Anthony Cole Training

JUNE 13, 2025

Salespeople can find their prospects in lots of different ways: introductions, social media, networking, lists, internal referrals from business partners, cold calling, pre-approach email, association memberships, and business networking groups. They can contact them by mail (email or snail mail) or by phone (the most common method).

Social Media 191

Social Media Cold Calling Referrals Networking 191

Understanding the Sales Force

NOVEMBER 22, 2021

Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!" I'm happy to report that thanks to big-time help from PENTA Marketing CEO Deborah Penta , our new space is bright, cheery, modern, energetic, open and functional!

Groups 356

Groups Objections Report Examples 356

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. Statistics from Objective Management Group (OMG) and the 2.5 That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%). .

Data 224

Data Hiring Compensation Quota 224

Understanding the Sales Force

MAY 15, 2025

This large group of salespeople are primarily order takers. ” Starting with a pitch or demo : We have been teaching salespeople to use a consultative approach for decades and while the most successful salespeople do sell this way, and whether on the phone, via email, or face-to-face, most salespeople still begin with a pitch.

Engineering 322

Engineering Proposal Follow-up Face-to-face 322

Understanding the Sales Force

APRIL 14, 2025

I hadnt heard that song in at least a decade and as I listened to the words, I was reminded that Shania is not impressed with: Rocket Scientists Brad Pitt Guys Who Kiss Their Expensive Shiny Cars Elvis Most women would probably be impressed with that group of men but Shania is much more discerning. Sales excellence.

Hiring 175

Hiring Quota Guarantee Industry 175

Zoominfo

DECEMBER 5, 2024

Leveraging our industry-leading contact data, ZoomInfo’s WebSight Buyer ID examines anonymous visitors and identifies the ones who are high-value contacts within your buying group. Your team is notified when a visitor meets specific criteria, such as being part of a target account and buying group, residing in the U.S.,

Decision Maker 147

Decision Maker Sales Qualified Lead Lead Rank Lead Scoring 147

MTD Sales Training

JUNE 19, 2024

BT Group and AI chatbots BT Group uses AI for sales enablement to streamline its sales processes and improve customer interactions. By integrating AI-powered chatbots and virtual assistants, BT Group has achieved a 35% increase in lead conversion rates.

Tools 156

Tools Top of Funnel Lead Rank Lead Scoring 156

Understanding the Sales Force

JANUARY 31, 2025

Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. Using OMG, Kurlan helped a multitude of clients evaluate their sales teams and assess their sales and sales management candidates to help companies make much better hires for their sales organizations.

Hiring 175

Hiring Groups Objections Sales Management 175

Anthony Cole Training

MAY 29, 2025

These activities are validated by the Objective Management Groups 30-year history of sales skills assessments across the country. We know that there are four things that separate high-performing banks from their peers in terms of their sales and revenue growth.

Banking 191

Banking Groups Objections Competition 191

Zoominfo

SEPTEMBER 24, 2024

Comprehensive Context Incorporate selectable insights like C-suite and buying group changes, hiring plans, buyer intent, and Scoops into your messaging for highly relevant, context-rich outreach. Buying Group Changes : A contact in the Buying Group joined or departed your Target Account.

Ideal Customer Profile 130

Ideal Customer Profile Pipeline Lead Rank Demand Generation Targets 130

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.

Guidelines 389

Guidelines Closing Call-back Groups 389

Understanding the Sales Force

AUGUST 25, 2021

Regular readers know that I'm all about the data and I have written nearly two thousand articles based on data from Objective Management Group's (OMG) assessments of more than two million salespeople. Please understand that the dirty window and sill are not mine - I found the image via a Google search.

Meeting 389

Meeting Google Exact Data 389

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS). It stands for unique sales approach.

Company 292

Company Coaching Groups System 292

Hubspot Sales

SEPTEMBER 12, 2024

The largest age group (38%) of B2B buyers is 35-44. Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. B2B Buyers vs. B2C Buyers Who Are Your B2B Buyers?

Hubspot 116

Hubspot B2B Buyer Data 116

SBI Growth

FEBRUARY 2, 2022

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program.

Groups 336

Groups Company 336

SBI Growth

JANUARY 6, 2025

SaaS companies will often set up different pricing tiers targeted at different buyer personas, with features matching the needs of that group. To maximize the effectiveness of this strategy, you must accurately estimate the value your customers will place on your product.

Buyer Persona 156

Buyer Persona Maximizer Groups Buyer 156

Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel continues to be a leading way to recognize and retain top performers. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI. The post Right Destination, Right Design… Right On!

Demographics 296

Demographics Incentive Incentives Travel 296

Sales and Marketing Management

AUGUST 26, 2022

Sridhar Ramanathan - co-founder and chief operating officer of Aventi Group - expounds on why misalignment occurs so often between B2B sales and marketing teams, and how to fix it. The post What’s Behind Sales and Marketing Misalignment? appeared first on Sales & Marketing Management.

Marketing 315

Marketing Groups B2B Sales 315

Anthony Cole Training

JANUARY 25, 2024

We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 331

Motivation Exact Groups Objections 331

Anthony Cole Training

JULY 7, 2022

Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’. Well, before you do something rash, dig this- everybody plays the fool!”.

How To 315

How To Call-back Groups Sales 315

MTD Sales Training

MAY 15, 2023

For instance, within “people search filters” you get: Group membership. Interests – You can see which influencers, companies, topics, or groups your prospect follows. Groups – LinkedIn groups collect pools of like minded users with a shared interest. Leads with recent LinkedIn activity. Seniority Level.

Paid Content 156

Paid Content Social Selling LinkedIn Lead Rank 156

Bernadette McClelland

JULY 11, 2022

When we are with a group of strangers, parts of our brain will light up based on survival. . So imagine for a moment you and a group of your friends are all hooked up to a MRI machine and it’s measuring your brainwaves. Do I trust you? The same happens with our buyer when we meet for the first time. or we don’t connect at all!).

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Sales and Marketing Management

JULY 21, 2023

Group incentive travel remains one of the most impactful incentives a company can deploy. Two incentive travel experts talk about making the business case for these programs and meeting participants’ expectations. The post Incentive Travel: The Incomparable Motivator appeared first on Sales & Marketing Management.

Travel 296

Travel Incentives Incentive Motivation 296

Anthony Cole Training

JANUARY 26, 2023

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

Groups 296

Groups Video Training Company 296

SBI Growth

APRIL 3, 2025

This theme was reflected in the March 2025 Womens Growth Forum , where a group of female executives came together for a candid conversation on navigating leadership challenges. True leadership comes with overcoming obstacles, creating space for others, and mastering the art of negotiation and influence.

Influencer 156

Influencer Conversion Negotiation Exercises 156

Anthony Cole Training

AUGUST 11, 2023

While group training sessions have many benefits, there's no denying the unique benefits of personalized one-on-one sales coaching. In the fast-paced world of banking sales, staying ahead of the competition requires continuous improvement.

Banking 294

Banking Sales Coaching Coaching Groups 294

Sales 2.0

NOVEMBER 6, 2024

If you look around a room of people at an event, you will see people in groups, but you will also see some people on their own, often gazing intently at their phone or coffee cup.

Conference 195

Conference Cold Calling Referrals Social Media 195

Anthony Cole Training

MAY 12, 2023

The one true constant throughout those years and swings in environment is that there are always a small group of salespeople that succeed regardless of what is going on around them. We’ve been through every economic, political, and social uptick and downturn that you’ve been through. What is their secret key to success?

Groups 294

Groups Coaching Sales Sales Management 294

Understanding the Sales Force

JANUARY 24, 2022

While you're alone with your group at the front door and until you reach your table you must wear your mask. This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid. My vote is for the mask requirement in restaurants because the premise is so moronic.

Airlines 331

Airlines Prospecting Policies Groups 331

Partners in Excellence

FEBRUARY 13, 2025

Part of this is they are engaging more internal groups in their buying process. As we look at a broadening buying group, do we understand each of the groups, how they might/should be involved, where they struggle and how we can help them? Do we understand why they are having these difficulties?

Buyer 87

Buyer Groups Research Report 87