Anthony Cole Training

FEBRUARY 2, 2024

How important is it that you or your sales team close more business, more quickly at higher margins? We can guess that it is pretty important.

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Margin Closing Banking Sales 245

Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team.

Motivation 280

Motivation Exact Groups Objections 280

Anthony Cole Training

DECEMBER 1, 2023

There are two sides to this topic of motivation. One side is how are your salespeople motivated and what motivates them. The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results.

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Motivation Sales Banking Sales Coaching 239

Anthony Cole Training

NOVEMBER 3, 2023

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.

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Coaching Report Groups Objections 177

Anthony Cole Training

OCTOBER 13, 2023

The Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many aspects that make up an effective coach including coaching consistency, asking enough questions, the ability to stay in the moment while coaching, having a passion and supportive beliefs for coaching, not rescuing salespeople and being effective at getting commitments from salespeople.

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Construction Coaching Course Sales 177

Anthony Cole Training

SEPTEMBER 22, 2023

Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.

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Coaching Sales Coaching Leads Marketing Qualified Lead 276

Anthony Cole Training

AUGUST 30, 2023

To compete in the marketplace today, companies must first, identify the sales coaching needs of their managers and the strengths and weaknesses of the salespeople they coach. We know that in order to differentiate in business today, salespeople must be consultative, have great interactions with clients, provide solutions that solve their problems, and also create revenue for the company.

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Sales Coaching Coaching Revenue Sales 240

Anthony Cole Training

JULY 7, 2023

When you are in an airplane, you may or may not pay much attention to what is going on in the cockpit. You may happen to glance at the massive control panel with all the switches, gauges, nobs and buttons, but it’s just a glance… before you hustle on to your seat to get settled in for the flight. But the pilot does, thankfully.

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Banking Training Sales 156

Anthony Cole Training

APRIL 28, 2023

Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.

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Data Sales Management Training Sales 245

Anthony Cole Training

APRIL 14, 2023

Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.

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Sales Management Sales Training 227

Anthony Cole Training

MARCH 24, 2023

In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again. Prospect : W hy should I do business with you or your bank / company?

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Banking Prospecting Company Training 216

Anthony Cole Training

MARCH 17, 2023

What your salespeople must ‘have’ to be successful at uncovering value. From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.

Banking 216

Banking Positioning Data Strategy 216

Anthony Cole Training

MARCH 10, 2023

Selling value as a strategy for selling is not effective. So, what should you do instead? Watch part 1 of our my new 3-part series, Selling Value Without Selling to find out.

Strategy 238

Strategy Banking Training Sales Management 238

Anthony Cole Training

FEBRUARY 17, 2023

Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #3: Curveballs.

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Banking Training Sales Management Sales 156

Anthony Cole Training

JANUARY 26, 2023

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

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Groups Video Training Company 261

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS). It stands for unique sales approach.

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Company Coaching Groups System 219

Anthony Cole Training

DECEMBER 29, 2022

In an economic environment that is like the one we are in heading into 2023, your growth strategy may not be so much about sales growth, but rather more about holding on to what you have!

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Coaching Strategy Sales 236

Anthony Cole Training

DECEMBER 8, 2022

Are thou always remembering to follow the Rules of Engagement? Learn why it's important by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #9 of the 10 Commandments of Sales Success.

Sales 270

Sales Prospecting 270

Anthony Cole Training

NOVEMBER 11, 2022

Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!

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Decision Maker Video Sales Prospecting 236

Anthony Cole Training

OCTOBER 21, 2022

Are your salespeople following the first commandment of sales success? Our new video series with Mark Trinkle introduces the 10 Commandments of Sales Success. Today we start with number one- Pre-Call Preparation.

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Video Sales 156

Anthony Cole Training

OCTOBER 14, 2022

It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference. Think about your own business and those who consistently produce beyond the expected. There is something more than just their skills that drive their behavior and success.

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Sales Coaching Coaching Selling Skills Sales 177

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

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Negotiation Relationals Sales 248

Anthony Cole Training

AUGUST 25, 2022

There is no such thing as “time management.” Here is my take on the myth. It’s a very practical analysis that leads me to my strong conviction.

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Analysis Leads Marketing Qualified Lead Sales 253

Anthony Cole Training

AUGUST 4, 2022

We work with many community banks and while the commercial side of the bank usually has some “sales chops”, we often hear from leadership that retail bankers are less comfortable with “selling.” Or they may even avoid that word altogether. We like how the book Go-Givers Sell More positions the process of selling: Your influence is determined by how abundantly you place other people's interests first.

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Banking Retail Influencer Positioning 251

Anthony Cole Training

JULY 14, 2022

Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you. You can’t make them move forward in your sales process and you certainly can’t make them buy from you.

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Sales Meeting Prospecting Sales Process 280

Anthony Cole Training

JUNE 24, 2022

Knowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.

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Motivation Customer Opportunity Prospecting 208

Anthony Cole Training

JUNE 2, 2022

Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven. One of the key sales challenges is to stay focused on adding value and leading with relationship selling.

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Lead Rank Lead Scoring Sales Leads 254

Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

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Data Sales 240

Anthony Cole Training

MAY 6, 2022

One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls. There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.

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Sales Coaching Coaching Sales Sales Management 226

Anthony Cole Training

APRIL 28, 2022

Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be.

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Training Sales 278

Anthony Cole Training

APRIL 7, 2022

Remember this; “You do not decide your future. You decide your habits, and your habits decide your future” - F.M. Alexander.

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Sales 174

Anthony Cole Training

MARCH 31, 2022

There are three core sales competencies indicative of a salesperson who will set stretch goals and create an action to reach those goals. However, identifying and establishing personal goals, as well as following an 8 step process, is critical to creating an effective sales action plan.

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Sales 220

Anthony Cole Training

MARCH 17, 2022

Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges.

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Sales 235

Anthony Cole Training

MARCH 11, 2022

There are 21 critical sales competencies that salespeople must have in order to achieve great sales success. But there are 5 Will to Sell factors that make up the foundation of that success.

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Up-Sell Sales 257

Anthony Cole Training

FEBRUARY 25, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Courage. There are two primary challenges for salespeople that require the most courage.

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Selling Skills Leads Marketing Qualified Lead 216

Anthony Cole Training

FEBRUARY 4, 2022

When developing a salesperson’s advanced selling skills, it's important to focus on not only what the prospect says but also what the prospect doesn’t say.

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Selling Skills Prospecting Sales Training 222

Anthony Cole Training

JANUARY 20, 2022

To improve your outbound selling success, you must have a process that you strictly follow and regularly improve upon, be a continual learner, and focus on building relationships. If you are a sales leader or a salesperson in need of an outbound sales strategy, here are our 7 steps to improve your success.

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Outbound Strategy Sales Lead Generation 216