Anthony Cole Training
APRIL 17, 2020
There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.
Anthony Iannarino
APRIL 9, 2020
In an economic downturn, the objections you hear are different than what you hear when the economy is humming along nicely, making it easy for most companies to grow. In good times, objections usually mask a more significant concern, meaning that the words, “Can you try me back next month?” is hiding the fear, “I don’t believe this is worth my time.” Your contacts use tried and true objections to achieve two outcomes.
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A Sales Guy
APRIL 28, 2020
Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.
Savvy Hotelier
APRIL 23, 2020
The only thing that is constant is change. - ,, Heraclitus Making a linear, unflexible career plan, in the hospitality industry, is the recipe for failure and disappointment. You should be making flexible career plans. In this blog post, I will tell you how to make flexible career plans in the hospitality industry. But first, let’s understand a few things about the hospitality industry, career, and plans in general.
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!
eTourism
APRIL 22, 2020
Low hotel vacancy doesn't have to be a bad thing, as it offers the perfect opportunity to reorganise your rooms before getting a photographer in to capture the best features you're trying to sell your guests.
Travel Media Group
APRIL 22, 2020
In this episode of the Suite Spot, we continue sharing helpful insights and tips to help hoteliers combat the unprecedented COVID-19 crisis. Host Ryan Embree is joined by Travel Media Group’s Director of Marketing, Anne Sandoval, to discuss 5 Strategies of Crisis Response. Anne, who studied crisis management and has a graduate certificate in corporate communication, talks us through each component of crisis response.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Iannarino
APRIL 10, 2020
If you’re tired of living in fear, here are 10 fears you can turn into courageous decisions. 1. Scarcity to Abundance. Scarcity is the belief or view that there isn’t enough, that if one person has something, you are deprived of possessing it yourself. It is fear that you will not have enough. It can also manifest as jealousy, envy, and anger.
Nuvho
APRIL 21, 2020
Many hotel and venue managers we speak to are frustrated. They keep experiencing low sales conversions and missed opportunities, and they are tearing their hair out wondering why their sales person or team is not performing. But if they take a step back and look at their sales function objectively, they often find that it’s their processes (not their team) that are letting them down.
Innisfree Hotels
APRIL 14, 2020
Innisfree Hotels Donates 6,300 Room Nights to Healthcare Workers and Medical Professionals Impacted by Coronavirus. GULF BREEZE, Fla., April 13, 2020 – Innisfree Hotels , Northwest Florida’s largest owner of beachfront hotels, announced today that the company will donate up to 6,300 room nights to frontline medical professionals leading the fight against COVID-19.
Savvy Hotelier
APRIL 14, 2020
Lost your hospitality summer internship? Not sure what to do to gain that valuable experience? Let me help you with that. You are going to have the best answer to the inevitable question: What did you do in the summer of 2020? #wdydsummer2020 It will be fine in the end, you are not alone in this Firstly, do not stress that your whole career is now over and you will not get that essential experience that your internship was supposed to give you.
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Travel Media Group
APRIL 8, 2020
In this episode of the Suite Spot, we continue our discussion on COVID-19 and the virus’s impact on the hotel industry. Host Ryan Embree welcomes Jason Lee, Vice President of Product & Technology, back to the Suite Spot to get his perspective and insights on this unprecedented global crisis. With years of experience as a hotel owner and general manager, Jason shares the similarities and differences between this crisis and those from the past, like 9/11 or the Great Recession.
Anthony Cole Training
APRIL 24, 2020
In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.
Anthony Iannarino
APRIL 12, 2020
A leader is one who imagines a better future and is accountable for delivering it. Vision comes first, a result of an unwillingness to accept things as they are now, and a desire to improve them. Accountability follows, ensuring you vigorously and relentlessly execute all the tasks and activities necessary to pull the future state you desire towards you.
Anthony Cole Training
APRIL 14, 2020
Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.
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
Anthony Iannarino
APRIL 8, 2020
In the first half of The Only Sales Guide You’ll Ever Need , I cataloged nine attributes (character-traits) one must develop to be exceptionally good at B2B sales, especially the consultative selling necessary now for a modern sales approach. Those attributes are self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, and accountability.
Anthony Iannarino
APRIL 29, 2020
You can give control of some part of you to things over which you have no control , allowing them to control your mood, your attitude, your outlook, as well as the actions you take—or don’t take—as a result of some external stimuli. Whatever the external trigger, it only has power over you if you allow it. If you are often upset, angry, or consumed by negativity because of externalities over which you have no control, here is how to take back your power.
Anthony Iannarino
APRIL 13, 2020
In the book, Antifragile: Things That Gain from Disorder , Taleb describes the difference between being robust (or resilient) and being anti-fragile. He likens the idea of being robust to being the mythological bird, the Phoenix, who, when destroyed, comes back to life. Negative events don’t harm the Phoenix, but it isn’t made stronger by them either.
Anthony Iannarino
APRIL 28, 2020
Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing? How could you not know the primary challenges your dream clients experience well enough to be able to make several assumptions of where and why they need to change to improve their results?
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Anthony Iannarino
APRIL 15, 2020
As a leader, you will never have enough time, unless you make it. There are too many things vying for your attention, some important to your critical outcomes and initiatives, a good many being nothing more than distractions. Leaders who don’t focus on the results they want tend not to produce them. Treating Emergencies as Urgencies. As a leader, all bad news finds its way to your desk.
Anthony Iannarino
APRIL 26, 2020
It is time to get back to work, even if you are going to be required to work from home for a little while longer, and also if you have to social distance. You may have to work from behind a screen, using a video platform to provide for the closest substitute we have for a face to face meeting. There are too many amateur Facebook, Twitter, and YouTube virologists, immunologists, and epidemiologists arguing over whether or not states should open or remained close, none of whom have any background
Anthony Iannarino
APRIL 7, 2020
It very much matters how you respond to this crisis. It requires poise and perspective and perseverance. It’s important to maintain and empowered mindset. What if no one is coming to rescue you because you are supposed to be saving them? What if instead of looking for inspiration, people are looking to you to inspire them? What if instead of waiting for someone to be brave enough to act in the face of their fear, you dared to move , helping others see it is safe to do so?
Anthony Iannarino
APRIL 5, 2020
Life is made up of seasons, some of which are more difficult than others. Even though the calendar says it is springtime, this season of your life and mine is winter. Winter is when things die for a time, always followed by a time where green shoots appear, and spring arrives. When you are in the winter season, your mindset has to shift from “optimal” or “desired state” to “perseverance,” a recognition of winter’s awesome power.
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Anthony Iannarino
APRIL 4, 2020
When faced with external events beyond your control , you can lose a sense of certainty, making it feel as if the ground as moving beneath you, and that you are losing your footing. When this is true, a focus on what is outside of your control—or your influence—creates anxiety, stress, and the other natural reactions to fear and uncertainty. You can quickly find yourself frozen, uncertain of what to do, doing nothing, or simply waiting to react to whatever comes next.
Anthony Iannarino
APRIL 18, 2020
You are going to be measured by your work. You are going to generate a reputation for yourself. Whether or not it is the reputation you want to precede you is going to be determined by your standard. Those with low standards are known for having low standards. In the same way, those with high standards have a particular reputation. Who you are matters.
Anthony Iannarino
APRIL 22, 2020
In a post two days ago, I mentioned the idea of a Negativity Fast , something I have personally used to lessen negativity’s hold on me. The News Media. If you want to feel a whole lot better, the first thing you might eliminate is the news media. At one time, the newspapers and the nightly news would have reported the facts without sensationalizing every story, and with far less of the partisan bias.
Anthony Iannarino
APRIL 2, 2020
Some people write, record, and publish ideas designed to empower you to act. There are others, however, who use the same mediums to disempower you to tell you that you cannot do something, suggesting that you shouldn’t even try. You should ignore anyone whose advice would disempower you from acting in your interest or that would prevent you from creating value for others.
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.
Anthony Iannarino
APRIL 19, 2020
In 2009, an English Civil Engineer was asked to write a report on the British construction industry’s performance, which, at the time, was abysmal. There was less than a fifty percent chance any project would come in on time or budget. The idea was to use the Great Recession to discover the cause of the overall performance and use adverse economic circumstances to improve results.
Anthony Iannarino
APRIL 14, 2020
Your role as a consultative salesperson , one who aspires to be their client’s trusted advisor, comes with duties and responsibilities. Some of these responsibilities may be known to you, while others may not be something you have paid much attention to in the past. All of them, however, are necessary. The shortlist of responsibilities and duties here is necessary in good and bad times.
Anthony Iannarino
APRIL 11, 2020
Every fight is internal first. The conflicts appear first in your mind, causing fear, stress, and anxiety. Your adversary is built into your wiring, and it has existed far longer than you have, making it a troublesome foe to overcome. Here are acts of defiance to cure your attitude and empower you to act. Avoid Negativity. It is an act of defiance to turn off the non-stop negative, sensationalized, and fear-mongering news channels.
Anthony Iannarino
APRIL 17, 2020
There are over 4,000 posts here at thesalesblog.com, a large percentage of them about selling, particularly B2B sales, a good many directed towards the complex sales using a consultative sales approach. If you read blogs about sales, you are likely getting a lot of nuanced ideas and strategies about selling, and maybe more than you need. Here is a straightforward explanation of how to sell effectively.
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