2015

article thumbnail

The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

'Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team.

Sales 268
article thumbnail

Why Sorry Isn’t Enough and What People Really Want to Hear

A Sales Guy

What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.

Sales 144
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

5 Ways to Climb the YouTube Search Rankings

eTourism

Are your hotel's videos falling flat on YouTube? Optimising your content to take advantage of the site's algorithm will ensure your videos get seen by more of your guests. In today's blog, we'll look at 5 ways you can rank higher in YouTube search. 1.

Hotels 52
article thumbnail

Les metasearch rapporte-t-il réellement de l’argent à votre hôtel ?

Experience Hotel

Vous entendez régulièrement parler de Metasearch, l’un des grands mots et sujets actuels sur lesquels reviennent sans cesse les Agences Web. La première question à se poser est : devriez-vous en faire ? La réponse est : OUI ! La seconde question importante qui surgira spontanément est : se lancer dans cette dépense aura-t-il un quelconque impact sur votre CA ?

OTA 52
article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

article thumbnail

Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

'Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long. Not consistent in our prospecting. Chasing too many of the wrong deals.

Sales 250
article thumbnail

Sales Managers - You Must Sweat the Small Stuff!

Anthony Cole Training

I’ve not read the book Don’t Sweat The Small Stuff and It’s All Small Stuff by Richard Carlson. It’s a catchy title and I’m sure a good read. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book. But if you are a sales manager responsible for developing your people and for driving sales growth this is awful advice.

Sales 240

More Trending

article thumbnail

Who is Your Sales Competition?

Anthony Cole Training

'A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Who is your competition? That is a question that we ask our clients from time to time and the answer usually comes back in one of two ways: The name of another firm that competes in the same space and/or the same geography.

Sales 232
article thumbnail

March Madness Thursday and Selling

Anthony Cole Training

'This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year.

Sales 231
article thumbnail

Get More Sales Opportunities With These 5 "Go To Green" Activities

Anthony Cole Training

'By Tony Cole, President, Anthony Cole Training Group. One of my favorite expressions is “You are tomorrow what you are planning for today.” My favorite thing to do is accomplish is accomplish goals and I’ve learned over the years that the best way for me to accomplish goals is to plan for them first. Hello, this is Tony Cole, LIVE from WWHQ and welcome to another edition of Tony Cole Unplugged.

Sales 225
article thumbnail

Why Your Sales Team Isn't Performing As Expected (Pt.5) - WIT

Anthony Cole Training

'WIT = Whatever It Takes! Successful selling is a WIT profession. Now, before you get sideways, I want you to assume that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and ca

Sales 218
article thumbnail

How to Coach Reps on Overcoming Sales Objections with Confidence

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.

article thumbnail

Our Funniest Sales Stories

Anthony Cole Training

'So, I was talking to my sister-in-law, Jeni, and she was telling us a story about when she went to Macy’s department store and a cicada flew up her skirt. She immediately jumped out of her chair and began wildly jumping and flapping her skirt up and down to get the cicada out of her dress. And …get this… she STILL got the sale! Hello, this is Tony Cole, President of Anthony Cole Training Group and welcome to the first ever, Tony Cole Unplugged.

Sales 212
article thumbnail

Sales Habits – Coaching Bad Habits Out of Sales People

Anthony Cole Training

Let’s start with the premise that we all have at least 1 bad habit. As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. We all have at least 1. With that in mind, let’s assume that even your best sales people have a habit or two that, if identified and corrected, would help them sell more, be more productive or more effective.

Sales 209
article thumbnail

Why Are Your Sales People Not Selling As Expected? (Part 2)

Anthony Cole Training

'The Free Dictionary: fail. (f?l) v. failed , fail·ing , fails v.intr. 1. To prove deficient or lacking; perform ineffectively or inadequately: failed to fulfill their promises; failed in their attempt to reach the summit. Why are the people that you hire, train, coach, pay and invest in, failing to perform at levels that are less than expected? Generally, when you hire someone, fold them into your organization or acquire a team of sales people, what you think you are getting is: People that hav

Sales 206
article thumbnail

Sales Management - Recruiting is just 1/5 of the Job

Anthony Cole Training

There are several things that an effective sales manager must do day in and day out to be successful.

Sales 203
article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

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

article thumbnail

Sales Management: Want More Success? Set New Standards for Success

Anthony Cole Training

One of the problems facing many companies today is getting more from what they have. In a time of economic pressure to manage the profits companies have become very creative in finding solutions to manage the burn rate of their cash. The solution that many, if not most, struggle with is how to get the cash generation rate to meet and exceed the burn rate.

Sales 203
article thumbnail

What Habits Support or Prohibit Effective Selling?

Anthony Cole Training

Sales 202
article thumbnail

Sales Success – It’s a Function of Beliefs, Habits and Skills

Anthony Cole Training

I’m going to skip over beliefs and skills today because, when I started thinking about this post, I decided I wanted to write about habits. “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle. About 6 weeks ago, maybe longer than that, I developed a new habit – not blogging. It was an easy habit to develop. One day, I didn’t post a blog, and then I didn’t post one the next day, or the next, or the next and, the next thing you know, it’s June 1 st.

Sales 202
article thumbnail

Why Are Your Sales People Not Selling As Expected? (Part 1)

Anthony Cole Training

'Some of your sales people are selling as expected… and some of them are not. If we buy into the theories of Italian economist, Pareto, then we buy into the concept/ idea that 80 percent of the wealth is owned/managed/held by 20% of the people. Occasionally, someone (me) writes about this principal as it applies to selling and sales teams. My purpose over the next several blog posts will be to answer the question: Why Are Your Sales People Not Selling As Expected.

Sales 202
article thumbnail

State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

article thumbnail

5 Steps For Hiring Better Sales People

Anthony Cole Training

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Hiring 200
article thumbnail

Non-Performing Salespeople and What to Do With Them

Anthony Cole Training

I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.

Hiring 198
article thumbnail

Is Your Opening Hurting Your Sales Closing?

Anthony Cole Training

(**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 198
article thumbnail

Does Your Sales Team Have "Swagger"?

Anthony Cole Training

THE (WO)MAN IN THE ARENA. Excerpt from the speech "Citizenship In A Republic" – Theodore Roosevelt, delivered at the Sorbonne, in Paris, France on 23 April, 1910.

Sales 193
article thumbnail

Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

article thumbnail

Why Sales Team Isn't Performing As Expected (Pt.7) - Sales Management

Anthony Cole Training

'To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. If they sell more, they make more money, leverage the comp program or qualify for the "President''s reward" trip.

Sales 193
article thumbnail

8 Steps to Effectively Closing More Sales

Anthony Cole Training

'Ok, so where do we begin? Let’s begin with this. We did another video on Laying the Foundations for the 8 Steps to More Effective Closing so that we can close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer. This is Tony Cole LIVE once again from the world-wide headquarters of Anthony Cole Training Group with another issue of Tony UPLUGGED.

Closing 193
article thumbnail

Keeping An Eye Out For Sales Talent

Anthony Cole Training

Sales 188
article thumbnail

Why Companies Struggle with Hiring Quality Salespeople

Anthony Cole Training

Putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

Hiring 188
article thumbnail

Diving into Diversity: Decoding the Foundations of Inclusion in Hospitality Talent Acquisition

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

article thumbnail

Are Curve Balls Putting You in a Sales Slump?

Anthony Cole Training

A guest post by Mark Trinkle, Sales Development Expert, Anthony Cole Training Group.

Sales 188
article thumbnail

5 Reasons Why Companies Struggle With Hiring Quality Sales People

Anthony Cole Training

#1 – Companies outsource their recruiting and the responsibility. Recruiting is something that a company has to own. They can no longer outsource the work and the responsibility. That makes it too easy for people internally to throw up their hands and transfer failures associated within the hiring process to the outsourced firm. If companies are going to improve the quality of their hires, they have to own the process.

Hiring 188
article thumbnail

Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I came across an old email sent to me from Ike Jablon. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

Sales 188
article thumbnail

Two Other Patterns that Set Breakthrough Companies Apart from the Crowd, Pt.2

Anthony Cole Training

A guest post by Tony Scelzo, President of Stringcan. Tony Cole of Anthony Cole Training, LLC has been advising and training for 22+ years in banking, insurance and investment verticals. We asked him about his experience with domino companies. He explained: “I’ve had a chance to see a lot of companies go from small, flat, non-growing organizations to organizations where something happens and they really begin to kick into gear and they start to grow.

Sales 188
article thumbnail

A Buyer’s Guide to Future-Proofing Your Restaurant Tech Stack

The race to 100% digital is on. With the restaurant industry still in the early innings of its digital transformation, brands need an airtight strategy when it comes to building out their tech stack. Download the buyer’s guide to learn where to prioritize your efforts and get the most out of every investment.