Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

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Go For The "No" Early in the Sales Process

Anthony Cole Training

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Make the Business-to-People Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Being Sales Assertive in 2020

Anthony Cole Training

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

How to Move Forward and Increase Sales During Uncertain Times

Anthony Cole Training

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

WFH and Sales Managers

Score More Sales

Will all your sales team go back to working out of the office? sales leadership sales coaching

Increase Your 2020 Sales With These 9 Sales Productivity Tools

Anthony Cole Training

If you're looking to increase sales this year and beyond, then you're in the right place! It's a new year and we have some new content to share with you here at Anthony Cole Training Group.

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Sales Coaching for the Sales Coaches

Anthony Cole Training

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

The Best Advice Sales Managers Can Give to Help Increase Sales

Anthony Cole Training

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

5 Keys to Successful Sales Coaching & Growth

Anthony Cole Training

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople.

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

How to Master Sales Communication: Verbal Presentations

Connect2Sell

In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. soft skills for sales professionals sales communication how to master sales communication

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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

The Impact of Poor Data Quality on Sales and Marketing

Sales Benchmark Index

Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.

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Implementing Core Sales Values to Help Your Sales Culture | Increase Sales 2020

Anthony Cole Training

increase sales hire better salespeople consultative selling creating new sales opportunities sales and sports sales productivity tools professional sales training consultative sales coaching social selling hire better people driving sales growth 2020 handles rejection

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28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

"Gone Fishing" for Sales Prospects

Anthony Cole Training

hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainer

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

4 Ways Inside Sales Can Enhance Customer Experience

Sales Benchmark Index

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

The 9th (and Final) Sales Productivity Tool: Performance Recording

Anthony Cole Training

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

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3 Things That Will Increase Sales in 2020 and Beyond

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

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Who is Your Sales Superstar?

Anthony Cole Training

Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Developing Master Sales Coaches

Steven Rosen

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Imagine replacing dismal results with sales records being smashed…consistently!

Why Increasing Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.

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Top Habits of Highly Successful Sales Managers

Anthony Cole Training

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

Sales Scrum Podcast Episode #8

The Pipeline

Sales Scrum Podcast Episode #8 – Guest Brian Carroll. Brian delivers insight into how to ensure that you anchor your sales methodology in empathy. In today’s economy many things will change, but not the human element that is key to sales success.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results.

How Making Assumptions Can Cost You the Sale | Sales Strategies

Engage Selling

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

Why Your Sales Talent Program is Failing

Sales Benchmark Index

Is Your Sales Growth Stuck in the Chimney with Kris Kringle?

Anthony Cole Training

In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".

The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey.

4 Metrics to Measure the Health of Your Sales Organization

Sales Benchmark Index

With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue.

Promoted! Sales Manager Tips to Drive Sales Productivity

Connect2Sell

Sales productivity is the measure of how productive a seller or sales team is. In this post, we’re going to take a look at the key drivers of sales productivity and provide actionable sales manager tips for boosting productivity on your team.

The Similarities Between Politics & Sales

Anthony Cole Training

In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar. As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales.

Sales Ops: Defend your Turf

Sales Benchmark Index

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do? Why traditional sales leadership training fails.