about talk to your customer who makes up 30% of your quota. You’re about to start making cold calls. It’s call time. When you sit down to make that call, whether it’s one call or 4 hours of cold calls, what’s in your head?
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
eTourism
SEPTEMBER 26, 2012
We've already discussed the importance of using segmentation to categorise your contact database and create tailored email marketing campaigns that target specific guest groups.
Anthony Cole Training
SEPTEMBER 17, 2012
I just read a quote by noted business expert Peter Drucker: "Meetings are by definition a concession to deficient organizations. For one either meets or one works. One cannot do both at the same time. In an ideally designed structure.there would be no meetings. We meet because people holding different jobs have to cooperate to get a specific task done.
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
SEPTEMBER 10, 2012
I was watching TV one morning last week while getting ready to deliver a 'surgical strike' report to a new client. A surgical strike is a summary of the evaluation we do for organizations to help determine why they get the sales results they get. This in turn helps the company and us determine the correct path to take to improve sales management, sales behaviors, sales skills and eventually sales results.
Anthony Cole Training
SEPTEMBER 17, 2012
I just read a quote by noted business expert Peter Drucker: "Meetings are by definition a concession to deficient organizations. For one either meets or one works. One cannot do both at the same time. In an ideally designed structure.there would be no meetings. We meet because people holding different jobs have to cooperate to get a specific task done.
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
SEPTEMBER 8, 2012
I’m reading my friend Mike Weinberg’s new book, New Sales Simplified. I’m enjoying it so far and will share my thoughts with this community shortly. But, I couldn’t wait to share this quote. This is a great explanation of sales. Read it, let it sink in and ask yourself, does your organization enable this or work against this?
A Sales Guy
SEPTEMBER 4, 2012
The best sellers I’ve ever seen have an amazing ability to anticipate what their customer is thinking. Buying is a process, check boxes have to be checked. The checks are in the buyers head or in an elaborate excel spreadsheet. Buyers won’t buy unless the boxes are checked. Behind each box to be checked lies a decision to be made. To check the box the buyer has to believe AND feel the information adds up, that it corresponds with getting them to their goals and objectives.
A Sales Guy
SEPTEMBER 12, 2012
All too often sales people face the wrath for sales failure or the celebration for sales success by themselves. It seems obvious, they are the ones on the frontline. It makes sense. If sales people aren’t making the number, it’s their fault. When they are, they should be celebrated. When it comes to sales organizations, I agree with the second statement but not the first.
A Sales Guy
SEPTEMBER 28, 2012
I’m going to get tactical for a minute. I’m noticing an interesting CRM trend lately. Too many opportunities are in the CRM without an active or open, associated task. The sole purpose of the pipeline or sales process is to move deals from contact to contract, from start to finish. It’s to get them closed, win or lose. When an opportunity is in the CRM without an open task, it is doomed to die.
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
SEPTEMBER 14, 2012
I received this email yesterday; Hi Jim: XYZ, a sales applications provider, is announcing a major new release of its Super Duper cool application. One benefit of the app to ‘sales guys’ is that they will be able to save a lot of time preparing for the dreaded quarterly pipeline review. The snapshot from each playbook is your deal status.
A Sales Guy
SEPTEMBER 24, 2012
Every company is challenged with problems. That’s what makes business, business. How companies deal with challenges or problems is what differentiates the good from the bad. Problem solving in business is where things are won or lost. Understanding this, the choices companies make when it comes to solving problems provides tremendous insight into whether a company is customer centric or narcissistic.
A Sales Guy
SEPTEMBER 11, 2012
What do you know about your industry? What do you know about your industries technology adoption, use cases, issues, challenges, trends and mandates? I came across a cloud computing article today with this headline: Cloud computing passing many small firms, survey finds. A rather innocuous headline, but it was the subheadline that really got my attention; FEW small businesses are taking advantage of cloud computing technology, but many who do say they have seen their revenues rise in the past ye
A Sales Guy
SEPTEMBER 6, 2012
Questions for your customers and prospects. How do you find “A” players? How do you manage developer costs? How do you reduce spoilage? How do you address theft rates? How do you measure employee engagement? How do you manage sales expenses? How are you going to increase user engagement? How do you route calls during peak times? How do you manage back-up and recovery?
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
SEPTEMBER 25, 2012
I met with someone the other day who is looking for some advice and direction on getting a job in tech sales. One of the questions he asked was, “knowing what I’m trying to do, what other suggestions do you have for me?” My answer; Start a blog, get on Twitter, participate in Linkedin groups, get social. There is nothing more beneficial to your business, your personal career or your ability to make your number than becoming social.
A Sales Guy
SEPTEMBER 21, 2012
The person who sees their own experience as the template for the world is a fool. Sales is about everyone else’s perspective, not yours. The best sales people understand this. Don’t be the sales fool!
A Sales Guy
SEPTEMBER 19, 2012
Have you ever had a sales leader who expected you to do more than you had ever done before? Have you ever had a boss who expected you to know more than the competition? Did she expect you to have your CRM nailed? Did she expect you to exceed quota every year? Was she disappointed when you failed because you didn’t put in the effort? Did she tell you if it ever happened again she’d let you go?
A Sales Guy
SEPTEMBER 20, 2012
Have you ever had an employee who just didn’t accept everything you said as the end all, do all? Have you ever had and employee who seemed to challenge everything? Have you ever had an employee who pushed you to think differently? Did he ask you a lot of questions? Did he expect you to show your math? Did you think of him and what he would say before you launched a new effort?
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!
eTourism
SEPTEMBER 17, 2012
As you have probably heard by now, to attract links you need great content. But defining what it is exactly that makes great content is not always so easy. Bad content, however, typically follows the same patterns, making it easy to spot and avoid.
eTourism
SEPTEMBER 5, 2012
If you struggle to memorise that long string of random numbers that makes up your hotel's Google + business page, you'll be pleased to hear that Google is in the process of rolling out shorter, more professional custom URLs to thousands of its users.
eTourism
SEPTEMBER 6, 2012
A new study has shown that the photos hotels choose to use in their OTA booking paths have a considerable bearing on click through rates.
eTourism
SEPTEMBER 17, 2012
Nearly a year after its acquisition of restaurant review and ratings service Zagat Survey, Google has announced it is buying travel guidebook brand Frommer's.
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
SEPTEMBER 9, 2012
Including an image with your blog post is one of the best ways to catch the reader's eye, stir their interest and make them start reading.
eTourism
SEPTEMBER 24, 2012
As Facebook, Twitter and Tumblr continue to hog the spotlight, blogging has taken a backseat in the online marketing world.
Expert insights. Personalized for you.
185 
Let's personalize your content