Anthony Cole Training

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.

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.

Enough is Enough

Anthony Cole Training

Complacency in selling is not a new phenomenon.

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.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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.

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.

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).

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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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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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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.

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 ?”.

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.

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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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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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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.

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.

Asking “Is It Over?” Can Lead to Greater Sales Success

Anthony Cole Training

Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.

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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.

The Two Truths and a Lie of Prospecting

Anthony Cole Training

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. salespeople Prospecting commitment overcoming rejection sales management introductions networking Cold Calling

Stop Accepting "Think It Over (TIO)"

Anthony Cole Training

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

9 Strengths of Consultative Sellers

Anthony Cole Training

“It’s not you, it’s me!” I love that scene from Seinfeld

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Motivating Sales People: What Does it Take?

Anthony Cole Training

Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”. sales motivation motivating sales people Motivating building sales team sales advice

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 Prospects to Take Action

Anthony Cole Training

Another day, another great resource available from us here at Anthony Cole Training Group. sales motivation motivation action sales plans how to prospect prospect communication sales prospects Prospecting

Go for the “No” Early in the Sales Process

Anthony Cole Training

There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business.

What Makes a Champion Salesperson?

Anthony Cole Training

Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson. sales advice sales characteristics sales champion coaching salespeople sales activities for success coachability

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.

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.

What Does It Take To Be A GREAT Sales Coach?

Anthony Cole Training

Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis. Sales Growth Effective Coaching sales managed environment

FinTech or PeopleTech?

Anthony Cole Training

I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary.

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Being a Great Steward for Your Clients

Anthony Cole Training

Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.

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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.

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!

What is the Most Powerful Management Question Ever?

Anthony Cole Training

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day.

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5 Really Important Sales Concepts - Today's Lesson - Be Unique

Anthony Cole Training

In our sales training classes, we spend a great deal of time on the appropriate "attitude" required to be successful in selling. With the right attitude, you can count on consistently executing the required conduct and sales techniques to be successful.

The Getting Introduced Methodology

Anthony Cole Training

From our 5 Keys to Coaching series: sales advice sales skill sales growth and inspiration effective sales coaching

"I Could Sell More if Only I Could __"

Anthony Cole Training

I've got a fill in the blank for you. self management how to hit goals in sales sales productivity solving sales issues

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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.