Anthony Cole Training
NOVEMBER 27, 2012
Ernesto Sirolli does a wonderful job of helping us understand that in order to get more of what we want we need to learn to do 3 things: Ask. Shut Up. Listen. It's not a complicated lesson but one that is abused daily by sales manager and sales people that claim to know better. I don't mean to be critical so let me explain. I've been coaching and training sales people for over 20 years now.
A Sales Guy
NOVEMBER 3, 2012
I’m moving in a few weeks. I hate moving. Because I hate it, investing in movers is well worth it to me. I’ve been putting it off for too long, so yesterday I Googled moving and found a site that allowed me to get quotes from 6 different movers at once. This was awesome. I put in a few bits of information, the application auto populated 6 moving companies that serve my area and all I had to do was click a button.
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eTourism
NOVEMBER 19, 2012
Facebook has recently launched Sponsored Results; its own version of pay per click search ads. The new feature allows businesses to promote their brands by paying to display ads in search results alongside related Apps, Pages and Places.
Anthony Cole Training
NOVEMBER 14, 2012
I am reading the blog of Insideview. One of their recent posts is about. This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". The author highlights a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T.
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Anthony Cole Training
NOVEMBER 19, 2012
I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. Do me this is an obvious skill set and is the priority of any other UNLESS you outsource this to a 3rd party OR you have a sales environment where your sales team essentially plays "Catch" - people either calling in or walking in. #2 is Qualifying DNA - if you don't have to worry about prospecting then this by far is the most important skill set to possess. possessing the DNA of quali
Anthony Cole Training
NOVEMBER 12, 2012
I am reading the blog of Insideview. One of their recent posts is about building a "Rock Star Team of Sales Hunters". They highlight a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T. The "D" in the formula stands for DNA. In this instance, the author of the research paper is suggestion that "DNA" is defined as the genetic code for sales hunters.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Cole Training
NOVEMBER 20, 2012
I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. The speaker was the one and only David Sandler. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The answer to that question is: YES! Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan.
A Sales Guy
NOVEMBER 5, 2012
Pipelines are an interesting thing. They are supposed to provide valuable insight for BOTH management and sales people. Their purpose is to provide visibility into the health of the selling process, letting the sales organization know how close or far they are from making quota. Pipelines however, are more than a key indicator. They dictate behavior.
A Sales Guy
NOVEMBER 18, 2012
The secret sauce of sales is simple, do what is right. If your product isn’t a fit, don’t sell it. If your product meets 6 of the 7 needs of the client, tell them about number 7. If there is a better option, let your customer know. Don’t hide anything, lying through omission is still lying. If what you sell doesn’t work, take it back.
A Sales Guy
NOVEMBER 20, 2012
Yes, the old addage that a customer buys “you” and not your product is true. But, it’s not why you think. Customers don’t buy because of your witty sense of humor or because your fun to go to lunch with. They don’t buy because they like you and your popular with the team. Yes, your customer buys “you” and not your product, but for different reasons.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
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A Sales Guy
NOVEMBER 8, 2012
David is on his third book this month. He’s noticed a change in how his buyers are buying. He can’t put his finger on it, but he senses there is a change and he’s determined to identify it. Traditionally in the top 5% of performers, David is a student of sales. He continually evaluates and assesses his approach to sales and each sale in general.
A Sales Guy
NOVEMBER 27, 2012
There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business. In those days, the key was to focus on a hiring a good hunting sales person and get out of their way.
A Sales Guy
NOVEMBER 13, 2012
We suck at planning. It’s the end of 2012 and most of us are spending countless hours planning for 2013 and we suck at it. Maybe this is why, in spite of best efforts, most planning efforts are a waste of time, producing very few results. Most plans end up on a dusty shelf. I’m not making this s**t up. According to research, most people don’t know how to plan and leave the nest with never having been taught how to plan.
A Sales Guy
NOVEMBER 17, 2012
I’m posting another great tip from Steve Rosan’s fun book, 52 Sales Management tips. This is tip #6 and the importance of making sales people write down their goals. —————— Coaching is the most important skill to effectively develop top sales performers. What I have found is that many sales managers have never learned how to be effective coaches.
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
NOVEMBER 15, 2012
I was sent and early copy of Socialized and have enjoyed reading it. It hits shelves today and I recommend getting it. Social is changing everything. Those of you who are part of this community know my thoughts on the impact of social. Social is not a panacea, however it can’t be ignored. Those who are embracing the changes, or more accurately stated the opportunities social creates, are reaping the rewards. .
A Sales Guy
NOVEMBER 11, 2012
Many years ago, I do mean many, when your company screwed up, when you were faced with a big customer problem, silence was a reasonable response. Companies could hunker down, take as much time as they needed to formulate a response and respond when they were ready with the best public response they could. In today’s world, silence is just not an option.
A Sales Guy
NOVEMBER 28, 2012
What kind of sales leader are you? It seems like a rather innocuous question. Can you answer it? Better yet, HAVE YOU ANSWERED IT? The answer to this question can and will have profound impact on your career. You’re career growth can be severly stunted without a solid, well thought out answer to this question. The type of sales leader you choose to be or aspire to be dictates the environments where you will be successful.
A Sales Guy
NOVEMBER 10, 2012
My boy Steven Rosen has just finished his book, 52 Sales Management Tips. It’s written for the front-line sales manager. Which I argue is the most difficult sales role in the organization. Steven understands what it takes to motivate sales people and drive sales. His book 52 Sales Managers Tips is the perfect sales managers pocket guide to getting the most out of a sales team.
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A Sales Guy
NOVEMBER 4, 2012
I wrote a popular post a few weeks ago called, Don’t be the Customer’s B h. You can read it here. In it I wrote about the importance of not letting your customers or prospects take advantage of you in the selling process. My friend and author of Selling Fearlessly , Robert Terson blogged about this concept as it pertains to existing clients called, The B h to Buy Ratio.
A Sales Guy
NOVEMBER 22, 2012
I borrowed this from my friend Jon Ferrara, CEO of Nimble. I’m a history buff and thought this was great. Proclamation of Thanksgiving. October 3, 1863. By the President of the United States. A Proclamation. The year that is drawing toward its close has been filled with the blessings of fruitful fields and healthful skies. To these bounties, which are so constantly enjoyed that we are prone to forget the source from which they come, others have been added, which are of so extraordinary a
A Sales Guy
NOVEMBER 12, 2012
I’m moving today. This is the moving company I hired. I despise moving. The older I get, the more sedentary my life becomes, the more my disdain for moving grows. Therefore, I’m going to spare this community my bitter, irritable, snarky moving attitude today and will be foregoing any posts of substance or valuable sales insight. I did hire the moving company that called me back in 3 seconds.
eTourism
NOVEMBER 18, 2012
If you've noticed the click-through rates on your email marketing campaigns have take a nose dive recently, it's time to inject some creativity into the special promotions you're sending your guests. So what kind of deals can you send?
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eTourism
NOVEMBER 6, 2012
What makes a special attractive and sell to your audience? That is the key question. Is it price? Is it the inclusion? Is it the way it is presented? The answer is simple, it is all of them.
eTourism
NOVEMBER 4, 2012
Social Media is really a bit of a buzz at the moment. There are a number of clients who have asked eTourism to setup Facebook and Twitter accounts on their websites for them only to ask the question 'What Now?
eTourism
NOVEMBER 19, 2012
If you're ever in doubt about the power of social media as a marketing tool for your resort, here's yet more proof.
A Sales Guy
NOVEMBER 6, 2012
A man who voted for a Bush in 2004 because he supported the Patriot Act sued the government when his new Arab son in law was detained for 3 months without due process, because his name was mistakenly on the terrorist list, leaving his pregnant daughter alone to have their first baby. A family votes for the candidate who proposes higher taxes for millionaires, then spends 1000′s of dollars, after their business takes off, on aggressive accountants to lower their taxes because they are tired
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A Sales Guy
NOVEMBER 19, 2012
The newsprint industy is dying because they aren’t making any money. The lack of advertising is a symptom of the bigger problem. The bigger problem is newspapers don’t have the reach they once had. Over hundred years ago, newspapers made millions and then eventually billions because of their reach. Papers were the only way to connect with the population.
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