Anthony Cole Training

APRIL 28, 2023

Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.

Data 240

Data Sales Management Training Sales 240

Understanding the Sales Force

JULY 22, 2020

Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit.

Motivation 265

Motivation Data Groups Objections 265

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough.

Decision Maker 207

Decision Maker Data Hiring Proposal 207

Understanding the Sales Force

FEBRUARY 16, 2023

Today, a client was nice enough to postpone their training to next week and that provided me with two hours to dig into both the infographic and data from Objective Management Group (OMG) that might correlate to what he sent me. Returning from two weeks vacation, I was buried in work and filed the email until I had time to review it.

Data 177

Data Groups Objections Training 177

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”. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

SEPTEMBER 12, 2023

As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for business will quickly fall apart without a foundation of accurate, timely, and comprehensive data. The same surveys show that 55% of corporate leaders distrust their own data assets.

Data 147

Data Scale Lead Rank Hiring 147

Understanding the Sales Force

APRIL 3, 2024

The data from Objective Management Group’s (OMG) assessment of 2.5 OMG provides a score for Coachable, however, out of the 250 or so data points that OMG provides, Coachable is the one finding that requires some nuance. While coaching is private, training is more public as it usually takes place in front of others.

Data 136

Data Construction Coaching Face-to-face 136

Sales 2.0

MAY 30, 2023

Once AI is implemented, she says, “The question then becomes, ‘do sales organizations that use technologies like this shift their time to higher value activities, like training, researching prospects and strategy, so that when they do get face-to-face time to sell, they show up prepared and better trained?’” Heidi: I think so.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

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? Is the data up-to-date?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Understanding the Sales Force

FEBRUARY 10, 2022

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

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. The health of companies’ data will become imperative. Data integrity (data hygiene, cleanliness, robustness) is becoming crucial to revenue teams and their success.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

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. “Joanne, the challenge is always in the execution.”

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

JULY 13, 2021

Dave summarizes their findings in this post: Discovered: Data Reveals the Biggest Obstacle to Closing More Sales. However, this data shows that if they could fix just one thing today, the consistent ability to reach decision makers would make a huge difference.”. What’s Standing Between Sellers and B2B Decision Makers.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

The Pipeline

SEPTEMBER 2, 2020

And unlike other elements of sales success, you will indeed have to have done it to train and lead it. Add to that a complete lack of usable data, and you have the makings for blind spots in your endeavors. Data-driven decisions and coaching – Leadership. All Data Is Not Equal. All Data Is Not Equal.

System 316

System Prospecting Quota Decision Maker 316

Understanding the Sales Force

NOVEMBER 10, 2024

Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected the OMG sales assessments but once I chose to hire a salesperson (..)

Hiring 348

Hiring Cold Calling Call-back B2C 348

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Training Programs to Empower Employees and Business Growth In today’s dynamic business environment, investing in employee training isn’t just a luxury—it’s a necessity.

Training 106

Training Lead Rank Hiring Lead Scoring 106

The Pipeline

AUGUST 27, 2020

Darryl hits the issue head-on and shares best practices that include data, defined sales engagement processes, analytics, and shared metrics, non-stop product and market training, sales coaching and mentoring, personal accountability, and mutual respect and collaboration.

VanillaSoft 283

VanillaSoft Inside Sales Analytics Sales Coaching 283

Understanding the Sales Force

MARCH 20, 2024

I mined some data from Objective Management Group, which has assessed around 2.5 This begins with training and coaching Sales Leadership to support such an organization. That also happens to be my analogy. million salespeople. ” Sales Transformation transforms the culture so that it become a “believing in” culture.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. Then, over the next six months, the system is built out, data is cleaned and migrated, and the new system goes live — all with a price tag of $25,000.

Analysis 246

Analysis CRM Remedy SalesForce 246

Zoominfo

NOVEMBER 17, 2020

After hours of training, product reviews, company culture rah rahs, and riffling through bags of swag, many employees feel they have officially started their jobs. Based on ZoomInfo’s data, headcount is one of the biggest factors of how many tools a company can adopt. New employee onboarding…what joy. He postulates two answers.

Scale 246

Scale Google Analytics Hiring Analytics 246

Zoominfo

MAY 25, 2021

A Lack of Training. Harvard Business Review foretold this problem in that old article, noting that installing and using automation tools “requires expertise in technology (computers, data communications, and software) as well as in marketing and sales.”. Better Data Means Smarter Automation.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

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. A culture of coaching won’t happen overnight or over a series of training programs.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Sales 2.0

JANUARY 11, 2024

Data has been called the “new oil” because of its value to today’s computer systems. When it comes to AI, data is critical. AI needs huge amounts of data for training. This tool is based on Bloomberg’s huge store of financial data. In sales a lot of our proprietary data lives in our CRM system(s).

Engineering 195

Engineering Data Hubspot CRM 195

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

Anthony Cole Training

OCTOBER 6, 2023

Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.

Coaching 278

Coaching CRM System Data 278

Sales and Marketing Management

APRIL 13, 2020

Everything outside of this zone either oversimplifies the data or makes the medium unnecessarily complex. For example, if you need to walk through calculations and data projections that require significant context, you would be unlikely to dump everything into an email or text message. Provide a focused agenda.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Understanding the Sales Force

MAY 11, 2022

It's not hard to understand why they are so bad because the data tells the story. Sales teams go through periods like this too but sales leaders rarely seek out the data that would immediately point to the real problem. However, there are several levels of data to be reviewed so let's take a look.

Coaching 317

Coaching Data Video Sales 317

Steven Rosen

APRIL 1, 2024

Further data suggests that this avoidance is a pervasive issue, with nearly 50% of managers reporting discomfort when initiating these tough discussions. Additionally, a lack of training or preparation plays a crucial role. Why the Avoidance? The reasons behind this avoidance are deeply rooted in human psychology.

Conversion 227

Conversion Construction Survey Compensation 227

Zoominfo

JULY 13, 2021

We acquired Everstring , a leader in Data-as-a-Service for the enterprise. Combined with ZoomInfo’s intelligence data and go-to-market motions, Chorus will change how go-to-market teams search for target accounts, monitor account activity, trigger automated workflows , and expand buying committees. And that’s just Chorus alone.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

The Pipeline

SEPTEMBER 21, 2021

Narrow it down, this is one example, you may want to look at doing this for multiple sets of data. Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with. This can be a million places based on industry, geography, and other basic demographics, again there are loads.

Buyer 345

Buyer Demographics Video Territories 345

Steven Rosen

SEPTEMBER 8, 2022

However, they could probably sharpen their skills with some coaching and training. Too much time spent managing data and calling reps out on little things leads to micromanagement. It will also prevent you from constantly looking at the data and sending panicked emails. Many sales leaders are doing a very good job in both areas.

Hiring 272

Hiring Coaching Energy Meeting 272

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.

Sales Technology 267

Sales Technology Competition Industry Sales 267

Sales 2.0

FEBRUARY 1, 2023

Right now, we’re creating small improvements with AI According to Oliver, applications such as ChatGPT, search topic intent data and conversation intelligence create small improvements to the way we sell by taking advantage of readily available data. But the data doesn’t exist yet. But the data doesn’t exist yet.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Understanding the Sales Force

MARCH 3, 2022

Which Salespeople are Easier to Train - Veteran Salespeople or Millennials? The exact same thing happened to a salesperson I was training. Regular readers may remember Dinger from these posts: My Dog Has Better Listening Skills Than Most Salespeople. Top Salespeople are 631% More Effective at This Than Weak Salespeopl e.

Exact 312

Exact Training Data Closing 312

Understanding the Sales Force

SEPTEMBER 20, 2024

I looked at the data going back to when we began using Membrain nearly ten years ago, to see that my running win rate is 86% of the closable opportunities. Unlike most of my other 2,000 articles, I don’t have enough data to back-up my conclusion, but I’ll try without a complete data set.

Pipeline 177

Pipeline Coaching Opportunity Comparison 177