Anthony Cole Training

Sales Goal Setting

Anthony Cole Training

Sometimes that means just go do the work! Early on in our business, I established rules for our sales success. One of my rules was No Cold Calling.

The Power of Open-Ended Questions in Sales & Sales Management

Anthony Cole Training

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

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How Strong are Your People at Sales Negotiation?

Anthony Cole Training

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important.

It’s Not Time Management, It’s Self-Management

Anthony Cole Training

There is no such thing as “time management.” Here is my take on the myth. It’s a very practical analysis that leads me to my strong conviction. time management Sales Activities self management

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Successful Salespeople Understand that the Small Stuff Does Matter

Anthony Cole Training

I will have to agree to disagree with Richard Carlson, Author of Don’t Sweat the Small Stuff. My view is that the little and or small things do matter and often they matter a great deal. great sales people sales greatness

Will the C-Suite See You?

Anthony Cole Training

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

10 Tips to Building Confidence in Sales

Anthony Cole Training

Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you.

Is it Selling or Giving?

Anthony Cole Training

We work with many community banks and while the commercial side of the bank usually has some “sales chops”, we often hear from leadership that retail bankers are less comfortable with “selling.” Or they may even avoid that word altogether.

What Making Assumptions in Sales Does to Your Success

Anthony Cole Training

Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need. sales succes think it overs

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

How to Deal with Rejection in Sales

Anthony Cole Training

Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’.

What Great Salespeople Do Not Do

Anthony Cole Training

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.”

What are Soft Skills in Sales?

Anthony Cole Training

It would be great if you could hand a new salesperson a manual, ask them to read it, take a knowledge test and they could successfully begin their job. Selling is a different animal and you will often hear the term “soft skills” in reference to training a salesperson. What are soft skills in sales?

5 Proven Tips That Can Increase Virtual Sales

Anthony Cole Training

Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. If virtual selling is already part of your business strategy, you might want to ramp your efforts up.

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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

Terminating “Think it Over”

Anthony Cole Training

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”.

3 Musts for Successful Sales Training Workshops

Anthony Cole Training

Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be. sales training workshops sales action plan

Relationship Selling is the Key to Your Sales Challenges

Anthony Cole Training

Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven.

Data Driven Sales: Proven Concepts, Proven Results (Full Article)

Anthony Cole Training

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success. data driven sales data driven sales approach

Data 202

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Understanding the Customer Buying Motives

Anthony Cole Training

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

Leading a Sales Team: 10 Keys to Success- Part 1

Anthony Cole Training

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success. relationship selling Sales Management Training

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5 Critical Sales Competencies: The Will to Sell Factors

Anthony Cole Training

There are 21 critical sales competencies that salespeople must have in order to achieve great sales success. But there are 5 Will to Sell factors that make up the foundation of that success. sales skills sales competencies competencies required for sales

Coaching Sales Behaviors

Anthony Cole Training

Coaching has become the single most important competency for sales managers to learn and optimally, they should spend 50% of their time coaching their salespeople. It is also the single most difficult sales management competency to learn and master.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

How to be Successful in Sales in 2021

Anthony Cole Training

Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics.

The Four Cs of Great Salespeople: Part 1

Anthony Cole Training

The two most important skills that a salesperson must master are becoming good at asking questions and becoming good at listening which are advanced selling skills. We have identified four traits that all great relationship selling salespeople have in common.

The Four Cs of Great Salespeople: Part 4

Anthony Cole Training

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills.

Effective Joint Sales Calls for Greater Sales Success

Anthony Cole Training

One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls. There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Three Keys to Banking Sales Training

Anthony Cole Training

With the past couple of years working remotely, many of your bankers’ skills are rusty and they may not be using the tech tools they should be. During these times, they must be better than ever before at reaching out and communicating effectively and consistently.

Value-Based Selling in Challenging Markets

Anthony Cole Training

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant?

3 Keys to Motivation and Continued Sales Success

Anthony Cole Training

Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations. Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success. sales succes successful selling

Increase Sales by Earning First Call Status

Anthony Cole Training

Every salesperson wants to win now and increase sales. But what are the chances that you will actually reach your prospect when they have a problem they want to fix? sales activity increase sales

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

How to Prospect for Sales

Anthony Cole Training

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

3 Big Sales Challenges

Anthony Cole Training

Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges. sales challenges biggest challenges in sales

The Pull of Resistive Inertia: One of the Biggest Sales Challenges

Anthony Cole Training

One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo?

Virtual Selling: What Can Go Wrong?

Anthony Cole Training

If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships. virtual selling virtual sales calls virtual sales process

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.