Anthony Cole Training
FEBRUARY 4, 2020
In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.
Anthony Iannarino
FEBRUARY 4, 2020
If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone’s prospecting sequence. You are likely in dozens of sequences, few of which are relevant, many being nothing less than an automated, brute force form of persistence.
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Anthony Cole Training
FEBRUARY 7, 2020
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".
Anthony Iannarino
FEBRUARY 6, 2020
The best cold call script is the one that allows you to book a meeting at the highest percentage rate. When you are making a cold call, your single goal is a meeting, nothing more, nothing less. Even though the right words are critically important, the best approach is made up of four principles that, when followed, improve your results. The Best Cold Call Script Is Other-Oriented.
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AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Anthony Iannarino
FEBRUARY 5, 2020
There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell and bullying to cause their polite, conflict-averse prospective clients (i.e., victims) to buy products or services under duress. The craft we call “sales” has evolved, and thankfully, the sales techniques described here are lost forever and unknown to salespeople.
Anthony Iannarino
FEBRUARY 3, 2020
Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no competition, where you are a category of one. At worst, be a big player in a class with very few competitors. The idea here is termed a Blue Ocean Strategy , and it is mighty for the fortunate few who have uncontested market spaces. The rest of us have to learn to live, thrive, and survive in the Red Ocean.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Anthony Iannarino
FEBRUARY 2, 2020
The prospect you are pursuing spends much money in your space. They use a great deal of what you sell, always has, and always will. Winning their business will move you very close to reaching your goal, and they’re engaged in the sales conversation with you now. But before you decide that revenue is all that matters, look for these ten sure-fire signs that your dream client is a nightmare.
Anthony Iannarino
FEBRUARY 1, 2020
We often speak about concepts as if we understand the words we are using, and that there is a general agreement about what words mean. It’s essential to understand the meaning of the words you use, especially when the concepts they represent are important. “ Success ” is one of the words with a definition we believe we know, with a meaning that offers greater clarity.
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