Anthony Cole Training

NOVEMBER 2, 2016

Successful sales management requires several contributions:

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Sales Management 189

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. You can see the list here. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related.

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Social Tables

NOVEMBER 22, 2016

Consumers Value Community More Than Ever Before. We live in an era where people feel disconnected. You walk into a coffee shop, it’s packed, but everyone is on their laptop or phone barely glancing up at the world around them. One of the few time we all pause (and yes, it may be to take a photo) is over food, and sharing an experience about food. The rise of #foodporn on your Instagram feed isn’t just because of its beauty, it’s also belonging.

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Experience Hotel

NOVEMBER 29, 2016

Il y a bien longtemps, lors de mon adolescence, j’ai appris à jouer de différents instruments de musique. À cette époque, l’un de mes professeurs m’a parlé d’une technique utilisée par de nombreux artistes qui souhaitaient s’améliorer : trouver un modèle ou un mentor et s’en inspirer. L’idée était la suivante : plutôt que d’avancer à l’aveuglette, il est toujours préférable de trouver quelque part quelqu’un qu’on estime très performant et de chercher à saisir ses techniques pour les reproduire e

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Resorts Services Hotels 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

eTourism

NOVEMBER 18, 2016

Mastering mobile can make the difference between skyrocketing booking rates and stagnation this holiday season. In today's blog, we'll look at 4 key ways you can make the most of mobile marketing to reach more of your guests this Christmas.

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Market Marketing 52

Anthony Cole Training

OCTOBER 13, 2016

A Guest Post by Salesloft.com.

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Anthony Cole Training

OCTOBER 20, 2016

In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!

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Anthony Cole Training

NOVEMBER 9, 2016

When I was a youngster, I used to go hunting with my dad and my older brother, Ray. I never hunted with my younger brother, Michael, until just a few years ago. But Ray, Dad and I spent many weekday evenings and weekends in the woods.

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Anthony Cole Training

OCTOBER 18, 2016

This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.

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Anthony Cole Training

SEPTEMBER 15, 2016

I have a question for you: Why does variability exist?

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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

Anthony Cole Training

DECEMBER 8, 2016

So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?

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Anthony Cole Training

DECEMBER 2, 2016

As the story goes, Chicken Little gets hit on the head and declares the sky is falling.

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Anthony Cole Training

OCTOBER 26, 2016

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

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Closing Sales 155

Anthony Cole Training

OCTOBER 6, 2016

“What you can conceive and believe you can achieve.” - Napolean Hill.

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Sales Management 155

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

Anthony Cole Training

OCTOBER 28, 2016

A guest post by Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group.

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Anthony Cole Training

OCTOBER 3, 2016

Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger. Of the 5 sales management skill sets required - coaching, motivating, recruiting, mentoring and performance management – this last one, performance management, is where the team “scored” the best.

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Anthony Cole Training

SEPTEMBER 27, 2016

If you’ve followed my blog for any period of time, you know that there are several phrases that I use when discussing sales outcomes, sales management, recruitment and talent development:

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Anthony Cole Training

SEPTEMBER 21, 2016

I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management.

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Sales Management 146

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Branding

Anthony Cole Training

SEPTEMBER 16, 2016

Let’s start with the right people.

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Sales Management 146

Anthony Cole Training

SEPTEMBER 28, 2016

Earlier, I stated that eliminating the variability of performance all starts with people, right? And then, I proceeded to tell you that I thought that eliminating variability starts with systems and process. Now, it’s time to talk about people and that means talking about recruiting. Here are the big ideas about recruiting: You don’t have to like it; you just have to do it.

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Hiring Sales Intent Market 145

Anthony Cole Training

SEPTEMBER 19, 2016

It all starts with people, right?

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Sales Management 145

A Sales Guy

OCTOBER 31, 2016

If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results.

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Advertiser: ALHI

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Travel

A Sales Guy

SEPTEMBER 29, 2016

For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Here’s the problem with that. It doesn’t work. If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place.

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Closing Sales Process Sales Events 138

Social Tables

DECEMBER 13, 2016

International event planning outside your home country is highly likely to take you outside of your comfort zone. Especially when it’s your first time. While the challenge can be exciting it can also be daunting if not downright scary. Let’s face it, even the most accomplished and experienced planner can find it difficult to deal with the social, cultural and legal barriers that would simply not occur at home.

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Events Business Services Management 138

Anthony Cole Training

SEPTEMBER 9, 2016

18 years ago this morning. I didn't wake up.

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A Sales Guy

OCTOBER 10, 2016

Email is critical to sales and marketing. We all know it, so if we want to win with email, we must create emails that not only get opened but also deliver on the objective of the email. All sales and marketing emails have an objective. We wouldn’t send them if they didn’t. In most cases, the objective is to get the recipient to take action.

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Advertiser: ZoomInfo

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Revenue

A Sales Guy

NOVEMBER 7, 2016

I spoke at DreamForce 16 this year. My presentation was about coaching. You can watch it here. The key quote from the presentation was this; “Nobody Brags About Developing Somebody” When I said it on stage, it was a powerful observation. I didn’t build it into my presentation. It just came to me as I was speaking. It’s been retweeted several times since, so it clearly affected others as well.

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A Sales Guy

OCTOBER 10, 2016

First impressions are dead. Yup, I said it. If first impressions are still a part of your life, you’re doing it all wrong. There is no reason for anyone to be faced with a first impression any longer. There are just too many places and too much information out there for the first impression to matter. Well, in-person first impressions that is.

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A Sales Guy

NOVEMBER 4, 2016

There is a book called The Numbers Game; Why Everything You Know About Soccer is Wrong. It was written by Chris Anderson and David Sally. Think Moneyball for soccer. If you’re a soccer fan, you may have heard of it. If you’re Malcolm Gladwell fan and have been listening to his new podcast, it may ring a bell, because he references it in the My Hundred Million episode.

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Sales Hiring Scale Sales Leadership 131

Social Tables

OCTOBER 28, 2016

No time? No problem. Fill out the form and we’ll email you a PDF version of this blog post to read anytime you want. In events and hospitality, knowledge is power. The best way to learn the ropes, or sharpen your skillset set to learn from the experts that have been there before. Thankfully these thought leaders are quick to share their tips and tricks on how to get ahead in the world of events and hospitality.

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Advertiser: ZoomInfo

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

Closing