Anthony Cole Training

MARCH 11, 2021

In previous articles , I have talked about the things you should do during the hiring process to improve your success when sourcing sales talent. Today, I will specifically address things you should refrain from doing during the interviewing process.

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Sales Talent Hiring Sales 195

Anthony Cole Training

FEBRUARY 2, 2021

In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation. The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building.

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Prospecting Face-to-face Pivotal Meeting 216

Anthony Cole Training

JANUARY 14, 2021

In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization. In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent.

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Hiring How To Sales 186

Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

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Sales Management Hiring Sales Opportunity 216

Anthony Cole Training

FEBRUARY 4, 2021

In the 4th article of our series Hiring No Assembly Required Salespeople , we discuss the questions you must ask yourself of a candidate's skills and what critical selling competencies you must look for before making a hiring decision. Our guess is probably pretty important.

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Hiring Resources Prospecting Sales 175

Anthony Cole Training

APRIL 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

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Hiring Sales Sales Management Sales Talent 182

Anthony Cole Training

JANUARY 16, 2020

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

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Sales Coaching Coaching Hiring Sales 181

Anthony Cole Training

DECEMBER 23, 2020

In this article, we cover the basic principles of control in sales and how the little things are actually the big things when it comes to selling effectively and separating yourself from the competition.

Competition 161

Competition Sales Prospecting 161

Anthony Cole Training

JULY 8, 2019

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force. While sales people are monitored on their calls, emails, CRM activity, and follow-up methodologies, the same cannot always be said for sales management.

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Sales Coaching Coaching Hiring Follow-up 181

Anthony Cole Training

JUNE 4, 2018

In my previous blog article, I discussed the importance of looking at your sales production in terms of the 80/20 rule and flipping it so you can see the impact your bottom performers are having on your overall sales growth goal. If you have not already done so, click here to read the article.

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Sales Sales Management 138

Anthony Cole Training

JUNE 10, 2019

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

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Sales Process Sales Prospecting 171

Anthony Cole Training

MAY 2, 2019

This article will provide you with a list of questions to ask yourself, and your producers, when your sales team is underperforming and improvements need to be made. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there.

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Benefit Sales Company Opportunity 182

Anthony Cole Training

MAY 9, 2019

In this article, we will discuss the 4 must-do sales activities and the characteristics that all successful salespeople share when striving for the freedom of success. Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals.

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Leads Marketing Qualified Lead Negotiation Sales 165

Anthony Cole Training

APRIL 4, 2019

In this article, we will review the formula and methodology for change and the key questions every successful salesperson must ask themselves when identifying how to improve their sales outcomes. In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors.

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System How To Sales Goal Meeting 172

Anthony Cole Training

OCTOBER 25, 2019

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

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Hiring Sales Course Social Selling 136

Anthony Cole Training

AUGUST 13, 2019

In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through.

Opportunity 151

Opportunity Sales 151

Anthony Cole Training

AUGUST 9, 2019

In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today! Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business.

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Hiring Sales Talent Consumer Pipeline 144

Anthony Cole Training

FEBRUARY 21, 2019

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

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Opportunity Pipeline Closing Sales 150

Anthony Cole Training

APRIL 18, 2018

What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas. The article – " Leading With Planning: Master Financial Planning With These 6 Steps " – takes investment advisors through a best practices process to have success implementing financial plans for high net worth clients.

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Licensing Closing Leads Marketing Qualified Lead 121

Anthony Cole Training

SEPTEMBER 20, 2019

I started this series of articles by relating my experience coaching football to selling. It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.

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Tools Relationals Coaching Sales 125

Anthony Cole Training

OCTOBER 1, 2019

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

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Tools Hiring Sales Banking 137

Anthony Cole Training

MAY 30, 2019

In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.

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CRM System Sales Process Sales Management 120

Anthony Cole Training

AUGUST 26, 2019

In this article, we discuss the 3 challenges facing salespeople today:

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Sales Goal Sales 164

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). In that article, I identified (in some detail) 2 of the 5 constraints to sales growth:

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Hiring Sales Sales Management 120

Anthony Cole Training

FEBRUARY 27, 2019

In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

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Objections Account Sales Process Prospecting 137

Anthony Cole Training

AUGUST 3, 2018

As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream.

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Sales 121

Anthony Cole Training

MAY 27, 2014

Number #1 – According to Wikipedia, the term BHAG was coined by Jim Collins in his article, Building Your Company’s Vision. Well, coming directly from Jim Collins’ article, bad BHAGs are set with bravado while good BHAGs are set with understanding. A BHAD defined is a big, hairy, audacious goal: B-H-A-G. Extremely original.

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Engineering Sales 182

Anthony Cole Training

JUNE 2, 2015

As I stated in a previous article about habits, a bad habit is one that takes you away or keeps you from accomplishing your objectives and goals. Feel free to comment on this blog or this article on my LinkedIn. Instead find some articles, print them out, provide them the link to the articles and let them figure it out.

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Coaching Sales Google Sales Meeting 120

Anthony Cole Training

SEPTEMBER 8, 2014

This article was no exception, especially when they were writing about the sales process. VERY IMPORTANT - See, download this article from Google Research – ZMOT). With that premise in mind, this article caused me to wonder if we shouldn’t re-examine our sales process at Anthony Cole Training Group.

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Decision Maker Hiring Buyer Sales Methodology 182

Anthony Cole Training

SEPTEMBER 22, 2015

This got me thinking about articles I’ve ready about how selling has changed and the ‘keys’ to selling in today’s market. I’m reading Fast Company magazine this morning and realize I don’t get out of it what I used to. It’s probably a combination of how I’ve changed, how our company has changed and how the magazine has changed.

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Company Marketing SME Sales Management 120

Anthony Cole Training

FEBRUARY 16, 2015

On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? Or… I read an article and decide to add that to the series. Finally, this is your responsibility (see article on Shadow of the Leader ) as the sales manager or sales executive. I’m an Underperformer – article.

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eBook Analysis Follow-up Trends 120

Anthony Cole Training

JANUARY 17, 2013

On the 11th of January this year I posted an article: The Competencies that Influence Sales. Today I read an article from Entrepreneur Magazine and decided that I needed to add one more competency to the list: Timeliness. Time and again I will inform the audience, just as Ross informs us in his article, you cannot manage time.

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Influencer Margin Government Follow-up 160

Anthony Cole Training

SEPTEMBER 3, 2014

Additional Resources: Ecsell Institute – Article on Top 10 Coaching Behaviors. Hubspot Article – A Failed Sales Manage Could Cost Your Company $4 Million. With data, you have business intelligence. With business intelligence, you can duplicate what works and stop doing what doesn’t!

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Coaching Hubspot eBook Follow-up 196

Anthony Cole Training

AUGUST 9, 2013

In a recent Sales Management Magazine article, Seth Godin clearly, once again, points out that it is "they" that is unique. Here is an excerpt from the article: Differentation by marketers has a long and obvious history. Unfortunately, most of the time and effort spent training sales people is spent on "us" rather than "they".

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Sales Qualified Lead Competition eBook Segment 205

Anthony Cole Training

AUGUST 11, 2014

In the same paper, in the sports section of USA Today, there was an article about Paul ONeil - formally of the Reds and the NY Yankees. Reading this article I felt joy for Paul. But, reading the article brought back a memory of joy for what he did for a family he didnt even know.

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Face-to-face Sports Transportation Coaching 169

Anthony Cole Training

JULY 19, 2019

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Demonstrate. Action Plan.

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Sales Coaching Coaching Ideal Customer Profile Construction 131

Anthony Cole Training

SEPTEMBER 24, 2010

Current Articles. | Recently, I was referred to an article that addresses the challenges of being successful in selling. COMMENTS There are no comments on this article. Comments have been closed for this article. Email article. Tony Cole, Founder and CEO of Anthony Cole Training Group.   delicious.

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Hiring Ideal Customer Profile Webinar Metrics eBook 180