Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. When I fell short of my activity goal, Bob’s intense coaching often included, “See more people!” You do the math.

Sales Management 204

Sales Management SME Incentives Incentive 204

Anthony Cole Training

DECEMBER 3, 2014

However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. Not Hiring – We are not hiring better sales people AND we don’t have replacements, therefore we feel trapped in a bad situation. Coach them!! Tell them this is a coaching discussion.

Hiring 193

Hiring Sales Management SME Coaching 193

Bernadette McClelland

AUGUST 17, 2016

Americans thrive on the sales culture with conferences, think tanks, forums and the like. Even the UK and Europe have their own culture of extracurricular sales environments. (I And when I first hung out my shingle, my mentor at the time asked me, ‘Why Sales?’

Lead Rank 150

Lead Rank SME Conference B2B 150

Babette Ten Haken

AUGUST 23, 2018

Once they consummate the sale, and the contract is signed, they hunt up their next deal. Then, post-sales customer support teams often find themselves in fire-fighting mode. They continue to do business with you and your organization based on the value of post-sales support. Close deals. Crush quotas and the competition.

Retention 154

Retention Customer Revelation Loyalty 154

Bernadette McClelland

OCTOBER 1, 2014

I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value.

Travel 368

Travel SME Up-Sell Follow-up 368

Bernadette McClelland

OCTOBER 1, 2014

I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value. Each year for the past few years, I make my annual pilgrimage to the USA.

Travel 368

Travel SME Up-Sell Follow-up 368

Anthony Cole Training

APRIL 11, 2014

Everyone selected for the team sale is there except Puig. That''s coaching. It''s not even a prospect, opportunity or sale yet. Additional resources to help you grow sales: Increase productivity and sales results - Sales DNA. Eliminate hiring mistakes - Hire Better Sales People.' That''s management.

Hiring 152

Hiring SME Margin Account 152

Allego

MARCH 24, 2022

There’s no one size fits all for sales kickoffs—especially these days. Within your own sales team, the same dynamic likely exists. That means your sales kickoff must accommodate those situations. After all, you want to energize your sales reps and give them a boost to hit the ground running for the next sales cycle.

Hiring 62

Hiring Exercises Face-to-face SME 62

Anthony Cole Training

JANUARY 27, 2015

Getting introductions – Time and again, I have sales people tell me, “I don’t make cold calls.” Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka.

Hiring 120

Hiring Gatekeeper SME Sports 120

Allego

SEPTEMBER 25, 2019

As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. When your sales viewers respond, all current thread participants will be notified. How do you measure the impact of your SME content?

SME 54

SME Video Construction Social Media 54

Anthony Cole Training

JANUARY 27, 2015

Getting introductions – Time and again, I have sales people tell me, “I don’t make cold calls.” Getting past a gatekeeper – This is usually one of the toughest situations in the sales process. The gatekeepers have their job – to keep sales people away from their bosses – and you have your job – get to their bosses (aka.

Hiring 120

Hiring Gatekeeper SME Sports 120

Allego

JUNE 16, 2020

At the same time, few can afford to interrupt their busy schedules to attend sales training classes or read stacks of books, manuals and articles. Sales meetings were cancelled and entire workforces began working from home. 2 Ways to Kick Your Training Content Into High Gear. Recruit In-House Experts to Create Content.

Training 77

Training Hiring Face-to-face SalesForce 77

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? The sales-engineering interface®, where business and operations intersect, creates value added customer experience. She serves organizations as an inspiring speaker, strategist, coach and storyteller.

Customer 109

Customer SME Retention Engineering 109

Babette Ten Haken

DECEMBER 28, 2017

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. The post-sale care and feeding of customers is relegated to just about everybody who had zero to do with acquiring these customers. Customer Unretention Syndrome results from 4 Sales Achilles Heels.

Retention 74

Retention Customer SME Engineering 74

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. What could go wrong, post-sale? Besides, the post-sale care and feeding of those valuable clients is SEJ: Someone Else’s Job. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right?

Sports 74

Sports Retention Customer Compensation 74

Babette Ten Haken

AUGUST 27, 2018

Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. She serves organizations as an inspiring speaker, strategist, coach and storyteller. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Customer 88

Customer SME Retention Engineering 88

Babette Ten Haken

SEPTEMBER 6, 2018

That critical time-period, the post-sale handoff of the contract for execution, involves more than a digital document passing through a CRM. Listen in on my latest video about post sale customer abandonment, and how it negatively impacts customer retention. Everyone who takes care of the customer, post-sale. Think about it.

Retention 61

Retention Customer Hiring SME 61

Babette Ten Haken

MAY 31, 2018

She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken serves organizations as a corporate catalyst and innovative speaker, strategist, coach and storyteller. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon. is available on Amazon.

SME 61

SME Customer Retention Survey 61

Anthony Cole Training

MAY 3, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 120

Hiring Ideal Customer Profile SME Banking 120

Allego

DECEMBER 20, 2018

Here are two pretty important facts about B2B sales: You need to train your new reps to enable their success, and training isn’t over when your new reps start selling. . If you’re looking at how you can improve your onboarding approach, you should consider what modern sales onboarding looks like. Modern Sales Onboarding.

Training 54

Training SME Collateral Consumer 54

Babette Ten Haken

JANUARY 7, 2019

A client I am coaching carefully selected from a cadre of client stories her company had invested a lot of money in creating. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Your customers will try to evaluate your storytelling credibility. Then, what do you do? How do you respond to their skepticism?

Ideal Customer Profile 79

Ideal Customer Profile Outsourcing Services Customer Retention 79

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Sales Enablement Team: Build agenda and drive event execution. Sales Leadership: Approve agenda and all other major decisions. A combination of ongoing and just-in-time training and coaching should do the trick. Secondary stakeholders.

SME 52

SME Hiring Face-to-face Follow-up 52

Babette Ten Haken

SEPTEMBER 3, 2018

She serves organizations as an inspiring speaker, strategist, coach and storyteller. Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales.

SME 55

SME Retention Ideal Customer Profile Negotiation 55

Babette Ten Haken

DECEMBER 14, 2017

Do you have formal training and coaching for leadership, as opposed to order-fulfillment? Babette Ten Haken serves organizations as a corporate catalyst and innovative speaker, strategist, coach and storyteller. As a SMB leader, consider your own backstory. Share your email address in the red box in the right column.

Strategy 78

Strategy SME Scale Lead Rank 78

Babette Ten Haken

MARCH 8, 2018

When I speak to sales audiences about customer retention, their expectations are that I will provide them with clever tools and tips on renewing customers, so they can meet quota. Meeting their numbers looks a whole lot different than meeting sales quota. Not just sales, not just operations or the supply chain.

Strategy 74

Strategy Customer Retention SME 74

Babette Ten Haken

DECEMBER 17, 2018

Or, we have not met our sales quota. And we are not thrilled about having “that” talk with our micro-managing sales manager. Next, book a one-hour focused coaching session with me to create a strategy for overcoming self-sabotaging habits which also compromise customer delivery. And subsequently lose sight of our customer-focus.

Ideal Customer Profile 65

Ideal Customer Profile Customer SME Hiring 65

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. For instance, a sales training program might teach you about the science of buying, how to ask questions to better understand your prospects’ needs and wants, or ways that people buy.

Training 52

Training Hiring Trends Retention 52

Babette Ten Haken

AUGUST 2, 2018

I’ve spoken with many business owners, consultants, sales people or post-sales support professionals. Babette Ten Haken serves organizations as an inspiring speaker, strategist, coach and storyteller. She is a member of SME, ASQ, SHRM and the National Speakers Association. Businesses have a customer experience gap.

Customer 55

Customer Survey SME Retention 55

Babette Ten Haken

MARCH 21, 2018

As a result, enlightened sales, marketing, engineering and IT professionals, like you, attempt to cobble together a cross-functional, collaborative internal network to stay competitive. She is a member of SME, ASQ, SHRM and the National Speakers Association. Never miss another insightful post. Hire her to speak at your next event.

SME 65

SME Hiring Retention Ideal Customer Profile 65

Babette Ten Haken

OCTOBER 1, 2018

I cannot tell you the number of times I have coached professionals in all disciplines and generations through the overarching “why,” leading to failure to perform and its accompanying frustration. And, trust me friends, the “what we bring” is far more than our professional titles, educational pedigrees, certifications or sales close ratio.

Ideal Customer Profile 75

Ideal Customer Profile SME Hiring Retention 75

Babette Ten Haken

FEBRUARY 12, 2018

What does the internal landscape look like, in terms of consistent delivery of products, services and post-sale support? Three areas are critical to creating consistent, holistic, delivery of customer success for customer retention: Marketing and Sales Strategies. Marketing and Sales Chaos creates Confused Customers.

Customer 84

Customer Churn Retention SME 84

Babette Ten Haken

AUGUST 29, 2018

Perhaps experience conflicts are more important when detected prior to acquiring customers than they are when they occur during post-sale execution? Now, the last thing sales people want to hear about is that there is a last thing they have to remain vigilant about. Not the last thing in a sales close “To Do” list.

Retention 62

Retention Strategy Customer SME 62

Babette Ten Haken

AUGUST 8, 2018

Babette Ten Haken serves organizations as an inspiring speaker, strategist, coach and storyteller. She is a member of SME, ASQ, SHRM and the National Speakers Association. She is a STEM-trained scientist, corporate catalyst and design thinker. Babette’s playbook of collaboration tools, Do YOU Mean Business? , is available on Amazon.

SME 57

SME Webinar Metrics Retention Trends 57

Babette Ten Haken

NOVEMBER 22, 2018

Starting in 2012, I realized that while my Sales Aerobics for Engineers® Blog continues to win awards, the blog focuses on far more than topics which are exclusively sales-related. However, that little word, “sales” in the blog title, skews expectations about the Business Purpose behind the blog. ” I took my own advice.

Ideal Customer Profile 70

Ideal Customer Profile SME Retention Pivotal 70

Babette Ten Haken

OCTOBER 11, 2018

The majority of professionals I coach do not stray over the lines of their departmental function. She is a member of SME, ASQ, SHRM and the National Speakers Association. Are these full of orders from others? Or, do we subscribe to online (or even written!) journals and newsletters from professional disciplines outside of our own?

Strategy 78

Strategy Journal Ideal Customer Profile SME 78

Babette Ten Haken

FEBRUARY 7, 2018

When done poorly – which most often is the case – both startup, as well as sales, success are compromised. In my work with startups, entrepreneurial business modeling and sales teams, the most important discovery to be made often is professional self discovery. Download my team self-discovery assessment to explore this process further.

Decision Maker 72

Decision Maker Customer SME Retention 72

Babette Ten Haken

APRIL 9, 2018

Babette Ten Haken, Founder & President of One Millimeter Mindset serves organizations as a corporate catalyst and innovative speaker, strategist, coach and storyteller. She is a member of SME, ASQ, SHRM and the National Speakers Association. Never miss another insightful post. is available on Amazon. Image source: Fotolia.

Buyer 66

Buyer SME Retention Facebook 66