Anthony Cole Training

MARCH 24, 2014

'In a previous blog, I talked about my own motivation as it related to my athletic career. In an earlier earlier post (yes, I typed it twice to make the point that it was even earlier than the first), I wrote about my motivation today to drive revenue to Anthony Cole Training Group – to build a sustainable business so that those who depend on us (our clients, development experts, and employees) would not have to worry about the future of the company.

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A Sales Guy

JULY 21, 2014

'Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing.

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eTourism

OCTOBER 21, 2014

Is your content campaign generating the results you need, or does it seem to be falling flat? Creating content has become a central component of every business's online campaign.

Business 52

Business Market Marketing 52

Anthony Cole Training

MARCH 10, 2014

'Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? The answer that I give them is one they never like, but they soon understand: You cannot motivate them nor can you keep them motivated. Let me make this clear; I am not a student of motivation.

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Anthony Cole Training

OCTOBER 13, 2014

'I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. Based on that equation, the established goal was to write 100 lives. You do the math.

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Anthony Cole Training

DECEMBER 11, 2014

'The obvious gut reaction answer is …both. However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?” And, you know, I have never been able to answer that question. I honestly don’t know that there is a RIGHT answer to the question I’ve posed today, but if you held a gun to my head and demanded an answer – not that you would have to go to that extreme to get an answer from me – I would have to say start with the behaviors.

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Anthony Cole Training

OCTOBER 20, 2014

'I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. During my 30 year professional career, I’ve read a lot of books, met with lots of keynote speakers and listened to hours of audio recordings.

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Anthony Cole Training

SEPTEMBER 24, 2014

'I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports.

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Anthony Cole Training

MARCH 31, 2014

'I started this series - 5 Keys To Building Successful Sales Teams with this post: 5 Keys to Building a Successful Sales Team/Career. I finished that post with the following statement: I believe that, with all the variables that contribute to the outcome of a sales team, there are 1) just a few that really matter, 2) just a few that you can really control, 3) some that you can manage, 4) some that you can improve and 5) some that you have to ignore.

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Anthony Cole Training

OCTOBER 14, 2014

'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some way for some of them, you must mentor them.

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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

Hospitality

Anthony Cole Training

APRIL 23, 2014

'Managing a sales team can be described as complicated, difficult, tough, impossible, thankless, endless. OR. you could make a case for and describe it as rewarding, exciting, challenging, critical for success, important, simple. So. which is it? From my experience, your answer will depend on: Your experience. Your bias towards the work required for success.

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Anthony Cole Training

JULY 28, 2014

'Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session. 1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler.

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Sales 199

Anthony Cole Training

JUNE 30, 2014

'I don’t know if this has ever happened to you, but occasionally I send out an email without the attachment. What is interesting here is that the sender replies that they didn’t get it, I deny it, go back to my email sent folder to validate that I did it and I sent it out… only to find out that Oops! I did it again. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely.

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Anthony Cole Training

JULY 15, 2014

'Guest Post By Walt Gerano, Sales Development Expert. When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself , “Why did I do that?

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Branding

Anthony Cole Training

JULY 8, 2014

'Guest Blog By Mark Trinkle, Sales Development Expert. How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business.

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Anthony Cole Training

JUNE 18, 2014

'There are at least 2 schools of thought regarding the types of appointments sales people should set when calling prospects to set an appointment. The first school of thought follows the "mirror test" approach to prospecting - Just put a mirror under their nose, and if they fog the mirror, they are a prospect. Their thinking is this - just get in front of people.

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Anthony Cole Training

DECEMBER 5, 2014

'As I have written before, I grew up on a farm in Hammonton, NJ., the Blueberry Capital of the World. As a matter of fact, come this next Monday, I was born there 60 years ago at 7:14am on a Wednesday morning at the Esposito Home (A small, privately-run hospital). When growing up on a farm, it is beneficial to learn how to use certain tools. Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a trac

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Anthony Cole Training

SEPTEMBER 3, 2014

'Today is the first day of my renewed focus on High Payoff Activities (HPOA ) - those activities in sales and sales management, that when done well and done consistently, drive sales results to our company. There are just 5 steps to making this process of “focus” work and work well. Recognize that the problem exists. Identify the HPOA (High Payoff Activities) and the LPOA (Low Payoff Activities).

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Sales Management Closing Business 196

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Travel

Anthony Cole Training

DECEMBER 3, 2014

'My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” For the life of me, I had no idea what he was talking about then…and I still didn’t know what he meant until many years later. Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?

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Anthony Cole Training

JUNE 16, 2014

'Prospecting, prospecting, prospecting. I may have shared this story in the past, if so, I apologize. But it''s a very good story. I was in my second year of my insurance career with National Life of Vermont. This event took place at the Cincinnati Association of Life Underwriters Annual Recognition Holiday Dinner. It was held at Western Hills Country Club, here in Cincinnati.

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Anthony Cole Training

AUGUST 7, 2014

'Back a few years ago, when I was teaching my daughter how to drive, I tried to teach her good driving habits. One critical habit that I tried to help her recognize was to read the gauges, or what they call in aviation, complete a radial scan. I explained to her that, prior to taking off in a car, you’ve got to make sure that there isn’t a light on telling you that your air pressure is low or that there’s an engine problem.

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Anthony Cole Training

DECEMBER 10, 2014

'Occasionally, maybe 3 or 4 times since I started blogging, I write about something that is bigger than managing sales people, sales growth, sales coaching or selling. Something happens that is meaningful to me and I feel compelled to write about it. Maybe it’s my way of dealing with the event. Often, the event is when someone in my life (or our lives) is lost.

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Sales Events Business Closing 189

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Anthony Cole Training

MARCH 11, 2014

'As I think about this concept, I realize that I may actually discuss more than just 5 keys. These elements, or contributing factors, can be called “keys” but they can just as easily be called the 5 elements of successful sales teams or the 5 contributing factors of successful sales teams. 5 Keys sounds too finite or definitive but, although I’ve never claimed to have the definitive answers to building successful sales teams, I am convinced that if you have strong Performance Management, Recruit

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Anthony Cole Training

OCTOBER 28, 2014

'I just spent the last five days with my client and good friend, Ric Stoakes, from Lincoln, Nebraska. In addition to being a principle at the UNICO Group, he is an avid traveler and “a nutcase of a Nebraska Football Fan”. If you spent enough time in Lincoln, you would soon discover that “a nutcase of a Nebraska Football Fan” is not a group of one. From Tuesday through Friday, I spent time with him, his sales team and other partners in the firm.

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Anthony Cole Training

DECEMBER 2, 2014

'Well…I already blew my goal to blog every day that I work in December. That happened when I failed to do so yesterday, December 1 st. But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I made a choice.

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Anthony Cole Training

JANUARY 13, 2014

'Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" is a question. It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". A couple of things.

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Forecasting Sales Pipeline Sales Process 189

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Scale

Anthony Cole Training

JANUARY 9, 2014

'Desire is critical for great success in sales and in all walks of life and endeavors. I’m not sure that’s a fact, but it’s certainly my strong opinion. I don’t know how anyone can deal with the challenges and obstacles to great success without a burning passion to succeed. But, then again, that’s just my opinion. I walked off of a football field for the very first time in my hometown of Hammonton, NJ.

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Sales 189

Anthony Cole Training

JULY 7, 2014

'If you have followed my blog, read our sales newsletters or listened to our audio sales brews , then you’ve heard me talk about success formulas. The concept that is, if you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way. if you are missing critical pieces of the process.

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Anthony Cole Training

JULY 18, 2014

'As sales people, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% difference to equal a 67% return on investment? Let’s start with the easy answer – you must put in 10% more effort. That does not mean that I am accusing you of not working hard or not exerting great effort. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone.

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Anthony Cole Training

JUNE 17, 2014

'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.

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Intent