Anthony Cole Training

Increasing Lead Generation to Opportunity Ratio -  Several Steps Required!

Anthony Cole Training

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data.

Do You Have Sales Growth Problems? Solution #4: Create a Selection Criteria Checklist

Anthony Cole Training

Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.

Recruiting Better Salespeople: The Make-Up of Hall of Famers

Anthony Cole Training

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.

Pipeline Management – Why Monitor If You’re Not Going To Fix It? 5 Steps to fixing instead of just monitoring.

Anthony Cole Training

My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV. All I caught was the following caption: Pipeline management setting sales goals increase pipeline

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.

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?

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

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

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.

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Sales Training Playbook by Lessonl

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

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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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 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

The Power of Sales Stories

Anthony Cole Training

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming.

Fishing for Prospects

Anthony Cole Training

I’m sure 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.” This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

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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How Great Salespeople Continue to Learn and Earn

Anthony Cole Training

When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting: sales attitude desire for sales success achieving sales success sales motivation

Google 151

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

Sales 165

Sales and Super Mario

Anthony Cole Training

Last week, my fiancé and I were gifted a new Super Nintendo Classic with all the originals preloaded- Donkey Kong Country, Street Fighter, Zelda and of course, Super Mario World.

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The Art of Social Selling -- Summarized by getAbstract

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

Habits of Highly Successful Sales Managers

Anthony Cole Training

Successful sales management requires several contributions: sales management managing sales teams sales habits highly successful salespeople

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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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.

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.

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.

Guest, Fish and Job Candidates

Anthony Cole Training

As the owner of Hire Better Salespeople, one thing I hear consistently from my clients in regards to hiring is “I’m tired of looking through the same set of resumes over and over again.” If you have had the same thought, trust me, you’re not alone.

Sales and Sales Management Scorecards – How Can They Drive Sales Growth? Pt.1

Anthony Cole Training

SCORECARDS DO NOT DRIVE SALES GROWTH. sales performance coaching predictable sales growth how to hit goals in sales salesforce evaluation

Calling Audibles

Anthony Cole Training

A guest post by Mark Trinkle, President, Anthony Cole Training Group. Selling Attitude sales skill sales growth and inspiration calling an audible

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Banking on a Consultative Selling Process to Meet Organic Growth Goals

Anthony Cole Training

5 Reasons Consultative Selling Skills/Techniques Inhibit Organic Sales Growth. organic sales growth consultative selling selling techniques that don't work

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

A Great Sales Read: Go-Givers Sell More

Anthony Cole Training

A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you. Selling achieving sales success go givers sell more providing value to customers

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

Anthony Cole Training

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

The Best of the Best, Sir!

Anthony Cole Training

In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question.

18 Years, Waking Up & Toby Keith

Anthony Cole Training

18 years ago this morning. I didn't wake up


From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

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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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

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Become a Pipeline Hound!

Anthony Cole Training

How important is it for your salespeople to have a pipeline of prospects? Probably pretty important. How crucial is it that your salespeople continue to feed into that pipeline? Just as crucial!

Do You Have Sales Growth Problems?  Solution #3: Do Something with Your Pipeline

Anthony Cole Training

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. If It’s not a service problem, it’s a sales/sales support turnover problem. In the words of Rosanne Rosannadana, “It’s Always Something”. Pipeline management coaching salespeople qualified leads