Anthony Cole Training

SEPTEMBER 2, 2014

I don’t remember how old I was. I couldn’t have been more than 9 or so, but I remember I asked my dad for a quarter to buy some candy. He gave me the quarter. We were at my brother Ray’s football game and so I went to the concession stand, looked at the prices of candy and bought 5 – yes, count them – 5 Three Musketeers candy bars.

Customer 192

Customer Hotels Advertising Advertising 192

Anthony Cole Training

JULY 22, 2015

tools like LinkedIn, Twitter and Facebook to connect with prospects, customers and former customers? If your results are not what you want them to be, then maybe what needs to change is the way you go about those three critical tasks. How is your Hunting? Are you still hunting with old technology or are you using Sales 2.0

Decision Maker 120

Decision Maker Cold Calling Referrals Twitter 120

Anthony Cole Training

OCTOBER 21, 2011

1 Customers dont know what they want. Point #1 of the 3 that I took from Guy Kawasakis 12 lesson s from Steve was this: Customers dont know what they want. Sales & Sales Management Brew. Current Articles. | My Big 3 Sales Success Tips from Guy and Steve - #1. Posted by Tony Cole on Fri, Oct 21, 2011.   delicious. #1

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Anthony Cole Training

JANUARY 24, 2013

Jarod Kintz once said, “Laughter is the sound of the soul dancing” and I can’t think of a better reminder in terms of the kinds of conversations you should be having with both your prospects and your customers. Another perspective on laughter comes from Victor Hugo who said, “Laughter is the sun that dries winter from the human face.”.

Face-to-face 194

Face-to-face Banking Google Conversion 194

Anthony Cole Training

JUNE 18, 2012

Your sales people can control: their effort to penetrate the market place, how well they prepare for sales calls, sales meetings, presentataions, and customer interactions. They can control their attitude, their execution of the sales process, accurate reporting of data and their willingness to change, grow, learn and be coached.

Hiring 169

Hiring Penetration eBook Coaching 169

Anthony Cole Training

AUGUST 9, 2013

Most customers, of course, don''t have the same selfish view of the market, the same obsessed knowledge of features and benefits. It''s the act of the marketer with intense interest in his segment of the market, it''s inside baseball, deeply thought through reasons why someone should buy my thing instead of their thing.

Sales Qualified Lead 205

Sales Qualified Lead Competition eBook Segment 205

Anthony Cole Training

AUGUST 19, 2012

Customer service scores. As an example you probably look at success metrics like these: Sales results. Pipeline volume. Sales activities. Compliance with operations. Growth of revenue. Retention of clients. Use of CRM. Execution of companies go to market strategy.

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Hiring Ideal Customer Profile SalesForce Retention 160

Anthony Cole Training

AUGUST 26, 2021

The bank CEOs we work with know they know that a banking sales training approach will help them by putting a structure in place for all to follow. In this blog, we discuss the 5 keys to choosing and implementing a better banking sales training program.

Banking 261

Banking Training Sales Customer 261

Anthony Cole Training

SEPTEMBER 8, 2014

Reasons for having a well-thought out sales process include seller and buyer risk management, standardized customer interaction during sales, and scalable revenue generation. According to Wikipedia - A sales process is an approach to selling a product or service.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Anthony Cole Training

AUGUST 19, 2012

Customer service scores. As an example, you probably look at success metrics like these: Sales results. Pipeline volume. Sales activities. Compliance with operations. Growth of revenue. Retention of clients. Use of CRM. Execution of companies go to market strategy.

Hiring 136

Hiring Ideal Customer Profile SalesForce Retention 136

Anthony Cole Training

APRIL 1, 2013

In fact, according to last year’s survey of 451 senior executives, one in every five users reported that their CRM initiatives not only had failed to deliver profitable growth but also had damaged long-standing customer relationships - click HERE for the rest of the article.

Lead Rank 190

Lead Rank Lead Scoring Insurance Insurance 190

Anthony Cole Training

DECEMBER 30, 2021

There are specific traits that skilled salespeople possess in order to build strong relationships with prospects or clients. They create a great client experience by providing value, asking the right questions, listening to understand, and demonstrating patience.

Prospecting 211

Prospecting Customer Training Sales 211

Anthony Cole Training

FEBRUARY 7, 2013

The typical metrics for success used are: retained revenue, retained accounts, customer service scores, new business sales, book of business growth. Yes, companies set metrics/KPIs - Key Performance Indicators - but are they the right ones to help a sales leader effectively monitor, coach, mentor, motivate a sales person to success?

Hiring 181

Hiring Lead Rank Lead Scoring Incentives 181

Anthony Cole Training

AUGUST 9, 2013

Most customers, of course, don''t have the same selfish view of the market, the same obsessed knowledge of features and benefits. It''s the act of the marketer with intense interest in his segment of the market; it''s inside baseball, deeply thought through reasons why someone should buy my thing instead of their thing.

Sales Qualified Lead 120

Sales Qualified Lead Competition eBook Segment 120

Anthony Cole Training

OCTOBER 18, 2011

Customers cannot tell you what they want. Intellectually, you can say "duh", but from a practical perspective what this means is that we have to be masterful at asking guiding questions to help prospective customers discover what they want and/or NEED. Of the 12, here are my big three; 1. Big challenges beget the best work.

Hiring 150

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 150

Anthony Cole Training

FEBRUARY 7, 2013

The typical metrics for success used are: retained revenue, retained accounts, customer service scores, new business sales, book of business growth. And they must be the right ones to help a sales leader effectively monitor, coach, mentor, and motivate a sales person to success.

Lead Rank 120

Lead Rank Lead Scoring Hiring Leads 120

Anthony Cole Training

OCTOBER 21, 2021

In my 40+ years in and around sales training, I have experienced many different sales training methodologies either as a participant or facilitator and now as a marketer. There are many good training programs out there, some of them free and virtual, but there are three key things that differentiate professional sales training that will "stick".

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Training Sales Marketing Customer 153

Anthony Cole Training

JANUARY 31, 2012

The result of that is, and this is one of the biggest challenges of this profession, that customers arrive at the dealership with that very outlook and then try to make that reality come true regardless of how we try to dissuade them! 3) Strive for effective communication first- if the customer will become a friend, too.

Hiring 168

Hiring Ideal Customer Profile Sales Qualified Lead Coaching 168

Anthony Cole Training

FEBRUARY 27, 2019

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

Objections 137

Objections Account Sales Process Prospecting 137

Anthony Cole Training

APRIL 19, 2011

Collaborate and connect with customers. There is even a Sales 2.0 conference that you can attend that will help you: Strategically align sales and marketing. Enhance sales rep productivity. Leverage social-media tools effectively. Engage prospects in a more meaningful dialog. Track, measure and analyze sales performance.

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

Anthony Cole Training

AUGUST 2, 2017

A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you.

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Sales Customer 122

Anthony Cole Training

AUGUST 9, 2011

In almost every case when we first start to work with a sales team, one of the issues we hear from sales people is this: "The company has us doing too many other things like meetings, paper work, reporting, committees, servicing our own accounts and customer service.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Anthony Cole Training

JANUARY 5, 2012

Increasing customer loyalty. According to a recent article from Mark Gibson at Advanced Marketing Systems which sites a recent survey from Chief Sales Officer (CSO), the following five are the path to success this year: 1. Ability to show benefit/value. Optimizing the sales process. Reaching people with power.

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Hiring Ideal Customer Profile eBook Insurance 136

Anthony Cole Training

JANUARY 17, 2017

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

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Groups Training Sales Customer 120

Anthony Cole Training

AUGUST 6, 2010

Getting an insight to who your customers are will greatly help as well. Great post - the key is definitely doing because without action you have nothing. Also, there are certain blunders you can avoid. I saw this article about sales management training that discussed three pitfalls to avoid which are: 1.

Hiring 192

Hiring Ideal Customer Profile Webinar Metrics eBook 192

Anthony Cole Training

NOVEMBER 12, 2012

Gets Introductions from Customers and Network - Getting introductions doesn't sound like hunting, but it is a by-product of the hunting activity of asking for introductions. Regardless of tenure in selling, the phone is still the key to starting the sales cycle and the buying/selling relationship.

Face-to-face 159

Face-to-face Gatekeeper InsideView Networking 159

Anthony Cole Training

NOVEMBER 12, 2012

Gets Introductions from Customers and Network - Getting introductions doesn't sound like hunting but it is a by-product of the hunting activity of asking for introductions. Regardless of tenure in selling the phone is still the key to starting the sales cycle and the buying / selling relationship.

Face-to-face 159

Face-to-face Gatekeeper InsideView Networking 159