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. I spent a total of 5 years in the insurance services business before starting Anthony Cole Training Group in 1993.

Insurance 120

Insurance Insurance Advertising Advertising 120

Anthony Cole Training

DECEMBER 18, 2018

The advent of search and social media means sales requires research and careful customization as well as knocking on doors and building relationships. The right CRM system can accelerate your business’ growth, bring in profitable, happy clients, and enable your sales team to sell better and faster. But different doesn’t always mean better.

Social Media 169

Social Media CRM System Channels 169

Anthony Cole Training

JUNE 4, 2015

Most of what we teach and coach at Anthony Cole Training Group regarding beliefs, selling and sales success is a result of our relationship with the OMG company and the use of their extraordinary evaluation tools. 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.

Hiring 120

Hiring Referrals Objections Exercises 120

Anthony Cole Training

SEPTEMBER 3, 2014

He knows this because he’s done the research. His research shows two very important things: 1) Sale reps feel that the most important thing a sales manager can do is help them achieve their goals. What does your research tell you about what you do that drives sales? Don’t have any data?

Coaching 196

Coaching Hubspot eBook Follow-up 196

Anthony Cole Training

JANUARY 23, 2012

Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. If you need help with all this, that is where Anthony Cole Training and other organizations, such as the EcSELL Institute, can help. Increase Sales (22).

Hiring 120

Hiring Ideal Customer Profile Energy Motivation 120

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

JUNE 14, 2011

Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. He spends hours researching every available piece of data about the players and teams he is about to announce. Best in Class Sales Training.

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Anthony Cole Training

JANUARY 5, 2012

Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. We have a client that when we first engaged with them told me that they had spent millions of dollars on sales training with little to no impact.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

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 Sales 120

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.".

Motivation 186

Motivation Insurance Insurance Discount 186

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.".

Motivation 149

Motivation Insurance Insurance Discount 149

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

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

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 highly successful sales people are motivated by earning more money.

Motivation 120

Motivation Discount Sales Up-Sell 120

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 Networking 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 Networking 159