Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

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Pipeline Sales Growth 252

Anthony Cole Training

OCTOBER 25, 2024

That expertise, if well developed and articulated, is your personal brand and will lead to greater sales success. If the investment is significant enough, most buyers will look for an expert in the area to guide them, particularly in the world of financial services.

Sales 258

Sales Clients Service Process 258

Anthony Cole Training

SEPTEMBER 19, 2024

Creating a winning sales pitch is a presentation that ends with a decision being made. We define either one of those as a winning sales pitch because there is a clear decision and a clear next step, or none at all. That is our definition. That decision could be Yes, or it could be No.

Pitch 246

Pitch Sales Presentation Prospecting 246

Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Sales 267

Sales Sell 267

Anthony Cole Training

JULY 12, 2024

Every salesperson has attended sales meetings and left thinking “Why do I have to go to these meetings? Sales leaders and managers must own and address this problem. Attendees to sales meetings should leave the meeting thinking: They are a waste of time and not helping me get better at selling.”

Meeting 247

Meeting Sales Sell Drivers/motivators 247

Anthony Cole Training

SEPTEMBER 13, 2024

Here are several questions to consider as you reflect on your customer retention strategies in sales: If you are not providing a superior experience, your clients might start asking, “ Then, who will?

Customers 256

Customers Sales Clients Sell 256

Iannarino

OCTOBER 15, 2024

If you want to develop your own set of KPIs, this list will help you figure out what information you need from your sales team. I developed this list of 49 metrics for a project I am working on. Select at least one from each category to evaluate their performance.

Sales 219

Sales 219

Anthony Cole Training

MARCH 1, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill.

Niche 278

Niche Sales Drivers/motivators Growth 278

Anthony Cole Training

NOVEMBER 7, 2024

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Sales 241

Sales Sell 241

Anthony Cole Training

JUNE 14, 2024

Most sales managers say that one of their greatest challenges is their ability to motivate and set goals for their salespeople. If a sales manager can figure out what makes their people “tick,” they can better help them hit their goal numbers. Sales motivation seems like hard work because salespeople often value different things.

Drivers/motivators 294

Drivers/motivators Sales 294

Anthony Cole Training

SEPTEMBER 6, 2024

An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do."

Sales 239

Sales Presentation Prospecting Process 239

Iannarino

NOVEMBER 11, 2024

Sales managers and reps face immense pressure to deliver results—understanding how to operate within your Overton window could be the key to career survival.

Pipeline 227

Pipeline Sales Prospecting 227

Anthony Cole Training

SEPTEMBER 27, 2024

Most of the companies and salespeople we work with must do outbound lead generation and relationship building, and many do not have the luxury of filling their sales pipeline with inbound leads. If you are a sales leader or a salesperson in need of an outbound sales strategy, here are our 7 steps to improve your success:

Lead generation 256

Lead generation Relationship building Pipeline Sales 256

Iannarino

SEPTEMBER 27, 2024

Accountability is the backbone of a successful sales team—without it, even the best talent can fall short of their potential.

Sales 261

Sales 261

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Technology 271

Technology Technology Sales Closing 271

Anthony Cole Training

AUGUST 1, 2024

The top 7% of salespeople, the elite producers, certainly follow a sales strategy and can articulate what they do consistently to find and develop client relationships. There are many ways to differentiate and compete but there are 3 key areas to developing a competitive sales strategy.

Relationship Management 298

Relationship Management Sales Clients Service 298

Iannarino

OCTOBER 3, 2024

Unlock the hidden advantages of reading, writing, and speaking to elevate your B2B sales game and stay ahead of your competitors.

B2B 264

B2B Gaming Sales 264

Anthony Cole Training

APRIL 26, 2024

So, what makes up the very unique and coveted Sales DNA? Is there a genetic code for successful sales managers and if so, wouldn’t every company like to crack that code? DNA is a molecule called deoxyribonucleic acid, which contains the biological instructions that make each species unique.

Sales 243

Sales Drivers/motivators 243

Iannarino

NOVEMBER 19, 2024

Allow me to paint a vivid picture of the rapidly evolving sales landscape—buyers are more informed, technology is advancing, and competition is fiercer than ever.

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Sales Technology Technology 167

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

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Product Territory Objectives and Key Results Sales 246

Iannarino

OCTOBER 23, 2024

Engaging in sales activities isn't the same as selling. Real sales happen when you're working with decision-makers to create value and establish trust.

Sell 275

Sell Trust Sales 275

Anthony Cole Training

DECEMBER 1, 2023

The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results. One side is how are your salespeople motivated and what motivates them.

Drivers/motivators 235

Drivers/motivators Sales Growth 235

Veloxy

NOVEMBER 6, 2023

Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. Let’s start on this journey to simplify, consolidate, and elevate your sales process.

Sales 289

Sales Strategize Gaming Up-sell 289

Iannarino

JUNE 3, 2024

If you're struggling with abysmal win rates and failing to meet quotas, it's time to make significant changes to your B2B sales strategy.

B2B 260

B2B Quota Sales Meeting 260

Anthony Cole Training

OCTOBER 4, 2024

In order for salespeople to truly engage, build value, and develop long-lasting relationships, they must compliment their selling approach with sales enablement tools and technology.

Technology 287

Technology Technology Sales Sell 287

Iannarino

MARCH 31, 2023

When we assess the sales performance of the sales organization, we measure their results against their sales targets. The general objective of most sales organizations is net new revenue growth, but the sales force may have multiple sales objectives.

Cross-sell 287

Cross-sell Sales Growth Service 287

Iannarino

JUNE 21, 2024

Pursue your true sales potential by harnessing the unique gifts and competencies that drive B2B success.

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B2B Sales 253

Iannarino

AUGUST 30, 2024

Are you struggling to get your sales team to hit their quotas? Understanding win rates might be the key to unlocking better performance.

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Quota Sales 230

Iannarino

APRIL 22, 2023

When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being successful in sales. Finally, the sales organization misses the revenue they need to achieve its sales goals. The salesperson’s family may also suffer without the resources they need.

Sales 278

Sales Clients Prospecting 278

Iannarino

JUNE 30, 2023

Occasionally, this is true, but when it isn’t, it can cost leaders their sales goals and their sales objectives. Here is a list of what sales leaders owe their sales force. Leaders often believe their team has everything they need to succeed.

Sales 263

Sales 263