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.

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Data Sales 254

Understanding the Sales Force

APRIL 4, 2024

Top Salespeople are 8600% Better at This Than Weak Salespeople How to Use Buckets to Improve Sales Performance and Coaching The Difference Between OMG and Extended DISC Assessments Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers New Data – Most Sales Managers are a Disaster When it Comes to Coaching The New York Times’ Misleading (..)

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

Steven Rosen

MAY 15, 2021

One of the VP’s said he was not happy with the impact of the corporate training program that he was mandated to use. I asked him what they were doing to sustain their excellent training. I asked him, “what sustainment components did the supplier provide to ensure the managers could take the great training and apply it in the field?

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Survey Coaching Training Sales Talent 358

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.

Marketing Qualified Lead 299

Marketing Qualified Lead Leads Sales Leadership Training 299

Understanding the Sales Force

JANUARY 4, 2025

But that’s a conversation for a different article. The prior installments of the Biblical Sales Force series are: Hiring and Firing Salespeople On Boarding and Coaching Salespeople Metrics and KPI’s Sales Leaders, you can do this and if you need some help, guidance, training, coaching or mentoring, you know where to turn.

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Account Hiring Quota Territories 173

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.

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Coaching Hiring Scale Sales Leadership 188

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

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Training Top of Funnel Ideal Customer Profile SalesForce 75

Understanding the Sales Force

APRIL 9, 2020

In today's article, I'll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks. I also included three videos that I extracted from a sales training session earlier this week. But is that what's happening? You'll be surprised!

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Company Face-to-face Consultative Selling Pipeline 361

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. Check out this article. So why should any of this be important to you?

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Strategy Twitter Course Video 351

Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. I want to do a deeper dive in this article. They approached it in the opposite way I approached it in this article.

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Coaching Customer Face-to-face Opportunity 127

SalesFuel

MARCH 4, 2025

The good news is that you can improve your situation by offering a training program. Designing a great training program will help you retain employees. A recent article in packworld.com highlighted the difficulties faced by packaging businesses. And youll want to discuss their interest level in training.

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Retention Hiring Training Churn 59

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. If clients ask me to train their sales teams on referral selling with no strategy, no metrics, no accountability, and no coaching, I walk. Read his article to refine your strategy for 2020.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

Steven Rosen

JUNE 20, 2019

If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. Your company has rolled out sales manager coaching training. The challenge is that training doesn’t always translate into doing. The Problem: Maybe you’re lucky.

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Coaching Hiring Sales Coaching Social Media 334

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. Needless to say, while Kyle struck out in every at-bat for the rest of the season, Jack had some success and actually got himself a couple of hits. Incentives work.

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Prospecting Incentives Incentive Cold Calling 173

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

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Closing Gatekeeper Face-to-face Decision Maker 334

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. You need to develop a culture of coaching and that begins with requiring it, and having an expert, like me, train and coach sales managers to do it effectively and get an instant revenue bump.

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Coaching Guidelines Margin Incentives 341

Awarathon

OCTOBER 25, 2024

By incorporating AI sales in insurance into their training, agents can refine their skills and improve client interactions. To know more check out this article. This hands-on training helps them become more adept at handling various client situations, fostering a sense of trustworthiness.

Insurance 52

Insurance Insurance Coaching Training 52

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.

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Insurance Insurance Outbound Video 327

Zoominfo

AUGUST 8, 2024

Sales enablement is the process of providing content, guidance, and training for sales teams to effectively onboard, interact with buyers, shorten the sales cycle, and ultimately win more deals. Sales engineering, customer success, and support teams all require content and training. What is Sales Enablement?

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Sales Enablement Strategy Scale Hiring 130

Adaptive Business Services

JANUARY 15, 2025

Since one size does not fit all, we are now offering three tiers of Nimble CRM training and implementation packages! To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page. Invest in one or even in all three! We have you covered!

CRM 62

CRM Training Hiring Fashion 62

Steven Rosen

APRIL 10, 2024

Listening helps, and making notes is integral to a good process.” – Steven Rosen Key Takeaways: Making a bad hire can have significant costs, including opportunity costs, training expenses, and lost sales to competitors. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

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Hiring Strategy Negotiation Ideal Customer Profile 296

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing. They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

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Software Software Follow-up Groups 267

Understanding the Sales Force

MARCH 31, 2025

We’ll answer that in another article. What’s worse is that most companies don’t consider pipeline quantity and quality the biggest challenge in the sales organization! Most would say it’s the low win rate or the percentage of opportunities that stall in the pipeline. Why do you think that is?

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Pipeline How To Cold Calling Inbound 188

Understanding the Sales Force

OCTOBER 12, 2022

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." it's the same with sales teams.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers. Did you know?

Training 52

Training Negotiation Exercises Proposal 52

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. You don’t take notes?

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

Pipeliner

NOVEMBER 13, 2024

This article examines the importance of aligning sales and marketing , the challenges that hinder this alignment, and strategies to foster a more collaborative, effective partnership. To improve customer satisfaction, and build a competitive edge.

Buyer Persona 105

Buyer Persona Marketing Marketing Qualified Lead Lead Rank 105

Mindtickle

FEBRUARY 13, 2025

Organizations must build a strong medical device sales rep training program so sellers are always ready to overcome these challenges. In this post, well examine medical sales rep training and its critical role in success. Proper medical device sales rep training is essential.

Training 52

Training How To Buyer Analytics 52

Partners in Excellence

OCTOBER 22, 2024

Whether it’s a new business/start-up, a new idea or approach to something, a new sales or marketing program, leveraging a new tool or technology, a new selling process, training on a new product/methodology…… And the list goes on. We read all the latest books and articles on innovation (or start them).

Churn 118

Churn Up-Sell Tools Account 118

Steven Rosen

MAY 24, 2024

By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

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Company Sales Leadership Retention Loyalty 296

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. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer.

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Hiring Coaching Sales Consultative Selling 304

Partners in Excellence

DECEMBER 20, 2024

Whether it is the “humans in the middle” that coach and train the AI tools to make better predictions/fewer hallucinations. But the models are built such that they are constrained by how they are trained. ” I went through 3 iterations in training the tool on this particular article.

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Research System Tools Training 127

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. A Lack of Training. The answer has little to do with the technology itself.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

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. This begins with training and coaching Sales Leadership to support such an organization. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case.

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Sales Process Sales Methodology Decision Maker Pipeline 341

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 288

Coaching Sales Coaching Marketing Qualified Lead Leads 288

No More Cold Calling

JULY 29, 2021

Don’t even think about training your sales team on closing the deal. NOTE: This article originally appeared in Top Sales Magazine. (Featured image attribution: Mikael Blomkvist ). Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? What is their sales plan for following up?

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409