Anthony Cole Training
DECEMBER 12, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A Sales Guy
DECEMBER 16, 2011
Sales people are gladiators. They are independent fighters for the company, expected to fight the fight with whatever tools they have. Like gladiators, sales people are expected to win. There are no excuses for losing. They are expected to be gritty, resourceful, creative and driven. Sales people, like gladiators, are expected to just get it done. This independent, capable, accomplished, solo sales warrior ideal, however romantic, is a common notion.
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eTourism
DECEMBER 6, 2011
There's no question that mobile devices have become a staple in everyday living around the world. With the number of Smartphones and other mobile devices being used on the rise, there comes a corresponding growth in mobile Internet browsing.
Anthony Cole Training
DECEMBER 16, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Anthony Cole Training
DECEMBER 14, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Anthony Cole Training
DECEMBER 7, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
A Sales Guy
DECEMBER 22, 2011
Sales leaders; how comfortable are you letting failure happen? Are you OK letting your sales manager make a mistake? Are you OK letting the sales rep lose a deal? What do you do when you see a flaw in the strategy of your sales V.P.? Do you let her execute her plan? What should you do when you see failure on the horizon? — Let it happen! Letting failure happen is one of the most difficult challenges of sales leaders and other leaders a like.
A Sales Guy
DECEMBER 26, 2011
If you’re operating from an old school view of the sales cycle, you’re leaving money on the table. Sales will take longer. Close rates will be lower. Sales cycles aren’t linear. Sales people don’t get stuck, they just keep working, putting in a lot of effort (moving up) and wasting time not getting any closer to the sale. The key is to stop moving up!
A Sales Guy
DECEMBER 24, 2011
Posted this two years ago in 09, thought it would be fun to bring back out. I hope everyone has a wonderful night with family and friends. ‘Twas the night before Christmas, when all the through the house not a user was stirring, not even their mouse. Posts were posted on their blogs with care, in hopes Chris Brogan or Robert Scoble would soon be there.
A Sales Guy
DECEMBER 3, 2011
The corporate ladder is being destroyed, can you see it? Christine Cacioppo over at Union Square Ventures wrote a great post yesterday called, What Comes Next? Christine is an analyst at USV and has seen over 160 start-up’s this year. She’s attended just about every tech start up incubator there is. Knowing this, I was very interested in her thoughts.
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A Sales Guy
DECEMBER 6, 2011
Are you GREAT at what you do? How do you know? The Doer: The Doer delivers. They meet or exceed expectations regularly. The Doers meet quota, achieve goals, execute and deliver consistently. The Doers are the backbone to work. The Doers go the extra mile. They have a phenomenal command of the craft. The Doers apply industry known rules and information better than anyone.
A Sales Guy
DECEMBER 9, 2011
How many people do you think buy cars without test driving them? How many people buy a house without a showing? How many people buy a new coat without trying it on? When it comes to making a purchase, people actively participate in the sale and the bigger the transaction, the more active in the sale they become. I believe this premise holds true in B2B sales as well.
A Sales Guy
DECEMBER 19, 2011
I often see sales reps roll over to prospect and customer demands. They are quick to give in to lower prices, cave on additional features, acquiesce to terms and conditions etc. It’s unfortunate and I see it all the time. Why do so many reps fold like a house of cards? — They don’t know their value. It’s that simple. When a rep knows the value of their product or service, they know what type of leverage they have.
A Sales Guy
DECEMBER 28, 2011
You want big changes at work, with your customers, or at home? Don’t make one big change, change a lot of little things. Creating change for the better is rarely accomplished by changing one big thing. It’s done by changing a lot of little things. Lots of little changes add up to big change. Changing one big thing puts too much pressure on the change.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
A Sales Guy
DECEMBER 15, 2011
I am going to Brazil in January. So today, I was looking for a car service to get to the airport. It’s cheaper to take a Town Car to the airport than it is to park my car for the week. I called two services. One was $66.00 including gratuity. The other was $98 dollars, including gratuity. That’s almost a 33% difference. I asked the person on the phone why his was so much more expensive.
A Sales Guy
DECEMBER 10, 2011
I was reading the Challenger Sale this morning and came across this excerpt. It’s great support for yesterdays post, Passive Buyer’s Aren’t Buyers at All. Challengers know many sales opportunities that appear viable on the surface are little more than veiled “verification efforts” by a customer. In other words, they are cases in which the customer has already chosen a vendor to partner with, but feels the need to do some due dillegence — to make sure they̵
A Sales Guy
DECEMBER 31, 2011
So, it’s the last day of the year. We’re all looking forward to the new year. We’re setting goals. We’re doing plans. We’re setting budgets. We’re planning for next year of our lives. We’re excited about all the possibilities of 2012. But, before you jump into the new year and abandon the old, take a look back.
A Sales Guy
DECEMBER 29, 2011
I’m a ski instructor for Vail Resorts. I’m teaching all this week. The week between Christmas and New Years is the busiest week of the year for ski resorts. This year the snow at Vail sucks. It’s the worst beginning of the season I can remember. The back bowls aren’t open. The snow is hard packed and icy. Brown spots are everywhere.
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A Sales Guy
DECEMBER 28, 2011
Seth Godin posted this yesterday. It’s an interesting take on what happens when companies get big. “100 Little Things” One of my favorite restaurants is a little Mexican place in Utah called El Chubasco. I’ve often eaten there twice in a day, and once (it’s true) ate there three times. It’s always crowded. Sometimes people wait outside, in the cold, even though there are plenty of alternatives within walking distance.
A Sales Guy
DECEMBER 14, 2011
Key accounts are a sales persons bread and butter. We spend lots of time trying to develop key accounts. Once key accounts are established, they are like gold. Reliable, and lucrative; key accounts can put a lot of bread on the table. But, key accounts don’t last forever? Despite our best efforts, key accounts can and do eventually die. How do we know when it’s time to move on?
A Sales Guy
DECEMBER 13, 2011
VS. I’m redoing this blog and I’m seriously considering moving to Tumblr. Here is why. Content presentation: I like how different types of content are displayed. For instance, if I find cool quote to post, it will display the quote differently than a text post. I like how I can create picture slide shows, etc. Each piece of content is treated differently.
A Sales Guy
DECEMBER 7, 2011
Busy day to day, so this is going to be a quick post. But I wanted to share with you this new CRM I’ve discovered. I just signed up for Pipeline Deals. It’s a CRM system that uses ease of use and simplicity as its key selling points. What a great value proposition. Getting sales people to use CRM has been the single greatest challenge of sales managers since CRM was introduced.
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A Sales Guy
DECEMBER 12, 2011
Our success starts with the stories we tell ourselves. Everyday we take actions. Everyday we respond to the demands of our job, our family, and our spouse. Everyday we make choices. These choices get us closer or further away from our goals. What we tell ourselves about our actions and choices matters. We can tell ourselves we have no culpability, it wasn’t our fault, we can’t do that, etc. but where does it get us?
A Sales Guy
DECEMBER 20, 2011
I was struggling with a post topic today. I was looking at past posts looking for inspiration when I noticed my posts total. It’s 801. It was kind of shocking to see that number. When I started blogging in February of 2009, I didn’t set out to post 801, or 1,000 at that matter. I took it day by day. It’s been an amazing journey. I have developed an entirely new group of friends and acquaintances.
eTourism
DECEMBER 1, 2011
Travel and shopping are probably two of the most social activities we do with friends and loved ones. The hyper-interactive travel consumer is a new breed of engaged and informed traveler.
Anthony Cole Training
DECEMBER 13, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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