Anthony Cole Training

JUNE 11, 2013

'Over the years, I have been very fortunate to work with a lot of very successful companies in many industries across the US. Over the years, I have found some very common responses to our sales and sales management training programs. Some of the responses I would consider legitimate and reasonable; others I put in the category of myths. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization.

Sales 190

Sales Business Sales Process Shopping 190

A Sales Guy

JUNE 23, 2013

'When I was a kid, I used to build forts. I loved it. We’d snag all the scrap building supplies from the houses going up in the neighborhood and build the elaborate forts. They were multi-story, multiroom shanties. These things were a kids paradise. You could never stand up in them, but they would have carpet from ceiling to floor. You’d be able to go from room to room through trap doors and secret cut outs.

Sales Tools 129

Sales Tools Sales B2B 129

Anthony Cole Training

JUNE 25, 2013

'Your sales people want to succeed! One of the best pieces of advice I''ve received about coaching came from Kim Ades, President of Frame of Mind Coaching. She said that when I am working with people and they are not performing in a way that is consistent with my expectations, the first thing I should do is "assume positive intent." This is huge! What does "assume positive intent" mean relative to the topic today?

Sales 169

Sales Intent Hiring Construction 169

Anthony Cole Training

JUNE 21, 2013

'What does sales experience have to do with sales success? "It depends" would be the most appropriate answer. If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.

Sales 169

Sales Closing Business Operations 169

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Anthony Cole Training

JUNE 21, 2013

'What does sales experience have to do with sales success? "It depends" would be the most appropriate answer. If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.

Sales 154

Sales Closing Business Operations 154

A Sales Guy

JUNE 12, 2013

'Chad Malchow. I’m skipping this weeks WITCE Wednesday (I hate that name, so if someone could please offer another it would great.) to share a guest post. Chad Malchow is Sr. Vice President of North American Sales for Return Path and one smart cat. Return Path is a client and I have been working with Chad for a few months. As part of our work I asked Chad to think about leadership and the work we’re doing and put it into post form to be published here.

Sales 123

Sales Management 123

A Sales Guy

JUNE 11, 2013

'It’s not uncommon for me to get emails requesting help from sales people or sales leaders. But, I got one this morning and I felt terrible for this person. They are dying on the vine and are desperate to break the sales code and start selling before they give up entirely. You can feel this person’s frustration and agony. They are clearly not happy.

Sales 120

Sales B2B Market Marketing 120

A Sales Guy

JUNE 20, 2013

'Unless you’ve been under a rock in sales, you’re keenly aware of the growing popularity of the Challenger Selling approach. The Challenger selling approach is the result of a substantial study by the CEC (Corporate Executive Board) that showed; sales people who challenged their customers and prospects out performed those who didn’t.

Sales 119

Sales Sales Process Management 119

A Sales Guy

JUNE 28, 2013

'There are two types of hiring criteria; the sourcing criteria and the selection criteria and too often we get them confused. When were looking to hire our next “A” player or that new CSO, we create a list of the things we want in the person. It usually looks like this: 10 years of selling experience. At least 5 years in XYZ industry. Experience managing large enterprise accounts.

Hiring 117

Hiring Sales Scale Management 117

A Sales Guy

JUNE 6, 2013

'You’re boring! I know, you probably didn’t like to hear that. Unfortunately, for most you it’s true. You’re boring. It’s not to say you’re not a good person, that people don’t like you or even that boring is bad. This is not about not being liked. Almost everyone has a group of friends who likes or loves them very much.

Sales 115

Sales Branding Operations 115

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

Hospitality

A Sales Guy

JUNE 15, 2013

'This is a great video. It’s only 3 minutes, yet you’ll learn something, you’ll laugh and you’ll find yourself evaluating your own habits. Success is a choice. We all want it, but getting it, that seems to be the challenge for most people. John nails it in this quick Ted video. My favorite part; Persist through C.R.A.P. (Criticism, Refection, A s, Pressure).

B2B 114

B2B Sales 114

A Sales Guy

JUNE 8, 2013

'Oprah gives a great Harvard commencement speech about failure and finding purpose. Success goes through failure, so learning how to view and respond to failure is critical. There is no such thing as failure — failure is just life trying to move us in another direction. “The key to life is to develop an internal moral, emotional GPS that can tell you which way to go.”.

Sales 113

Sales 113

A Sales Guy

JUNE 29, 2013

'Over the last few Success Saturdays, I’ve shared a number of perspectives on success and what the truly successful do to make it. Like Yin and Yang there is always a negative to a positive, an opposite to everything and it got me wondering what unsuccessful people do, that sabotages there life. I found this list on KrantCents. It’s a good one.

113

113

A Sales Guy

JUNE 18, 2013

'There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There are all types of leadership styles and approaches to motivating and leading teams. But in spite of all the different styles they all can be boiled down into 5 leader types; The A **e.

Sales 113

Sales Sales Leadership B2B Revenue 113

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Branding

A Sales Guy

JUNE 26, 2013

'It’s been a few weeks since my last WITCE (What is the Customer Experience) Wednesday. Sorry about that. It’s been more difficult to come up with post ideas than I thought. I’m game if anyone has any ideas or a topic they want my to tackle. I talked about the profit and loss statement in an earlier post, but wanted to tackle gross margin today.

B2B 111

B2B Sales Revenue Business 111

A Sales Guy

JUNE 9, 2013

'Ok, Paul is a fun story teller. He keeps readers engaged with descriptive stories. Paul’s blog, The Sales and Sales Management Blog tackles an array of sales topics, making it a great read for sale people looking to up their game or sales leaders looking to get more out of their employees. Paul, also isn’t afraid of the occasional ”guest post,” which adds a nice sprinkle of unique opinions.

Sales 111

Sales Management Market Marketing 111

A Sales Guy

JUNE 3, 2013

'As a society we are obsessed with growth. Apple’s stock has taken a huge hit since the end of last year due to fear that they won’t be able to continue to grow as quickly as they have. We love and reward growth with admiration and attention. Our entire market evolves around growth, we push, drive, create, compete, and even destroy all in the name of growth.

B2B 109

B2B Sales Revenue Business 109

A Sales Guy

JUNE 25, 2013

'In just over 3 weeks I will be doing this. and this: I’m completely pumped. A few weeks ago I wrote a couple of posts that got some folks pretty riled up. One was called, You’re Boring! The other was called, Don’t Hire Someone Who’s Not Good at Something Else. These posts got a lot of attention, with haters and agreers on both sides.

Hiring 107

Hiring Sales Branding 107

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Travel

A Sales Guy

JUNE 1, 2013

'Have you ever heard of Marie Forleo? I hadn’t until just today. She’s a cool chick. She has crazy energy and is sassy as hell. She is definitely NOT your typical online video chic. And of course, that’s why I found myself liking her. In this video she breaks down an issue that affects all of us at one time or another and that’s making a decision when every option appears to suck!

B2B 107

B2B Sales 107

A Sales Guy

JUNE 5, 2013

'I’ve missed a couple of WITCE Wednesdays, my bad — sorry! I’m enjoying the series, but if I don’t give myself enough time to research a topic, I end up not having time on the Wednesday it’s due. I want theses WITCE topics to be valuable, so if I don’t have a good one, I punt. This week, I’m going to talk about mandates.

B2B 105

B2B Sales Business Sales Process 105

A Sales Guy

JUNE 2, 2013

'First, I know it’s not Sunday morning. I got a late start, today was the first pool day of the Colorado summer. My girls were jonesin’ to go to the pool. So I said f**k it. I’ll blog tonight. All in all, I’m OK with the decision. My OCD side is tingling a little though — K, maybe a lot. Writing the Sunday Morning Blog post at 12: 26 on Monday morning is just tweaking me.

B2B 101

B2B Sales Business Branding 101