Anthony Cole Training
FEBRUARY 5, 2013
I'm not sure if the word "dilemma" or "problem" best describes what I'm trying to say. It's like trying to compare the words commitment and resolution. I'm reading the book, "Team of Rivals: The Political Genius of Abraham Lincoln" , and on page 54, Lincoln is quoted as saying: "Always bear in mind that your own resolution to succeed is more important than any other one thing.".
A Sales Guy
MAY 28, 2013
'I am well aware this post is going to rile some feathers. Yup, I know it’s controversial. I know some of you aren’t going to like it. It’s one of those posts that just touches too close to home for many. I get it. With that said, I will also qualify this post with the statement that I have no empircal data to support my believe. Although I believe very strongly in my theory or hypothesis, I have little evidence to back it up so therefore if you don’t like what I say then
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ConversionXL
NOVEMBER 10, 2013
'In a study by Google in August of 2012 , researchers found that not only will users judge websites as beautiful or not within 1/50th – 1/20th of a second, but also that “visually complex” websites are consistently rated as less beautiful than their simpler counterparts. Moreover, “highly prototypical” sites – those with layouts commonly associated with sites of it’s category – with simple visual design were rated as the most beautiful across the b
Partners in Excellence
MAY 15, 2013
'What do you see in this picture? It’s a very famous–some people see an old woman, others see a young woman. Some of you may just be able to s ee one image, you’ll have to ask me for clues for the other. Even though I knew there were two different images in this picture, it took me a long time to “find” the old woman (tells you where my mind is at).
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Closing Bigger
OCTOBER 15, 2013
'Have you ever pondered about the negative effects of social media? Today’s podcas t is in on the toxic effects of social media use and what you can do to make sure that’s only having a positive impact on your life. It starts with the odd comment from your spouse about your love affair with your Samsung, or possibly it’s the realization that you tuned out for an entire hour during a board room meeting.
Understanding the Sales Force
NOVEMBER 13, 2013
'Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? Early in the movie the two astronauts, played by Sandra Bulluck and George Clooney, lose communications with Houston. From that point on, they don''t stop talking to Houston, they don''t stop reporting in, they don''t change protocol. What they do change, is they add a phrase to the beginning of each message.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
OCTOBER 15, 2013
'What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1. Great salespeople set goals. But unlike average salespeople who also set goals, great salespeople are continually measuring their performance and looking for ways to achieve their goals. 2.
Anthony Cole Training
MARCH 5, 2013
Predicting sales success is something that many companies attempt to do, but they still struggle with forecasting accuracy. Over the last 10+ years, tools like SalesForce.com, ACT, SalesLogic and Base have been developed that provide capabilities for sales management and finance to gather data, gain insight, manage sales opportunities and predicit future sales success.
Anthony Cole Training
FEBRUARY 21, 2013
Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. My first introduction into sales was with Nautilus Equipment Inc. in Dallas, Texas.
Anthony Cole Training
AUGUST 9, 2013
'Your sales people are probably focusing on the wrong thing(s) when meeting with new prospects. But.it isn''t their fault. From the time they join your organization, you teach them, or reinforce with them, that in order to persuade a prospect to buy, they must be able to effectively communicate a unique selling proposal, a competitive edge, or a dazzling 30-second commercial.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Anthony Cole Training
OCTOBER 2, 2013
'I received an email with 21 tips. They come from Tony Robbins. They didn''t come to be directly from Tony but from one of those email, good luck, chains. When I discovered they were from Robbins I thought the sender, my wife Linda, was sending them to me because a) she felt like I needed luck, we needed luck, or b) there was some cool stuff in here about sales or sales management.
Anthony Cole Training
SEPTEMBER 4, 2013
'Sales people have to prospect! At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. Honestly, I have to say I''m confused by this.
Anthony Cole Training
MARCH 19, 2013
BISA is the Bank Insurance and Securities Association. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management.
Anthony Cole Training
APRIL 17, 2013
'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.
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!
Anthony Cole Training
JANUARY 24, 2013
By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. “I’d rather laugh with the sinners than cry with the saints….only the good die young”. Our sales brew today is all about celebrating Global Belly Laugh Day. Yep, you can Google it if you want. January 24 th is Global Belly Laugh Day. So, what does laughter have to do with selling?
Anthony Cole Training
OCTOBER 31, 2013
'How do you go about finding sales talent? What challenges have you had trying to hire better sales people? When you replace someone, because they leave or you let them go, is the replacement better, the same or worse than the recently departed? At Anthony Cole Training Group, we spend a lot of time helping presidents of organizations answer the burning platform question: How do I drive consistent sales growth?
Anthony Cole Training
JULY 18, 2013
'Regardless of where your sales people are on the bell curve, they can get better. My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.". Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people.
Anthony Cole Training
MARCH 28, 2013
By Bob Wehrmeyer © 2013 Wehr Publishing. All Rights Reserved. I started doing yoga about 10 years ago and now I am a believer. I also like to lift weights, run and play basketball. Actually, I no longer really play basketball. I am more of a basketball watcher. But since I used to play basketball, I get to claim watching as a form of exercise. Generally, regular exercise is important to me, and I have been fortunate enough to make it a regular part of my life.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Anthony Cole Training
JUNE 11, 2013
'Over the years, I have been very fortunate to work with a lot of very successful companies in many industries across the US. Over the years, I have found some very common responses to our sales and sales management training programs. Some of the responses I would consider legitimate and reasonable; others I put in the category of myths. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization.
Anthony Cole Training
OCTOBER 14, 2013
'Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year. In my experience in working with approaches to this project, I find the following: The process is either too complicated or too simple.
Anthony Cole Training
APRIL 29, 2013
'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.
Anthony Cole Training
APRIL 1, 2013
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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Anthony Cole Training
FEBRUARY 12, 2013
Some of you are old enough to remember LPs (long playing microgroove records) and record players. Back in the day, that is how we listened to music. The sound was, and still is, incredible. And like almost any medium used to record and replay audio, there were pluses and minuses. One of the negatives of the LP was the scratch. A scratch on the vinyl would cause the needle to skip back or skip ahead.
Anthony Cole Training
MAY 30, 2013
'Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.". Too often highly successful sales peope reach a point in their carrer where they become complacent.
Anthony Cole Training
APRIL 29, 2013
'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.
Anthony Cole Training
JANUARY 11, 2013
Sales Success is influenced by many factors. The economy being a major one in that it has a significant impact on 'consumer and business confidence'. Other contributing factors might be the direction of a company or its product offering or it's pricing strategy. All of these do have influence but I believe that the influence has to do with 1) How easy is it to engage a prospect or 2) How hard is it to engage the prospect.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Anthony Cole Training
JANUARY 31, 2013
At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. Additionally, the Impact Analysis (findings) gives us a guide as to what can and should be done to improve sales outcomes with the right sales leadership, management systems and process.
Anthony Cole Training
FEBRUARY 7, 2013
Performance management is generally considered to be the 2nd step in building successful sales teams. Some would argue it's the 3rd. I'm not here to argue, however, based on my experiences and what I've learned, I believe there IS another important step that must come before performance management. Let me take a moment to define performance management: www.successfactors.com : Performance management - includes processes that effectively communicate company aligned goals, evaluate employee perfor
Anthony Cole Training
JANUARY 2, 2013
I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7. She had jet black curly hair, dark complexion, brown eyes and a wonderful child's smile. To begin the mass, we all stood as the cantor instructed us where to go in our hymnal to find our opening song.
Anthony Cole Training
NOVEMBER 19, 2013
'In my previous post, I discussed the cause and effect of hiring better sales people and generating sales growth. I took a dive into the first step of correcting that recruiting problem by creating a profile that attracts more of the right people. This next part will deal with finding those people. In today''s world, communicating nearly everything is done online.
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