Anthony Cole Training
MAY 12, 2020
In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.
Anthony Iannarino
MAY 13, 2020
These things are within your control. Focusing on the things that are within your control is the best response to a world that is out of control. Sleep: If you want to feel a lot better, have much more energy, be a lot more productive, and do better work, there may not be anything more important than getting a good night’s sleep. We underestimate how important sleep is to our overall health and our performance.
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Innisfree Hotels
MAY 15, 2020
Newly Renovated Beachside Hotel & Suites Brings a Fun and Fresh Vibe to Cocoa Beach. COCOA BEACH, Fla., May 15, 2020 – Following a 10-month, $5.9 million makeover of its Cocoa Beach property that included a complete rebranding, Innisfree Hotels officially opens its newly renovated boutique hotel doors on Florida’s Space Coast. Formerly known as the Quality Inn & Suites Port Canaveral, the strikingly updated Beachside Hotel & Suites has been returned to its sixties glory, giving off a
Anthony Cole Training
MAY 15, 2020
In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.
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Anthony Iannarino
MAY 12, 2020
The great value of the pessimist is that they remind us of what is at stake, what we value, the things that matter most. The pessimist believes everything they fear will eventually come true, even if there is no evidence to support their assertions, and even if there is evidence to the contrary. The future, as far as the pessimist is concerned, is a dystopian nightmare, a cross between a Mad Max movie and a JD Salinger novel.
Anthony Iannarino
MAY 9, 2020
Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the challenge. The situation is pretty simple, and here is a summation: The salesperson works on a deal for months, and the client tells them they are the preferred partner. The salesperson has been clear on the investment from the very start, only to show up to get ink on paper to have the client ask for a massive discount.
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Anthony Iannarino
MAY 15, 2020
Occasionally, after a salesperson has tried to acquire a meeting with their dream client, mostly having used email as the only mode of communication, they send their prospective client a “breakup letter.” Sometimes the breakup letter looks like a cry for pity, and other times it seems more like an ultimatum, a strategy some believe to be appropriate when a client goes dark during the sales conversation.
Anthony Iannarino
MAY 11, 2020
Over the past few months, you have given your attention over to something that, while being utterly and entirely out of your control, demanded your attention. More still, it demanded that you respond. If you are a leader , it may still be commanding your time and your attention, requiring you to make decisions without any conceptual framework or experience base from which to make them.
Anthony Iannarino
MAY 10, 2020
The salesperson had just sent me his eighth email. The text of the email hadn’t changed, except for a short line asking if I had read his earlier emails. I had indeed read his initial emails—all seven of them. I had politely responded to one of the first emails, explaining that my company wasn’t a good prospect for him and that we have other priorities right now, only to open my inbox two days later to the very same email.
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