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 258

Customers Sales Clients Sell 258

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 249

Meeting Sales Sell Drivers/motivators 249

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 258

Lead generation Relationship building Pipeline Sales 258

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 241

Sales Presentation Prospecting Process 241

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 280

Niche Sales Drivers/motivators Growth 280

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 296

Drivers/motivators Sales 296

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 243

Sales 243

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 246

B2B Gaming Sales 246

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 273

Technology Technology Sales Closing 273

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 300

Relationship Management Sales Clients Service 300

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 245

Sales Drivers/motivators 245

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 289

Technology Technology Sales Sell 289

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.

Product 246

Product Territory Objectives and Key Results Sales 246

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 237

Drivers/motivators Sales Growth 237

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 213

Sell Trust Sales 213

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 242

B2B Quota Sales Meeting 242

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.

Quota 213

Quota Sales 213

Iannarino

JUNE 21, 2024

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

B2B 240

B2B Sales 240

Iannarino

OCTOBER 16, 2024

In B2B sales, everyone wants an edge that can help us win more over the long term, but few work to sharpen that edge. Instead, many sales reps believe their offering will be enough to secure the client’s business. When these reps lose, they blame external factors instead of recognizing that they failed to develop the edge they need.

B2B 251

B2B Closing Sales 251

Iannarino

OCTOBER 29, 2024

Role-playing in sales might be the secret ingredient your team needs to turn hesitant prospects into enthusiastic clients.

Conversion 218

Conversion Sales Clients Prospecting 218

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 270

Cross-sell Sales Growth Service 270

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting. At Veloxy, we believe AI is the game-changer every sales leader needs.

Prospecting 130

Prospecting Technique Pipeline Sales 130

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 261

Sales Clients Prospecting 261

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 246

Sales 246

Iannarino

OCTOBER 7, 2023

If you are a sales leader or a sales manager, the most important initiative is, was, and always will be sales effectiveness. It is more difficult than other roles because of the natural variability in sales. Your role isn’t easy.

B2B 229

B2B Sales 229

Iannarino

JULY 9, 2024

Transform your sales game by leveraging the One-Up approach, a method that ensures you always stay ahead of your clients' needs and expectations.

Consult 213

Consult Sell Gaming Sales 213

Iannarino

MAY 22, 2023

Many sales leaders believe that they will achieve their sales goals by increasing the number of new opportunities their sales team creates. The reason they demand more opportunities is because they know their sales reps will lose deals.

Sales 249

Sales Pipeline 249

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Pitch 140

Pitch Sales Territory Gaming 140

Veloxy

JULY 23, 2024

When your sales team is stuck with an overflowing pipeline of non-converting opportunities, you know how crucial it is to prioritize the right leads. That’s where Predictive Sales AI steps in. It transforms how we approach sales forecasting and lead management. Predictive sales analytics makes this possible.

Technology 130

Technology Technology Sales Healthcare 130

Iannarino

OCTOBER 14, 2024

As a sales manager, learning from others' mistakes can save you time, money, and frustration. Here’s a list of common sales management pitfalls to help you steer clear of costly missteps.

Sales 233

Sales 233