Anthony Cole Training
MAY 30, 2013
'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.
A Sales Guy
MAY 28, 2013
'I am well aware this post is going to rile some feathers. Yup, I know it’s controversial. I know some of you aren’t going to like it. It’s one of those posts that just touches too close to home for many. I get it. With that said, I will also qualify this post with the statement that I have no empircal data to support my believe. Although I believe very strongly in my theory or hypothesis, I have little evidence to back it up so therefore if you don’t like what I say then
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eTourism
MAY 20, 2013
In today's society, email marketing continues to be the most popular digital marketing channel among businesses, so it is fair to say that when you do it, you want to be doing it right. So what is considered to be great email marketing?
Anthony Cole Training
MAY 7, 2013
'A guest blog by Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. Let me admit right up front that I am a yoga coward. I like yoga. I do yoga. I believe in yoga, but I am a yoga coward. I am a yoga coward because I can’t always admit that I practice yoga, especially to other athletes. It''s hard to tell the guy in the weight room or shooting baskets you can’t stay because you’re running to save a spot in yoga class.
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
MAY 29, 2013
'As a younger sales guy, and still as an older sales guy (sales development expert), I took many opportunities to listen to, meet, or read about what other success gurus had to say. I believe it was Larry Winget, (but it might have been Mark Victor Hansen), that said outcomes occur as a result of “The Law of Causes and Effect,” rather than “The Law of Accident.”.
Anthony Cole Training
MAY 28, 2013
'"I don''t have enough time to prospect" is a myth and I can prove it to you and your sales people. But proving or disproving that isn’t the critical issue. The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. This means that you must: 1. Recruit sales people that don’t have the prospecting/hunting problem to begin with. 2.
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
MAY 28, 2013
'If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." This is a myth and the chart below illustrates that for you. So, what does this chart convey? It shows that it doesn’t take much time to dial 100 times. Out of 100 calls, a sales person will generally connect with about 7 people - typically short conversations.
Anthony Cole Training
MAY 29, 2013
'As a younger sales guy, and still as an older sales guy (sales development expert), I took many opportunities to listen to, meet, or read about what other success gurus had to say. I believe it was Larry Winget, (but it might have been Mark Victor Hansen), that said outcomes occur as a result of “The Law of Causes and Effect,” rather than “The Law of Accident.”.
Anthony Cole Training
MAY 28, 2013
'If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." This is a myth and the chart below illustrates that for you. So, what does this chart convey? It shows that it doesn’t take much time to dial 100 times. Out of 100 calls, a sales person will generally connect with about 7 people - typically short conversations.
Anthony Cole Training
MAY 30, 2013
'Too often highly successful sales people reach a point in their career where they become complacent and “enough is enough”. They become complacent for many reasons, but one of the main reasons I''ve observed is because "they''ve made it". It doesn''t matter what the gender or tenure is. All that matters is that one day the sales person wakes up, takes a look around and discovers that all the things they strived for when they got into the business have been accomplished.
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Anthony Cole Training
MAY 29, 2013
'As a younger sales guy, and still as an older sales guy (sales development expert), I took many opportunities to listen to, meet, or read about what other success gurus had to say. I believe it was Larry Winget, (but it might have been Mark Victor Hansen), that said outcomes occur as a result of “The Law of Causes and Effect,” rather than “The Law of Accident.”.
Anthony Cole Training
MAY 28, 2013
'If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." This is a myth and the chart below illustrates that for you. So, what does this chart convey? It shows that it doesn’t take much time to dial 100 times. Out of 100 calls, a sales person will generally only connect with about 7 people for typically short conversations.
A Sales Guy
MAY 7, 2013
'You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. You’ve created an entire library of sales tools and yet the sales team creates their own selling tools.
A Sales Guy
MAY 11, 2013
'If there is a true “secret” to life and success, this is it. Life is difficult. This is a great truth, one of the greatest truths. It is a great truth because once we truly see this truth, we transcend it. Once we truly know that life is difficult — once we truly understand and accept it — then life is no longer difficult. Because once it is accepted, the fact that life is difficult no longer matters.
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
MAY 20, 2013
'Sales is hard. I say it all the time. In particular, running, leading and building sales teams is hard. But, just because it’s hard doesn’t mean we have to struggle. There are only five things that affect your ability to make your number and understanding what they are and how you fair in each of them is the difference between success and failure.
A Sales Guy
MAY 3, 2013
'I came across this great quote while reading Give and Take, by Adam Grant. My mindset is not to sell. My job is to help. I can’t think of a more succinct way to describe the mindset required to be successful in today’s selling world. The mindset of a helper puts the prospect or customer first. A helper starts with the problems, challenges and issues of those they are trying to help and that’s where the magic happens.
A Sales Guy
MAY 18, 2013
'The only way to succeed is through failure. Too often this is a platitude, something we say to make ourselves feel better when things aren’t going well. But, the truth is failure sucks. Failure hurts and I don’t know about you but, I don’t like it. It hurts so much, most of us just avoid doing things so we don’t have to fail.
A Sales Guy
MAY 2, 2013
'Do you know what problems your customers might have, probably have or most certainly have? When you reach out to a customer or prospect, do you have a good idea what problems they are challenged with BEFORE you call? You should. In a b2b sales world it’s critical. Too often sales people reach out to clients with no understanding of the problems their customer or prospect are dealing with.
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A Sales Guy
MAY 24, 2013
'I was going through some of the books and articles I’ve collected over the years and found this great comparison between leaders and managers. It’s great and I wanted to share it with this community. It’s part of a book or series called A New Paradigm of Leadership. The article was called Leadership in the 21st Century, by Waren Bennis of USC.
A Sales Guy
MAY 30, 2013
'No value, No sale, that seems pretty obvious, right? Therefore, every company and sales organization busts its butt to create the almighty value proposition. It makes sense don’t you think — or does it? Too often, I see companies and sales organizations in search of the almighty value proposition, that one phrase or description that will make their product or service so obvious to buyers they will just jump out of their seat to get it.
A Sales Guy
MAY 25, 2013
'I’ve alway loved biographies. I’m fascinated by the stories of peoples lives. How did they get where they are? What challenges did they over-come? What breaks did they capitalize on? What choices did they make? I have this saying that I share often with my daughters. I also often reference it during my speaking engagements. We are [our life is]the sum of our choices.
A Sales Guy
MAY 4, 2013
'I came across this great blog post the other day about Kathy Ireland. I knew she had her own brand of products, but I had NO idea she was the CEO of a 1.4 billion dollar enterprise, (said with a slow Dr. Evil drawl). Did you? Kathy is CEO and Chief designer of Kathy Ireland Worldwide. I know, who knew? Kathy has transformed her modeling career and name into a giant enterprise.
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A Sales Guy
MAY 27, 2013
'My friend and superstar sales event planner Brooke Sommers posted on her blog how frustrated she was with sales people and I had to share it with this community. These are the type of sales people you DON’T want to have on your team. Brooke is a highly regarded event planner for sales organizations. She works with the sales organizations of Fortune 100 and Fortune 50 companies.
A Sales Guy
MAY 10, 2013
'I was fired from a client yesterday and I’m devastated. It wasn’t a pretty, we hate to see you go, kinda thing. It was one of those, don’t let the door hit you in the ass on the way out. It was ugly and I’m crushed. I really liked this client personally and professionally. We had lot’s of great talks and worked very well together.
A Sales Guy
MAY 13, 2013
'As most of you know, I had a terrible customer experience last week. I lamented about it here. Unfortunately there has been no change in the situation. I have not been able to connect with the client and it looks like I will be unable repair the relationship. As I shared in the post, It’s eating me alive. In spite of the tribulations, I received an email from another client last week with a far more pleasant tone.
A Sales Guy
MAY 19, 2013
'Tim is a conversational writer, you know what I mean. He writes like he talks. You feel like your having a conversation with him when you read his blog. I like conversational writers. Reading their stuff is easy, engaging and fluid. Chaos Inside my Head is an easy, capitvating read that captures your attention and makes it easy to absorb the messages.
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.
A Sales Guy
MAY 21, 2013
'How long are you going to give your new hire to get it? When it comes to new hires, it’s a question few of us entertain. Why would we? Our kick ass new hire is an “A” player and they are gonna crush it. Who wants to be negative at such a transformational moment. The new SVP Sales, Sales Director, Sales Manager or Account Executive is going to kill it, why do we need to talk about them failing?
A Sales Guy
MAY 15, 2013
'I’m gonna take a break from economic indicators this week. I had a desire to touch on a company specific topic that will affect many of the people in this community who sell a product. This week’s WITCE Wednesday is going to be on inventory velocity. Inventory velocity is the speed or rate at which inventory is cycled with a given period for each item.
A Sales Guy
MAY 26, 2013
'Who says technical people can’t sell? Babette Ten Hakken doesn’t believe it and she writes about it almost everyday. Sales Aerobics for Engineers is a great resource for anyone, not just engineers, who wants to understand the selling world better. That being said, SAE certainly taps the left brain a bit more. Her posts are practical and filled with stats and facts.
A Sales Guy
MAY 1, 2013
'I missed last weeks WITCE Wednesday. I’m sorry. No excuse other than I just got too busy. I’ve enjoyed doing this series. So, I figure I’m gonna keep doing it until you don’t like it any more or until I get bored, we’ll see which comes first. In this weeks WITCE (What is the Customers Experience?) Wednesday I’m going to cover consumer confidence.
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