Anthony Cole Training

FEBRUARY 9, 2015

The Challenger Sale by Dixon and Adamson is based on research covering hundreds of worldwide companies (Big companies covering all types of sales in all types of industries).

Hiring 120

Hiring Research SalesForce Call-back 120

Anthony Cole Training

SEPTEMBER 8, 2014

I enjoy reading HBR publications even though some of the research findings they provide are way over my head. VERY IMPORTANT - See, download this article from Google Research – ZMOT). I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Anthony Cole Training

FEBRUARY 9, 2015

The Challenger Sale by Dixon and Adamson is based on research covering hundreds of worldwide companies (Big companies covering all types of sales in all types of industries. Having said that I believe that the profile of the Challenger Sales person is applicable no matter what kind of sale your sales people are involved in.

Hiring 120

Hiring SalesForce Research Industry 120

Anthony Cole Training

MARCH 19, 2013

The research they shared indicated that only 50% of the FAs in only 30% of the banks are doing ONE financial plan a month. Her interviews and research about women buyers revealed the following: Women don’t feel listened to. Here are some of the speakers, their thoughts and my translation of those to sales, selling and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Anthony Cole Training

JUNE 20, 2012

I started to think that maybe this group was doing some research project about human behavior and the reluctance or willingness to accept something from strangers - even when it is free and seemingly harmless. I dont' know if they were doing research or just marketing a new bottled water. Already at noon it was approaching 90.

Incentives 191

Incentives Incentive Advertising Advertising 191

Anthony Cole Training

MARCH 31, 2015

I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew. With April Fool’s Day on the horizon, I did some research on this annual day of chicanery.

Insurance 120

Insurance Insurance Advertising Advertising 120

Anthony Cole Training

JUNE 27, 2012

I don't have the appropriate degrees, I haven't done the research, nor do I intend to. And not only is it possible to 'just' succeed to what would be considered normal but also it is possible to exceed expectations of what is normally considered 'normal'. How this comes about is for others to debate or write about.

Face-to-face 180

Face-to-face eBook Up-Sell Motivation 180

Anthony Cole Training

NOVEMBER 14, 2012

The author highlights a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T. This is part II of a III part blog post discussing the DNA of High Performance Sales Teams.

Hiring 186

Hiring Sales Qualified Lead Lead Rank InsideView 186

Anthony Cole Training

MAY 30, 2013

Recently though, Dave has done some additional research to indicate that money is NOT really the primary motivator, ESPECIALLY, with today''s younger generations. What the people (Dave Kurlan) at Objective Management Group have stated for years is that people, highly successful sales people, are motivated by earning more money.

Motivation 186

Motivation Insurance Insurance Discount 186

Anthony Cole Training

FEBRUARY 16, 2015

The 80/20 markers can slide to 60/40 but, in my recent research, I haven’t seen it move beyond that. In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team. Somewhere in that mix people are underperforming.

eBook 120

eBook Analysis Follow-up Trends 120

Anthony Cole Training

MAY 30, 2013

Recently though, Dave has done some additional research to indicate that money is NOT really the primary motivator, ESPECIALLY, with today''s younger generations. What the people (Dave Kurlan) at Objective Management Group have stated for years is that people, highly successful sales people, are motivated by earning more money.

Motivation 149

Motivation Insurance Insurance Discount 149

Anthony Cole Training

MAY 30, 2013

Recently though, Dave has done some additional research to indicate that money is NOT really the primary motivator, ESPECIALLY with today''s younger generations. What the people (Dave Kurlan) at Objective Management Group have stated for years is that highly successful sales people are motivated by earning more money.

Motivation 120

Motivation Discount Sales Sales Management 120

Anthony Cole Training

JUNE 4, 2015

As a result, I’ve spent a lot of my reading and research time over the years learning about why people do what they do. But, before I go into a discussion about beliefs and sales success , let me take a minute to just focus on beliefs, attitude and behavior. I’m an educator by degree, preference, nature and nurture.

Hiring 120

Hiring Referrals Objections Exercises 120

Anthony Cole Training

JANUARY 23, 2012

Being a sales manager is not an easy job, so it comes as no surprise to me that Bill Eckstrom identifies a research survey indicating that 90% of the sales managers are "doing stuff wrong". Posted by Tony Cole on Mon, Jan 23, 2012.   delicious. Bottom line: Your job as a sales manager is to get things done. Does this ring any bells?

Hiring 120

Hiring Ideal Customer Profile Energy Motivation 120

Anthony Cole Training

JUNE 14, 2011

He spends hours researching every available piece of data about the players and teams he is about to announce. Jim Nantz announced the entire 1997 Masters tournament from Butler Cabin as he was too sick with laryngitis to get out. However, he never missed a beat. And the listening audience never knew. Preparation.

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Anthony Cole Training

JANUARY 5, 2012

In the research we do prior to engaging with a new client we find the following: 1. The sales leaders where great sales people that were promoted or hired because they where great bankers, insurance agents, accountants or some other highly competent professional but had virtually zero training and coaching to be an effective sales leader.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Anthony Cole Training

NOVEMBER 12, 2012

They highlight a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T. In this instance, the author of the research paper is suggestion that "DNA" is defined as the genetic code for sales hunters. I have not read the research paper, but I will soon download and do so.

Face-to-face 159

Face-to-face Gatekeeper InsideView Direct Mail 159

Anthony Cole Training

NOVEMBER 12, 2012

They highlight a research paper by one of their partners Vorsight that has identified a hunting sales model - (DEPT)^T. In this instance the author of the research paper is suggestion that "DNA" is defined as the genetic code for sales hunters. I have not read the research paper but will download and do so.

Face-to-face 159

Face-to-face Gatekeeper InsideView Direct Mail 159