Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Sales and Marketing Management

JANUARY 7, 2019

Imagine for a moment that you’re a sales manager evaluating how to deliver a sales enablement program that will benefit both new hires who need to hit the ground running and provide value to more experienced team members. What would you include? Thirdly, we’ll need product knowledge training in the mix, too.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Anthony Cole Training

MAY 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Pipeliner

MARCH 30, 2018

Recently, I’ve sat back to consider what makes a good sales manager great. A manager’s primary role is to develop the sales rep. The sales rep’s primary role is to develop the opportunity and win the business. There are four competencies that a manager needs to master to become great.

Sales Management 65

Sales Management Objections Cold Calling Follow-up 65

Your Sales Management Guru

AUGUST 12, 2013

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. . Acumen Management Group .

Sales Management 80

Sales Management Trade Show Lead Rank Lead Scoring 80

Anthony Cole Training

AUGUST 29, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Sales and Marketing Management

MARCH 8, 2019

And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. Incorporate different perspectives into training teams.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales and Marketing Management

OCTOBER 26, 2020

At a global technology giant, the shift to more virtual sales has allowed the company to target a segment differently (and more effectively)—tens of thousands of medium-sized companies. Building a successful virtual sales engine also may require shifting the mindset of the sales staff.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Anthony Cole Training

MARCH 23, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Anthony Cole Training

JUNE 23, 2015

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Hiring 120

Hiring Sales Sales Management 120

Allego

DECEMBER 13, 2023

You get to meet, share ideas, and have fun with other sales enablement managers, sales managers, learning and development professionals, and revenue enablement folks. Below is a list of the top sales enablement conferences for 2024.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

SalesLoft

MAY 17, 2018

Managers weren’t born with an innate knowledge of what it takes to lead a successful sales team. That’s why it’s important that a sales manager has a baseline understanding of how to coach a winning team. A mentor can help collaborate on difficult challenges that a sales manager encounters.

Coaching 52

Coaching Sales Management Top of Funnel Sales Coaching 52

Sales and Marketing Management

JUNE 4, 2017

This means sales teams need more than a website to gather product and pricing information. A creative and consistent approach to sales team communication is important to ensure your sales team remains connected to your organization, motivated and producing measurable results. Provide the same opportunities to salespeople.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Anthony Cole Training

JULY 3, 2012

The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops. The second is almost always: Manage my time better. Here is the link: Linkedin Poll.

eBook 186

eBook LinkedIn Groups Positioning 186

Anthony Cole Training

MARCH 4, 2014

This information helps us, the sales person and the sales manager, understand the "root" of the sales symptoms being displayed by the sales person: Not asking enough of the right questions. Conduct joint/observational sales calls. Additional Resources: Workshop - Why Aren''t Your Sales People Selling?

Decision Maker 180

Decision Maker Analysis Education eBook 180

Allego

FEBRUARY 11, 2020

King’s five-member sales force development team is responsible for training 50 medical device reps in the U.S. and Canada and 25 regional sales managers, as well as liaising with commercial departments that impact the sales organization and global peers. The Conference: Learner-Centric For Long-Term Results.

Conference 83

Conference Lead Rank Face-to-face Groups 83

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. What type of training is required for a sales manager?

Training 98

Training Hiring Construction Case Study 98

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The Five Types of Involvement.

Study 84

Study Face-to-face Policies Sales 84

Highspot

JANUARY 19, 2022

When done right, they can improve your team’s performance and help you move closer to your sales goals. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training? Why sales training is important.

Training 92

Training Lead Rank Hiring Course 92

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? Need some help with your sales performance?

Sales Management 45

Sales Management Training Analysis Pipeline 45

Anthony Cole Training

AUGUST 20, 2012

This may not have happened to you but I have talked to sales managers where 'this' has happened. You are meeting with a potential sales candidate and: You know almost immediately that this candidate is the wrong one for the position you are looking to fill. Rate your new sales candidate. The 5 minute interview worksheet.

Hiring 168

Hiring Face-to-face Meeting Conversion 168

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Sales Hacker

FEBRUARY 18, 2021

The number one sales engagement industry conference every year, Outreach promises to bring a wealth of valuable information for sales pros at every level to their three-day conference. If you’re wondering who should attend, Unleash is geared for: Sales leaders. Sales managers. Sales hunters.

Conference 104

Conference Sales Enablement Networking B2B 104

Anthony Cole Training

JANUARY 16, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

The Sales Hunter

FEBRUARY 19, 2013

Recently I was conducting a workshop for salespeople and the subject of integrity came up. Their position was sales leadership is all about knowing so much that the customer will look past what they might say are shortcomings and go ahead and deal with the salesperson.

Sales Leadership 190

Sales Leadership Hiring eBook Industry 190

Increase Sales

JULY 19, 2013

Believe it or not, there are still some very stupid people in sales. Internal – the belief system of the salesperson or sales manager. Another example of external stupidity is how sales training is delivered. A one or two day workshop where the participants are so overwhelmed with information is beyond stupid.

Coaching 165

Coaching Facebook Training Examples 165

Partners in Excellence

SEPTEMBER 9, 2020

Perhaps the most important part of onboarding, often done informally, is understanding what it means to be part of the company/organization. This seldom happens in training workshops, but happens in the “spaces in between.” It’s the informal relationships that are formed that are so important to.

Face-to-face 98

Face-to-face Retention Relationals Meeting 98

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. I designed a one-day workshop, which I offered in live public sessions for many years. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

Nutshell

MARCH 15, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. This content can include information on why your product or service may be a good fit for their problems. Want even more sales and marketing tips from our experts?

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Customer Centric Selling

FEBRUARY 20, 2017

That information is then relayed back to sales management either via a formal Loss Report or through a post sales ‘autopsy’ discussion. If you do, then I'd like to invite you to join me in Denver, March 7-10th for my first public CustomerCentric Selling® workshop of 2017 that is open to everyone.

Analysis 58

Analysis Channels Sales Up-Sell 58

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Random Walk Down Sales Street. Sales Bloggers Union.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

Increase Sales

AUGUST 8, 2013

Some in sales management balk at the word plan and take serious umbrage about a plan to improve the performance of their sales teams. To answer the question “Is a plan to improve my sales team really necessary? Professional development is becoming more of a personal responsibility issue. Share on Facebook.

Coaching 125

Coaching Small Business Small Business Facebook 125