Anthony Cole Training

How to Improve Sales:  5 Keys to Coaching Sales Improvement

Anthony Cole Training

Companies are constantly trying to figure out how to drive organic growth by: 5 keys to coaching sales improvement how to improve sales

Do You Have Sales Growth Problems?  Solution #1: Coach the team you have.

Anthony Cole Training

In a remarkable show of grit, the University of Alabama clawed back from a 20-point deficit against the University of Minnesota, though they eventually lost by 5. Most of you are probably thinking 1 of 2 things: Sales Growth Sales Manager coaching salespeople effective sales management

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What is Your Sales Team's Motivation?

Anthony Cole Training

QUESTIONS THAT COMPANIES NEED TO ANSWER. developing sales talent Motivational getting consistent sales performance predictable sales growth

How Do I Make Sure I Hire Someone Who Has Excellent Sales Skills?

Anthony Cole Training

8 Reasons Why Hiring Elite Salespeople is Difficult

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12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Be a Rock Among Pillows

Anthony Cole Training

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them.

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Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s).

What Does It Take to Create & Convert Leads (and also Hire Those Who Will)?

Anthony Cole Training

What does it take generate and convert leads and hire sales people who can consistently perform this ultimately necessary job? Prospecting sales leads generating leads how to prospect create & convert leads

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How to Eliminate the Rollercoaster and Anemic Pipeline Syndrome – 5 Sales Management Best Practices

Anthony Cole Training

Why are rollercoasters and anemic pipeline syndromes important? They aren’t important if: Pipeline management Effective Coaching sales management Sales Coaching

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Beware Sales Team!

Anthony Cole Training

Despite how good a high powered team looks on paper, there are always “skeletons in the closet”. hiring sales people building sales teams building sales team

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Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part II

Anthony Cole Training

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues).

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You Can't Handle the Truth

Anthony Cole Training

At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies.

Motivating Salespeople Involves Knowing Them

Anthony Cole Training

How well can you relate to the following situations: producers not meeting sales expectations, there aren't enough opportunities in the pipeline, too few of the people are carrying the sales production load for the entire team?

Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part III

Anthony Cole Training

In my series ( see previous posts ) regarding the constraints to growing sales, the two remaining topics are: sales leadership development sales performance coaching sales productivity predictable sales growth sales management responsibilities sales motivation

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I

Anthony Cole Training

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news.

How to Build a Better Sales Team with Better Salespeople – 3 Critical Steps

Anthony Cole Training

When talking to presidents, executive sales officers and sales managers, I consistently have heard these 5 comments: hire better salespeople build a better sales team predicting sales team turnover

How to Grade the Performance of Salespeople

Anthony Cole Training

The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them?

Why Do Sales People Leave Companies? - Management

Anthony Cole Training

MANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM. sales talent acquisition sales performance coaching responsibilities of sales manager

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Intentional Sales Coaching – You Can’t Coach "Tall"

Anthony Cole Training

YOUR BIGGEST UNDETECTED CHALLENGE. improve sales sales performance coaching development of sales sales recruiitment

Sales Managers - You Must Sweat the Small Stuff!

Anthony Cole Training

I’ve not read the book Don’t Sweat The Small Stuff and It’s All Small Stuff by Richard Carlson. It’s a catchy title and I’m sure a good read. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book.

The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected?

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How Do You Turn “Old Farts” Into Sales Legends?  Not So Easy 1, 2, 3

Anthony Cole Training

I doubt that you, in public, have a group of producers that you call ‘old farts’ or some other term of endearment. But what I really wonder is this; Do you have a group that you consider ‘ Sales Legends ’. My guess is that the answer is no. There are reasons for this.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

A Guest Post by Salesloft.com. How to Sell selling to millennials how to sell to millennials B2B marketing

Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long.

5 Sales Activities that Lead to Success: Are Your Salespeople Assertive Enough?

Anthony Cole Training

Assertive (not aggressive) salespeople win more business than others. They care so much about doing the right thing for their clients that they are willing to risk the relationship and the deal in order to make sure the prospect or client makes the right decisions. Does that describe your people?

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5 Direct Sales Activities that Lead to Sales Success? An Update

Anthony Cole Training

keys to sales success sales activities for success green sales activities things to do for sales success

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Sales Management Strategies #1 - Start with the End in Mind

Anthony Cole Training

It’s an oldie, but a goodie from the late Steven Covey. In his ground breaking book, 7 Habits of Highly Effective People, he states that highly successful people start with where they want to be – “the end” - and then work to get there.

What’s More Important - Sales Management Skills or Behaviors?

Anthony Cole Training

The obvious gut reaction answer is …both. However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?” And, you know, I have never been able to answer that question.

Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired: record collection nature vs nurture product of your backgroun Sales Effectiveness and Improvement Analysis SEIA core values and beliefs

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In the last 30 days, I’ve talked to more than a dozen company executives, sales people and sales managers. I’ve asked them “What is the #1 constrictor to hitting your sales goals?” The answer every time was: getting more qualified leads.

Attention Sales Managers:  Prospects Are In The Produce Section of Your Local Grocery Store!

Anthony Cole Training

"IN THE END, WE'RE ALL JUST FRUIT". Pipeline management sales prospecting closing sales

The Art and Science of Cooking Up a Sales Team Built for Growth

Anthony Cole Training

At Christmas, my wife, Linda, bought me a cookbook – The Science of Good Cooking. She gave it to me because I really do love to cook. I love to cook because I love to eat. I’m not a foodie who is into exotic or gourmet types of recipes.

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Sales, Goals & Life. and Lauren Hill

Anthony Cole Training

Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.