Anthony Cole Training

AUGUST 13, 2014

And their coaches coached. They did NOT make suggestions; they didnt politely say, You might want to try They told these players exactly what they needed to do. At one point, one of the coaches began demonstrating exactly what he wanted done. Both coaches carried racquets, by the way.

Coaching 171

Coaching eBook Exact Groups 171

Anthony Cole Training

JUNE 3, 2014

Where in the job posting does it say that you want people who settle for nothing less than extraordinary results in their personal and professional lives? And, in selling, that is winning. You must profile, attract, recruit, interview and on-board those people who can accomplish what you need to accomplish.

Hiring 161

Hiring Webinar Metrics Coaching Exact 161

Anthony Cole Training

JANUARY 7, 2014

During the game, you can run the best offensive and defensive schemes flawlessly, but at the end of the game, the team that wins is the team that put the ball through the orange hoop the most times. You should know EXACTLY what steps lead to the ultimate sale.

Hiring 178

Hiring Webinar Metrics eBook Revenue 178

Anthony Cole Training

SEPTEMBER 28, 2016

Now, it’s time to talk about people and that means talking about recruiting. Here are the big ideas about recruiting: You don’t have to like it; you just have to do it. You must be excellent at it. You must know exactly what you are looking for – What is your *Zebra? You must stick to your plan of hiring nothing but Zebras!

Hiring 120

Hiring Sports Intent Analysis 120

Anthony Cole Training

JUNE 5, 2015

My question is: How do you find that in your next sales director? My answer is: Create the right profile for the role. Identify what you need them to DO rather than what they have done. Create a job post that attracts exactly what you are looking for. Tell the readers of the job post that “The job isn’t for everyone. Win the bet on the first tee.

Hiring 120

Hiring Sales Management CRM Scale 120

Anthony Cole Training

JULY 15, 2014

- Lost for words? Stumbling over words? Found yourself talking too much? Wished they hadn’t said something or asked you something? Wondered what you should be saying next or didn’t exactly know what you should do next? Felt like the think you just said could have been the wrong thing? or “Why didn’t I say that?”.

How To 198

How To eBook Call-back Course 198

Anthony Cole Training

JANUARY 27, 2014

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. 1 team had the strongest overall Desire and Commitment.

Case Study 186

Case Study Study Sales Talent Hiring 186

Anthony Cole Training

JANUARY 11, 2013

Motivating. 5 step exercise. Create the appropriate list of competencies. Done - don't over think this. One of the required competencies is NOT to get in the weeds to make sure the list is exactly the right list).

Influencer 183

Influencer Hiring Exercises Proposal 183

Anthony Cole Training

MAY 28, 2015

Didn’t provide the exact solution to match the prospects problem. If you think about the reasons you didn’t get a piece of business or secure an account over the last year, what are some of the reasons? Price too high. Not talking to the decision maker. The incumbent relationship came back and matched your offer.

Closing 120

Closing Sales Qualified Lead Decision Maker Objections 120

Anthony Cole Training

FEBRUARY 12, 2013

The easiest thing to do as a reader is to deny that you say anything close to these. Maybe you don’t. Maybe I haven’t nailed down exactly what your conversation sounds like when you are talking to someone that is failing to perform at the level that they committed to. Keep it up - you are almost there! The list can go on.

Hiring 189

Hiring Coaching Sales Coaching Sports 189

Anthony Cole Training

MARCH 26, 2012

Hammonton, NJ to be exact, the blueberry capital of the world. Update them, recommit to them, share them, build your plan or revise your current plan so that when you are finished you can look at your scope of work and tell yourself that "IF" you do this it will be representative of your highest and best. Do the work.

Negotiation 159

Negotiation Up-Sell Networking Exact 159

Anthony Cole Training

JULY 18, 2013

In each of the skill sets, there are at least 8 skills/attributes that contribute to the overall ability to execute as a hunter, qualifier, closer, etc. Armed with that information, you can now begin to pinpoint exactly how you can help them get better.'

Hiring 193

Hiring Guidelines Intent Insurance 193

Anthony Cole Training

APRIL 9, 2012

Here I am 4 weeks later and I just removed my contacts. I go through this lens routine twice a day. In the morning I pop them in, in the evening I pop them out. Well I'm not exactly popping. I rub them in and drag them out to be more precise. The the benefit is worth it.

Hiring 168

Hiring Exact Sales Benefit 168

Anthony Cole Training

JULY 18, 2013

In each of the skill sets, there are at least 8 skills/attributes that contribute to the overall ability to execute as a hunter, qualifier, closer, etc. Armed with that information, you can now begin to pinpoint exactly how you can help them get better.'

Hiring 169

Hiring Sales Management Guidelines Intent 169

Anthony Cole Training

SEPTEMBER 17, 2012

We discuss sales and marketing thoughts, discuss opportunities in the pipeline that need to move and in general re-assure each other that all is well. Let's go sell something. I don't know if we have it exactly right but if you asked them they would tell you that we have more right then we did when we had sales meetings.

Meeting 181

Meeting Leads Marketing Qualified Lead Sales Meeting 181

Anthony Cole Training

DECEMBER 3, 2013

Don''t get too hung up on the exact questions; just the fact that they would ask you questions gives you an idea that they would do the same if they were calling prospects. Like they are supposed to).

Hiring 169

Hiring Gatekeeper Jigsaw Face-to-face 169

Anthony Cole Training

SEPTEMBER 27, 2013

Will you love him, comfort him, honor and keep him, in sickness and in health, and, forsaking all others, be faithful to him/her as long as you both shall live? Now, take these "vows" and ask yourself, "How would I do something like this with a new hire so that we all knew exactly what we were agreeing to?

Hiring 161

Hiring SalesForce Negotiation Margin 161

Anthony Cole Training

MAY 30, 2013

Ask them to rethink their goals to include something(s) that would be important to them to have as a legacy about who they are and what they accomplished. Create an environment where goal setting is also goal sharing. Too often, sales managers don''t feel that it is necessary to know exactly what it is that motivates their sales people. (As

Motivation 186

Motivation Insurance Insurance Discount 186

Anthony Cole Training

SEPTEMBER 17, 2012

We discuss sales and marketing thoughts, discuss opportunities in the pipeline that need to move and in general re-assure each other that all is well. Let's go sell something. I don't know if we have it exactly right but if you asked them they would tell you that we have more right then we did when we had sales meetings.

Sales Meeting 149

Sales Meeting Meeting Leads Marketing Qualified Lead 149

Anthony Cole Training

MARCH 20, 2015

Changing covenants – you should know beforehand the exact specs you need to get the deal done and, if you cannot meet those specs, you don’t present. It hardly ever comes down to the last shot when determining if you will win or lose the game: Matching price – you should have uncovered earlier who was going to win a price tie.

Hiring 120

Hiring Decision Maker Face-to-face Sales Talent 120

Anthony Cole Training

MARCH 20, 2015

Changing covenants – you should know beforehand the exact specs you need to get the deal done and, if you cannot meet those specs, you don’t present. It hardly ever comes down to the last shot when determining if you will win or lose the game: Matching price – you should have uncovered earlier who was going to win a price tie.

Hiring 120

Hiring Decision Maker Face-to-face Sales Talent 120

Anthony Cole Training

APRIL 9, 2012

Here I am 4 weeks later and I just removed my contacts. I go through this lens routine twice a day. In the morning, I pop them in; in the evening, I pop them out. Well, I'm not exactly popping. I rub them in and drag them out to be more precise. The benefit is worth it.

Hiring 120

Hiring Exact Sales Benefit 120

Anthony Cole Training

JANUARY 27, 2015

If you, as a sales manager and masterful performance manager, are committed – willing to do whatever it takes –then you can have a one-on-one discussions with those on your team that are not committed and tell them so. I had hired Tom to coach me to be a better sales person.

Hiring 120

Hiring Gatekeeper SME Sports 120

Anthony Cole Training

MARCH 31, 2015

After many years, I am convinced that sales people are worth their weight in gold – but only – if they continue to go out in the marketplace and develop relationships, help people by providing creative solutions to their problems, and finally, initiate the decision making process so that problems go away. A great professional sales person!

Insurance 120

Insurance Insurance Advertising Advertising 120

Anthony Cole Training

SEPTEMBER 3, 2013

I asked him the question I just asked you, but added: "When that day comes for you to leave, do you want to just leave or leave a legacy?" He told me he wanted to leave a legacy. How does this help you manage, lead and coach your sales and support people today?

Hiring 174

Hiring Compensation Call-back Meeting 174

Anthony Cole Training

JANUARY 27, 2015

If you, as a sales manager and masterful performance manager, are committed – willing to do whatever it takes –then you can have a one-on-one discussions with those on your team that are not committed and tell them so. I had hired Tom to coach me to be a better sales person.

Hiring 120

Hiring Gatekeeper SME Sports 120

Anthony Cole Training

MAY 30, 2013

Ask them to rethink their goals to include something(s) that would be important to them to have as a legacy about who they are and what they accomplished. Create an environment where goal setting is also goal sharing. Too often, sales managers don''t feel that it is necessary to know exactly what it is that motivates their sales people. (As

Motivation 149

Motivation Insurance Insurance Discount 149

Anthony Cole Training

FEBRUARY 21, 2013

Get Introductions - Get your referrral sources to introduce you and qualify prospects for you. When you are working with your centers of influence, make sure they understand exactly what marketplace you work best in and get them to introduce you those people they know that you could help BEFORE they need the help. Set Expectations about the process.

Insurance 212

Insurance Insurance Hiring Sales Qualified Lead 212

Anthony Cole Training

JANUARY 7, 2013

The 1 thing I've been right about in regards to selling is that business plans, success formulas, budgets, revenue projections sales plans NEVER EVER work out as planned. Neither have I, neither have you, neither have your sales people.

Face-to-face 150

Face-to-face Exercises Education Banking 150

Anthony Cole Training

MAY 30, 2013

Ask them to rethink their goals to include some things that would be important to them to have as a legacy regarding who they are and what they accomplished. Create an environment where goal setting is also goal sharing. Too often, sales managers don''t feel that it is necessary to know exactly what it is that motivates their sales people. (As

Motivation 120

Motivation Discount Sales Up-Sell 120

Anthony Cole Training

JUNE 4, 2015

I believe people pay for products, solutions and services based on their perceived value of how the purchase will help them solve a problem they have or a problem they perceive in their future. I believe that the price is important, but it is not the determining factor. I believe people pay exactly what they think the solution is worth.

Hiring 120

Hiring Referrals Objections Exercises 120

Anthony Cole Training

JANUARY 14, 2015

When they answer, say, "Dave Kurlan, please" and the live person will actually reroute your ping directly to me! It''s truly amazing, friends, and will revolutionize the way selling takes place in the future.

Face-to-face 120

Face-to-face Twitter Social Selling Hiring 120

Anthony Cole Training

DECEMBER 16, 2011

A presentation that provides the exact solution the prospect is looking for, within the budget they have. Agreement from the prospect that they will make a purchase or change. An agreement for the required investment of time, money and resources. An agreement on the decision making process. A decision at the conclusion of the presentation.

Sales Coaching 181

Sales Coaching Hiring Coaching Ideal Customer Profile 181

Anthony Cole Training

APRIL 11, 2011

If you find yourself in a slump or your sales success has flattened, do a check-up from the neck up. Start with energy, excitement and enthusiasm. If that is missing, then check your belief system - remember that you will perform exactly how you believe you should be performing. And then, finally, check your desire.

Hiring 191

Hiring Ideal Customer Profile Energy Demographics 191

Anthony Cole Training

FEBRUARY 27, 2012

The key that we bring to the table to help that process is stated in the former Presidents comment about "diagnosis". In education, everyone knew the symptoms. The problem was that no one knew exactly why our county finished ahead of only Cyprus and South Africa in mathematics.

Hiring 159

Hiring Ideal Customer Profile Webinar Metrics Sales Qualified Lead 159

Anthony Cole Training

FEBRUARY 3, 2010

Be accountable to 100% effort and execution. Yes, they might get a little PO’d but usually that puts some swagger in the step and gets rid of the stagger. They take on an attitude of “I’ll show you". And that is exactly what you are looking for, John. Swagger over Stagger.I like it ;-).Thanks Thanks for the tips!

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Anthony Cole Training

JUNE 20, 2011

Their revenue goal based on personal goals and financial requirements. Their personal extra-ordinary objective (s). These three are kind of consistent with the "ambition" part of the Randys approach, but not exactly. I am not convinced that just focusing on a number is the same as focusing on "ambition".

Hiring 120

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 120