Anthony Cole Training
FEBRUARY 16, 2015
'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.
A Sales Guy
SEPTEMBER 14, 2015
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.
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eTourism
NOVEMBER 24, 2015
Like it or not, Christmas is approaching fast and if you want to maximise festive bookings, you need to start preparing right now. Tempted to put it off a bit longer? Don't be!
Experience Hotel
OCTOBER 26, 2015
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 ?
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Anthony Cole Training
JANUARY 19, 2015
'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.
Anthony Cole Training
FEBRUARY 23, 2015
'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.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JUNE 2, 2015
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.
Anthony Cole Training
OCTOBER 1, 2015
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.
Anthony Cole Training
JANUARY 27, 2015
'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
Anthony Cole Training
JANUARY 13, 2015
'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
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
Anthony Cole Training
JANUARY 19, 2015
'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.
Anthony Cole Training
JUNE 1, 2015
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.
Anthony Cole Training
JANUARY 12, 2015
'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.
Anthony Cole Training
AUGUST 17, 2015
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.
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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.
Anthony Cole Training
JUNE 4, 2015
I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. That was about 21 years ago. Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools.
Anthony Cole Training
MARCH 20, 2015
'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.
Anthony Cole Training
FEBRUARY 10, 2015
'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.
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Anthony Cole Training
FEBRUARY 9, 2015
'My purpose for brining the Challenger Sale into this series is to tie the concept of Challenger Sales People to the overall discussion. I read about the book a couple of years ago in a Harvard Businss Review article. I found it interesting then, and find the book interesting now. I know that doesn''t sound like a resounding endorsement but I''m all the way through the book and my purpose here isn''t to argue for or against the premise, findings and suggestions of the book.
Anthony Cole Training
JUNE 23, 2015
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.
Anthony Cole Training
AUGUST 25, 2015
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.
Anthony Cole Training
JULY 8, 2015
#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.
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Anthony Cole Training
JUNE 5, 2015
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.
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
Anthony Cole Training
JANUARY 14, 2015
'I just read the following blog post by Dave Kurlan and I immediately asked for his permission to repost it here. I''ve known Dave for 20 years and have represented his product and service all those years. He started blogging when blogging wasn''t cool. His organization is a marketing and product machine. Dave is truly a subject matter expert when it comes to hiring better sales people (link to our site), assessing sales organizations to answer 17 critical business questions (link to his site fo
Anthony Cole Training
AUGUST 24, 2015
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.
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Anthony Cole Training
OCTOBER 7, 2015
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.
Anthony Cole Training
SEPTEMBER 21, 2015
What you cannot see can kill you. If you don't see the car to your right about to run a stop sign you might be in trouble. If you cannot see a clogged artery you might be in trouble. If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach then surely this will kill your changes for consistent sales growth.
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
Anthony Cole Training
APRIL 30, 2015
A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”. Make a list of the “Gotta Do’s”… and then do them. Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. In April 1970, the first official Earth Day was held with the intent of raising the awareness of protecting our natural resources.
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