Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

Objections 73

Objections Case Study ROI Lead Rank 73

Pipeliner

MARCH 30, 2018

Recently, I’ve sat back to consider what makes a good sales manager great. A manager’s primary role is to develop the sales rep. The sales rep’s primary role is to develop the opportunity and win the business. There are four competencies that a manager needs to master to become great.

Sales Management 65

Sales Management Objections Cold Calling Follow-up 65

Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Sales and Marketing Management

JANUARY 7, 2019

Imagine for a moment that you’re a sales manager evaluating how to deliver a sales enablement program that will benefit both new hires who need to hit the ground running and provide value to more experienced team members. What would you include? Thirdly, we’ll need product knowledge training in the mix, too.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Your Sales Management Guru

AUGUST 12, 2013

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. . Acumen Management Group .

Sales Management 80

Sales Management Trade Show Lead Rank Lead Scoring 80

Anthony Cole Training

MAY 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Anthony Cole Training

AUGUST 29, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Anthony Cole Training

MARCH 23, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13. Hiring Sales Talent.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

Sales and Marketing Management

MARCH 8, 2019

We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. The event was a culmination of thorough planning and conscious decisions about the learning objectives, content, fun and logistics.

InsideView 223

InsideView Scale Exercises Call-back 223

Anthony Cole Training

MARCH 4, 2014

When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. Conduct joint/observational sales calls. Not getting to the decision maker.

Decision Maker 180

Decision Maker Analysis Education eBook 180

SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Highspot

JANUARY 29, 2024

You should have clear goals and objectives laid out before the call. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Avoid reacting impulsively to counteroffers or objections.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Understanding the Sales Force

APRIL 23, 2014

According to the data amassed by Objective Management Group’s (OMG) assessments of nearly 750,000 salespeople: There is an elite group of salespeople but it represents only 6% of the sales population. An additional 20% of the sales population is good, but not great. Can we change this? Not until we stamp out mediocrity.

Airlines 284

Airlines Groups Forecasting Engineering 284

Understanding the Sales Force

OCTOBER 1, 2013

Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. In the context of best practices, the sales management role is now 50% coaching. Are you serious?

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers.

Study 84

Study Face-to-face Policies Sales 84

Paul Cherry's Top Sales Techniques

DECEMBER 22, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.

Objections 49

Objections Pharmaceuticals Distribution Sales Coaching 49

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? That is when the problems started.

Sales Management 45

Sales Management Training Analysis Pipeline 45

The Pipeline

FEBRUARY 8, 2012

So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Hiring Sales Talent. HR Management. Lead Management. Objection Handling. Random Walk Down Sales Street.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

Paul Cherry's Top Sales Techniques

DECEMBER 22, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.

Objections 40

Objections Prospecting Pharmaceuticals Distribution 40

Anthony Cole Training

JANUARY 16, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Hubspot Sales

JANUARY 9, 2018

A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans?

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Pipeliner

JANUARY 4, 2018

It’s also a quote that should be taken to heart by sales managers. It often happens that when sales managers sign up for that leadership role, they often are lacking in the skills of one major responsibility: imparting the knowledge of what made them successful. Great sales managers are great teachers and coaches.

Sales Coaching 74

Sales Coaching Coaching Selling Skills Outbound 74

Highspot

SEPTEMBER 11, 2023

Reactive readiness equips sales reps to react quickly. This could involve a sudden pivot, a fast objection-handling response, or a thorough understanding of competitor weaknesses that can be used at a moment’s notice. Your journey into sales readiness should start with clear goals or objectives.

Hiring 59

Hiring Sales Enablement Pivotal Training 59

The Pipeline

OCTOBER 10, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 118. Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Hiring Sales Talent. Sales Tool.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

Your Sales Management Guru

JANUARY 24, 2011

The Importance of Sales Management in a Recovering Economy. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. What is the role or action points for sales manager’s in a recovering economy?

Sales Management 65

Sales Management Hiring Compensation Margin 65

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Coaching 182

Coaching Hiring Ideal Customer Profile eBook 182

Braveheart Sales

DECEMBER 17, 2020

We sometimes use the following Sales hiring mistake calculator with our clients to demonstrate the impact we can have from a hiring perspective. Data courtesy of Objective Management Group derived from 617,407 salespeople. Follow the three-step process outlined and watch the team’s confidence grow.

Negotiation 104

Negotiation Hiring Proposal Groups 104

SalesforLife

JUNE 27, 2019

If you’re developing a modern, digital sales strategy and playbook, one of the most important components is a process we call “Digital Sales Leadership” – a half-day to three-quarters of a day workshop where we sit down with frontline sales managers , marketing and sales enablement departments, and we reverse-engineer their sales objectives and develop (..)

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Anthony Cole Training

OCTOBER 25, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

The Pipeline

DECEMBER 12, 2011

Why not, because everyone realised value, and since value is subjective, it is not tied to a specific number, but to other elements, usually the buyers’ objectives and the challenges they perceive in attaining them. If their objectives were easily attained, they would get to it and do it. Hiring Sales Talent. HR Management.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Your objectives are vague.

Training 88

Training Hiring Discount Hotels 88

Customer Centric Selling

DECEMBER 24, 2014

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone.

Engineering 81

Engineering Sales Cycle Resources Sales 81