Anthony Cole Training

NOVEMBER 3, 2023

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment.

Coaching 177

Coaching Report Groups Objections 177

Anthony Cole Training

JUNE 9, 2022

In the profession of selling there is a response or an answer we are often confronted with that causes great distress, delays in decision-making, or loss of opportunities. That response is: “I need to think it over”.

Opportunity 259

Opportunity Sales 259

Anthony Cole Training

AUGUST 19, 2021

Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?

Prospecting 296

Prospecting How To Sales Opportunity 296

Anthony Cole Training

JUNE 24, 2022

Knowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.

Motivation 209

Motivation Customer Opportunity Prospecting 209

Anthony Cole Training

SEPTEMBER 1, 2020

There is a valuable opportunity to understand and proactively adjust to this coming shift in demographics. Within 10 years, Hispanics will account for over 21% of the population in the United States.

Consumer 267

Consumer Demographics Account Opportunity 267

Anthony Cole Training

JUNE 17, 2021

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.

Prospecting 201

Prospecting Opportunity Closing Sales 201

Anthony Cole Training

MARCH 12, 2020

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. In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving."

Sales Management 216

Sales Management Hiring Sales Opportunity 216

Anthony Cole Training

DECEMBER 3, 2020

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

Prospecting 168

Prospecting Conference Groups Pipeline 168

Anthony Cole Training

AUGUST 13, 2019

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. In this article, we discuss the similarities between Super Mario World and life in sales. I rushed through.

Opportunity 152

Opportunity Sales 152

Anthony Cole Training

FEBRUARY 6, 2019

Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.

Sales Qualified Lead 137

Sales Qualified Lead Leads Marketing Qualified Lead Prospecting 137

Anthony Cole Training

DECEMBER 5, 2019

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Tools 122

Tools Pipeline Closing Opportunity 122

Anthony Cole Training

JANUARY 23, 2019

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

Conversion 150

Conversion Motivation Pipeline Buyer 150

Anthony Cole Training

AUGUST 11, 2017

How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team?

Motivation 149

Motivation CRM Pipeline System 149

Anthony Cole Training

JULY 16, 2018

In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset. your time.

Prospecting 122

Prospecting Video Opportunity Sales Qualified Lead 122

Anthony Cole Training

JANUARY 22, 2014

What exist are sales enablement tools (CRM) that provide a repository for information about sales suspects, prospects and opportunities. 5) This keeps sales people from putting opportunities in the pipeline. What we all know is that pipeline management is a myth! It doesn’t exist! Let’s fix this!

Pipeline 169

Pipeline GoldMine Insurance Insurance 169

Anthony Cole Training

FEBRUARY 21, 2013

Once again, I had the opportunity to learn something old, something borrowed and something new. This makes for a less-than-dazzling experience and this impacts your opportunity for a long-term relationship. Yesterday, Jeni (our CMO), and I met with long-time friend and Mortgage officer, Rich Ambrose.

Insurance 212

Insurance Insurance Hiring Sales Qualified Lead 212

Anthony Cole Training

MARCH 5, 2013

Over the last 10+ years, tools like SalesForce.com, ACT, SalesLogic and Base have been developed that provide capabilities for sales management and finance to gather data, gain insight, manage sales opportunities and predicit future sales success. It ought to provide an easy way to identify what sales stage the opportunity is currently in.

ROI 211

ROI Pipeline Report Sales Cycle 211

Anthony Cole Training

JANUARY 27, 2014

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. They weren''t very good, they converted a smaller percentage of opportunities, but their Desire and Commitment helped them persevere. This kind of story doesn''t happen every day.

Case Study 186

Case Study Study Sales Talent Hiring 186

Anthony Cole Training

JUNE 10, 2014

I taught her the right habits and gave her an opportunity to practice those habits. The principle being that, if she developed the right habits, she would minimize the opportunity for negative outcomes due to auto collisions. If you have seen my previous messages, you know that I taught my daughter to drive. Not accidents.

Up-Sell 176

Up-Sell Motivation Sales Prospecting 176

Anthony Cole Training

JANUARY 2, 2013

It identifies, for the client and me, clear root causes for failure, strengths that support the opportunity for success, skills that can be leveraged, those who will help the organization grow while providing a road map on where to invest time, money and effort to grow the organization. They are excited about what they do.

Licensing 181

Licensing Analysis Energy System 181

Anthony Cole Training

APRIL 11, 2014

It''s an opportunity to take a major account from your biggest competitor. Don decides that, in order to prepare for this big opportunity, the team should have a pre-call meeting. How about the rest of the group that is aware of this opportunity? It''s not even a prospect, opportunity or sale yet. It''s a big lead.

Hiring 152

Hiring SME Margin Account 152

Anthony Cole Training

SEPTEMBER 17, 2012

As I think about this in light of Mr. Drucker's comments here are my thoughts: It if is going to be about selling then the meeting must be confined to working intensely on creating new opportunities or closing opportunities in the works. These meetings take about 15 minutes and everyone goes about their business when we are done.

Meeting 181

Meeting Leads Marketing Qualified Lead Sales Meeting 181

Anthony Cole Training

JANUARY 2, 2013

It identifies, for the client and me, clear root causes for failure, strengths that support the opportunity for success, and skills that can be leveraged. They approach each day and each opportunity with a fresh set of eyes and a fresh mindset about what opportunities the day can bring. They are excited about what they do.

Licensing 160

Licensing Analysis Energy System 160

Anthony Cole Training

MARCH 24, 2014

Create opportunities to recognize success. If you’ve followed our instruction and provided your people an opportunity to explore their dreams, ambitions and goals, then you need to make sure you consistently tie their business outcomes to what is important to them. Bad sales meetings. Unrealistic goals. Micro–managing.

Motivation 219

Motivation Hiring Sports Compensation 219

Anthony Cole Training

APRIL 17, 2013

At least, not in my business nor in the companies that I have the opportunity to work with. Sales activities such as dials (effort), contacts made, appointments scheduled, opportunities created, expected closing dates, presentations made. Sales don''t just "happen".

Pipeline 195

Pipeline eBook Report Sales Cycle 195

Anthony Cole Training

SEPTEMBER 17, 2012

As I think about this in light of Mr. Drucker's comments here are my thoughts: It if is going to be about selling then the meeting must be confined to working intensely on creating new opportunities or closing opportunities in the works. These meetings take about 15 minutes and everyone goes about their business when we are done.

Sales Meeting 149

Sales Meeting Meeting Leads Marketing Qualified Lead 149

Anthony Cole Training

JULY 18, 2014

QUALIFYING SKILLS: Improve your qualifying skills by 10% and now you pick up 10% more opportunities. PHONE SKILLS: Improve your phone skills by 10% and convert just 10% more contacts to appointments.

Cold Calling 186

Cold Calling How To Guarantee eBook 186

Anthony Cole Training

APRIL 30, 2015

Evaluate your “opportunity cost” to maximize the investment of your time. When I was in the leadership position with a transportation company, I told my people to be aware of their “Opportunity Cost”. A guest blog by Jack Kasel, Sales Development Expert. Make a list of the “Gotta Do’s”… and then do them.

Transportation 120

Transportation Maximizer Intent Resources 120

Anthony Cole Training

APRIL 23, 2014

Your pipeline doesn''t have enough opportunities in it; you need to get more opportunities into your pipeline. Feedback - Managers collect and review data/reports and then have a discussion with sales people that looks or sounds like the following: Your sales numbers are off; you need to close more business. You need more appointments.

Webinar Metrics 199

Webinar Metrics Report Follow-up Pipeline 199

Anthony Cole Training

SEPTEMBER 8, 2014

Approaching the subject from a "process" point of view offers an opportunity to use design and improvement tools from other disciplines and process-oriented industries. It is an excellent book that helps the reader(s) build a systematic approach to identifying suspects, prospects, qualified buyers and closable opportunities.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Anthony Cole Training

OCTOBER 23, 2012

The account gave him an opportunity to write a small portion of another aspect of their insurance needs. Asked for business even when he was denied the initial opportunity. Assuming working 240 days a year that is 4800 opportunities for failure to reach someone. Of the 4800 opportunities he probably spoke to at least 480.

Insurance 181

Insurance Insurance Hiring Decision Maker 181

Anthony Cole Training

JUNE 21, 2013

You will have experienced and learned to handle many different situations, problems, opportunities and challenges. And yes, if you have built a financially secure foundation, then you may have a little more leverage to walk away from sales opportunities if the prospect doesn''t qualify to do busienss with you.

Insurance 169

Insurance Insurance Face-to-face Guarantee 169

Anthony Cole Training

MAY 1, 2015

Once you understand the motivation of the buyer, you can and should decide early in the sales process if it makes sense for you to work on an opportunity or not. The lack of an abundant pipeline puts pressure on us to work on low probability opportunities. So, let’s talk about the problems of selling on price. Keep a full pipeline.

Margin 120

Margin Pipeline Prospecting Follow-up 120

Anthony Cole Training

MARCH 22, 2012

This is an opportunity to help sales people recognize opportunities that they missed, questions they could have asked better and commitments they failed to gain. If it if for qualifying or closing a large account then the role of the sales manager can be more prominent. The 4th step is to make sure you do a post call debrief.

Maximizer 185

Maximizer Discount Sales Coaching 185

Anthony Cole Training

MARCH 31, 2014

I believe the opportunity spoke to my desire to take my career and personal objectives to another level. In our phone interview, I asked you w hy you responded to the job post and you said that you believe the opportunity spoke to your desire to take your career and personal objectives to another level. What motivates you to succeed?

Hiring 201

Hiring Face-to-face Objections Motivation 201

Anthony Cole Training

JUNE 21, 2013

Years of experience helps you to learn to handle many different situations, problems, opportunities and challenges. And if you have built a financially secure foundation, then you may have a little more leverage to walk away from sales opportunities if the prospect doesn''t qualify to do business with you.

Insurance 155

Insurance Insurance Face-to-face Guarantee 155

Anthony Cole Training

OCTOBER 23, 2012

The account gave him an opportunity to write a small portion of another aspect of their insurance needs. Asked for business even when he was denied the initial opportunity. Assuming working 240 days a year that is 4800 opportunities for failure to reach someone. Of the 4800 opportunities, he probably spoke to at least 480.

Hiring 136

Hiring Insurance Insurance Decision Maker 136