Anthony Cole Training
DECEMBER 20, 2018
One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).
Social Tables
DECEMBER 27, 2018
What does it mean to be a part of the events industry in 2019? Well for starters, don’t blink. Meetings are growing and evolving rapidly, and each is an experiment in applying new methods to find a perfect formula. Easier said than done in a science that has zero constants. To succeed, you have to be dynamic, you have to be flexible, and, above all, you have to be in tune with attendee desires.
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A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so
eTourism
OCTOBER 25, 2018
The evolution of the digital landscape is rapid and unstoppable. As a marketer you either adapt to emerging trends, technology and strategies or your brand gets lost in the noise.
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!
Vizlly
DECEMBER 21, 2018
Terry Jones (Travelocity), Emily Drennen (Lancaster DoubleTree Resort) and Darlene Rondeau (Leonardo) discuss how mobile has changed the travel shopping experience, what visuals travel shoppers want to see, and what happened once the Lancaster DoubleTree Resort switched to an image-driven website.
Travel Media Group
DECEMBER 12, 2018
In this episode of Suite Spot, we prepare hoteliers for the upcoming holiday season, which is historically slower for hotels. Ryan counts down the top 5 ways to market your hotel during this year’s winter months. We tackle everything from traditional advertising avenues to best practices on setting your hotel up for future success. This list will help you build a strategy to make sure that you are getting the most revenue out of your business in a time of low occupancy and ADR.
Hotel Sales Focus brings together the best content for hotel sales and marketing professionals from the widest variety of industry thought leaders.
Innisfree Hotels
OCTOBER 25, 2018
On October 24th, 2018, Jason Nicholson, our Vice President of Operations, was honored as a speaker at the Annual Visit Pensacola Luncheon. Jason, the Chairman of the Visit Pensacola Board, tapped his gavel one last time. The event was wall-to-wall with big names in both hospitality and tourism in the Pensacola area, including many from the Innisfree Hotels camp.
MBA Hotels
SEPTEMBER 12, 2018
Nationally, hotel performance is growing and the hotel transactions market is strong. Many analysts think there is still time in this extended market cycle before the next down turn. According to Hotel Management, “The hotel industry is predicted to grow comfortably through 2018 and for the next two years. According to STR, high occupancy levels should provide leverage to achieve attractive ADR increases for the next two years in select markets” If you have been considering investing
Anthony Cole Training
DECEMBER 18, 2018
When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.
Anthony Cole Training
MAY 1, 2018
There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.
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Anthony Cole Training
MAY 11, 2018
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective in your work will lead to more sales and more profitable sales.
Anthony Cole Training
APRIL 13, 2018
Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis.
Anthony Cole Training
DECEMBER 13, 2018
Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.
Anthony Cole Training
OCTOBER 24, 2018
Why is selling so #%&@ hard?!? It's a valid question. One that many of us ask ourselves each and every single day. But, does it have to be? In our free e-book, learn from our Founder and Chief Growth Officer Tony Cole as he reveals insightful and practical information on what makes selling so hard today.
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 Cole Training
JANUARY 19, 2018
Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.
Social Tables
JANUARY 4, 2018
In the events world, you don’t have the luxury of living in yesteryear. Y ou need to see into the future and stay ahead of the event trends that will inevitably make or break your business. But don’t worry, you don’t need to rush out and buy a crystal ball to be on top of it. Using a combination of research and survey data, we’ve rounded up the 18 most important trends set to hit planners, hotels and venues in 2018.
Anthony Cole Training
AUGUST 15, 2018
In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must. Equally important is the regular distribution of sales training content that is memorable.
Anthony Cole Training
JULY 2, 2018
In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.
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Anthony Cole Training
JUNE 4, 2018
In my previous blog article, I discussed the importance of looking at your sales production in terms of the 80/20 rule and flipping it so you can see the impact your bottom performers are having on your overall sales growth goal. If you have not already done so, click here to read the article.
Anthony Cole Training
MAY 31, 2018
Velfredo Perato -- the 15 th century economist -- demonstrated time and again the 80/20 rule. Yes, sometimes it's a 70/30 rule or a 60/40 rule. That is the obvious. There is nothing blinding about that. The blinding glimpse – the glimpse that causes you to blink like you are being blinded -- is when you look at the opposite end of the 80/20 rule.
Anthony Cole Training
DECEMBER 4, 2018
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. So, we try to reach as many potential customers as we can, but we spin our wheels and end up stuck in the same place, week after week, month after month, or year after year.
Anthony Cole Training
NOVEMBER 28, 2018
I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.
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Anthony Cole Training
NOVEMBER 26, 2018
Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.
Anthony Cole Training
NOVEMBER 19, 2018
While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day. “You came to Ann Arbor with perhaps the most hype of any coach in the history of the Big Ten. Maybe in all of college football.
Anthony Cole Training
NOVEMBER 15, 2018
Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best, especially in the early rounds of looking for talent.
Anthony Cole Training
NOVEMBER 12, 2018
I'm heading to a sales training session about 12 years ago. It's a client in downtown Cincinnati and I've been working with them for two years. They know me as a high energy, enthusiastic and entertaining sales trainer. In other words, I stand up, I move around, I'm engaged, I role play, we learn a lot and people make more sales.
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 Cole Training
NOVEMBER 12, 2018
In our sales training classes, we spend a great deal of time on the appropriate "attitude" required to be successful in selling. With the right attitude, you can count on consistently executing the required conduct and sales techniques to be successful. I once heard another sales development expert explain that "sales technique is just a change in language.
Anthony Cole Training
NOVEMBER 5, 2018
Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well. In fact, you don't have to worry about time managing itself, what you do need to worry about, at least what we see around the country as we coach and train salespeople, is the concept of self-management.
Anthony Cole Training
OCTOBER 30, 2018
Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. As a sales coach, there are five critical steps that you must know and execute in order to get the best effort and results out of your salespeople.
Anthony Cole Training
NOVEMBER 12, 2018
In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies. I know that you've been waiting with baited breath.
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