Anthony Cole Training

MAY 11, 2016

Why Do So Many of My Salespeople Fail to Perform as Expected?

Hiring 126

Hiring Management 126

A Sales Guy

MAY 30, 2016

If you’re selling your product, STOP ! It’s not what your customers want. Do you know what you’re selling? Let me give you a hint. It’s not the product your company makes and it’s not whatever services they offer. You’re not selling some cool feature. You’re not selling how inexpensive it is. You’re not selling the convenience of your product.

Sales 68

Sales Services Business Sales Process 68

eTourism

MAY 31, 2016

As every hotelier concerned with their online reputation knows, there is no site more powerful- and potentially damaging- than TripAdvisor.

Resorts 52

Resorts Hotels Hotel Marketing Market 52

Experience Hotel

MAY 22, 2016

Le monde de l’hôtellerie et ses systèmes de communication évoluent de plus en plus. Il devient très difficile de contourner les tendances ou les nouveaux dispositifs. Avec ses progrès récents, Tripadvisor annonce qu’il renforce ses systèmes de détection des faux commentaires. Quant à Booking.com, il est désormais la plus importante plate-forme en ligne d’avis client.

Services 52

Services Market Marketing Business 52

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Sales

Anthony Cole Training

MAY 26, 2016

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.” Dave uses role-playing as an example. I see this all the time! Ask someone to role-play in front of the group and they shut tight like a clam.

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Sales Management 120

Anthony Cole Training

MAY 23, 2016

First, it makes sense to define a Sales Managed Environment ® (SME™). For the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”.

Sales 120

Sales Management 120

A Sales Guy

MAY 24, 2016

Sales isn’t about taking, or convincing. It’s not about forcing or cajoling. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. Today it’s easy to forget that. The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales.

Sales 68

Sales 68

A Sales Guy

MAY 6, 2016

I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville Tenessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word. We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. A self-admitted caffeine addict, it’s hard to argue with him as it’s hard to know whether it’s the caffeine or him.

Sales 67

Sales 67

A Sales Guy

MAY 23, 2016

Teaching is about providing quality insight as part of the sale. If you’re a sales person, you’re a teacher. Do you remember your 5th-grade teacher or your biology teacher Jr. year? Good, cause that’s you now. Like Miss. Kennedy or Mr. Jackson, it’s your job to cultivate the mind of your customer and help develop their mind around the problems they are trying to solve.

Sales 67

Sales Business Sales Process 67

A Sales Guy

MAY 16, 2016

“…be deliberate in the type of leader you want to be…” There are 5 types of sales leaders: The supporter. The fixer. The “Ah you can do it” The enabler. And The a **e. The supporter is a players coach. They are advocates of the team, doing everything they can to support the team for success. Supporters are popular, the downside is they don’t like to challenge sales people.

Sales 65

Sales Management Sales Leadership 65

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!

Sales

A Sales Guy

MAY 13, 2016

If a sales conference is determined by its speakers, then it’s hard to argue that SalesMachine Summit 16 won’t be the hottest sales conference of the year. Check out this lineup; Seth Godin , Arianna Huffington , Simon Sinek , Gary Vaynerchuck , Billy Beane, and more. This is going to be a savage event. In addition to these killer keynote speakers, there are four tactical tracts (Sales Strategy, Sales Operations, Sales Development, and Sales Leadership) designed to provide robust, a

Sales 65

Sales Sales Leadership Events Operations 65

A Sales Guy

MAY 11, 2016

About a month ago I sat on Salesforce.com’s series pass, Social Selling: How to Connect with the Modern Buyer. It was a great session. I got to hang with some of today’s social selling greats, Koka Sexton, Jill Rowley and Jamie Shanks. One of the questions was how I would define social selling, here’s my answer in a quick clip.

Sales 64

Sales Market Marketing 64

A Sales Guy

MAY 10, 2016

It happens almost every summer. Families go on vacations. The client’s workforce decreases by 20%. Budgets are adjusted. Making your number for July and August is next to impossible. Though you have adjusted your personal workload during this time, the reality is that YOUR family wants to go on vacation and have that Honey-Do-List knocked out. Your kids are in sports and they expect you to make it to the games.

Sales 64

Sales Pipeline Marketing Strategy Shopping 64

A Sales Guy

MAY 16, 2016

Look at all the sales tools on in this graphic. It’s frickin’ crazy. We are being barraged and overwhelmed with more sales tools than we know what to do with. What’s even crazier is I recognized there are a number of tools that aren’t even on this list. Which means that in spite of the craziness of this graphic there are many more tools not listed here.

Sales 63

Sales Sales Tools Management Sales Enablement 63

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

Hospitality

A Sales Guy

MAY 10, 2016

They liked A Sales Guy Consulting, but our standard pricing and approach didn’t fit what they needed or could afford at the time. However, I knew we could help them, so we created a slightly different offer that would deliver the value they needed. Think a scaled down version of an existing offer. After being flexible and accommodating this potential client enters into an extraordinarily complex due diligence process that included an hour of free time, where I provided them with tremendous

Sales 63

Sales Sales Process Scale Business 63

A Sales Guy

MAY 17, 2016

This is another clip from my social selling interview with Tim Clarke, Jamie Shanks, Jill Rowley, and Koka Sexton. In this clip, Tim asks me how who’s responsibility it is to create social selling adoption in a sales organization. To me it’s pretty simple. If you want real, meaningful social selling adoption, leadership must lead it. If social selling is going to be a substantial part of the selling process, then leadership will have to make it happen.

Sales 63

Sales Market Marketing 63

A Sales Guy

MAY 9, 2016

Status is the lame update salespeople share… I don’t give a rat’s ass about a sales opportunities status in the pipeline and as a sales manager neither should you. What is “status?” Status is the lame update sales people share during the weekly pipeline meeting. It’s the pathetic review we sales managers accept from sales people when we don’t have a strong cadence and pipeline review process in place.

Sales 63

Sales Pipeline Management Closing 63

A Sales Guy

MAY 27, 2016

Eighty-five percent of most people are in the average to below average category when it comes to doing their job. Why? I don’t get it. If you chose your job, why don’t you choose to be the best at it? Spazz out is a new series I will be doing weekly where I rant about things that need to change, what people need to do but aren’t or any other thing that comes to mind.

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Branding

A Sales Guy

MAY 19, 2016

I was the guest speaker at a recent Denver Sales Meet Up and was asked; “What’s changing in sales?” This seems to be a very popular question. With all the new sales tools, methodologies, books etc. people seem to think sales is changing. I’m not so sure. What do you think? Is sales changing?

Sales 62

Sales Sales Tools 62

A Sales Guy

MAY 17, 2016

Life has an uncanny knack of getting away from us. For many of us, life leads us; we don’t lead it. Too often, we allow life to take over, moving us from here to there with little control of our destination. Family, job, friends, bills, it all has a way of putting us on our heels and making us feel as if we’re out of control. What if we were to do something different to gain that control back?

Events 62

Events 62

eTourism

MAY 30, 2016

Adding videos to your hotel's social media mix is a great way to generate likes and shares, expand your reach and drive traffic back to your website. Creating this kind of content needn't cost you thousands of dollars for high end production.

Market 52

Market Marketing Hotels 52

eTourism

MAY 26, 2016

Driving a steady flow of relevant traffic to your hotel website is integral to the success of your entire digital marketing campaign.

Digital Marketing 52

Digital Marketing Market Marketing Travel 52

Advertiser: ALHI

Escape into a world of luxury and dive into the future of tech, fun takes on the American pastime, and many inspirational individuals. With engaging reports on fashion, food, travel, finance, sports, and more, download now and enjoy the read!

Travel

eTourism

MAY 24, 2016

If you want to stand out from your competitors and ensure your marketing messages resonate with the right people at the right time, it's essential to get personal.

Market 52

Market Marketing Hotel Marketing Hotels 52

eTourism

MAY 17, 2016

In the last few years, content marketing has become an increasingly important tactic for businesses trying to stay ahead in the competitive online world.

Market 52

Market Marketing Business 52

eTourism

MAY 12, 2016

With 87% of Millennials admitting their phone never leaves their side day or night and 68% of smartphone users checking their phone within 15 minutes of waking up, ensuring your content can be engaged with from a small screen has become an essential compo

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eTourism

MAY 5, 2016

Google Analytics offers a wealth of data on the people who are landing on your website and how they're engaging with your content once they land there.

Market 52

Market Marketing Hotel Marketing Hotels 52

Advertiser: ZoomInfo

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

Revenue

eTourism

MAY 4, 2016

If there's one thing hoteliers are keen to get right when planning a new website, it's the booking engine.

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eTourism

MAY 10, 2016

Are you struggling to juggle all your hotel's social media tasks? Incorporating a few simple changes into your routine can boost productivity, freeing up valuable time to spend on your other marketing efforts.

Market 40

Market Marketing Hotels 40