Anthony Cole Training
DECEMBER 17, 2012
Are you prepared to succeed today in Sales, Sales Management, Business and Life? As I am asking you that question I am forced to answer it for myself as well. Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. What is required so that we can say we are prepared to succeed?
A Sales Guy
DECEMBER 15, 2012
I woke up at 4:30 this morning. Unable to go back to sleep, I pulled out my phone and opened up Facebook and this post was the second in my timeline. I have read and seen countless responses to yesterday’s tragedy on TV, in blog posts, news outlets, on Twitter and more. But this one is the best I’ve seen yet and I wanted to share it with this community.
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eTourism
SEPTEMBER 26, 2012
We've already discussed the importance of using segmentation to categorise your contact database and create tailored email marketing campaigns that target specific guest groups.
Anthony Cole Training
OCTOBER 18, 2012
For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. One of the things that makes us just a little different is that we start our engagement with a new client talking, discussing and sharing the pyscholgy and dynamics of the buying and selling engagement. What makes it so hard to qualify or disqualify a new prospect?
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Anthony Cole Training
MAY 9, 2012
I started playing tennis seriously or semi-seriously about 18 months ago. When I started I took some lessons, played some mixed doubles and would practice against a ball machine. When I would hit against the ball machine back then about 40 or 50 of the 200+ balls would end up on my side of the net. When I practiced my serve about 33% of the balls I served ended up on my side of the net.
Anthony Cole Training
JANUARY 16, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
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
JANUARY 19, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
JUNE 20, 2012
I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. Until I came to the corner of Montgomery and Kemper. This is a very busy intersection. I am in the middle of 5 lanes: 2 left turn lanes, 1 right turn lane and 2 go straight lanes. On the corner where you would turn right there is a man and 2 young people.
Anthony Cole Training
FEBRUARY 6, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
OCTOBER 15, 2012
I just returned from a sales development program. Over a 2.5 day period, I delivered, taught and coached the participants on the importance of understanding the psychology of the sales process, the importance of having structure in the sales process, more effective ways to engage prospects in conversations, how to more effectively prioritize their time so that they completed their prospecting activity and how to execute a more effective selling approach.
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
NOVEMBER 27, 2012
Ernesto Sirolli does a wonderful job of helping us understand that in order to get more of what we want we need to learn to do 3 things: Ask. Shut Up. Listen. It's not a complicated lesson but one that is abused daily by sales manager and sales people that claim to know better. I don't mean to be critical so let me explain. I've been coaching and training sales people for over 20 years now.
Anthony Cole Training
NOVEMBER 14, 2012
I am reading the blog of Insideview. One of their recent posts is about. This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". The author highlights a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T.
Anthony Cole Training
SEPTEMBER 4, 2012
I played football for 13 years, coached or was part of football for an additional 6 seasons. It defined who I was for a long time and defines many of my beliefs today. I have been coaching sales peoplt to sales success for over 20 years. There are some similarities. One belief I have today is that practice of any skill or performance is essential to gaining a successful outcome.
Anthony Cole Training
JULY 3, 2012
I am currently conducting a poll on Linkedin. I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. Here is the link: Linkedin Poll. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops.
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Anthony Cole Training
MARCH 22, 2012
Here is an excerpt from a recent CBS College Basketball article : "Of the Sweet 16 teams remaining in the NCAA tournament, four are coached by guys who never played college basketball -- Crean (Indiana), Marquette's Buzz Williams (a former Crean assistant), Cincinnati's Mick Cronin and Baylor's Scott Drew. Unlike Crean, the other three broke into coaching as student managers.
Anthony Cole Training
MARCH 22, 2012
One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Whenever two people come out on the call my first thought is: Which one is the rookie? My other thoughts are: Why are two people here? Why is the manager with the salesperson?
Anthony Cole Training
OCTOBER 23, 2012
Barbara Nowak - Rowe as a member of the Harvard Business Revue group in Linkedin asked the question: Do you agree that "one that never fails is not trying hard enough"? What do you think about above question? Can we always be right? Isn't failure a necessary price for education and getting better and better? I made the following comment to her question: "I don't believe that it isn't about trying hard enough but rather more about taking enough risk".
Anthony Cole Training
SEPTEMBER 17, 2012
I just read a quote by noted business expert Peter Drucker: "Meetings are by definition a concession to deficient organizations. For one either meets or one works. One cannot do both at the same time. In an ideally designed structure.there would be no meetings. We meet because people holding different jobs have to cooperate to get a specific task done.
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Anthony Cole Training
JUNE 6, 2012
I was in Cleveland yesterday meeting with a client. As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.
Anthony Cole Training
JUNE 27, 2012
Commitment to succeed in sales or in life can be defined by a willingness to to everything possible to succeed. Overcoming obstacles, changing your mindset and beliefs, defying all the odds, overcoming everything that life throws at you. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'.
Anthony Cole Training
MARCH 8, 2012
"Men wanted: For hazardous journey, Small wages, better cold, long months of complete darness, Constant danger, safe return doubtful. Honour and recognition in case of success.". This is the alleged ad placed by Ernest Shakleton as he planned to set sail from England on his ship - the Endurance - bound for Antarctica. I've just come back from the annual BISA (Bank Insuracne and Securities Association) conference in Hollywood, Florida.
Anthony Cole Training
JULY 17, 2012
Steven Covey had a significant impact on my life and I'm guessing some of your lives as well. I read his books: 7 Habits of Highly Successful People. 7 Habits of Highly Successful Families. First Things First. Principle Centered Leadership. Speed of Trust. The first one I read was 7 Habits of Highly Effective People. Clearly a landmark book for Steven and a book that changed millions of people.
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Anthony Cole Training
SEPTEMBER 10, 2012
I was watching TV one morning last week while getting ready to deliver a 'surgical strike' report to a new client. A surgical strike is a summary of the evaluation we do for organizations to help determine why they get the sales results they get. This in turn helps the company and us determine the correct path to take to improve sales management, sales behaviors, sales skills and eventually sales results.
Anthony Cole Training
APRIL 9, 2012
Thank you in advance. Over the last several years our team at Anthony Cole Training Group has worked closely with David Kurlan in our attempt to help sales companies build and execute more successful sales team. We work with Dave because his company, Objective Management Group, provides the best analytics to determine the root cause of performance for sales team.
Anthony Cole Training
JUNE 12, 2012
Yes I know it's a bit of a complicated title but I have these SEO (search engine optimization) requirements of putting in sales and or sales sales success in the title and first paragraph. Good, that's out of the way. My good friend Randy Wilhelm sent me to a link to observe a recent talk he gave at a TED conference at Xavier University. Here is the Link - Igniting the Hope of Knowing.
A Sales Guy
MAY 21, 2012
Exactly!!!!!! This is without a doubt, the funnies description of sales people I’ve ever seen. Amen! Thanks to the boys over at Salesloft for pointing me to this. Accurate? What do you think?
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A Sales Guy
APRIL 11, 2012
Selling is a pretty cool gig. Sales people can make a lot of money. Sales people get to manage their own schedule and aren’t stuck behind a desk all day. Sales people have the luxury of controlling their income. There is no limit to what they can make, when they sell more, they make more. Sales people go to cool customer events, get to play golf (although this is changing a bit), sporting events and nice dinners.
A Sales Guy
APRIL 30, 2012
Do you want to know where the biggest opportunity for sales growth is today? Are you looking for a new, sure fire sales strategy that will increase sales, get you more leads, accelerate sales cycles, reduce cost of sales and improve close rates? Do you want to know what is the one thing you can do to blow out your number and crush the competition? It is to turn your sales organization into a teaching organization.
A Sales Guy
APRIL 25, 2012
How have you built your sales organization? How have you deployed your sales resources? What method have you used to make sure you have the best resources focused on the right things? How you structure your sales organization can be the difference between a successful strategy and a failed one. A brilliant sales strategy won’t amount to a hill of beans if you don’t build the best underlying sales structure to support it.
A Sales Guy
APRIL 3, 2012
This mornings Keynote at the Sales 2.0 Conference was by Jeff Hayzlett. Jeff is a dynamic, ball of energy on stage. He’s a killer presenter. He had me laughing through the entire thing. In his presentation Jeff talked about why we fail. I thought it was powerful because failure is what we all spend everyday trying to avoid. Knowing why we fail allows us to avoid the barriers and then we can hit change head on.
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