Anthony Cole Training

NOVEMBER 14, 2024

This also makes coaching one of the toughest roles, as those responsible for it often juggle numerous other tasks daily, including operational, administrative, and development needs for the company. How does a sales coach find the time and motivation?

Sales Coaching 327

Sales Coaching Coaching Sports Motivation 327

Understanding the Sales Force

NOVEMBER 10, 2024

We often help companies hire salespeople and I was recently vetting candidates for one of my clients. I’m in imposter. Back to Phil. I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment.

Hiring 345

Hiring Cold Calling Call-back B2C 345

Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

Pipeline 331

Pipeline Benefit Hubspot Coaching 331

Anthony Cole Training

OCTOBER 25, 2024

Companies develop a brand, why not salespeople? It is worthy of your time to think about what you do differently and better than your competition. What do you bring to the table, and how do you solve problems for your existing clients? If you cannot pin that down, it is critical that you focus and develop your personal brand.

Buyer 329

Buyer Competition Research Sales 329

Understanding the Sales Force

NOVEMBER 26, 2024

Most selling is WAY too serious, way too dependent on bullet points from slides, talking points from company narratives, and the oh, so boring vomiting of company and product information. If you start with the having fun part you can’t go wrong. Where’s the fun in all of that? Differentiate!

Decision Maker 331

Decision Maker Proposal Sales Process Video 331

Sales and Marketing Management

JANUARY 14, 2025

Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those companies that make the most of data intelligence will create customer experiences that win business, open the door to upselling, and create the type of true partnerships that drive customer loyalty.

Positioning 296

Positioning Data Customer Loyalty 296

Understanding the Sales Force

MAY 18, 2025

Certainly, there are companies that have sales processes but a percentage of their salespeople do not follow it for one of the following reasons: Its not really a process, its more of a methodology. While 75% of the strongest salespeople are sales process compliant, the number drops to only 6% of the weakest salespeople.

Sales Process 310

Sales Process Revenue Sales Methodology Harvest 310

Understanding the Sales Force

APRIL 3, 2025

For example: Get Referral Initial Contact Schedule a Meeting, Make the Sale Manage the Account and Make Additional SalesThose five steps represent an actual sales process that a company “borrowed” from an “expert” who wrote about what a sales process should include.

Sales Process 254

Sales Process Lead Rank Customer Lead Scoring 254

Understanding the Sales Force

JANUARY 6, 2025

While that might get the job done and be an improvement on what you are currently doing relative to sales process, most companies need this to be customized and married to their existing best practices. The video showed the generic Baseline Selling sales process. We are happy to help with that!

Sales Process 332

Sales Process Benefit Sales Methodology Sales Cycle 332

Sales and Marketing Management

FEBRUARY 7, 2025

And are companies maximizing their investment in sales enablement tools? Sales enablement specialist is one of the fastest-growing job titles on LinkedIn. But what is sales enablement, exactly?

Sales Enablement 266

Sales Enablement Maximizer Exact LinkedIn 266

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

Selling Skills 338

Selling Skills Lead Rank Lead Scoring Groups 338

No More Cold Calling

FEBRUARY 13, 2025

A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. A new book comes out, an executive reads it, and suddenly, the company declares a new sales strategy based on the books groundbreaking precepts. Digital isnt a sales strategy. Hope isnt a strategy. Marketing isnt a strategy.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

SEPTEMBER 17, 2024

But according to Tom Slocum, founder of sales consultancy The SD Lab , it’s not enough for frontline salespeople to merely identify companies that have successfully raised new funding — there still has to be a compelling value proposition. “We What I love about Copilot is that it shows companies decreasing in funding.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Anthony Cole Training

MAY 22, 2025

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

Hiring 217

Hiring Sales Talent Pipeline Sales 217

Anthony Cole Training

APRIL 3, 2025

The information that consumers and businesses used to call or visit companies to attain became readily available at the prospects desk and fingertips. AI is another tool that offers many benefits for salespeople, and staying informed as AI is evolving will be important.

Journal 236

Journal Insurance Insurance Comparison 236

Understanding the Sales Force

FEBRUARY 14, 2025

When salespeople aren’t hitting quotas, companies need to hire more salespeople, which increases the cost of recruiting, salaries and benefits, not to mention the costs associated with hiring additional sales managers that won’t coach up their salespeople. This is problematic for more than the obvious reason.

Data 224

Data Hiring Compensation Quota 224

Force Management

DECEMBER 19, 2024

Now, reaching that next benchmark means continuing to refine and shift the way your company thinks about and talks about itself in the market. Achieving product-market fit and getting your customers to pay and stay are the results of how your product and message adapted to your buyers' needs along the way.

Strategy 160

Strategy B2B Buyer Revenue 160

Sales 2.0

FEBRUARY 18, 2025

I need some quick wins in this project, so Im looking for ways to leverage companies my client has spoken to before. To find these types of companies Ive been fishing around in my clients CRM. Ive gotten to the point in this project where I need to start building a list of prospects.

CRM 221

CRM Lead Rank Lead Scoring Leads 221

MTD Sales Training

MAY 28, 2025

If you’re calling an executive at a company, they have 10 things racing through their to-do list right now. My team is working on a solution to help companies recruit talent faster at a lower price point. Is that something that you are looking for within your company right now?” Hello, I’m (name/company). Good afternoon.

Social Media 156

Social Media Cold Calling Webinar Metrics Sales 156

Zoominfo

JANUARY 24, 2025

Why Sales Analytics is Essential for Success Sales analytics tools have become integral to companies striving to make informed, data-driven decisions. Used by leading companies, Clari is a versatile solution for organizations aiming to standardize and optimize their revenue processes.

Analytics 246

Analytics Software Software Tools 246

Understanding the Sales Force

MARCH 16, 2025

” That’s why it is imperative that companies follow my top 10 rules for a successful sales training and revenue growth: Sales training must be ongoing – not quarterly, not yearly, and not when things go south. Training should occur continuously on a bi-weekly basis.

Training 230

Training Revenue Face-to-face Decision Maker 230

Sales 2.0

DECEMBER 17, 2024

I am taking over a sales territory from a salesperson that has recently left the clients company. Reminder 1: Company owners, be nice to salespeople but make sure they leave notes in your CRM, or when they leave, you will have no clue what they did or where your investment went. To remind you of the story so far.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Quota 195

SMEI

MARCH 5, 2025

However, companies that adapt strategically can continue to thrive despite these headwinds. His company, Titan Machinery, specialized in heavy-duty construction equipment, with a strong presence in North America. He worked with compliance experts to ensure that the company met the certification requirements for each new market.

Government 274

Government How To Licensing Face-to-face 274

SBI Growth

APRIL 23, 2025

67% of SaaS companies ignore value-based pricing , according to our latest 2024 State of SaaS report and research. To pull it, you need to build an effective pricing strategy that aligns your company and business goals. To pull it, you need to build an effective pricing strategy that aligns your company and business goals.

Strategy 156

Strategy Report Competition Research 156

Understanding the Sales Force

APRIL 14, 2025

Customers moving in a caravan to a new company happen so rarely, that even when promised, its not something you should factor in your sales hiring decisions. Industry experience is irrelevant unless there is a guarantee that the new salespersons book of business is coming along too. Whats more important than industry experience?

Hiring 175

Hiring Quota Guarantee Industry 175

Understanding the Sales Force

NOVEMBER 23, 2024

In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. KPIs must be forward looking indicators, not lagging, or backwards looking results and most companies fail to make that key distinction. In most cases, they do not.

Comparison 175

Comparison Exact Follow-up Call-back 175

Understanding the Sales Force

NOVEMBER 1, 2024

If you try to uncover urgency but fail to find it, your sales cycle will not only be longer, there’s a good chance you won’t win the business because companies and people rarely buy when something is not much more than nice to have. You must be able to move them beyond nice to have , and get them to must have.

Sales Cycle 356

Sales Cycle Decision Maker Government Up-Sell 356

Sales 2.0

MARCH 31, 2025

Dont gamble Over the years, I have seen many salespeople taking big risks with important deals by talking to only one person in the company they are selling to. A common outcome of this kind of single threading is radio silenceno returned calls or emails, and ultimately no deal. It does not have to be this way.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

Zoominfo

SEPTEMBER 24, 2024

Here’s how leading companies are leveraging AI to harness the right signals, develop compelling go-to-market strategies, and seize the opportunities that spur sustained growth. Harnessing AI and Signals To maximize the potential of signals, companies also need to adopt a structured approach that includes AI tools and technologies.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

AUGUST 20, 2024

Believe it or not, two of the least likely allies in a B2B company – sales and compliance – can successfully work together to achieve a harmony that benefits both internal stakeholders and customers. We do not do a great job of ‘selling’ what we do, whether to other teams in the company or the customers themselves.

Fashion 130

Fashion Promotion Discount Vendor 130