Anthony Cole Training

MAY 22, 2025

This is the third and final article in a series of three blog posts about hiring and retaining top sales talent. In the first two articles, we covered defining your sales candidate ideal profile, establishing your companys hiring standards, and building a robust candidate pipeline.

Hiring 229

Hiring Sales Talent Pipeline Sales 229

Understanding the Sales Force

JULY 13, 2025

We begin the week with one of my shorter articles. While today’s article has another baseball analogy, it is a tremendous one for achieving greater sales success. Success breeds success. Three weeks ago, I wrote that the Red Sox believed that trading Rafael Devers, their best hitter, would make them a better team.

Sales Methodology 156

Sales Methodology How To Coaching Revenue 156

Smooth Sale

DECEMBER 11, 2024

Vunela Provides a unique opportunity to view Videos and read articles by World Leaders. Yoroflow offers a comprehensive suite of digital workplace platforms to help you streamline your day-to-day operations, manage your finances, and grow your business.

How To 94

How To Hiring ROI Networking 94

Pipeliner

NOVEMBER 13, 2024

This article examines the importance of aligning sales and marketing , the challenges that hinder this alignment, and strategies to foster a more collaborative, effective partnership. To improve customer satisfaction, and build a competitive edge.

Buyer Persona 105

Buyer Persona Marketing Marketing Qualified Lead Lead Rank 105

Sales Hacker Training

OCTOBER 11, 2024

This article by AlphaSense’s President examines the “build vs. buy” dilemma companies are facing in their AI integration strategy – and the factors prompting more and more organizations to buy solutions from a trusted partner rather than building them in-house from scratch.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

Understanding the Sales Force

JULY 9, 2025

This article begins with more baseball, but it’s about coaching salespeople, so please stay with me. The Baseball Story A sports-radio talk show discussed the Red Sox change in approach to coaching up their young players. They were referring to Roman Anthony and Cedanne Rafaella.

Coaching 194

Coaching Sports Call-back Groups 194

Understanding the Sales Force

MARCH 31, 2025

We’ll answer that in another article. What’s worse is that most companies don’t consider pipeline quantity and quality the biggest challenge in the sales organization! Most would say it’s the low win rate or the percentage of opportunities that stall in the pipeline. Why do you think that is?

Pipeline 194

Pipeline How To Cold Calling Inbound 194

Zoominfo

AUGUST 8, 2024

In this article we’ve used the example of increasing sales productivity. Measure and Iterate There are a lot of metrics you can track to understand the progress and success of your sales enablement program. First, there are the metrics associated with your big goals.

Sales Enablement 130

Sales Enablement Strategy Hiring Scale 130

Partners in Excellence

OCTOBER 22, 2024

We read all the latest books and articles on innovation (or start them). Afterword: Below is the discussion from the AI agents on this article. We fool ourselves into thinking the secret of innovation, change, and success is starting something new. It’s exciting and different from what we are currently doing!

Churn 118

Churn Up-Sell Tools Account 118

Smooth Sale

OCTOBER 18, 2024

Vunela Provides a unique opportunity to view Videos and read articles by World Leaders. Yoroflow offers a comprehensive suite of digital workplace platforms to help you streamline your day-to-day operations, manage your finances, and grow your business.

Strategy 86

Strategy Hiring Networking Follow-up 86

Sales Gravy

MAY 29, 2025

It can scrape company websites, news articles, and financial reports to give you conversation starters that actually matter. It can scrape company websites, news articles, and financial reports to give you conversation starters that actually matter. While you're having one discovery call, AI can prep intel for your next five meetings.

Ideal Customer Profile 69

Ideal Customer Profile Scale Buyer Persona Case Study 69

Sales Hacker

FEBRUARY 7, 2025

In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. SaaS pricing isn’t static – it’s a living strategy that grows with your company.

Company 109

Company Scale Retention Margin 109

Hubspot Sales

AUGUST 26, 2024

Take it further: Check out this article on AI sales assistants to see how these tools can log customer notes, generate proposals, outline next steps, and more. Increased Capacity A study by Brevet suggests that 80% of closed sales will require at least five follow-ups. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

Partners in Excellence

FEBRUARY 6, 2025

This article is a tutorial, possibly a refresher, on win rates. As a result, we don’t leverage the power and insights possible in win rates. It is one of the foundational and most important metrics in sales performance analysis. I will start at the basics then extend them. Buckle up, here we go.

Sales Cycle 71

Sales Cycle Examples Opportunity Analytics 71

Sales Gravy

JULY 8, 2025

Your first LinkedIn article? Curated Content: Find industry articles, market reports, and news relevant to your prospects. Your first LinkedIn article? When you first start, your content is going to suck. Your first TikTok video? Three people will watch it. Your first Instagram post? I know because I've been there.

Social Media 54

Social Media Referrals Media Real Estate 54

Understanding the Sales Force

JANUARY 9, 2025

In 2015, I wrote about my encounter with Chris Cagle, but that article was about how he was opening doors for the new business he had launched. Before we dive deeper into timing, please check out this article from four years ago about urgency alignment. Bugs in My Whiskey Thanks to Country Music Timing is everything!

Airlines 177

Airlines Decision Maker Call-back Vendor 177

Zoominfo

AUGUST 20, 2024

Fast Company recently published a pertinent article on the benefits of aligning the sales and marketing functions within B2B companies, outlining the challenges and obstacles that often accompany bringing together two siloed teams that do not usually collaborate.

Fashion 130

Fashion Promotion Discount Vendor 130

Anthony Cole Training

JULY 18, 2025

This article was originally published by Objective Management Group and written by Ben Tagoe, CEO of OMG. It is shared here with permission. Anthony Cole Training Group is a Certified OMG Partner, helping organizations hire and develop high-performing sales teams using OMG’s industry-leading assessments and insights.

Hiring 199

Hiring Groups Objections Industry 199

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%.

Government 177

Government Sales Leadership Coaching Sales Coaching 177

Partners in Excellence

MAY 12, 2025

Afterword: Here is the AI generated discussion of this article. They don’t fear failure, rather learn, adapt, and change so they don’t repeat the mistakes in the future. They recognize all of this only exists in an organization of shared trust. As usual, some great perspectives, enjoy!

Maximizer 76

Maximizer Quota Promotion Coaching 76

MTD Sales Training

MAY 15, 2023

Have they posted several Pulse articles on marketing automation? Post articles that readers want to click on or share or ask challenging hypotheticals that your contacts may wish to answer. Post a thought leadership article. You can use these insights to match your approach to your prospect’s personality.

Paid Content 156

Paid Content Social Selling LinkedIn Lead Rank 156

Smooth Sale

OCTOBER 21, 2024

Vunela Provides a unique opportunity to view Videos and read articles by World Leaders. For further references and insights, please visit: 1. Engaging Customers through Gamification 2. Frank Mayer 3. Why Communication is the Future of Customer Engagement 4.

Strategy 110

Strategy Retail Lead Rank Lead Scoring 110

Hubspot Sales

JULY 22, 2024

Well, reader who conveniently thinks of the questions I need to answer in this article, you‘re in luck! I also thought you might have some interest in a recent post on [a post specific to the prospect‘s category, or if you don’t have one, a category-specific, third-party article]. Here's an example of what that might look like: 3.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Partners in Excellence

MAY 30, 2025

Afterword: This is the AI generated discussion This article. I really like this take on the article. This discussion takes a little different approach than I did with the article. In customer entanglement, our goal is not just retention. It is to be relied upon. The concept of customer entanglement is very complex.

Customer 62

Customer ROI Retention Networking 62

MTD Sales Training

APRIL 18, 2023

In a discursive 2019 Forbes article , Christian Muntean of Vantage Consulting wrote, “money matters, but usually less than being shown appreciation, the opportunity to do meaningful and challenging work, enjoying relationships with peers, and respect for management or opportunities for personal growth.”

Incentives 156

Incentives Incentive Promotion Scale 156

Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. I want to do a deeper dive in this article. They approached it in the opposite way I approached it in this article.

Coaching 127

Coaching Customer Face-to-face Opportunity 127

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Pipeliner

OCTOBER 24, 2024

Back in 2020, I wrote an article on which I’m now doing an update based on fresh information that I’ve collected. First, some background. Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like.

Groups 98

Groups Survey Education Lead Rank 98

Pipeliner

APRIL 22, 2025

This article shares simple tips from their conversation that any small business owner can follow. Joshua has over 12 years of experience in online marketing. He works with small business owners to show them how to use smart digital tools to grow and run their businesses better.

Small Business 90

Small Business Small Business Tools Lead Scoring 90

Pipeliner

MARCH 31, 2025

This article explores key insights and practical applications of AI in accounting, providing actionable steps for business owners looking to leverage this technology. John Golden spoke with Armine Alajian of the Alajian Group , a Los Angeles-based accounting firm.

Account 71

Account Video Lead Scoring Lead Rank 71

Partners in Excellence

JUNE 19, 2025

Afterword: Here is an outstanding AI generated discussion of this article. Are we focused on positioning our solutions, or are we focused on helping the customers achieve their outcomes. Are we becoming indispensable as part of their process?

Discount 73

Discount Resources Customer Positioning 73

Understanding the Sales Force

APRIL 16, 2025

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet.

Pipeline 194

Pipeline Follow-up Conversion Outbound 194

MTD Sales Training

OCTOBER 18, 2023

Final thoughts It’s essential to stay focused on the basic principles of sales, and incorporating the practices we’ve covered in this article will help you improve your sales performance and drive greater success for your business.

Hiring 156

Hiring Referrals SalesForce Discount 156

MTD Sales Training

JUNE 29, 2022

Here are some additional articles that can help further: • How to create a sales plan • Sales email subject lines that get opened • How to be really good at telesales Happy Selling! If you need help with this, then please check out our sales consultancy options.

Sales Process 156

Sales Process Top of Funnel How To Lead Rank 156

MTD Sales Training

MAY 1, 2023

Value Selling Methodology In the words of a recent HubSpot article , “the goal of value-based selling is to close the sale by putting the needs of your prospect first.” Do they write blog articles, or have they been interviewed anywhere? Therefore, it pays to be the kind of brand that people talk positively about. Online Content.

Lead Rank 156

Lead Rank Lead Scoring Face-to-face Ideal Customer Profile 156

Hubspot Sales

SEPTEMBER 9, 2024

Table of Contents What Is a Lead List? How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118