Anthony Cole Training

MARCH 22, 2012

It matters if you can relate to people. How well do you relate to your people. It doesn't matter how great of a player you were. It matters what your competency is. It matters if you can teach. It matters what your work ethic is. And, it's that way certainly in college basketball. Do you love them. Do they hate losing and love winning?

Sales Management 185

Sales Management Hiring Film Coaching 185

Anthony Cole Training

FEBRUARY 11, 2014

It could actually be several different numbers, but usually one stands out from all the rest and that number is the production/sales/revenue/ commission number. How do you compare numbers to determine your success as measured against others? This is a great question…but it doesn’t have a clear answer because the numbers are relative.

Commission 168

Commission Revenue Sales Relationals 168

Anthony Cole Training

OCTOBER 21, 2011

If we start from the premise that your customers really dont know what they want, then that will help you do a much better job of coaching sales people to ask questions that are business related, issue related and cause related. Click Here to download your FREE copy of Tony Coles new eBook today! Follow Me on Twitter!

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Anthony Cole Training

AUGUST 7, 2014

How does this relate to selling? They go out on the road and then when they’re 10 miles from the closest gas station, the computer tells them that they’re low on fuel. Not a good position to be in.

Guarantee 191

Guarantee Resources Call-back Engineering 191

Anthony Cole Training

FEBRUARY 6, 2012

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Click Here to download your FREE copy of Tony Coles new eBook today! Follow Me on Twitter! Beat the Daily Grind. Sample a jolt of Sales Brew. Sign up to receive our weekly audio Sales Brew here.

Coaching 191

Coaching Hiring Ideal Customer Profile Journal 191

Anthony Cole Training

OCTOBER 2, 2013

Love deeply and passionately. You might get hurt but it''s the only way to live life completely. In disagreements, fight fairly. No name calling. Don''t judge people by their relatives. Talk slowly but think quickly. When someone asks you a question you don''t want to answer, smile and ask, ''Why do you want to know?''.

Sales Management 204

Sales Management Coaching Sales Relationals 204

Anthony Cole Training

JANUARY 27, 2014

For those who think that Desire and Commitment are enough, and for those who think that strong sales people will succeed even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive, this story is a great example.

Case Study 186

Case Study Study Sales Talent Hiring 186

Anthony Cole Training

JUNE 4, 2015

I believe that if you really want to relate to a person or audience you must be willing to put yourself out there and be vulnerable. Here are some of my beliefs as they relate to selling: If a president of a company is taking time to talk with me, there must be something going on in that person’s business that needs exploring.

Hiring 120

Hiring Referrals Objections Exercises 120

Anthony Cole Training

OCTOBER 14, 2014

Some of the key findings that could be related to this issue are: The ability or willingness to understand what motivates the individual sales person. When we evaluate sales management strengths, weaknesses, tendencies and areas of effectiveness using the Objective Management Sales Manager Evaluation, we get findings in several areas.

Intent 199

Intent Motivation Coaching Sports 199

Anthony Cole Training

JANUARY 11, 2013

(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). Next prioritize those competencies relative to which one is the most important competency influencing success in either sales or sales management.

Influencer 183

Influencer Hiring Exercises Proposal 183

Anthony Cole Training

SEPTEMBER 4, 2013

While selecting the right candidate, use a pre-hire assessment AND conduct appropriate phone interviews to test their phone skills. Win the bet on the first tee. In other words, make sure your new sales people understand fully what you expect from them relative to their prospecting behavior. Inspect what you expect.

Hiring 204

Hiring Prospecting Cold Calling Revelation 204

Anthony Cole Training

AUGUST 20, 2012

Step 2 - To avoid being unprepared for interviews AND to avoid unnecessary interview use a pre-hire evaluation tool that helps you identify if this candidate fits the profile you've established, has a history of successful selling within your go to market strategy and is successful operating within your sales managed environment.

Hiring 168

Hiring Face-to-face Meeting Conversion 168

Anthony Cole Training

JUNE 5, 2015

Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software. 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.

Hiring 120

Hiring Sales Management CRM Scale 120

Anthony Cole Training

DECEMBER 8, 2010

I have two coaches; One distant, one more relational. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Waking up on the right side of the dirt, barring unforeseen death by accident, is a product of: Effort. Execution. Follow Me on Twitter!

Hiring 174

Hiring Ideal Customer Profile Coaching Webinar Metrics 174

Anthony Cole Training

MARCH 24, 2014

In a previous blog, I talked about my own motivation as it related to my athletic career.

Motivation 219

Motivation Hiring Sports Compensation 219

Anthony Cole Training

JANUARY 2, 2013

So, how does this relate to our daily world of sales training? As we began the service, the music director instructed us to turn to song 358 for the opening song, which would be Joy to the World. The little girl pumped her fist in delight and, when the music began, she sang along with a great deal of enthusiasm.

Licensing 160

Licensing Analysis Energy System 160

Anthony Cole Training

JUNE 6, 2012

If you have a variability of performance in your sales organization the key is to start at the right end of the problem. You are doing exactly all the right things to get exactly the results you are getting today relative to the success of your team. The right end of the problem is Recruiting and communicating 'who owns success'.

Hiring 181

Hiring Ideal Customer Profile Exact Sports 181

Anthony Cole Training

FEBRUARY 9, 2015

If your sales team isn''t normally engaged in sales that are international in nature, go through 8 stages of RFPs, committee meetings, procurment vetting and finalist presentation and are sales that generate millions or billions of dollars then just maybe the research isn''t relative to your situation).

Hiring 120

Hiring SalesForce Research Industry 120

Anthony Cole Training

OCTOBER 18, 2011

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! If you are a professional sales manager or if you are a professional sales person, make sure you follow this link to an article written by Guy Kawasaki about Steve Jobs. Follow Me on Twitter!

Hiring 150

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

Anthony Cole Training

JUNE 28, 2011

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! I understand that, more times than not, it is a speaking habit or a "record collection" that deals with "you dont want to appear to be a know it all". I normally dont worry about if I "like" them or not.

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Anthony Cole Training

JUNE 25, 2013

She said that when I am working with people and they are not performing in a way that is consistent with my expectations, the first thing I should do is "assume positive intent." This is huge! What does "assume positive intent" mean relative to the topic today? They do not come to work each and every day with the intention of failing.

Hiring 169

Hiring Intent Construction Coaching 169

Anthony Cole Training

JUNE 22, 2011

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! A year ago, I met with a group that was experiencing very good revenue retention, but not-so-good new business sales success. Click Here to download your FREE copy of Tony Coles new eBook today!

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Anthony Cole Training

JULY 30, 2010

Communicating your message to the wrong person is a formula for disaster as it relates to your sales success. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! He was a minister who was called home to glory following a heart attack. The lessons: 1.

Hiring 141

Hiring Ideal Customer Profile Hotels Sales Qualified Lead 141

Anthony Cole Training

FEBRUARY 9, 2015

For example, if your sales team isn''t normally engaged in sales that are international in nature, go through 8 stages of RFPs, committee meetings, procurment vetting and finalist presentation and are sales that generate millions or billions of dollars, then just maybe the research about those types of companies isn''t relative to your situation.

Hiring 120

Hiring Research SalesForce Call-back 120

Anthony Cole Training

APRIL 15, 2011

Before you engage in anything related to your sales business- your business strategy, your sales execution, calling on clients, etc. - Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Lack of preparation. you need to prepare. Follow Me on Twitter!

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Anthony Cole Training

MAY 10, 2011

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Sales Success and Failure: "Have To" Versus "Want To" Posted by Tony Cole on Tue, May 10, 2011.   delicious. Click Here to download your FREE copy of Tony Coles new eBook today!

Hiring 136

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 136

Anthony Cole Training

AUGUST 6, 2012

If they are not happy with any outcome related to recruting top talent then the first thing they have to do is change what they are doing. Those sales people that are not performing to expectations were either hired that way or made that way once they were hired.

Hiring 159

Hiring Sales Qualified Lead Licensing Sales Talent 159

Anthony Cole Training

JANUARY 7, 2013

They have no chance of being accurate because of two items: There isn't enough evidence (historical performance data) to support the projections, the ratios, the averages being assumed to generate the sales or revenue projections. There isn't an activity plan or what I call a work plan submitted to support the business plan.

Face-to-face 150

Face-to-face Exercises Education Banking 150

Anthony Cole Training

JANUARY 5, 2015

I find ways to relate events in my life to my primary professional focus – Developing Highly Successful Sales Organizations. At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? We get the answers to that question and then we go to work.

Hiring 120

Hiring SME eBook Call-back 120

Anthony Cole Training

JANUARY 5, 2012

I see the value in each and every one of these and over the last 20 years that weve had our sales development practice I can tell you that not much has changed as it relates to what sales officers feel there teams need to improve. Differentiation from competition. In addition to the list, I continue to hear the following requests: 1.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Anthony Cole Training

FEBRUARY 3, 2010

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Swagger over Stagger.I like it ;-).Thanks Thanks for the tips! posted @ Thursday, February 04, 2010 10:44 AM by Marcus Sheridan, The Sales Lion. Hi Tony, Great post! Follow Me on Twitter!

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Anthony Cole Training

JULY 19, 2010

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! According to my daughters most recent bottle cap of raspberry tea from Snapple, all you have to do to get to the large nuts in a can of mixed nuts is shake the can. The larger nuts will rise to the top.

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Anthony Cole Training

JUNE 2, 2010

I think we can all relate! Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Tony, Loved the 5 sales lessons while on vacation. Your postings are always inspiring. Good stuff! posted @ Tuesday, August 03, 2010 8:38 AM by Janine McWilliams.

Hiring 174

Hiring Ideal Customer Profile Webinar Metrics eBook 174

Anthony Cole Training

JUNE 7, 2010

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Years ago, I had a discussion with a very successful insurance professional. We were having this discussion about goals and success. And so there wasnt a lot of motivation to sell to make more money.

Hiring 120

Hiring Ideal Customer Profile Insurance Insurance 120

Anthony Cole Training

MAY 20, 2015

The numbers and ratios are just that - numbers and ratios. It's about getting the right candidates into the pipeline, not getting lots of candidates into the pipeline. Of the candidates that viewed the postings, why did such a relatively small number send their resumes? Why did fewer than half of the candidates complete applications?

Hiring 120

Hiring Groups Licensing Pipeline 120

Anthony Cole Training

JUNE 14, 2010

As part of that discussion, I related to Whitey my tarpon fishing story. Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Now, before I finish that story, I must tell you this one. Last Tuesday, I was talking to my friend, Whitey K.,

Hiring 136

Hiring Sales Qualified Lead Ideal Customer Profile Webinar Metrics 136

Anthony Cole Training

APRIL 19, 2011

Join me on Twitter for the latest tips on a wide variety of topics including sales, SEO, productivity, and other related business topics! Click Here to download your FREE copy of Tony Coles new eBook today! Follow Me on Twitter! Beat the Daily Grind. Sample a jolt of Sales Brew. Sign up to receive our weekly audio Sales Brew here.

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169