Anthony Cole Training

DECEMBER 19, 2024

As 2024 comes to a close, were sharing our most read and favorite sales training and management content that helped sales teams thrive this year. Whether youre focused on leadership, skill development, or strategic planning, you can use these resources to help drive sales success in 2025.

Training 201

Training Video Resources Sales 201

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! The Closing Argument is a summary of facts supportive of whichever side the attorney represents.

Closing 218

Closing Decision Maker Follow-up Pipeline 218

Mr. Inside Sales

MARCH 6, 2021

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. The post Two Simple Words to Open More Doors—and Close More Sales appeared first on Mr. Inside Sales. Get Access Today.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Anthony Cole Training

MAY 21, 2021

We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.

Closing 239

Closing Margin Video Sales 239

Mr. Inside Sales

AUGUST 12, 2022

Here are two things you can do starting today to increase your closing ratio and make more money: #1: Keep a record of the reasons your prospects don’t close and then concentrate on qualifying on these issues up front with your next prospects. 2: Ask for bigger orders on every close. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 195

Closing Film Face-to-face Inside Sales 195

Understanding the Sales Force

JULY 31, 2024

He tried to close us and when we said we were traveling he said he could ship it. The ironic thing is that these salespeople, who are trained to be aggressive, are always attempting to close prospects who aren’t closable! ” If it’s must have, then close baby close.

Closing 177

Closing Retail Travel Education 177

Understanding the Sales Force

FEBRUARY 14, 2022

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

Understanding the Sales Force

JULY 31, 2024

He tried to close us and when we said we were traveling he said he could ship it. The ironic thing is that these salespeople, who are trained to be aggressive, are always attempting to close prospects who aren’t closable! ” If it’s must have, then close baby close.

Closing 156

Closing Retail Travel Education 156

Understanding the Sales Force

APRIL 9, 2020

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. I also included three videos that I extracted from a sales training session earlier this week.

Company 367

Company Face-to-face Consultative Selling Pipeline 367

Anthony Cole Training

APRIL 22, 2021

In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?

Closing 226

Closing Tools Sales Prospecting 226

Hubspot Sales

SEPTEMBER 6, 2024

With so many different initiatives competing for your prospects’ limited attention, it’s essential to close deals quickly and efficiently while the problem they want to solve is fresh in their minds. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. Close More Deals. In a week, that average increases to 90 percent.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

SBI Growth

NOVEMBER 20, 2024

Take a quick look at the forecasted end-of-year close dates in your CRM system. Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday. Here are the seven steps high-performer sellers to close deals at the end of year.

Closing 177

Closing Forecasting CRM System 177

Mr. Inside Sales

JUNE 11, 2021

And that’s because when your mouth is open, your ears are closed. And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Many reasons: nervousness, not wanting to hear no, lack of training, etc., This is a problem.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Mr. Inside Sales

JULY 6, 2021

Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. The dangers with offering too many choices are you’ll often talk past the close. ON DEMAND SALES TRAINING THAT GETS RESULTS! Stalled sale.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

APRIL 23, 2021

If you find the real objection even half the time, you’ll be that much closer to closing more sales! 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.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Understanding the Sales Force

MARCH 20, 2024

This begins with training and coaching Sales Leadership to support such an organization. Salespeople need to be trained too, but as much time needs to be spent on beliefs as it does on Sales Process, Sales Methodology, Sales Strategy, and Sales Tactics.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

SMEI

APRIL 23, 2024

As the excerpt from “Open the Mind and Close the Sale: The secret to success in Selling!” Their training, knowledge, and spirit of service are what set one company apart from another. A well-trained salesperson with in-depth knowledge of their product and a genuine spirit of service can make all the difference.

Training 112

Training Guarantee Competition Closing 112

Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Closing is easy.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales and Marketing Management

JULY 7, 2020

While your current incentive program may already have a quarterly goal or sales threshold in place for your team, unexpected rewards would be granted for quick thinking, closing a deal or going above the call of duty to help a colleague. What makes unexpected rewards so effective? In famous experiments on mice, psychologist B.F.

Incentive 394

Incentive Incentives Motivation ACT 394

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.

Software 272

Software Software Follow-up Groups 272

Steven Rosen

FEBRUARY 27, 2021

He has done well implementing the program and is so close to being a great sales manager. I question how well they apply the concepts they had learned and see the benefits of the training. It went something like this: “In my last field visit with one of my reps, I gave her feedback on her closing skills.

Coaching 284

Coaching Sales Management Follow-up Closing 284

SalesFuel

JUNE 27, 2024

I’ve recently learned of a B2B closing technique that combines several familiar tactics. Both works focus on methods that will help you overcome customer indecision and lead to closing more sales. A Corrected Approach to B2B Closing Techniques Dixon studied more than 2.5 Let me lay it out for you. Consider Dixon’s J.O.L.T.

B2B 102

B2B Closing Strategy Sales Qualified Lead 102

Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?

Hiring 296

Hiring Company Revenue Closing 296

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). What you’ll do is make a list of all the common closed ended questions you ask, and then turn them into assumptive questions instead!

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Licensing 224

Sales 2.0

MAY 6, 2020

Do you have training for new hires documented and readily available? Is your training available in different formats, for example video? Training : How about training for long-time employees? Do you provide skills training on a regular basis? Do you provide product training? Do you track time?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Mr. Inside Sales

OCTOBER 25, 2021

Key Number Three: Attempt a trial close. 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. “If the (committee, boss, etc.) asked you what you think, what would you say?”.

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Smooth Sale

JUNE 27, 2024

Photo by Inverewe via Pixabay Attract the Right Job or Clientele: Proven Strategies for Closing More B2G SaaS Deals As the popularity of cloud services and applications continues to trend upward, the SaaS (Software-as-a-Service) industry has grown tremendously. Learn more to train teams and join the advocacy program.

B2G 101

B2G Closing Government Strategy 101

Mr. Inside Sales

SEPTEMBER 26, 2020

When you open your mouth, you close your ears. Remember, when you open your mouth, you close your ears. Use these 3 simple methods to close your mouth and open your ears. ON DEMAND SALES TRAINING THAT GETS RESULTS! We all know the importance of listening to our prospects and clients, so why are we doing so little of it?

Face-to-face 248

Face-to-face Gatekeeper Licensing Decision Maker 248

Mr. Inside Sales

FEBRUARY 3, 2023

You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today. ON DEMAND SALES TRAINING THAT GETS RESULTS! tips that will make you better Right Away?

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Rank Lead Scoring 62

Mr. Inside Sales

FEBRUARY 5, 2021

Problem is: when your mouth is open, your ears are closed. By inserting tie-downs, and trial closes in your script, you’ll actually have to stop and engage your buyer! And that’s when you learn what it’s going to take to close them. 5: Using a script will stop you from talking past the close. See what I mean?

Face-to-face 258

Face-to-face Sales Qualified Lead Hiring Gatekeeper 258