Anthony Cole Training
JUNE 19, 2020
In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.
Anthony Iannarino
JUNE 19, 2020
What makes a call “ cold ” is that the person you are calling is not expecting your call. Because they are not expecting your call, you interrupt their day, even if they aren’t doing anything important when you call them. You can never know who you are calling, and even looking at Linkedin before dialing the phone doesn’t provide any information about their general disposition or their current mood.
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BCV
JUNE 18, 2020
As a hospitality marketer, it can be daunting to think about how to communicate to your guests during the COVID-19 pandemic. Where and how do you begin? What happens as markets start to re-open and travel begins again? We at BCV are breaking down a phased approach to social media marketing to make it easier for you to share your adjusted messaging during the crisis.
Experience Hotel
JUNE 17, 2020
Durant la crise du COVID-19, j’ai eu la chance de collaborer avec Fabienne Ardouin ( Co-Présidente de la Commission Europe Internationale et Numérique – GNI ) afin d’aider des milliers d’hôteliers à communiquer à leurs clients. Chaque hôtel étant unique avec une situation bien particulière, Fabienne et moi-même avons préparé plusieurs scénarios que nous avons par la suite traduits dans de nombreuses langues, avant de les distribuer à l’ensemble des hôteliers faisant partie de ce réseau.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Anthony Cole Training
JUNE 16, 2020
In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.
Anthony Iannarino
JUNE 14, 2020
There are many reasons salespeople and sales organizations struggle to produce better results. There aren’t any secrets that allow some sales organizations to perform better than their peers. Because what you need to know is already known, what you need to improve your results is already available to you. The following five ideas are the minimum requirements for building a modern salesforce with a modern sales approach.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Travel Media Group
JUNE 17, 2020
In this special edition of the Suite Spot, we sit down with Senior Vice President of Lodging Insights at STR, Jan Freitag. Jan and his team at STR have been hard at work collecting and analyzing hotel data across the globe during the COVID-19 pandemic. Jan and Ryan take a look at how the COVID-19 crisis compares to past industry crises and how to look for clues in other global markets to predict what we might see moving forward in the U.S. hotel industry.
eTourism
JUNE 16, 2020
As restrictions ease and the general excitement of travelling again increases, making sure that your hotel and resort has a solid SEO strategy in place is more important than ever - especially if you're looking to get an edge over your competitors as tour
Anthony Iannarino
JUNE 13, 2020
Too soon old, too late wise, or so the story goes. There a lot of things that would have been useful to know much earlier in life. No matter your age, it’s never too late. It’s also never too early. Here are seven things worth learning at any age. How to Design a Life. Most of what you are taught in school is about helping you learn facts and figures, some ideas about history, how to do basic mathematics, and a little about your world.
BCV
JUNE 18, 2020
According to a survey of more than 25,000 consumers in 30 markets, Facebook and Instagram saw a 40% increase in usage during Q1 of 2020. For many brands and businesses, this usage uptick provides a greater opportunity to connect with consumers and build community. But you may be wondering: What type of content should be published during a crisis and where should it be distributed?
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Anthony Iannarino
JUNE 16, 2020
All clients are not created equal. Just like you and your company are more valuable to some clients, some clients are more valuable to you and your company. On the other end of the continuum, some prospective clients are not only not valuable to your company; they are detrimental to your company’s success. When it’s true that a prospective client is bad for your company, their business is also bad for you.
Anthony Iannarino
JUNE 17, 2020
The question as to which prospecting method is the most effective can be answered in two ways. The first answer is that cold calling is the fastest and most direct method to acquire a meeting in B2B sales, even though many salespeople wrongly believe that email alone is a better choice. The second, and more important answer, is that the most effective approach now takes a longer view of the problem of gaining appointments with your targeted clients.
Anthony Iannarino
JUNE 15, 2020
The answer to the question as to whether you should leave a voicemail when you make a prospecting call to your dream client is a resounding yes. There is one exception that we can quickly cover before we continue: If you are going to try to call your prospect back later on the same day, there is no reason to leave a voicemail on your first attempt, but you should leave one on your final attempt.
Anthony Iannarino
JUNE 18, 2020
How productive you will be on any given is most at risk during the most dangerous hour of the day, the first hour after you wake up. It sets the standard for the rest of the day, ensuring your success, or limiting the quality and the quantity of your work. The second most dangerous hour of the day is the first hour of your work, another hour that either fuels your productivity or squashes it.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
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