Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

Data 236

Data Sales 236

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.

Leads 277

Leads Marketing Qualified Lead Sales Leadership Training 277

Understanding the Sales Force

DECEMBER 20, 2022

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Consultative Selling 296

Consultative Selling Sales Coaching Coaching Training 296

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. I asked him what they were doing to sustain their excellent training.

Survey 358

Survey Coaching Training Sales Talent 358

Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.

Company 367

Company Face-to-face Consultative Selling Pipeline 367

Understanding the Sales Force

JANUARY 28, 2021

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. In addition to the corporate training that Kurlan & Associates provides, there are also 3 self-directed Baseline Selling online courses. Meet Tom Schaff, the Sales Commissioner of Major League Sales.

Strategy 358

Strategy Twitter Course Video 358

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. In this article, I thought it might help if I share a bit of what they learned about their sales team.

Software 272

Software Software Follow-up Groups 272

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 307

Hiring Coaching Sales Consultative Selling 307

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Joanne, the challenge is always in the execution.”

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. By doing these basics well you will consistently crush your sales objectives.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

No More Cold Calling

FEBRUARY 21, 2019

What do you remember from your last training? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. And sales organizations don’t have either to spare. Read the rest of Art’s article at learningsolutionsmag.com. Remember cramming for tests?

Cold Calling 308

Cold Calling Training Research Study 308

Understanding the Sales Force

FEBRUARY 10, 2022

I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 333

Insurance Insurance Outbound Video 333

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Steven Rosen

MAY 20, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. Authenticity is key in coaching.

How To 296

How To Sales Leadership SalesForce Coaching 296

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. A Lack of Training. They learned to use the software better.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). This one technique will separate you from all the other sales reps who are just looking for someone to dump their pitch onto. Like so many solid techniques in sales, this one is simple—but it will only work if you commit to trying it.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

No More Cold Calling

JANUARY 27, 2022

The research is clear: Diversity drives sales. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. 12% higher sales attainment.

Research 257

Research Benefit Hiring Demographics 257

Understanding the Sales Force

OCTOBER 12, 2022

it's the same with sales teams. I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities."

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Anthony Cole Training

SEPTEMBER 22, 2023

Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.

Coaching 269

Coaching Sales Coaching Leads Marketing Qualified Lead 269

Understanding the Sales Force

JANUARY 14, 2021

But how are sales managers doing at adapting to coaching their sales force over video? We know how sales managers were doing before the pandemic. The data in that November article was for the last 10 years. Nearly a year into the Pandemic, most salespeople have adapted to selling over video. Inquiring minds want to know.

Coaching 289

Coaching Sales Management Video Data 289

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 222

Sales Management Hiring Sales Opportunity 222

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296

Understanding the Sales Force

OCTOBER 13, 2024

I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus. I’m not a fan of that approach but sometimes there is no other way.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Understanding the Sales Force

SEPTEMBER 20, 2024

So if we tie win-rate directly to baseball and define a sales loss the same as we define a strike-0ut, I struck out in 56% of my at-bats. Do lost deals – or strikeouts – correlate to sales success? Similarly, I don’t believe one can be a consistently great sales producer and not strike out a lot.

Pipeline 177

Pipeline Coaching Opportunity Comparison 177

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

Gatekeeper 254

Gatekeeper Face-to-face How To Sales Qualified Lead 254

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. Happy New Year everyone! Not by any stretch.

Distribution 177

Distribution Exercises Call-back Course 177

Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Why do Sales Cold Calling Scripts Matter? Having a variety of cold calling scripts on handmakes sales training easier for new hires as well.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. In this article, we’ll look at the connection between sales and learning goals.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 227

Company Hiring Scale Forecasting 227

Mr. Inside Sales

MAY 22, 2020

You probably wrote a sale just last week, and the top producers in your office are still writing business. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. So, what do you do to overcome the stalls at the beginning of this article? That was quick.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177