Anthony Cole Training

OCTOBER 21, 2022

Are your salespeople following the first commandment of sales success? Our new video series with Mark Trinkle introduces the 10 Commandments of Sales Success. Today we start with number one- Pre-Call Preparation.

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Sales Video 156

Anthony Cole Training

OCTOBER 3, 2022

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. Even though there is lots of information on effective cold calling, by having that rule, I was forced to get introductions and network with centers of influence. This has worked well over the years and our entire team follows that path.

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Sales Goal Sales Cold Calling Influencer 156

Anthony Cole Training

SEPTEMBER 16, 2022

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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Sales Management Sales Coaching Prospecting 239

Anthony Cole Training

SEPTEMBER 2, 2022

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. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

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Negotiation Sales Relationals 254

Anthony Cole Training

AUGUST 4, 2022

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. We like how the book Go-Givers Sell More positions the process of selling: Your influence is determined by how abundantly you place other people's interests first.

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Banking Influencer Retail Sales 257

Anthony Cole Training

JULY 21, 2022

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).

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Sales 289

Anthony Cole Training

JUNE 30, 2022

Building rapport in selling is really all about being caring and friendly, asking the right questions, and offering great advice and solutions. There are 5 competencies that make a salesperson strong at developing relationships in sales.

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Sales How To 197

Anthony Cole Training

JUNE 16, 2022

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.

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Sales Prospecting Meeting Research 285

Anthony Cole Training

MAY 12, 2022

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.

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Sales Leads Sales Management Training 243

Anthony Cole Training

APRIL 21, 2022

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.

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Motivation Sales Sales Management Research 231

Anthony Cole Training

APRIL 14, 2022

In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?

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How To Sales 221

Anthony Cole Training

APRIL 7, 2022

Remember this; “You do not decide your future. You decide your habits, and your habits decide your future” - F.M. Alexander.

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Sales 179

Anthony Cole Training

MARCH 17, 2022

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

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Sales 241

Anthony Cole Training

FEBRUARY 25, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Courage. There are two primary challenges for salespeople that require the most courage.

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Selling Skills Leads 221

Anthony Cole Training

FEBRUARY 4, 2022

When developing a salesperson’s advanced selling skills, it's important to focus on not only what the prospect says but also what the prospect doesn’t say.

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Selling Skills Sales Prospecting Training 227

Anthony Cole Training

JANUARY 20, 2022

To improve your outbound selling success, you must have a process that you strictly follow and regularly improve upon, be a continual learner, and focus on building relationships. If you are a sales leader or a salesperson in need of an outbound sales strategy, here are our 7 steps to improve your success.

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Outbound Sales Strategy Lead Generation 221

Anthony Cole Training

JANUARY 13, 2022

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?

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Sales Prospecting 265

Anthony Cole Training

JANUARY 6, 2022

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

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Sales Management Sales How To Sales Process 231

Anthony Cole Training

DECEMBER 9, 2021

If you consider the tactics that are generally covered in sales skills training, you can probably think of a handful of happenings that can steal, or make you lose, your prospect.

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Prospecting Training Sales 266

Anthony Cole Training

NOVEMBER 11, 2021

Whether you are just starting out in sales, or a company executive planning your sales growth for next year, wouldn’t it be important to know how to be successful in sales? And wouldn’t you like to know what attributes and skills need to be mastered in order to be successful selling?

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Sales How To Company Training 198

Anthony Cole Training

OCTOBER 15, 2021

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. How do you measure up? Set time on your calendar right now for specific, sales skills coaching with your salespeople.

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Coaching Sales Management Sales Training 217

Anthony Cole Training

SEPTEMBER 30, 2021

Finding and putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

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Company Sales 233

Anthony Cole Training

SEPTEMBER 16, 2021

A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal.

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Sales 178

Anthony Cole Training

JULY 29, 2021

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

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Cold Calling Strategy Sales Process Sales 294

Anthony Cole Training

JULY 8, 2021

On average, salespeople possess only 15% of the attributes required to sell consultatively.

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Sales Process Sales Consultative Selling 218

Anthony Cole Training

JUNE 10, 2021

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.

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Prospecting Positioning Sales 295

Anthony Cole Training

MAY 27, 2021

Keeping your good habits “habitual” is dependent upon your level of commitment to your goals. If you are truly committed and willing to sacrifice immediate gratification for the long-term good, then good habits stick. But how do you correct your behavior and become more habitual? Here are our 5 steps to creating better sales habits.

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Sales Prospecting 203

Anthony Cole Training

MAY 21, 2021

We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.

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Closing Margin Video Sales 248

Anthony Cole Training

MAY 7, 2021

Success Formulas help us identify certain behaviors that we need to execute week in and out to achieve our goals. But how do you know if yours is set up for greatness or failure?

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Sales 158

Anthony Cole Training

APRIL 29, 2021

Storytelling is a powerful tool in sales. It can take prospects on a journey, assist in developing deeper relationships, and helps them connect to you as a sales professional.

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Sales Prospecting Tools 181

Anthony Cole Training

APRIL 22, 2021

In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?

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Sales Closing Prospecting Tools 235

Anthony Cole Training

APRIL 15, 2021

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

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Sales Talent Sales 259

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.

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Prospecting Sales Sales Process 229

Anthony Cole Training

FEBRUARY 4, 2021

How important is it that your new hire be able to identify a prospect's compelling reason to make a change or the resources they have set aside to fix their business problem? Our guess is probably pretty important. In the 4th article of our series Hiring No Assembly Required Salespeople , we discuss the questions you must ask yourself of a candidate's skills and what critical selling competencies you must look for before making a hiring decision.

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Prospecting Resources Sales 177

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

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Prospecting Face-to-face Pivotal Meeting 221

Anthony Cole Training

JANUARY 7, 2021

Hiring sales talent is often a costly, difficult, and time-consuming task. However, it's mandatory in order to grow an organization and sales team. In this blog, we discuss how to identify top talent and minimize hiring mistakes by following a 4 step process.

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Sales Talent Sales Consumer How To 148

Anthony Cole Training

DECEMBER 30, 2020

Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?

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