Anthony Cole Training

MAY 28, 2015

(**To hear the audio version, click here! ). When I was in high school, I ran track. During my sophomore and junior years, I ran the 1-mile race. Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. During my senior year, I ran the 880-yard event. Not a sprint, not the exhausting 440, but certainly a little more demanding of speed and a good start than what I needed when I ran the mile.

Closing 185

Closing Sales Business Events 185

A Sales Guy

MAY 20, 2015

Hey, marketers, I have a suggestion. Reach out to some of the best social sellers in the world like, Koka Sexton, Brian Fanzo , Jack Kosakowski , Jill Rowley , Eric Mitchell , Carlos Gil, etc. and take notes. You need to learn how to social market because you’re making a mess out of it. Social marketing is just like social selling. It’s about giving, not taking.

Market 123

Market Marketing Sales Hiring 123

Experience Hotel

MAY 29, 2015

Plus le temps passe et plus Tripadvisor devient un incontournable de l’hôtellerie. Même si certains crient au scandale face au tout puissant Tripadvisor et déplorent les injustices qui en découlent inévitablement, il faut savoir gérer avec et savoir comment l’utiliser au mieux. Voici donc quelques points à connaître et/ou mettre en place lorsqu’on veut tirer le maximum de Tripadvisor : L’image de votre hôtel OUI !

Services 40

Services Hotels 40

Anthony Cole Training

MAY 1, 2015

A guest blog by Walt Gerano, Sales Development Expert. You must be PREPARED. Have specific questions to respond to the price issue. Help them discover that low price may not mean lowest cost. Find prospects that place value on something besides just price. Look at why others are doing business with you. Keep a full pipeline. “Show me the money.”. It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objec

Sales 175

Sales Sales Process Pipeline Business 175

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Anthony Cole Training

MAY 7, 2015

The Dave Kurlan Blog – Understanding the Sales Force – has ben abuzz with comments about a youth baseball coach that made his team run wind sprints after they gave up a lead big enough to invoke the ‘mercy rule’. I won’t go any further into the comments made by others about Dave’s position. You can click here to follow that discussion. What I will talk about is this: Consistency – As some of you know, I played college football at UConn from 1973 to 1977, coached at the University of Cincinnati f

Sales 169

Sales Management 169

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. INTRODUCTION: I’ve been working with companies for 22 years: companies of all sizes, in various business segments and across the country. One thing I’ve witnessed, discussed or heard for all of these years is the issue about talent.

Hiring 150

Hiring Sales Pipeline Sales Leadership 150

A Sales Guy

MAY 27, 2015

Make a list of all the questions you ask a prospect. Try to be as exhaustive as you can, but make it at least 10. Now, take a look at your questions and remove all the questions that aren’t “business” questions. Questions like, who are the decision makers? When are you looking to have the solution in place, etc? Once you’ve removed the non-business questions, scratch off all the non-business process questions.

Sales 120

Sales B2B Business Services 120

A Sales Guy

MAY 6, 2015

Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients. We know it’s awesome for sharing information and insight. We know it’s great for listening for prospect needs and complaints. But, social can be used for something else as well and it’s highly under used — learning.

Sales 119

Sales 119

A Sales Guy

MAY 12, 2015

This weeks show The Word was one of the best. It tackled a subject I think many sales people struggle with and that’s the difficult customer or climate. It can seem cliche, but it’s not. Customers and prospects need to work with sales people in order for a good sale to take place and when they won’t everything goes south. This episode of The Word tackles this challenge with Anthony Iannarino and Tim Ohai.

Sales 118

Sales Management 118

A Sales Guy

MAY 8, 2015

This past week I had the absolute pleasure of hangin’ with two true sales badasses, Mike Wienberg author of New Sales Simplified and Kelly Riggs author of Quit Whining and Start Selling. These guys know selling and how to build world class sales organizations. So it was a blast spending 45 minutes freestylin’ on why sales teams aren’t performing and what it takes to get them there.

Sales 117

Sales Closing Sales Leadership 117

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

MAY 4, 2015

I’m having drinks with a friend. She runs a sales team for a mid-size company, and she’s sharing her frustration with finding impressive talent. She’s hiring and she’s lamenting about how difficult it is to find quality candidates. Out of curiosity and because it’s what I do, I can’t help but ask her to tell me why she finds it so difficult. She takes a sip of water, puts the glass on the table and starts describing her process.

Hiring 116

Hiring Sales Sales Process Closing 116

A Sales Guy

MAY 15, 2015

One of my favorite quotes is; Your actions are speaking so loud, I can’t hear what you’re saying! I’m not sure why, but I’ve been saying this a lot lately. It’s easy for us to say something. It’s easy to commit to an idea, an action, a movement. What’s hard, is doing it. It’s hard putting in the work, the time, effort, taking action.

Branding 114

Branding 114

A Sales Guy

MAY 26, 2015

The best sales people have an unbelievable ability to climb into the skin of others. They have an uncanny ability to feel what others are feeling. The can sense and feel what someone is experiencing when they’re happy, sad, angry, scared, frustrated, etc. The best salespeople know when others are feeling apprehensive and how it’s affecting them.

Sales 113

Sales Sales Process Forecasting Scale 113

A Sales Guy

MAY 28, 2015

Predictable Revenue author Aaron Ross says companies have unrealistic expectations that are “evil” when it comes to achieving goals. He calls it the entrepreneurs-journey. He says companies need to have more patience and give sales more time. Aaron also talks about he new book, which doesn’t have a title yet. He shares a couple of his title ideas and asks us what we think?

Sales 112

Sales Sales Tools Revenue 112

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