Anthony Cole Training

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.

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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.

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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

Why Companies Struggle with Hiring Quality Salespeople

Anthony Cole Training

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.

Replace Your COLD Emailing with Data-Driven WARM Outreach

Many B2B professionals have a misguided perception that cold emailing has poor returns. The fact is, the effectiveness of cold emails varies greatly and is often dependent on the quality of your prospect data. In the eBook, discover the mistakes that are killing your conversions as well as the data-based techniques that can elevate your next campaign.

Sales Management Training: Coach Your People, They Want It!

Anthony Cole Training

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?

5 Keys to a Better Banking Sales Training Approach

Anthony Cole Training

The bank CEOs we work with know they know that a banking sales training approach will help them by putting a structure in place for all to follow. In this blog, we discuss the 5 keys to choosing and implementing a better banking sales training program.

Finding and Cultivating the Right Prospects for Your Business

Anthony Cole Training

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business. Prospecting qualifying prospects hunting for sales prospects

Don't Dream It's Over: 1 of the Biggest Sales Challenges

Anthony Cole Training

One of the most frequently asked questions we receive is “how do I/we increase sales” or “how do I become more successful in sales?” It starts with recognizing when your pursuit of a prospect is over. In this blog, the two fundamental truths of more effective selling. Questions for Prospects qualifying sales prospects sales challenges

3 Keys to Professional Sales Training

Anthony Cole Training

In my 40+ years in and around sales training, I have experienced many different sales training methodologies either as a participant or facilitator and now as a marketer. There are many good training programs out there, some of them free and virtual, but there are three key things that differentiate professional sales training that will "stick". professional sales training sales training programs customized sales training

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

The Art of Silence in Sales

Anthony Cole Training

Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

Confirming the Role and Expectations When Hiring Sales Talent

Anthony Cole Training

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked. sales talent acquisition hire better salespeople sales onboarding assessing sales talent

How to Get Your Sales Leadership Questions Answered

Anthony Cole Training

When executives think about their sales teams, they often ask themselves if they have the right people in the seat and how they can become more effective.

The Data Driven Sales Executive

Anthony Cole Training

In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all. unique selling approach Sales Coaching increase sales sales challenges

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7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

How to Make a Job Offer the Candidate Can't Refuse

Anthony Cole Training

Making a job offer that a candidate can’t refuse, needs to think over, or can use to get a better deal from their current employer can be a difficult task.

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What We Know: A Consultative Sales Process

Anthony Cole Training

On average, salespeople possess only 15% of the attributes required to sell consultatively. increase sales effective sales process consultative selling

3 Critical Factors to Include in Your New Hire Onboarding Program

Anthony Cole Training

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.

Solution vs Budget: The Great Dilemma

Anthony Cole Training

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Do You Have a Sales Action Plan?

Anthony Cole Training

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. sales metrics sales action plan

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8 Steps to Effectively Close More Business

Anthony Cole Training

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. closing more sales Sales Presentation increase sales

Identifying and Hiring Top Sales Talent

Anthony Cole Training

Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.

It's Goal Setting Time: How to Turn Your Personal Goals into a Business Workplan

Anthony Cole Training

Translating Personal Goals into a Business Workplan from Anthony Cole Training on Vimeo. personal goals setting goals sales goals how to hit goals in sales

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The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

It's Goal Setting Time, Start Here

Anthony Cole Training

Personal Goal Setting from Anthony Cole Training on Vimeo. personal goals reaching sales goals sales goals

6 Lessons for Sales Organizations I Learned on Summer Vacation: Part 1

Anthony Cole Training

Everyday, there are things that can be learned that can impact our personal and professional lives. Sales Growth sales development Sales Coaching Sales Process driving sales growth 2020

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4 Questions to Ask Your Prospects and Gain Clarity

Anthony Cole Training

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities. Questions for Prospects closing more sales Qualifying skills increase sales

5 Minute Interview – Hire Salespeople Who Will Sell

Anthony Cole Training

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone? If your salespeople have to be like most salespeople, they must: recruiting sales people Interviewing 5 minute interview hiring better sales people

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Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Managing 80/20 Prospecting Time to Increase Sales

Anthony Cole Training

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.

4 Rules to Help Salespeople Maximize Initial Prospect Meetings

Anthony Cole Training

How important is it that you or your sales team close more business, more quickly at higher margins? Initial Sales Call sales techniques asking sales questions initial sales meeting

Increase Sales by Eliminating Misunderstandings and Closing Delays

Anthony Cole Training

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? Closing skills increase sales AWATL closing sales techniques

Go For The "No" Early in the Sales Process

Anthony Cole Training

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

The Blueprint for Better Sales Onboarding

Onboarding – every company does it, but a shockingly few do it really well. So the question is – how do you break the cycle and onboard salespeople in a way that actually works? This exclusive eBook provides 6 steps to better sales onboarding. Download the eBook today!

Sales Success: Declaring Independence from Your Personal Obstacles

Anthony Cole Training

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire. Qualifying skills How to Increase Sales sales commitment increase sales

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How to Create & Build Relationships Virtually

Anthony Cole Training

Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live.

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The Sales Coaching Conundrum

Anthony Cole Training

The dictionary defines a conundrum as “a confusing and difficult problem or question.” I believe it is safe to say that we can put sales coaching into that category. In today’s blog, I want to give you some sales coaching tips that will improve your sales coaching skills. effective sales coaching Sales Coaching sales coaching process sales coaching tips

5 Habits for Greater Sales Success

Anthony Cole Training

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. Prospecting sales succes Sales Activities sales commitment

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Buyer's Guide: Best-of-Breed Sales Enablement

The results are in—companies who have sales enablement consistently report higher win rates than companies who don’t. This guide will help you understand: • The subcategories of sales enablement. • The best-of-breed and single-vendor approaches. • How to set up your best-of-breed sales enablement ecosystem Download the guide today!