Anthony Cole Training

The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

How to Move Forward and Increase Sales During Uncertain Times

Anthony Cole Training

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

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28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

The Best Advice Sales Managers Can Give to Help Increase Sales

Anthony Cole Training

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

The 9th (and Final) Sales Productivity Tool: Performance Recording

Anthony Cole Training

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

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10 Things to Start & 3 Things to Stop When Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

I Would Sell More and Increase Sales If Only I Would.

Anthony Cole Training

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".

5 Strategies to Increase Sales and Have Your Best Year Yet

Anthony Cole Training

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

Increase Sales in 2020| What Makes an Elite Salesperson "Elite"?

Anthony Cole Training

In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack. Sales Coaching increase sales sales performance management consultative selling consultative sales coaching

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

"Gone Fishing" for Sales Prospects

Anthony Cole Training

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

How a Pickup Truck Relates to Driving Sales Growth in 2020

Anthony Cole Training

In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization. Like an engine that needs three things to run, your sales organization also needs three things to run.

5 Keys to Successful Sales Coaching & Growth

Anthony Cole Training

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

Being Sales Assertive in 2020

Anthony Cole Training

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

3 Things That Will Increase Sales in 2020 and Beyond

Anthony Cole Training

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.

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Is Your Sales Growth Stuck in the Chimney with Kris Kringle?

Anthony Cole Training

In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In this article, we discuss the 3 challenges facing salespeople today: sales skills Sales DNA developing sales skills will to sell sales challenges

Implementing Core Sales Values to Help Your Sales Culture | Increase Sales 2020

Anthony Cole Training

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Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Increase Your 2020 Sales With These 9 Sales Productivity Tools

Anthony Cole Training

It's a new year and we have some new content to share with you here at Anthony Cole Training Group. If you're looking to increase sales this year and beyond, then you're in the right place!

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Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations.

Fishing for Sales Prospects

Anthony Cole Training

Sales and marketing go hand-in-hand. Without leads, salespeople will have a hard time selling. Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients.

Sales Coaching for the Sales Coaches

Anthony Cole Training

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

The 5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist. Going into a sales call without a plan is similar to going into a football game without a game plan; it's a recipe for disaster!

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Why Increasing Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.

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The Probability Scorecard: The 2nd Sales Productivity Tool

Anthony Cole Training

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

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3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Sales Inspiration from Two Basketball Legends

Anthony Cole Training

The buyer's cycle has changed. These days, when a buyer wants to make a purchase, they have all of the tools located in the palm of their hand. If you are not making the buying process as frictionless as possible, then you are most likely going to lose out on a sale.

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Hit Sales Growth Goals and All Other Problems Go Away

Anthony Cole Training

Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this?

"Why Do So Many of My Salespeople Fail to Perform as Expected?"

Anthony Cole Training

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

Who's in Charge Here?

Anthony Cole Training

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. qualifying prospecting Qualifying leads closing sales Business Development qualifying sales prospects sales preparation prospect engagement

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

Putting forth the effort to coach and motivate people, as well as hold them accountable to performance, requires no skill. T herein lies part of the problem with growing your sales team.

How Sales and Super Mario World Are Connected

Anthony Cole Training

In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through.

Creating Your Ideal Week: The 6th Sales Productivity Tool

Anthony Cole Training

In our next edition of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you our 6th tool, which is "Creating Your Ideal Week". Sales Coaching increase sales sales performance management sales productivity tools sales effectiveness training

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The Coveted Habits of Highly Successful Sales Managers

Anthony Cole Training

Becoming, and staying, a sales manager is hard work. Becoming an extraordinary sales manager is grueling and time consuming.

Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.