Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Prospects must think that salespeople are morons. Will you continue allowing prospects to think your salespeople are morons or can you do something to counteract their tactics?

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Airlines Prospecting Decision Maker Vendor 137

Anthony Cole Training

JANUARY 3, 2013

Here is an example of effort NOT getting the desired result. In selling effort starts with prospecting. It isn't just any prospecting though that directly leads to results. For those of you reading this you have heard me say: "The number 1 job in successful selling is prospecting. Prospecting is nothing more then effort.

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Face-to-face Sales Qualified Lead Pipeline Exercises 174

Anthony Cole Training

JULY 8, 2014

For example, if you have a $200,000 sales goal and your average win is $10,000, then you will need to hear 20 yeses over the course of the year. And what kind of prospecting activity is required to have 10 prospect meetings every month? do you need to dial your phone looking to speak with a prospect?

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Call-back eBook Sales Goal Meeting 197

Anthony Cole Training

SEPTEMBER 24, 2014

Also, another example: when you prepare a frozen pizza, you bake it between 18 and 25 minutes, depending on the type of crust you want. Even the very best suffer from ups and downs of sales cycles and moments of great prospecting effort and moments of zero prospecting. They all fall off the wagon.

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Sales Management Sports Motivation Coaching 200

Anthony Cole Training

SEPTEMBER 22, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). This chart is an example of how to go about the exercise of setting standards. In this example, I bumped the goal by 10%. Motivational (8). Motivational Speaker (6). Negotiating (2). practice management (9).

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Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 185

Anthony Cole Training

MARCH 22, 2012

The NFL is a great example of, it doesn't matter if you played. You have to know effective selling, what it means, how it works, how prospects respond. You gotta have a certain amount of knowledge. You have to have the ability to inspire them to make them better. You have to have a passion for it.". It matters what your competency is.

Sales Management 185

Sales Management Hiring Film Coaching 185

Anthony Cole Training

AUGUST 28, 2014

Also, in sales situations, sometimes your sales people ask a prospect about budget and the prospect says he/she wants to be fair. You have to set the example of investing time, money and effort into getting better at what you do if you expect them to do the same. Lesson: Life isn’t always going to be what we think is fair.

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Sales Management Hiring Government Coaching 181