Anthony Cole Training
JANUARY 24, 2013
By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. “I’d rather laugh with the sinners than cry with the saints….only the good die young”. Our sales brew today is all about celebrating Global Belly Laugh Day. Yep, you can Google it if you want. January 24 th is Global Belly Laugh Day. So, what does laughter have to do with selling?
A Sales Guy
JANUARY 21, 2013
As VP of Sales or Head of Sales, making quota is your job. It’s the sole purpose of your existence. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. Being January, I’ve spent much of the month with my clients evaluating their sales plans. Much of this time is spent sitting for hours on end listening to sales rep after sales rep explain how they’re going to make their number for the year.
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eTourism
JANUARY 24, 2013
Facebook Graph Search, as we covered in a recent blog, is the latest development in social search.
Anthony Cole Training
JANUARY 11, 2013
Sales Success is influenced by many factors. The economy being a major one in that it has a significant impact on 'consumer and business confidence'. Other contributing factors might be the direction of a company or its product offering or it's pricing strategy. All of these do have influence but I believe that the influence has to do with 1) How easy is it to engage a prospect or 2) How hard is it to engage the prospect.
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Anthony Cole Training
JANUARY 31, 2013
At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Additionally, the Impact Analysis (findings) gives us a guide as to what can and should be done to improve sales outcomes with the right sales leadership, management systems and process.
Anthony Cole Training
JANUARY 2, 2013
I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7. She had jet black curly hair, dark complexion, brown eyes and a wonderful child's smile. To begin the mass, we all stood as the cantor instructed us where to go in our hymnal to find our opening song.
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
JANUARY 17, 2013
On the 11th of January this year I posted an article: The Competencies that Influence Sales. Today I read an article from Entrepreneur Magazine and decided that I needed to add one more competency to the list: Timeliness. Ross McCammon in his article reveals the secret to "how to be on time for a meeting": Countless studies by scientist, the military, various government agencies and the guy who invented Clocky, "the alarm clack that runs away ," have all come together to prove that the way to be
Anthony Cole Training
JANUARY 2, 2013
I was in church this holiday season and, seated in front of me, was a mother and her 6-year old daughter. The daughter had jet black curly hair, a beautiful complexion, brown eyes and a wonderful child's smile. As we began the service, the music director instructed us to turn to song 358 for the opening song, which would be Joy to the World. The little girl pumped her fist in delight and, when the music began, she sang along with a great deal of enthusiasm.
Anthony Cole Training
JANUARY 7, 2013
I heard an expression once that went something like this: Every boxer walks into the ring with confidence until he get punched in the face the first time. And so it is with the new year when sales teams, led by courageous sales leaders like you, submit sales plans, business plans, financial budgets or revenue projections. Everyone starts the year exuding confidence that is either real or feigned.
Anthony Cole Training
JANUARY 17, 2013
I read an article recently from Entrepreneur Magazine and decided that there was one more very important competency to add to the list of Competencies That Influence Sales : Timeliness. The magic pixie dust that you, as a sales leader, have been looking for is now known. You now have a solution. Just have people, starting with you, that will make the decision to be on time!
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
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A Sales Guy
JANUARY 14, 2013
If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. It should be keenly focused on unique business nuances. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan.
A Sales Guy
JANUARY 29, 2013
Sales people and heads of Sales, from the sales manager all the way to the CSO fail because they don’t know how to get it done. It is that simple. I’ve spent much of January listening to my clients and their sales staff go through their 2013 sales plans. Sales plan reviews are no small order, they traditionally last 2 hours per rep/sales leader.
A Sales Guy
JANUARY 5, 2013
I’m a huge fan of learning. Let’s skip the fact I was a shitty student and it took me forever to graduate from college, I do love learning. A great deal of my learning comes from happenstance. I see something that interests me, I read it and I learn something. I have a good memory for ideas, memes, and thesis’s, so I retain a lot of what I read.
A Sales Guy
JANUARY 30, 2013
There is nothing more important than hiring the best people. Wrong hires are VERY costly. In spite of the importance of getting the right players on board and making good hiring decisions, 50% of all hires don’t work out. In baseball batting.500 is impossible, in hiring it’s less than optimal. To beat the odds requires a solid, progressive, intensive hiring process and part of that process means doing “real” reference checks.
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
JANUARY 9, 2013
Sales is a value conversation. Sales Person: Do you see value Mr. Customer? Have I demonstrated enough value that you’d like to buy? Does the price of my product offer enough value for you to invest? The Customer: Yes. or. No. It’s really that simple. This is a good conversation. The customer has a choice. Everything else is part of the dance.
A Sales Guy
JANUARY 8, 2013
What is your people process? For sales leaders of large organizations this is a big question. When you run a sales organization with multiple levels, 3, 4, 5 or more, having a people process becomes increasingly important. Do you know who the best sales people in your organization are? Not the top dogs from a quota achievement perspective, but the best overall sales people?
A Sales Guy
JANUARY 20, 2013
Sheryl Sandberg (the COO of Facebook) gave the commencement speech at Harvard’s Business School Graduation cerimonies this May. It’s a must watch, period! If you are under 35 it’s a doubly must watch. Sheryl doesn’t actually use the words social inflexion point, but her entire speech is warning of one. I have argued and continue to argue our society is at a social inflexion point and how we work, leadership and most critically the definition of opportunity are changing.
A Sales Guy
JANUARY 3, 2013
So, What’s the Problem? Me, too my clients 1000 times a day. Like most sales leaders and sales people you have put 2012 behind you and are aggressively moving forward. And like everyone else, most of us are looking to improve on 2012. Improvement, growth, more, better, faster are part of our culture. We never seem satisfied with what we have or where are.
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A Sales Guy
JANUARY 26, 2013
We all make choices in our lives, the hard part is living with them. Jeremy Irons – (from the movie The Words). You don’t have to make 5 more cold calls. You don’t have to make it to your kids baseball game or gymnastics meet. You don’t have study an extra hour for the exam. You don’t have to read your clients 10K. You don’t have to use social media.
A Sales Guy
JANUARY 18, 2013
“You’re not doing it right.” My daughters recognize when I’m not doing something correctly and will say this to me or each other all the time. I will be reading a book, playing a game, or making their lunch and inevitably they say I’m not doing it right. On the other hand, my two year old just doesn’t tell people they’re not doing it right, she doesn’t do things right and says she is.
A Sales Guy
JANUARY 4, 2013
Quick! What’s your value as a sales person? Why do people buy from you? Why do you make quota? Why are you successful? If you were a product, sitting on a shelf, next to all the other salespeople products, what would your package say? Why would a shopper take you off the shelf, instead of the other salespeople, and put you in their cart? We are a product and our value dictates how we well sell, sell as in chosen by others.
A Sales Guy
JANUARY 11, 2013
“Low hanging fruit! We’re going to focus on the low-hanging fruit to drive sales and get revenue.” I’ve heard that phrase so many times, I can’t even tell you. On the surface focusing on “low-hanging” fruit sounds like a great idea, but the problem is low-hanging fruit may not be as easy to get as you think.
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A Sales Guy
JANUARY 23, 2013
Last week I wrote popular post called; How to Know in January if Your Reps are Going to Make Quota come December. It was written primarily for VP/Heads of sales, but surprisingly I got this email from Damien a sales rep. OK, great article. I feel like I’m definitely a sales rep in the B and C category. I’m not a VP or a manager, just a regular ol’d rep.
A Sales Guy
JANUARY 25, 2013
A sales person forwarded me an email she sent to a prospect. The prospect had responded to her email and put her off until August. The sales person wanted my thoughts on how she could get more of this prospects attention and avoid being put off until August. I gave her a lot of things to think about, but there was one thing that stuck out. Her email had no call to action.
A Sales Guy
JANUARY 15, 2013
Listen to the conversations you’re having with yourself. What do they sound like? Are your conversations with you about the roadblocks, the challenges and what you can’t get done? When the conversations we have with ourselves are focused on what we can’t do, what is in our way and what we can’t control it means we are tired.
A Sales Guy
JANUARY 30, 2013
The old adage, “It’s now what you know, but who you know.” doesn’t quite hold the weight it once used to. What you know is quickly becoming the way you meet the who. Our networks used live in our Rolodex’s. You could then find them in our DayPlanners, after that they moved to our PalmPilots and today they live in our phones.
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eTourism
JANUARY 23, 2013
Facebook has recently unveiled Facebook Graph Search, a new feature which demonstrates that the social network is finally getting serious about search.
eTourism
JANUARY 21, 2013
There's no doubt about it, landing pages and lead capture forms are two of the most crucial lead generation tools at your disposal.
eTourism
JANUARY 9, 2013
Until recently, good SEO has been all about implementing the same tried and test techniques to get your website noticed by the search engines.
eTourism
JANUARY 7, 2013
New research shows that people are increasingly using mobile devices to access their emails.
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