Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

4 Steps to Create Loyal Client Advocates

Anthony Cole Training

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.

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5 Insurance Sales Secrets for Millennial Agents

RAIN Group

The way millennials purchase insurance is worlds apart from the approach taken by baby boomers. A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers. Consultative Selling

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.

How to Sell in Any Market

Anthony Cole Training

There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.

11 Concepts For Managing Yourself and Your Employees During Change

Anthony Cole Training

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.

"Gone Fishing" for Sales Prospects

Anthony Cole Training

hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainer

5 Keys to Successful Sales Coaching & Growth

Anthony Cole Training

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

Why Consultative Doesn''t Work is irresponsible writing. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.

I Would Sell More and Increase Sales If Only I Would.

Anthony Cole Training

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Sell Better. Coach Better. Hire Better.

Anthony Cole Training

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A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist. Going into a sales call without a plan is similar to going into a football game without a game plan; it's a recipe for disaster!

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Why Prospects are Like Fruit and Why You Need to Pick the Right Ones

Anthony Cole Training

effective sales coaching Sales Management Training Sales Coaching hiring better salespeople consultative selling professional sales training consultative sales coaching online sales training hire better people insurance sales training

Develop Your Sales Talent to Increase Sales in 2020 and Beyond

Anthony Cole Training

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

How to Adapt to the New Sales Environment: A 2-Step Approach to Navigating COVID-19

Sales Hacker

Selling in Times of Crisis: How to Adapt. While many people believe businesses should completely shut down, we understand that the economic impact on businesses and families will be even worse if companies stop buying and selling completely. Selling & Closing Articles

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

We’ve been in the consultative sales training business for more than 30 years. Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. The fundamentals of consultative selling did not make the top ten.

Research: Current Sales Performance Challenges Faced by Industry Leaders

The Brooks Group

Global uncertainty and the customer hesitancy it creates was ranked among the top, along with the need for consultative selling over transactional selling. This post comes from Michelle Richardson, Vice President of Research at the Sales Performance Research Center.

Caliper versus OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%). Selling in a competitive environment.

Caliper vs OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%.