Your Sales Management Guru

MARCH 9, 2013

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

Handbook 78

Handbook Prospecting Cold Calling Gatekeeper 78

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Need more sales management resources?

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Your Sales Management Guru

DECEMBER 20, 2010

Sales Management: How Does March Look? In magazine columns and other blog postings I have written about being a proactive strategic sales manager rather than a reactive, fire-drill crazy, un-organized sales manager. Acumen Management Group Ltd. Leave a comment and let me know.

Sales Management 60

Sales Management Face-to-face Forecasting Analysis 60

Anthony Cole Training

JANUARY 19, 2015

If your sales team isn''t performing as expected, you must ask the question - Why? Sales taking too long. Not consistent in our prospecting. As a senior sales executive, your job is to get to the root of the problem and then begin the process of addressing/fixing the problem. Can we shorten our sales cycle?

Hiring 120

Hiring Decision Maker Forecasting Motivation 120

Sales Hacker

MARCH 8, 2020

Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results. Because of that, they’ve become obsessed with finding the perfect sales cadence.

Outbound 126

Outbound Ideal Customer Profile Sales Qualified Lead InsideSales 126

Anthony Cole Training

MAY 16, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

OCTOBER 20, 2014

Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Sales Management Systems'

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

DECEMBER 6, 2017

During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. Others believed it was to increase the relationship position as prospects today more knowledgeable because of web site and internet access. Some thought that it was a 4:1 ratio.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Anthony Cole Training

DECEMBER 16, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Sales Coaching 181

Sales Coaching Hiring Coaching Ideal Customer Profile 181

SBI

SEPTEMBER 17, 2019

Sales teams aren’t the same, and software shouldn’t be one size fits all. That’s why we developed Revenue Signals, a system of intelligent, rule-based alerts designed to help you stay focused on what drives your sales forward. Keep every prospect engaged and seal every deal imaginable. Visit [link].

SAP 84

SAP Enterprise Enterprise Oracle 84

Your Sales Management Guru

SEPTEMBER 19, 2017

Many organizations fail because they simply don’t focus on executing the fundaments of a sales process or management process. Building Organizations Through the Execution of Strategic Sales Management. A few questions to consider: Are the sales teams executing a sales process properly? Are you sure?

Hotels 61

Hotels Face-to-face System Sales Management 61

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). Go check it out!

Channels 187

Channels Face-to-face Video Hubspot 187

Anthony Cole Training

DECEMBER 14, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Sales Coaching 168

Sales Coaching Hiring Coaching Sales Qualified Lead 168

Anthony Cole Training

APRIL 11, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 190

Hiring Ideal Customer Profile Energy Demographics 190

Anthony Cole Training

JUNE 22, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Mr. Inside Sales

JANUARY 18, 2016

How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) I remember my first sales manager used to say to us that we weren’t even in the closing arena until we had asked for the sale at least five times (and gotten a “no” five times, by the way). for Coke-a-Cola?

Objections 120

Objections Face-to-face Closing Advertising 120

Anthony Cole Training

FEBRUARY 27, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 159

Hiring Ideal Customer Profile Webinar Metrics Sales Qualified Lead 159

Anthony Cole Training

JANUARY 5, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Your Sales Management Guru

DECEMBER 14, 2017

As a Sales Manager, wouldn’t you like to be in the positon of Nick Saban, coach at Alabama, as they refilled their talent pool, Alabama actually turned down players that were highly rated. Recruiting must be a constant focus of sales management. His blog has been rated in the sales blogs in the world!

Hiring 79

Hiring Lead Rank Lead Scoring Exercises 79

Anthony Cole Training

AUGUST 6, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 192

Hiring Ideal Customer Profile Webinar Metrics eBook 192

Anthony Cole Training

JULY 20, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Pipeliner

DECEMBER 13, 2017

and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process.

Compensation 79

Compensation Lead Rank Lead Scoring Quota 79

Your Sales Management Guru

JUNE 27, 2016

What I really thought was special in this book was a not only did Mr. Lipsius discuss these selling concepts, but by using the story line and introducing various salespeople, sales situations and prospective customers throughout the book; he shows the reader how each of the 10 laws can be used to improve the selling relationship.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Your Sales Management Guru

SEPTEMBER 15, 2014

I really enjoyed the overall tone of this book, right from the start, Section 1: “Sales 2.0: The bottom line: sales is still about people selling to people. Joanne continues… having a personal connection to prospects, understanding what our buyers want from us and delivering results are still the keys to success. Buy this book.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Your Sales Management Guru

OCTOBER 2, 2017

Sales Management Boot Camp online discussions the concept of hiring high level salespeople came up vs developing high level salespeople, in the group conversation I described the concept of Brain Waves as a separating factor in all high performing salespeople. They all relate to having the correct Brain Waves.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Anthony Cole Training

JULY 19, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

The Pipeline

MAY 12, 2011

I see this over and over again in the early stages of sales development at every company we help. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons. Dave is the founder and CEO of Objective Management Group, Inc., Prospecting.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Your Sales Management Guru

NOVEMBER 21, 2016

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. His focus is to accelerate peak performance fast.

Channels 100

Channels Video Hubspot Face-to-face 100

Smooth Sale

JUNE 7, 2018

It was my clientele that picked up the phone afterward to request a sale. Management was stunned how I was able to turn a tedious pursuit into a flow of requests! Ask prospects and clients their preference for coffee or lunch. Use a CRM system to remain on top of all appointments. Your Story About Returning from Vacation.

Call-back 73

Call-back Motivation Commission Hubspot 73

Anthony Cole Training

MAY 20, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Webinar Metrics 120

Webinar Metrics Motivation Hiring Ideal Customer Profile 120

Your Sales Management Guru

OCTOBER 27, 2014

Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and less self confident and worse the relationships between buyers and sellers are caught up in cost vs value. Sales Management Consulting' It is evident the Wal-Mart mentality has taken hold.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

DECEMBER 15, 2014

In my 16 years of sales management consulting I have found it to be a key success factor-the concept of a defined-specific sales process map. While many sales leaders believe they have a sales process, Andy’s explanation of changing a Light Bulb as compared to a sales process is exactly correct! Prospecting.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Your Sales Management Guru

OCTOBER 24, 2016

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. More importantly, it’s when many management bonus systems take effect, rewarding executives for driving certain levels of pretax income to the bottom line or attaining their revenue targets.

Compensation 40

Compensation Pipeline Vendor Sales Management 40

Anthony Cole Training

SEPTEMBER 20, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 136

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 136

Anthony Cole Training

MAY 3, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! 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! open ended sales questions (11). practice management (9).

Hiring 120

Hiring Ideal Customer Profile SME Banking 120