Anthony Cole Training

OCTOBER 25, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 176

Sales Hiring Closing Sales Process 176

A Sales Guy

JUNE 28, 2012

Inaccurate close dates or no close dates. Bad sales stages or poor sales process. Sales rep “feelings” Poor reporting and dashboard(s). Poor sales leadership and management. As a sales leaders it’s our job to make sure the pipeline doesn’t become bogged down and slow.

Pipeline 112

Pipeline Sales Management Sales Process 112

Anthony Cole Training

FEBRUARY 6, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 187

Sales Hiring Sales Leadership Sales Process 187

Anthony Cole Training

OCTOBER 25, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 163

Sales Hiring Closing Sales Process 163

Anthony Cole Training

JANUARY 16, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 193

Sales Hiring Sales Process Closing 193

Anthony Cole Training

APRIL 13, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 176

Sales Hiring Closing Pipeline 176

Anthony Cole Training

SEPTEMBER 10, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 185

Sales Hiring Closing Sales Process 185

Hotel News Resource

SEPTEMBER 30, 2024

As sales leaders it is easy to assume that our 'why' or our only motivation to do good work is to close business and to reach our quotas. But there is so much more to our jobs.

Sales Leadership 45

Sales Leadership Sales Closing Business 45

Anthony Cole Training

FEBRUARY 14, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 163

Sales Hiring Closing Shopping 163

A Sales Guy

DECEMBER 16, 2011

Sales prevention departments drive sales people crazy. The more bureaucratic a company is the bigger their sales prevention department will be. Sales people have enough challenges externally to getting the deal closed, they don’t need to have to fight internally too. Support your sales team.

Sales 128

Sales Sales Enablement Sales Leadership Closing 128

Anthony Cole Training

APRIL 15, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 169

Sales Hiring Closing Sales Process 169

A Sales Guy

MAY 28, 2013

It’s one of those posts that just touches too close to home for many. I have found a close relationship with people who are exceptional in their day to day lives to being exceptional at work. I am well aware this post is going to rile some feathers. Yup, I know it’s controversial.

Hiring 151

Hiring Sales Sales Leadership Closing 151

Anthony Cole Training

FEBRUARY 2, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 181

Sales Hiring Closing Sales Process 181

A Sales Guy

SEPTEMBER 15, 2016

That’s what makes David’s book Sales Managers Survival Guide so valuable. David has practiced and lived sophisticated sales leadership for decades and he’s good at it. This book should sit on EVERY sales managers desk and be part of the on-boarding for new sales manager.

Sales 167

Sales Pipeline Closing Sales Leadership 167

Anthony Cole Training

APRIL 19, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 163

Sales Hiring Sales Process Pipeline 163

A Sales Guy

OCTOBER 13, 2012

X=average deal size) x (Y=average number of deals a rep can close in a year) x (the total number of reps) = MP Maximum Productivity. (MP=Maximum When you need to hire more sales people. If your optimizing your sales resources. The strength of sales leadership. It’s a fantastic KPI.

Sales 115

Sales Hiring Sales Leadership KPI 115

Anthony Cole Training

JANUARY 19, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 189

Sales Hiring Sales Process Closing 189

A Sales Guy

NOVEMBER 15, 2011

Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities. 40% want to accelerate the close. 22% looking to improve sales reps productivity. 22% need to align the sales process with the customers’ purchasing.

Sales 102

Sales Sales Leadership Sales Process Closing 102

Anthony Cole Training

APRIL 19, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 176

Sales Hiring Shopping Sales Process 176

Anthony Cole Training

SEPTEMBER 26, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

AUGUST 6, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 189

Sales Hiring Closing Sales Process 189

Anthony Cole Training

JANUARY 31, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 163

Sales Hiring Sales Process Sales Leadership 163

Anthony Cole Training

MAY 16, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Business 181

Business Sales Hiring Sales Process 181

Anthony Cole Training

MAY 10, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 133

Sales Hiring Closing Sales Process 133

Anthony Cole Training

DECEMBER 9, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 163

Sales Hiring Sales Process Closing 163

Anthony Cole Training

AUGUST 17, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

APRIL 18, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 170

Sales Hiring Business Sales Process 170

Anthony Cole Training

SEPTEMBER 22, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 181

Sales Hiring Sales Process Closing 181

Anthony Cole Training

OCTOBER 7, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 181

Sales Management Hiring Business 181

A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. They interpret everything and anything they hear as a positive sign the deals gonna close. When is the deal going to close?

Sales 130

Sales Management Closing Business 130

Anthony Cole Training

DECEMBER 10, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 175

Sales Hiring Sales Process B2B 175

A Sales Guy

APRIL 16, 2014

It’s hard to know if it’s close to moving to the next stage or if it’s still in the beginning. This is the methodology I use to map sales cycles to pipeline. Pipeline Sales Leadership' Deals end up all over the place when a stage is too big! A Good Pipeline Stage Size; Start with the complexity.

Pipeline 134

Pipeline Sales Forecasting Sales Leadership 134

Anthony Cole Training

JANUARY 5, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 133

Sales Hiring Sales Process Sales Leadership 133

Anthony Cole Training

NOVEMBER 15, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 185

Sales Hiring Sales Process B2B 185

Anthony Cole Training

SEPTEMBER 10, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 120

Sales Closing Hiring Sales Process 120

Anthony Cole Training

JUNE 29, 2010

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 185

Sales Hiring Sales Process Closing 185

A Sales Guy

SEPTEMBER 30, 2014

When I say take ownership, I don’t mean a passive, quiet confession to their boss or in a closed door session to the board, but an open, public admittance of a mistake. Leadership sales leaders mistakes sales leadership must dos what to do when you make a mistake when sales leaders make mistakes'

Sales Leadership 119

Sales Leadership Sales Hiring Closing 119