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'Sales don''t just "happen". At least, not in my business nor in the companies that I have the opportunity to work with. Over the last 20 years of partnering with sales organizations from coast to coast, from large metropolitan areas to small cities, sales have to be generated not merely collected. Sales have drivers, leading indicators and activities that, when executed at the right amount and the right way, will generate sales results.
'Last week I posted a sick infographic on the difference between successful people and unsuccessful people. The infographic got a lot of play and therefore it got me thinking that it would be cool to provide more info and insight on what it takes to be successful. Sales is a tough sport and a huge part of making it is doing the right things to be successful.
'I just returned from a conference that I attend annually. The conference is sponsored by Objective Management Group, a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.
Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales. Recently, while working with an international insurance firm, I was told that their tool had initially been very usefull and effective.
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'I just returned from a conference that I attend annually. The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.
'Whenever I do a workshop or a keynote for group that is about selling, I almost always talk about one of the 9 Keys To Successful Selling - the key of persistence. And I generally make my point by asking the audience a question and having the following dialog: How many of you here today have a dog? Have you ever had a dog? Know someone with a dog? Good, that covers everyone.
'My friend and sales “gansta” Dave Brock posted this great piece on the importance of questions and where the real value in questions is. Dave nailed it with this; Effective questions get the customer to think of things differently, to consider other options, to shift their point of view. The whole tone of a sales call changes when the customer says, “I’ve never considered that before,” or “I’ve never thought about that,” or “I didn’t realize that was possible,” or “No one has eve
'My friend and sales “gansta” Dave Brock posted this great piece on the importance of questions and where the real value in questions is. Dave nailed it with this; Effective questions get the customer to think of things differently, to consider other options, to shift their point of view. The whole tone of a sales call changes when the customer says, “I’ve never considered that before,” or “I’ve never thought about that,” or “I didn’t realize that was possible,” or “No one has eve
'The phrase “It’s not a matter of if but when” for most of the world is a compelling and calming message. The idea that something IS going to happen is enough. It makes most of us comfortable and elevates the stress of the unknown. In sales however, “when” something is going to happen, is as important as “if” something is going to happen and if you can’t nail the when, you’re only doing half your job.
'I saw this infographic by Pardot the other day and I thought it was funny and accurate. How To Fend Off Zombie Leads infographic by Pardot. Can you think of another Zombie lead?
'How confident would you be picking your next sales person or sales leader without their resume. You couldn’t look at their work history at all, no LinkedIn, nothing. All you could do was interview them. Would you feel more confident or less confident in your hiring decision. Could you pick a winner without seeing their work history? What would you rely on?
'Every once in awhile I come across something very moving in the world of sales and marketing. Stumbling on this video in my Facebook timeline is one of those times. This is a very, very powerful video. The only thing more moving than the positive message it’s trying to convey is the emotion of these woman as they are confronted with their own horrific sense of self.
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'The number one selling Tequila in the world doesn’t allow the word tequila to be used when referring to it’s product. Yes, it’s on the bottle, but that’s pretty much the only place you’re gonna see the word. The logic? It comes down to a simple question. What do you think of when you think of the word “tequila?” Exactly!
'Four years ago I wrote this post - Online Presence – Asset of the Future – Why your social graph will be worth as much as your home. I wrote it because, I was beginning to see a trend building. The trend, social media was changing the way we interact and people were no longer going to be willing to engage others without more information.
It’s the end of the first quarter. We’re one quarter of the way through 2013. We’ve had our first chance to make quota. We have 3 more chances left. Although chance has nothing to do with it, quarters are fabulous reminders of how much time we have left to make the number. As sales leaders our job is to help our teams make the number.
'I found this Ted Talk with John Wooden, the legendary college basketball coach. It’s a great talk on personal development and success. Not only does Wooden offer some great insight, his ability to retain and cite poetry is unbelievable.
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
'This new K-Mart video is hilarious! Great play on worlds, very viral, it’s had over 5 million views. I love it when a brand truly catches a wave and delivers on a great message. I don’t know if the campaign is translating to increase in sales, but it for sure is getting awareness of the fact that they ship and if you can’t find what your looking for they’ll ship it.
'Your sales VP is going to miss quota. Her sales directors are going to miss quota. Their sales managers are going to miss quota. Sales people are going to miss quota. It’s inevitable, something isn’t going to go right, quota will be missed and people will fail. That’s OK. The problem isn’t failure. The problem is not knowing why failure happened.
'In last weeks Success Saturday’s I wrote about Heidi Grant Halverson’s 9 Things Successful People Do Different. It’s a great list. If you haven’t read the post, go read it now. It’s worth it. Since the original posting of her 9 Things, Heidi has created a diagnostic test to determine how well you do the things required to be successful.
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'The phrase “Off kilter ideas for success” sits prominently on the home page of Up Your Telesales blog letting readers know they’re not going to experience another, been there, read it, seen it blog. Up Your Telesales is about helping inside sales people tackle the challenges of making a sale through the hurdle of anonymity. Lynn writes a great blog.
'I’m reading Give and Take – A Revolutionary Approach to Success , it’s a good book so far. I’m about a 3rd of the way through it. . The book is written by Adam Grant and explores how giving and giving even more drives success. It’s a fun read, telling powerful stories supported by fascinating studies. My favorite part so far however isn’t a story or the result of a study.
'“No companies, vendors, suppliers or anyone wishing to do business with [company] can contact directly or speak to anyone about their products or services, nor can they register their company, products or services on the website as previously done before.” I learned of this edict in a LinkedIn group. It is the policy of a Fortune 100 company, straight from the CEO.
'Over the last three weeks we talked about the 3 key financial statements; the income statement, the balance sheet and the cashflow statement. Today we’re going to go a little deeper and talk about the difference between an operating expense and a capital expense and why it matters. A capital expense is an expense that adds value to the current business.
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It’s our third installment of WITCE Wednesdays and this week we’re going to talk about cashflow statements. I find cashflow statements to be the most confusing and complicated of the three key financial statements. Therefore I’m going to do my best to keep it simple. In the end, cashflow statements are to designed to provide insight into the “cash” moving in and out of the business.
'I was looking at the traffic to this blog the other day and I realized that it has experienced year over year growth every month for 50 straight months, with one exception. That is telling me this community is still growing. I love that. What I also noticed however is, the comments are down. That’s not as fun. All this got me wondering, is the community really growing?
'I’ve decided to bring back an old series. I’m bringing back the Sunday Morning Blog Series. I started Sunday Morning Blog a few years ago in order to share some of the cool blogs I was reading. I liked doing the series. I’m not sure why I stopped, so I’m going to start it up again. Every Sunday I will share with this community a cool blog I think you will like.
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