Anthony Cole Training

AUGUST 29, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Increase Sales

MARCH 26, 2014

When we were discussing shipping the phone to my home address, she asked me “Do you want the device insured?” ” Coming from a 20 plus year inside sales career, I always stayed with the current conversation until I confirmed agreement and then was very specific in moving to a new topic. Strike #One.

Insurance 107

Insurance Insurance Sales Qualified Lead Cancellation 107

No More Cold Calling

SEPTEMBER 25, 2014

The best way to do this is by providing objective test results. Example: I prefer buying insurance from my long-time agent (whom I’ve known and liked for 25 years), rather than trying to find something cheaper on the Web. Associations Enterprise Sales Management Salespeople' Differentiate by Convenience.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Anthony Cole Training

MARCH 23, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

Research 291

Research Insurance Insurance Face-to-face 291

Sales Hacker

OCTOBER 8, 2020

Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. Align objectives between the buyer and the seller, and this distrust and reluctance evaporates. The question, then, is: how do you align your objective with the buyer and build trust?

Insurance 97

Insurance Insurance Quota Lead Rank 97

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. But the people we''re working with, sales people, are in the same exact business – SELLING.

Buying Cycle 191

Buying Cycle Education Objections Insurance 191

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

MEDDIC

JANUARY 4, 2024

Finally, the logging company paying piece rates had to fire the whole crew because the accident rate was so high the company couldn’t pay for the insurance. He told me that after getting paid for piecework, loggers at one company were running in the woods and driving machines faster in order to get paid more.

Commission 52

Commission Insurance Insurance Engineering 52

Pipeliner

OCTOBER 4, 2018

It includes every step in the sales process from who to target, to how to get in the door, to the first meeting, second meeting, third meeting, tested sales language for each step, effective objection answers for each step, successful lead nurturing, all the way through to navigating the approval process and close.

Hiring 68

Hiring Lead Nurturing Collateral Case Study 68

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Jeffrey Gitomer

NOVEMBER 22, 2011

Health and dental insurance is provided. Life insurance is provided. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Here are 4.5 examples of “family thinking” in my business: 1. Benefits are based on what I would provide for my family. Everyone eats.

Hiring 279

Hiring Social Media Loyalty Insurance 279

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 186

Motivation Insurance Insurance Discount 186

Increase Sales

SEPTEMBER 14, 2016

And this also means a lot of unnecessary sales mistakes. Sales coaching is the simplest solution to insuring the success of those new to sales. Yesterday I spoke to someone who was new to sales within the real estate industry. Many novice salespeople cannot afford a sales coach.

Sales Coaching 70

Sales Coaching Coaching Real Estate B2C 70

Hubspot Sales

JUNE 9, 2023

These responsibilities also make a career in sales highly rewarding. Sales managers can earn a median salary of $127,490. Simply put, you can learn all of the essential skills to work in sales outside of school. The more rejections you get, the faster you learn about customer objections and how to overcome them.

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Sales Training Advice

JULY 24, 2012

I’m betting that the one with no plaques is much more likely to negotiate so he meets his sales goal by the end of the month. My primary objection was price – that was the only value I saw. According to recent research in the life insurance industry, 29% of clients perceive the price as too expensive.

Negotiation 44

Negotiation Objections Lead Rank Hiring 44

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

Allego

NOVEMBER 2, 2018

where someone develops a new narrative or bullet-proof response to an objection. Making the Most of Managers’ Time. This helps the company make the most of its managers’ precious time. The RSMs then distribute the best videos as examples of compelling sales presentations as a lead up to the NSM. Continuous Coaching.

Sales Meeting 67

Sales Meeting Meeting Hiring Distribution 67

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 149

Motivation Insurance Insurance Discount 149

Gong.io

JULY 11, 2022

Vastly different roles, but still both inside sales positions. The same goes for the outside sales world. . An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals. Inside sales roles and team structure .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Braveheart Sales

JANUARY 30, 2020

Provide them a list of common objections and process for helping them overcome these hurdles. You must coach your new hires relentlessly to insure good habits are formed. You must have them practice the value proposition, their question asking, their closing, their objection handling. Do They Know What’s Expected?

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. What would it take to get their sales people (all of them) to perform at a higher level (sell more, or sell more more quickly, or sell at higher margins?

Hiring 120

Hiring Motivation Insurance Insurance 120

Anthony Cole Training

OCTOBER 21, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 120

Hiring Marketing Insurance Insurance 120

Anthony Cole Training

DECEMBER 12, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Coaching 183

Coaching Hiring Ideal Customer Profile eBook 183

Braveheart Sales

FEBRUARY 6, 2019

We polled the senior leaders at my presentation and most thought that the appropriate amount of time for sales leaders to spend on these three areas was either 30% or 50%. But, let’s be clear, most sales managers need help in developing these skills. Be as objective as possible when considering your people.

Hiring 83

Hiring Scale Coaching Motivation 83

Anthony Cole Training

JANUARY 5, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Costello

APRIL 16, 2019

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Sales scripts and objection handling are the core of my sales playbooks,” says Meah.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

Understanding the Sales Force

NOVEMBER 11, 2013

It''s clear that everyone is approaching this from their own perspective, using their own experience, anecdotal evidence, surveys, studies, clients and subscribers, in the industries in which they work and the marketing and/or sales teams with whom they communicate. We only look at three roles - sales, sales management and sales leadership.

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Crunchbase

JUNE 24, 2020

Mindstrong Health develops comprehensive care pathways based on passively collected, continuous and objective measures of cognitive function and mood. Most of the data is collected through your phone, and they’re able to provide mental health care that’s covered by your health insurance at no extra cost to you. Have questions?

Outsourcing Services 97

Outsourcing Services Health Care Real Estate Automotive 97

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

Anthony Cole Training

OCTOBER 25, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

Anthony Cole Training

JANUARY 16, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Anthony Cole Training

APRIL 19, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

JANUARY 19, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Anthony Cole Training

DECEMBER 16, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Sales Coaching 181

Sales Coaching Hiring Coaching Ideal Customer Profile 181

SBI

OCTOBER 23, 2013

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota. At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. Let’s start with how he defines a sales process.

Quota 131

Quota Sales Process Face-to-face Sales Methodology 131

Anthony Cole Training

OCTOBER 7, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). close more sales (21). consistent sales (4). dealing with objections (7).

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185