Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

Prospecting 177

Prospecting Face-to-face Competition Training 177

Anthony Cole Training

JULY 14, 2022

You can’t make them move forward in your sales process and you certainly can’t make them buy from you. However, there is a multitude of things you are in control of and mastery of these 10 tips will give you greater confidence in sales. There is very little you can control in selling. You can’t make prospects take your call.

Sales 282

Sales Meeting Prospecting Sales Process 282

Anthony Cole Training

JULY 29, 2021

In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today. The best cold calling strategies involve doing the work necessary to warm your cold calls up.

Cold Calling 293

Cold Calling Strategy Sales Process Sales 293

Anthony Cole Training

FEBRUARY 11, 2021

In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Objections 283

Objections Account Prospecting Sales Process 283

Anthony Cole Training

APRIL 8, 2021

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Prospecting 226

Prospecting Sales Process Sales 226

Anthony Cole Training

FEBRUARY 12, 2020

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Hiring 200

Hiring Sales Process Sales Prospecting 200

Anthony Cole Training

JULY 16, 2019

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.

Prospecting 160

Prospecting Sales Process Sales Qualified Lead Sales 160

Anthony Cole Training

AUGUST 15, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

Face-to-face 143

Face-to-face Objections Sales Process Prospecting 143

Anthony Cole Training

JULY 11, 2019

They are coming to you much deeper into the sales process, meaning they are much more aware and informed than ever before. Today’s buyer isn’t your grandpa’s, or even your dad’s, buyer.

Buyer 140

Buyer Sales Process Sales 140

Anthony Cole Training

MARCH 7, 2019

There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change. Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution.

Closing 153

Closing How To Prospecting Sales Process 153

Anthony Cole Training

JUNE 13, 2019

The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.

Prospecting 132

Prospecting Sales Process Social Media Cold Calling 132

Anthony Cole Training

MAY 30, 2019

In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.

CRM 120

CRM System Sales Process Sales Management 120

Anthony Cole Training

JANUARY 30, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

Face-to-face 137

Face-to-face Pipeline Objections Prospecting 137

Anthony Cole Training

FEBRUARY 27, 2019

In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Objections 137

Objections Account Sales Process Prospecting 137

Anthony Cole Training

AUGUST 15, 2018

In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must.

Sales Enablement 138

Sales Enablement Training Distribution Sales 138

Anthony Cole Training

SEPTEMBER 8, 2014

The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management. This article was no exception, especially when they were writing about the sales process. According to Wikipedia - A sales process is an approach to selling a product or service.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Anthony Cole Training

JULY 7, 2014

if you are missing critical pieces of the process. For most people, the success formula is a new exercise designed to create a logical and systematic approach to their sales process. The goals were actually negotiable and you, the sales person, are not doing everything possible to succeed. It doesn’t always work that way.

Exercises 189

Exercises Negotiation Buying Cycle Intent 189

Anthony Cole Training

DECEMBER 18, 2018

When a company first starts out, there probably isn’t much of a sales process, or team, in place. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.

Social Media 169

Social Media CRM System Channels 169

Anthony Cole Training

AUGUST 9, 2013

Sales people must be able to do this. However, the key to using the "marketing material" is timing in the sales process. Notice anything similar in each of the first 5 steps in the sales process? Additional resources: Evaluate your sales process. Make the experience remarkable. Ebook).'

Sales Qualified Lead 205

Sales Qualified Lead Competition eBook Segment 205

Anthony Cole Training

JANUARY 10, 2014

CRM, as a sales enablement tool IS NOT SO important to sales success even though it does contribute, aid, help and enable sales people to manage prospects and accounts. But, clearly it has little or nothing to do with the execution of the sales process - from finding prospects to getting them to make a decision to buy from you.

CRM 186

CRM Hiring Sales Qualified Lead Proposal 186

Anthony Cole Training

OCTOBER 15, 2012

I just returned from a sales development program. There are many facets to an effective onboarding process for new hires, but specifcially for sales people, you must: Clearly communicate what is expected - ESPECIALLY - when it comes to sales activity. Teach and coach all aspects of your go-to-market and sales process.

Hiring 187

Hiring Exercises Coaching eBook 187

Anthony Cole Training

APRIL 29, 2013

Here are some additional resources and a call-to-action to help you convert effort of coaching into sales results: Free eBook - Why is Selling so Damn Hard? Online Resource - 9 Reasons Why Sales Management is So Damn Hard. Sales Process - Grading Your Current Sales Process.

Sales Management 190

Sales Management Conference eBook Analysis 190

Anthony Cole Training

APRIL 29, 2013

Here are some additional resources and a call-to-action to help you convert effort of coaching into sales action and results: Free eBook - Why is Selling so Darn Hard? Online Resource - 9 Reasons Why Sales Management is So Darn Hard. Sales Process Grader – Quickly Evaluate Your Current Sales Process.

Sales Management 184

Sales Management Conference eBook Analysis 184

Anthony Cole Training

OCTOBER 15, 2012

I just returned from a sales development program. There are many facets to an effective on-boarding process for new hires but specifcially for sales people you must: Clearly communicate what is expected - ESPECIALLY - when it comes to sales activity. Teach and coach all aspects of your got to market and sales process.

Hiring 171

Hiring Exercises Coaching eBook 171

Anthony Cole Training

JUNE 18, 2014

Back in the day when the sales person initiated the sales process, that may have been true; but we no longer initiate the sales process. With all the available information and technology to conduct meetings online, I''m not so sure that you HAVE TO be face-to-face with people to get them to buy anymore.

Prospecting 197

Prospecting Face-to-face Call-back Consumer 197

Anthony Cole Training

AUGUST 9, 2013

Sales people must be able to do this. However, the key to using the "marketing material" is timing in the sales process. Notice anything similar in the first 5 steps in the sales process? Additional resources: Evaluate your sales process. Make people talk about it. Why is Qualifying So Darn Hard?

Sales Qualified Lead 120

Sales Qualified Lead Competition eBook Segment 120

Anthony Cole Training

MAY 1, 2015

It’s a critical part of every effective sales process, and yet, sometimes that very discussion causes us to get “off track” and lose focus on the objective of the call. Welcome to this week’s Sales Brew about “The Money Problem” - overcoming the reluctance to ask the tough questions. Keep a full pipeline. Show me the money.”.

Margin 120

Margin Pipeline Prospecting Follow-up 120

Anthony Cole Training

DECEMBER 16, 2011

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). Boom, done.

Sales Coaching 181

Sales Coaching Hiring Coaching Ideal Customer Profile 181

Anthony Cole Training

JUNE 6, 2012

As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.

Hiring 181

Hiring Ideal Customer Profile Exact Sports 181

Anthony Cole Training

OCTOBER 20, 2014

For more information on executing the perfect sales process, call me directly today – but only if you are qualified – 513.226.3913. If so, you’ll love our weekly audio Sales Brew and monthly newsletter! Guaranteed! More Resources: Why is Qualifying Prospect So Hard eBook. Audiobook on Qualifying. Qualifier Checklist.

Insurance 168

Insurance Insurance Margin Hiring 168

Anthony Cole Training

JANUARY 13, 2014

Help them see how their sales activity is helping them to or preventing them from reaching their goals. Make sure that your pipeline management tool mirrors your sales process and that prospects are either moving through the sales steps or moving out. If you have a 120-day sales cycle, then move stuff out at day 121.

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

Anthony Cole Training

JULY 22, 2015

Asking good questions, asking enough questions, developing relationships early in the sales process, understanding why prospects buy and listening effectively? Do you have an effective selling system that tells you when to stay and when to walk away? Are you selling consultatively? And what about Closing?

Decision Maker 120

Decision Maker Cold Calling Referrals Twitter 120

Anthony Cole Training

MARCH 23, 2010

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Anthony Cole Training

OCTOBER 20, 2014

For more information on executing the perfect sales process, call me directly today – but only if you are qualified – 513.226.3913. If so, you’ll love our weekly audio Sales Brew and monthly newsletter! Guaranteed! Did you like today’s post?

Hiring 201

Hiring Insurance Insurance Margin 201

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. in Dallas, Texas.

Insurance 212

Insurance Insurance Hiring Sales Qualified Lead 212

Anthony Cole Training

MAY 9, 2012

Critical conversion ratios improve in the steps of yours sales process. The number of failed new hires should decrease. The on-boarding time for new hires shortens. Overall pipeline volume increases. Growth of business. Turnover decreases. Personal compensation increases. Client retention improves.

Hiring 198

Hiring Sales Management Ideal Customer Profile Compensation 198

Anthony Cole Training

JANUARY 16, 2012

open ended sales questions (11). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7).

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196