Anthony Cole Training

SEPTEMBER 24, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. For those who are not that skilled, having the questions helps.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Xvoyant

DECEMBER 18, 2019

Dave Kennett of Replayz and Rob talk about why it is so hard to get sales coaching right. This video clip comes from Episode 77 of the Sales Leadership Podcast.

Sales Coaching 62

Sales Coaching Coaching Video Sales Leadership 62

Women Sales Pros

AUGUST 10, 2018

Sales is the most difficult hire. Sales candidates are likely better at question-asking than the interviewer. Bust out of boring sales ads and really describe the ideal person you are seeking. Use of a predictive, objective assessment, like the Objective Management Group battery of tools designed specifically for sales roles.

Hiring 90

Hiring Case Study Lead Rank Lead Scoring 90

Vengreso

NOVEMBER 1, 2019

That is how I think of sales and marketing alignment in the modern business environment. Traditionally known as the cats and dogs of the business world, sales and marketing are no longer two separate entities. That sounds hard, doesn’t it? Sales Has Always Been Hard. That was hard…and time-consuming.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 80

Sales Coaching Coaching Remedy Incentives 80

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 52

Sales Coaching Coaching Remedy Incentives 52

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Anthony Cole Training

JANUARY 23, 2017

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues). In that article, I identified (in some detail) 2 of the 5 constraints to sales growth:

Hiring 120

Hiring Sales Sales Management 120

Anthony Cole Training

JANUARY 19, 2017

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news.

Banking 120

Banking Networking Sales Sales Management 120

Selling Power

JUNE 25, 2018

Here are a few ways to create the often-elusive connection with audiences that is so essential for every successful sales presentation.

Sales 60

Sales Selling Skills 60

Sales Evangelist

JANUARY 18, 2016

In today’s Sales From the Street episode, we bring Linda Yates back on the show today as she shares with us her biggest challenge in her career and how she overcame it. Linda is The […] The post TSE 250: Sales From The Street- “The Start Is Hard” appeared first on The Sales Evangelist. Are you losing confidence?

Sales 40

Sales 40

Selling Power

JUNE 25, 2018

Here are a few ways to create the often-elusive connection with audiences that is so essential for every successful sales presentation.

Sales 48

Sales Selling Skills 48

No More Cold Calling

MAY 9, 2024

I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. Read on to learn why some sales opportunities just aren’t worth the headache: Sales Integrity is Being Willing to NOT Sell Something By Jill Konrath Would you dare to walk away from a sales opportunity?

Opportunity 194

Opportunity Cold Calling Quota Lead Rank 194

Anthony Cole Training

JANUARY 26, 2017

In my series ( see previous posts ) regarding the constraints to growing sales, the two remaining topics are:

Sales 120

Sales Motivation Sales Leadership Coaching 120

Mr. Inside Sales

MAY 11, 2023

Have you ever observed your self-talk after you lose a sale? While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. ON DEMAND SALES TRAINING THAT GETS RESULTS! appeared first on Mr. Inside Sales. I suck at this!” That’s okay.”

Face-to-face 249

Face-to-face Call-back Gatekeeper Decision Maker 249

The Pipeline

MARCH 23, 2021

Something that is hard to do if you have not gone through it before. Sales is about changing habits, start with yours. It is hard to get buy-in from buyers when your sales approach is no different from others they are considering. More often than not that includes changing the habits of buyers and users.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

Sales 2.0

FEBRUARY 21, 2024

Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. Building a list is hard work, maintaining it is more hard work. Some of these people even call these lists “leads”, which a big stretch of the imagination in my opinion.

Real Estate 195

Real Estate Sports Segment Outbound 195

The Pipeline

FEBRUARY 23, 2021

If you know how to make decisions, you will make more of your time than someone who can’t or won’t make the hard decision. Some decisions are hard to make, others, we don’t even think about. So, when it comes to success in sales, it is not about time management, but the ability or wiliness to make tough decisions. Decision Time.

Objections 378

Objections Leads Marketing Qualified Lead How To 378

Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. This may sound easy, but if you’ve listened to any of your rep’s calls (or your own), then you know how hard it is. It may seem simple, but it’s hard to do. ON DEMAND SALES TRAINING THAT GETS RESULTS! Adopt the word “Oh?”

Sales Qualified Lead 211

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 211

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. The challenge of setting hard goals is making the targets motivational. Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Mr. Inside Sales

MARCH 17, 2024

Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today! “Can you email that to me?”

Face-to-face 242

Face-to-face Sales Qualified Lead How To Gatekeeper 242

Understanding the Sales Force

NOVEMBER 14, 2023

This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales. Commonality with Sales While I thought it had a lot in common with selling, the twelve central figures: Were not professional investors although they did invest in GameStop.

Sales Methodology 193

Sales Methodology Groups Up-Sell Motivation 193

Mr. Inside Sales

AUGUST 4, 2023

What separates the talented individual from the successful one is a lot of hard work.” What separates the talented individual from the successful one is a lot of hard work.”—Stephen ON DEMAND SALES TRAINING THAT GETS RESULTS! Rockefeller “To achieve great things, two things are needed: a plan, and not quite enough time.”

Face-to-face 251

Face-to-face Gatekeeper Decision Maker Licensing 251

Mr. Inside Sales

FEBRUARY 19, 2024

At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. That’s the only way to win a sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 201

Face-to-face How To Gatekeeper Decision Maker 201

The Pipeline

MARCH 18, 2021

This piece is more to my fellow pundits, and sales disablement folk , when developing salespeople, don’t forget the follow-through. Deflecting an objection is not that hard, a bit of practice, some understanding, and empathy will do. You have to deliver the entire experience, or you’re working hard for half the return.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

Mr. Inside Sales

JULY 9, 2023

What separates the talented individual from the successful one is a lot of hard work.” Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too! ON DEMAND SALES TRAINING THAT GETS RESULTS! —Jeffrey Gitomer “I’ve failed over and over and over again in my life.

Face-to-face 221

Face-to-face Gatekeeper Decision Maker Licensing 221

The Pipeline

JUNE 22, 2021

Value is not always easy for salespeople to define, making it hard to leverage in sales conversations. One practice is throwing out something that sounds more right than it is, thus making it hard to argue with. We have data and metrics for almost every element of a purchase or sale. By Tibor Shanto. Eyes Of The Beholder.

ROI 272

ROI Objections Vendor Quota 272

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. But seeing some of the pundits talk about sales one does have to ask: has sales lost its sense of humor? By Tibor Shanto.

ACT 335

ACT Face-to-face Buyer Compensation 335

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Steven Rosen

JANUARY 14, 2024

In this 4:59 video, learn about success strategies around sales execution, including a three-step framework for building an execution plan. Steven Rosen and Colleen Stanley discuss the importance of execution in sales and provide a simple framework for achieving it. It’s a word that often elicits a sense of dread and resistance.

Video 156

Video Competition Coaching Strategy 156