Anthony Cole Training

MARCH 23, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. committed in advance to spend money to fix the problem.

Insurance 168

Insurance Insurance Margin Hiring 168

Anthony Cole Training

DECEMBER 27, 2017

I’ve been working on growing sales for over 30 years. First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.”

Prospecting 126

Prospecting Insurance Insurance Exercises 126

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

No More Cold Calling

OCTOBER 31, 2013

Blasting prospects with automated marketing messages doesn’t work. Expose your ‘best stuff’ to your prospects, who are undoubtedly looking for what you have to offer. Associations Enterprise Sales Management Small Business' For salespeople, it’s always a struggle to stay ahead of the competition. What does work?

Referrals 234

Referrals Scale Insurance Insurance 234

Anthony Cole Training

AUGUST 9, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies. They aren't being held accountable by sales management.

Opportunity 193

Opportunity Insurance Insurance Comparison 193

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside coach and in a very short period of time leveraged that relationship to develop strong relationships with the decision makers on who provided commercial insurance for their firm. He didn't gt the business.

Insurance 182

Insurance Insurance Hiring Decision Maker 182

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 167

Prospecting Hiring Objections Sales 167

The Pipeline

OCTOBER 31, 2011

If you don’t want to go that far, why not reward those who do read sales books you purchase for them or any books that help them sell better. For instance, insurance agents (I know they are advisors now), they like real estate agents, are required to have a certain amount of CE credits to maintain their licence. Prospecting.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Anthony Cole Training

JANUARY 22, 2014

It doesn’t matter your role: VP of Sales, President of the company, sales manager, sales professional, and professional sales development expert. What we all know is that pipeline management is a myth! Okay, I’ll admit that it IS happening, but is it because of the pipeline management tool?

Pipeline 170

Pipeline GoldMine Insurance Insurance 170

Anthony Cole Training

APRIL 13, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 182

Hiring Ideal Customer Profile Webinar Metrics eBook 182

Anthony Cole Training

MARCH 19, 2013

BISA is the Bank Insurance and Securities Association. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Jim McNeil - Executive Director of BISA, – Scott Stathis – Managing Director and COO BISRA.

Hiring 198

Hiring Banking Survey Conference 198

Anthony Cole Training

JANUARY 16, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 197

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 197

Anthony Cole Training

AUGUST 17, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 185

Hiring Lead Rank Lead Scoring Ideal Customer Profile 185

Anthony Cole Training

APRIL 19, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 170

Hiring Ideal Customer Profile Webinar Metrics eBook 170

Anthony Cole Training

DECEMBER 16, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Sales Coaching 182

Sales Coaching Hiring Coaching Ideal Customer Profile 182

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. But the people we''re working with, sales people, are in the same exact business – SELLING.

Buying Cycle 193

Buying Cycle Education Objections Insurance 193

Hubspot Sales

DECEMBER 12, 2017

The Challenger Sale: Taking Control of the Customer Conversation. Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling. Sales is all about telling good stories. Influence: The Psychology of Persuasion.

Sales Management 111

Sales Management Cold Calling Influencer Insurance 111

Anthony Cole Training

DECEMBER 12, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Coaching 186

Coaching Hiring Ideal Customer Profile eBook 186

Anthony Cole Training

OCTOBER 25, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 182

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 182

Anthony Cole Training

FEBRUARY 6, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Coaching 193

Coaching Hiring Ideal Customer Profile Journal 193

Anthony Cole Training

NOVEMBER 15, 2019

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

Prospecting 158

Prospecting Hiring Sales Insurance 158

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside contact, and in a very short period of time, leveraged that relationship to develop strong relationships with the decision-makers who provided commercial insurance for their firm. He didn't get the business.

Hiring 136

Hiring Insurance Insurance Decision Maker 136

Anthony Cole Training

MAY 16, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 187

Hiring Ideal Customer Profile Webinar Metrics eBook 187

Anthony Cole Training

APRIL 11, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 193

Hiring Ideal Customer Profile Energy Demographics 193

Anthony Cole Training

APRIL 19, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 182

Hiring Ideal Customer Profile InsideView eBook 182

Hubspot Sales

FEBRUARY 6, 2018

The Challenger Sale: Taking Control of the Customer Conversation. Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Callin. Sales is all about telling good stories. Influence: The Psychology of Persuasion.

Sales Management 111

Sales Management Influencer Insurance Insurance 111

Anthony Cole Training

SEPTEMBER 10, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead eBook 189

Anthony Cole Training

FEBRUARY 25, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 177

Hiring Ideal Customer Profile Webinar Metrics eBook 177

Anthony Cole Training

APRIL 1, 2013

Recently, while working with an international insurance firm, I was told that their tool had initially been very usefull and effective. However, the company had then made the "sales CRM tool" into a finance reporting application. There is one big problem - Sales Force Automation and Pipeline Management isn't working!

Lead Rank 191

Lead Rank Lead Scoring Insurance Insurance 191

Anthony Cole Training

DECEMBER 10, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 180

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 180

Anthony Cole Training

NOVEMBER 10, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 182

Hiring Ideal Customer Profile Sales Qualified Lead Banking 182

Anthony Cole Training

NOVEMBER 15, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead eBook 189

Anthony Cole Training

APRIL 15, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Anthony Cole Training

JANUARY 19, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Anthony Cole Training

JUNE 28, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). open ended sales questions (11). performance management (3). Prospecting (25).

Hiring 180

Hiring Ideal Customer Profile eBook Webinar Metrics 180