Anthony Cole Training

SEPTEMBER 11, 2017

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data. One thing we will begin to take better advantage of is their CRM application. This will allow us to tie our marketing efforts directly to a client management AND pipeline management system.

Digital Marketing 198

Digital Marketing Pipeline Market Marketing 198

Social Tables

NOVEMBER 15, 2017

Regardless of how many events you’ve put together, planning an event on a boat venue is an entirely different ball game. Here are 5 factors to consider when planning your marine occasion: Your guests want privacy and exclusivity. While sifting through potential boat venues, read the fine print as to what sections of the boat are available to you and your guests.

Events 157

Events Accommodation Services 157

A Sales Guy

MAY 17, 2017

Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.

Sales 129

Sales Business Market Marketing 129

eTourism

AUGUST 17, 2017

Repeat guests are your most valuable asset. They are cheaper to market to, provide a reliable source of revenue and are likely to provide plenty of word of mouth recommendations.

Revenue 52

Revenue Market Marketing Travel 52

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Experience Hotel

AUGUST 28, 2017

AirBnB a-t-il réellement un impact négatif sur la commercialisation des hôtels ? Et doit-on vraiment lui imputer tous les torts dont on le blâme aujourd’hui ? Lors de nos rendez-vous avec des hôteliers, nous entendons bien trop souvent des phrases comme : “ AirBnB nous volent tous nos clients ! ” “ C’est de la concurrence déloyale ! ” “ Ils n’ont pas les mêmes charges que les hôtels !

Tourism 52

Tourism Business Market Marketing 52

Hotel Marketer

MARCH 1, 2017

To achieve this high accolade once is remarkable.to do this many years in a row is truly extraordinary. Al Maha sets the benchmark for indigenous luxury resort experiences in the Middle East.

Resorts 52

Resorts Hotels Branding Market 52

Anthony Cole Training

JUNE 26, 2017

As the owner of Hire Better Salespeople, one thing I hear consistently from my clients in regards to hiring is “I’m tired of looking through the same set of resumes over and over again.” If you have had the same thought, trust me, you’re not alone. Resume sites are flooded daily with recycled candidates. So, how do you go about finding the new, fresh candidates out in the market place?

Hiring 138

Hiring Market Marketing Sales 138

Anthony Cole Training

FEBRUARY 10, 2017

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).

Sales 137

Sales Management 137

Anthony Cole Training

NOVEMBER 17, 2017

My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV.

Pipeline 131

Pipeline Management Sales 131

Anthony Cole Training

AUGUST 29, 2017

I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.

Sales 127

Sales 127

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

Social Tables

NOVEMBER 23, 2017

Events serve an important business purpose. They help establish a brand, market products, gain clientele, raise funds, and increase employee morale. Luckily, as important as events are, they don’t have to break the bank. Here are some tried-and-true event ideas to help you wow attendees and bosses on a tight budget. Event Ideas for Themes. You may intuitively think that a customized event theme is costly.

Events 156

Events Business Dining Services 156

Anthony Cole Training

AUGUST 25, 2017

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming. Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. And yes, I was not prepared for the drama that surrounds teenage girls.

Sales 126

Sales 126

Anthony Cole Training

NOVEMBER 1, 2017

In today’s world of marketing and sales, a significant key to unlimited leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and one of the leaders in the industry is HubSpot.

Market 125

Market Marketing Sales 125

Anthony Cole Training

DECEMBER 27, 2017

I’ve been working on growing sales for over 30 years. First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.” Not bad as in character, morals or integrity- just bad a selling.

Sales 122

Sales Business Management 122

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Branding

Anthony Cole Training

NOVEMBER 10, 2017

I’m sure majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).

121

121

Anthony Cole Training

OCTOBER 27, 2017

Last week, my fiancé and I were gifted a new Super Nintendo Classic with all the originals preloaded- Donkey Kong Country, Street Fighter, Zelda and of course, Super Mario World. Now I realize only a certain group reading this will know the exact system I am referring to but my theory still applies to Atari lovers, Gameboy enthusiasts and even those of you who know nothing about gaming and gaming consoles.

Sales 121

Sales 121

Social Tables

JANUARY 25, 2017

Crises happen to the best of us – that’s life. In the events industry, there are many small details that go into the perfect event, so it should come as no surprise that things could possibly go awry here and there. Despite the fear of something going wrong, the best way to address a crisis is to prepare for it in advance. In some cases, that means avoiding the issue entirely while, in other cases, it means having a crisis response plan ready should something happen.

Events 152

Events Management Cancellation 152

Anthony Cole Training

SEPTEMBER 8, 2017

At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies. For now, that famous line from Colonel Jessup has me thinking about how selling has changed so dramatically even within the last few years.

Sales 121

Sales 121

Advertiser: ALHI

Escape into a world of luxury and dive into the future of tech, fun takes on the American pastime, and many inspirational individuals. With engaging reports on fashion, food, travel, finance, sports, and more, download now and enjoy the read!

Travel

Anthony Cole Training

SEPTEMBER 6, 2017

In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads. I know this is not a large sampling and I would be concerned about the validity of this finding if only 25% of them said that getting more qualified leads was the main problem.

Sales 121

Sales Management 121

Social Tables

DECEMBER 22, 2017

Event security entails far more than just dotting the venue with security personnel. The process is quite complex and requires extensive coordination and communication. By employing the right security practices, you’ll ensure the safety of your guests and staff, plus you’ll prevent damage to the venue and related property. Below, we’ll dive into recommended practices for managing crowd control and keeping the logistics spot on.

Events 151

Events Scale Management Hiring 151

Anthony Cole Training

JULY 14, 2017

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them. And though it irritates me to no end to walk into a room to find all of my decorative pillows haphazardly thrown around, I must appreciate Rocky’s determination.

Sales 121

Sales 121

Anthony Cole Training

JULY 7, 2017

How important is it for your salespeople to have a pipeline of prospects? Probably pretty important. How crucial is it that your salespeople continue to feed into that pipeline? Just as crucial! We all know that in order for your organization to succeed it is vital that your salespeople build, grow and maintain a solid pipeline. But what happens if one of those great salespeople leaves?

Pipeline 121

Pipeline Hiring Sales 121

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Market

Anthony Cole Training

MARCH 29, 2017

Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. No? You don’t think so. Well, let me provide a few examples to clarify.

Sales 121

Sales Pipeline Closing 121

Anthony Cole Training

FEBRUARY 2, 2017

So, this morning, Linda and I were watching Morning Joe while talking business. We were discussing our brand promise of, “When you lie awake at night worrying about sales growth, we lie awake at night.

Sales 121

Sales Branding Business Management 121

Anthony Cole Training

JANUARY 23, 2017

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues).

Sales 120

Sales Hiring Management 120

Anthony Cole Training

JUNE 5, 2017

Ok, let’s start here - there are no secrets! The Internet and the digital world have pretty much eliminated ignorance and secrets to success in sales and about how to do almost anything. All you need is a mobile device (could even be a watch) with access to the internet and you can find just about anything you want to know.

Sales 120

Sales Closing Management 120

Advertiser: ZoomInfo

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

Scale

Anthony Cole Training

APRIL 28, 2017

I have done many workshops over the years and, normally, in the very beginning, I ask: What is it that you want to leave here with that would make this a great investment of your time? One of the top 3 answers in every situation is the question: How do I motivate or keep my sales team motivated? (Dan Pink – Ted Talk on Motivation – a great 18 minute investment!).

Sales 120

Sales Closing Management 120

Anthony Cole Training

MARCH 14, 2017

I'm sure someone from the Harvard Business Review or the University of Pennsylvania Wharton School of Business could prove otherwise, but when it comes to defining success, I don’t believe there is an art to it.

Sales 120

Sales Management Business 120

Anthony Cole Training

FEBRUARY 15, 2017

It’s this simple: If you want great barbeque ribs, brisket or chicken, the key is low temperature and slow cooking. Having said that, if you want maximum flavor and tenderness, make sure you sear or char the meat first, then go low and slow. This is an undeniable truth. Just read the Science of Cooking and discover all the neat things you can do to improve the outcome of any meal.

Sales 120

Sales 120

Anthony Cole Training

JANUARY 31, 2017

At Christmas, my wife, Linda, bought me a cookbook – The Science of Good Cooking. She gave it to me because I really do love to cook. I love to cook because I love to eat. I’m not a foodie who is into exotic or gourmet types of recipes. I’m a basic meat, potato, soup, pasta, BBQ, stew and sandwich kind of guy. You’ll notice the absence of veggies in that list.

Sales 120

Sales Business Management 120

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent