Anthony Cole Training
OCTOBER 18, 2012
For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. One of the things that makes us just a little different is that we start our engagement with a new client talking, discussing and sharing the pyscholgy and dynamics of the buying and selling engagement. What makes it so hard to qualify or disqualify a new prospect?
A Sales Guy
OCTOBER 29, 2012
How many times have you heard this: “Just because he or she is your best sales person doesn’t mean they should be promoted to sales management.” In spite of the truth to this, I watch people do it all the time. A sales person is killing it. They are the top performer for years and when a sales management position opens up, BOOM! they get the job.
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eTourism
OCTOBER 15, 2012
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Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period, I delivered, taught and coached the participants on the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and how to execute a more effective selling approach.
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Anthony Cole Training
OCTOBER 23, 2012
Barbara Nowak - Rowe as a member of the Harvard Business Revue group in Linkedin asked the question: Do you agree that "one that never fails is not trying hard enough"? What do you think about above question? Can we always be right? Isn't failure a necessary price for education and getting better and better? I made the following comment to her question: "I don't believe that it isn't about trying hard enough but rather more about taking enough risk".
Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period I delivered, taught and coached the participants the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and executing to a more effective selling approach.
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
OCTOBER 16, 2012
The 4th quarter is the most critical quarter for sales. S**t, I’d argue it’s the most critical quarter for business in general. The 4th quarter is the last chance to make the number and ensure success. Like sports, fail in the fourth quarter and that’s it, you’re done. There are no more chances. In addition to being the last chance to make the number, it’s also the last chance to get prepared for the new year.
A Sales Guy
OCTOBER 13, 2012
A client and I were talking about 2013 the other day. He told me he his growth strategy for 2013 was going to be through improved sales productivity. His thought process made sense, considering this year we spent a lot of time growing headcount. He is headed into the last part of a wildly successful year of 165% bookings growth. Looking into 2013 my client sees tremendous opportunity to grow through productivity.
A Sales Guy
OCTOBER 1, 2012
I often hear sales people and sales leaders express their frustration with not getting deals closed or their inability to get prospects to move through the sales cycle. The “gone silent,” stuck deals drive them crazy. It’s one of the most common discussions I have with sales organizations. Deals get stuck for lots of reasons, one of the big ones is because no one is finding the gap or measuring the gap.
A Sales Guy
OCTOBER 2, 2012
You are not the customer’s b h. You are a great sales person. A great sales person isn’t a go-fer, they are keenly in-tune to a customer’s problems and how to solve them. A great sales person doesn’t pester the customer with pitches and presentations. A great sales person provides valuable insight into the challenges, issues, and problems their customers are facing and that warrants respect.
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
OCTOBER 26, 2012
This post from Donal Daly of the TAS Group is fantastic. It was originally posted on the Selling Power Blog. You can read it here. I’ve been talking a lot about the importance of 2013 planning and preparation lately and this post nails it. It so nails it, I wanted to repost it here for this community. How you plan is as critical as the planning itself.
A Sales Guy
OCTOBER 6, 2012
I’m watching college football today and can’t escape all the pre-game hype around the 5th ranked Georgia Bulldogs and the 6th ranked South Carolina Gamecocks. What makes this grid-iron war so unique to me is that the Gamecocks have been perennial losers in the SEC. That is until Steve Spurrier took over in 2004. Since Spurrier took over the program, the Gamecocks have gone 60 -35.
A Sales Guy
OCTOBER 25, 2012
I was speaking to a reader of this blog recently. She shared with me how one particular post I’d written had an effect on her sales approach. I thought it was a great story. I asked her if she would be willing to share it and she said yes. — Sweet! Here is Kimberly’s story about NOT being the customers b h! ——————-.
A Sales Guy
OCTOBER 31, 2012
Anyone here like doing quarterly sales review? Sales leaders, do you like sitting through them? Do they help you get closer to the number? After they are done, do you feel better about your business? Do you feel like they were worth the 1,2, or even 3 days you spend going through them? Do you feel better about your ability to reach your goals when they are over?
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A Sales Guy
OCTOBER 23, 2012
With most tools, you get what you put into them and Linkedin is no different. For most, Linkedin is a way to connect with past co-workers, find prospects and find a job. But, Linkedin is so much more than that. Linkedin is a powerful tool to help you grow your business and your sales engine, IF you know how to use it. To help you get the most out of it, Kurt Shaver of the Sales Foundry is putting on a Social Selling Boot Camp on how to use Linkedin for social selling.
A Sales Guy
OCTOBER 17, 2012
Twitter pointed me to this article this morning, it’s from Business Finance Magazine. As read it I couldn’t help but think of it as sales gold. Having insight into what our customers and prospects are thinking is a tremendous benefit. This article gives us a lot to think about and leverage. If you sell B2B, this is worth the read. As you read it be thinking about your sales world.
A Sales Guy
OCTOBER 27, 2012
This will be my 1004th post. This is a big milestone. That’s almost 3 full years of blog posts. I knew I wanted to commemorate blog post 1,000 but I forgot. I was at the Sales 2.0 conference and got caught up in all that sales information goodness. I missed 1000, and this is now 1004. In addition to getting caught up in the Sales 2.0 hoopla, I wasn’t sure how I wanted to celebrate blog post 1,000.
A Sales Guy
OCTOBER 22, 2012
Great question. . How do you use Linkedin to increase sales? My friend Jill Konrath is taking a poll to find out. That’s her on the right. She’s pretty frickin’ cool and has written two killer books. What’s in it for you? A free copy of the survey. Why should that matter? Because there are a lot of people making money and growing sales on LinkedIn and this survey will help you learn what they are doing.
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A Sales Guy
OCTOBER 5, 2012
I’m finishing up my next ebook and I’m pretty excited. It’s about what is behind the perfect quarterly sales review and how to run it to increase sales and make your number. Stay tuned, I will let you know when I add it to the other great resources at A Sales Guy U. Until then, if you haven’t checked out A Sales Guy U, you should.
A Sales Guy
OCTOBER 11, 2012
Free ebooks, white papers, webinars etc. are not really “free.” They have a price. That price is our personal information and it’s stealing when false or inaccurate data is given. I’m seeing this a lot lately with my clients and on my own website, A Sales Guy U. When a company offers an e-book on How to Get the Most out of Facebook, or a white paper on Cold Call Techniques in exchange for our information we are obligated to share it if we want the ebook.
A Sales Guy
OCTOBER 9, 2012
Sometimes it’s really that simple. Where do you spend your time?
eTourism
OCTOBER 9, 2012
If you want to get more out of your blogging campaign, but don't have the time to produce more content, you'll be pleased to hear there are plenty of things you can do to take your hotel's blog to the next level, without spending hours slaving over the ke
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eTourism
OCTOBER 2, 2012
At eTourism we are constantly looking at ways to improve how we promote specials and grow your sales. In our latest upgrade, we have added in 'Flames' to promote your specials in the booking engine.
eTourism
OCTOBER 16, 2012
We are continually looking at ways to communicate information in a better way to our clients so that they are fully informed on their bookings.
eTourism
OCTOBER 3, 2012
We've posted a number of times on the importance of using email segmentation to create highly targeted marketing campaigns for specific guests groups.
A Sales Guy
OCTOBER 22, 2012
If you follow me on Twitter then you know I’m at the Sales 2.0 conference in San Francisco. I like to come to the conference at least once a year. This event went BOOM! right out of the gate. The most compelling presentation so far was by Lareina Yee of McKinsey and Company. Lareina brought some good energy to the stage with her presentation on the Social Enterprise.
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A Sales Guy
OCTOBER 8, 2012
Quick, What are the 5 external forces that effect your customers? Can you name them? If you can name them, do you monitor them? Every business is affected by external forces, it’s inevitable. Some are constant such as minimum wage or OSHA, others are spot in time like the weather or specific economic environments. Regardless of what they are, every company contends with the external forces that can either propel their business or stifle it.
A Sales Guy
OCTOBER 14, 2012
I live in Westminster, CO. I have 3 daughters, 7, 5, 2. For most of you, I’m sure you’ve been following the tragic story of Jessica Ridgeway, the 10 year old girl who was abducted on her way to school a little over a week ago. She was found dead and dismembered just few miles from where she was taken. Jessica lived in and was abducted from Westminster.
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