Anthony Cole Training

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.

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.

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.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

The Buyer Yesterday vs. The Buyer Today

Anthony Cole Training

Today’s buyer isn’t your grandpa’s, or even your dad’s, buyer. They are coming to you much deeper into the sales process, meaning they are much more aware and informed than ever before. sales reps buyer today's buyer changing behaviors sales differences

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How Do I Hire a Sales All-Star?

Anthony Cole Training

Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them. hiring hiring better hiring salespeople find salespeople hiring top salespeople

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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?

Go for the “No” Early in the Sales Process

Anthony Cole Training

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

Enough is Enough

Anthony Cole Training

Complacency in selling is not a new phenomenon.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Why Success in Sales Leads to Personal Freedoms

Anthony Cole Training

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

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Creating a Habit for Success

Anthony Cole Training

In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt.

Make the "Business-to-People" Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.

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.

Knock Knock…Is Your Prospect There?

Anthony Cole Training

In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy.

How to Eliminate 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. communicating expectations expectations Sales Presentation AWATL

How to Find and Cultivate Prospects That Fit Your Business

Anthony Cole Training

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. Questions for Prospects qualifying prospects sales prospects consultative selling how to prospect

Why Monitor If You’re Not Going To Fix It? 5 Steps to Fixing Your CRM and Salespeople Issues

Anthony Cole Training

In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How to Bring the Closing Magic

Anthony Cole Training

Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution.

Four Reasons Behind Sales Madness

Anthony Cole Training

In our follow up to last week's March Madness write-up, we discuss the idea of "sales madness", and the notion that it can be defined similarly to insanity, or doing the same thing over and over again but expecting a different result.

80/20 Prospecting Time

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week. Prospecting introductions Cold Calling selling and social media time blocking 80/20 Principle

Go for the "No" Early in the Sales Process

Anthony Cole Training

One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).

Sales Training Playbook by Lessonl

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

Is Your Current Sales Opportunity Real?

Anthony Cole Training

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

How to Improve Sales:  5 Keys to Coaching Sales Improvement

Anthony Cole Training

If you are not in the acquisition business, then you must develop your talent. One of the keys to doing that is to understand how to drive sales improvement. sales skill improvement consultative selling 5 keys to coaching sales improvement how to improve sales grow sales develop talent

Sell Better, Sell Faster, Sell Smarter

Anthony Cole Training

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods.

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5 Commonly Overlooked Sales Tools

Anthony Cole Training

In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.

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Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

The Art of Asking Great Questions

Anthony Cole Training

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough? create & convert leads sales leads how to improve sales things to do for sales success

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The 19 Keys to Selling Success

Anthony Cole Training

2018 was a great year here at ACTG and we are excited to wish you a Happy 2019! However, the new year can be a bit overwhelming, don't you think? Selling Success 19 keys to selling success reaching sales goals setting goals setting sales goals sales advice goal setting

Show Me the Money

Anthony Cole Training

Without revenue, a sale cannot be made. However, making a sale is not all about the money, and it is a salesperson's duty to overcome their prospect's money problem and be prepared for what objections are thrown their way.

Success is Not a Resolution but a Revolution!

Anthony Cole Training

Sales success starts with a resolution, but finishes with a revolution. time management habits for success sales metrics sales attitude Selling Attitude

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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Bringing Clarity to Ambiguous Conversations

Anthony Cole Training

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor.

Solution vs. Budget

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.

It's the Little Things in Selling

Anthony Cole Training

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

How Do I Motivate My Salespeople?

Anthony Cole Training

Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.