Anthony Cole Training

MARCH 28, 2025

There are several components to being a good sales coach. Often, sales coaches do not understand the difference between holding people accountable to the sales activities (e.g. Here, you will focus on the technique of consistent sales coaching, not on holding people accountable to their numbers.

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Sales Coaching Coaching Account Sales 232

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

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Sales Process Lead Rank Customer Lead Scoring 252

Understanding the Sales Force

JANUARY 18, 2025

Treat that appointment as you would a sales call and don’t cancel it or reschedule it. For example, keeping the math simple, if you need to close $100,000/month in new business, you have a win rate of 50%, and your average sale is $25,000, then you must close 1 sale per week.

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Quota Top of Funnel How To Cancellation 331

Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

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Pipeline Benefit Hubspot Coaching 319

Sales and Marketing Management

OCTOBER 21, 2024

By embracing the technology of digital business cards, sales and marketing executives can bridge cultural divides, track engagement, and create lasting impressions – all while reducing their environmental footprint and maximizing the return on their networking efforts.

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Marketing Maximizer Networking Sales 296

Anthony Cole Training

OCTOBER 11, 2024

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers. Motivation seems like hard work because nearly every salesperson values different things.

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Motivation Sales Sales Management 297

Zoominfo

OCTOBER 24, 2024

And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions. What is AI Sales Assistant Software?

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Software Software Tools Hubspot 211

Understanding the Sales Force

FEBRUARY 1, 2025

There is another one we should discuss, and that’s when a sales leader has a Non-Supportive Buy Cycle with an attribute of needing to think things over. Fortunately, when salespeople fix their Non-Supportive Buy Cycles, their sales increase by an incredible 50%. Back to the sales leaders. Pretty amazing, isn’t it?

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Sales Leadership Buying Cycle Coaching Proposal 286

Anthony Cole Training

OCTOBER 25, 2024

That expertise, if well developed and articulated, is your personal brand and will lead to greater sales success. If the investment is significant enough, most buyers will look for an expert in the area to guide them, particularly in the world of financial services.

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Buyer Competition Research Sales 308

Sales and Marketing Management

FEBRUARY 7, 2025

Sales enablement specialist is one of the fastest-growing job titles on LinkedIn. But what is sales enablement, exactly? And are companies maximizing their investment in sales enablement tools? The post A Closer Look at Sales Enablement appeared first on Sales & Marketing Management.

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Sales Enablement Maximizer Exact LinkedIn 266

Anthony Cole Training

DECEMBER 27, 2024

A sustainable sales goal plan is more than just thinking about and writing down goals. They have a timeframe that they stick to and their goals are defined and measurable. Lastly, they have an accountability partner or a coach to keep them on track. Goals without actions and a strategic plan are just thoughts you have about what might happen.

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Sales Goal Coaching Account Sales 300

Zoominfo

OCTOBER 31, 2024

It’s also raising big questions about the future of the sales profession — including lingering worries that many sales jobs could soon be replaced by machines. According to several top sales experts, it’s not quite that simple. This is what takes your sales process to the next level,” Frattini says.

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Scale Sales Qualified Lead Intent Data CRM 235

Sales and Marketing Management

JANUARY 13, 2025

The post The Future of B2B Sales: Key Trends to Watch in 2025 appeared first on Sales & Marketing Management. The businesses that thrive will be the ones that embrace these changes and use them to create real value for their clients.

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Trends B2B Tools Strategy 286

Anthony Cole Training

JANUARY 3, 2025

Lets explore how these two factors perception and consistency impact sales performance. On the bright side, my depth perception struggles make for good laughsjust ask my daughter Alex about me trying to light candles on a birthday cake.

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Course Sales Sales Coaching Coaching 318

Anthony Cole Training

JANUARY 24, 2025

Most sales managers spend less than 10% of their time coaching their people, and only one-third coach their people on a weekly basis. Yet, the coaching competency is the most critical part of a sales manager's responsibilities. It is also the most difficult skill set to learn and master. And remember, not all coaching is effective.

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Coaching Sales Coaching How To Sales Management 291

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. From identifying high-performing reps to forecasting future revenue, this technology provides the clarity sales leaders need to drive results. What is Sales Analytics Software?

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Analytics Software Software Tools 246

Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants.

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Training Revenue Face-to-face Decision Maker 227

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! Sales Leaders should root for their salespeople the way I root for the Red Sox. This is huge!

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Epiphany Real Estate Face-to-face Coaching 188

Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. It’s April Fools every day! It’s true. And that’s the problem.

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Pipeline How To Cold Calling Inbound 188

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting. That would be 200 dials for 1 new meetings booked – per week.

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Pipeline Follow-up Conversion Outbound 188

Anthony Cole Training

FEBRUARY 21, 2025

An effective sales pitch should begin with the early "bonding and rapport" part of selling. An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting. Finding commonality and relating to a prospect is an important first step.

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Coaching Relationals Research Buyer 195

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

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Selling Skills Lead Scoring Lead Rank Groups 306

Understanding the Sales Force

JANUARY 15, 2025

Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). How is it that in 2024, people are still hailing BANT as some kind of relevant and beneficial sales tool?

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Sales Process Lead Scoring Lead Rank Sales Qualified Lead 173

Understanding the Sales Force

JANUARY 3, 2025

Last January, my first article included the introduction of my new Sales Grid. Check it out if you’re not familiar with it because it is a blueprint for quota-busting sales success. The post The Requirements for Achieving Sales Excellence appeared first on Kurlan & Associates, Inc. Then watch this short video.

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Video Engineering Quota Sales 173

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. They can’t get the sales, the pipeline isn’t moving.

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Hiring Data Prospecting Lead Scoring 214

Understanding the Sales Force

APRIL 14, 2025

Sales Leaders who want to hire stronger salespeople could learn a lot from Shania Twain. Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. Sales excellence. Request sample of OMG Sales Candidate Assessment. That Dont Impress Me Much!

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Hiring Quota Guarantee Industry 173

Anthony Cole Training

MARCH 20, 2025

If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach, then surely that will kill your chances for sales effectiveness and consistent sales growth. If you don't see the car to your right about to run a stop sign, you might be in trouble.

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Sales Training 211

Anthony Cole Training

JANUARY 31, 2025

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their salespeople. The purpose, obviously, is to get everyone on the same page with expectations of performance for the coming year.

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Sales Goal Revenue Sales Prospecting 227

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

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Data Hiring Compensation Quota 220

Anthony Cole Training

APRIL 3, 2025

As it should be, since it is revolutionizing most job functions, including sales and business development. AI is a leading topic in almost every industry publication these days from Forbes to Insurance Journal to the American Bankers Association. A comparison would be the introduction of the internet and the impact it had on selling.

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Journal Insurance Insurance Comparison 193