Anthony Cole Training

DECEMBER 28, 2023

As we head towards the New Year of 2024, with volatile world events all around us, it is a perfect time to think about and focus on what you can affect and act on, in your personal and professional life to improve your relationships and results. This idea of reviewing what you should keep doing, start doing, and stop doing is borrowed from a past client of ours so we must give them credit.

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ACT Banking Sales Coaching Motivation 265

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. Read and Stephen J. Bistritz. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. As always, I hope you have developed the habit of reading as it allows you to share fellowship with great minds.

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Sales Company Banking Sales Coaching 266

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 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The third chapter of this guide addresses a fundamental question: What qualities matter most for building an elite team. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

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Analysis Webinar Metrics Coaching Objections 237

Anthony Cole Training

JULY 21, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams? Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

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Coaching Analysis Webinar Metrics Objections 245

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

JUNE 23, 2023

There is no greater benefit than hearing from a client how they are implementing a sales development program in their bank and their culture. We recently had the benefit of 45 minutes of input from one of our valued banking clients and learned how they are building their team of successful, relationship building bankers.

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Banking Training Benefit Sales 156

Anthony Cole Training

JUNE 8, 2023

I am an admirer of all the brave men and women who serve in the armed forces. Their service and their sacrifice make them the best our nation has to offer. Lately, I have had the extreme honor to meet a few Navy Seals. Those meetings have propelled me to learn as much as I can about how they think and how they build the discipline that is necessary to do what they do.

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Meeting Sales Process Sales 210

Anthony Cole Training

MAY 26, 2023

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?

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Hiring Sales Insurance Insurance 216

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 31, 2023

Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. The March Madness tournament can be somewhat predictable, but upsets are expected. In the world of sales forecasting, you have the same problem!

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Pipeline Sales Forecasts Forecasting Banking 234

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

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

FEBRUARY 3, 2023

Last week, 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. Starting with #5: Focus on the Best Version of Yourself.

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Banking Training Sales Management Sales 235

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

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 15, 2022

Has thou been answering the un-asked question? Find out why you should never, ever answer the un-asked question in the final commandment of the 10 Commandments of Sales Success.

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Sales Prospecting 235

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.

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Sales Prospecting 270

Anthony Cole Training

NOVEMBER 17, 2022

Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!

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Video Sales Prospecting 207

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 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

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 11, 2022

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.

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Coaching Leads Marketing Qualified Lead Sales 227

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

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

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 14, 2022

In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?

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How To Sales 216

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 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