Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Cole Training

MAY 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

Research 291

Research Insurance Insurance Face-to-face 291

Anthony Cole Training

JULY 18, 2013

Regardless of where your sales people are on the bell curve, they can get better. My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.". Coach to improve sales skills and to change behaviors.

Hiring 170

Hiring Sales Management Guidelines Intent 170

Jeffrey Gitomer

NOVEMBER 22, 2011

Health and dental insurance is provided. Life insurance is provided. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. Here are 4.5 examples of “family thinking” in my business: 1.

Hiring 279

Hiring Social Media Loyalty Insurance 279

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Anthony Cole Training

AUGUST 29, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

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. Guaranteed! Did you like today’s post?

Hiring 204

Hiring Insurance Insurance Margin 204

No More Cold Calling

SEPTEMBER 25, 2014

The same principles hold true in B2B sales, but customers don’t instinctively get the message. Example: IBM sales reps in large accounts often act as general IT consultants and informal members of the customer’s IT staff—helping to guide overall IT strategy and acting as a purchasing liaison to IBM. Want your package overnight?

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

The Sales Hunter

FEBRUARY 4, 2013

Are weekly sales meetings a waste of time? I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting. Want to find out if a sales meeting is an asset or a waste of time? Is the conversation one-sided with the manager doing all of the talking?

Sales Meeting 216

Sales Meeting Meeting Insurance Insurance 216

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Who are they? What size are they?

Lead Rank 244

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 244

The Pipeline

OCTOBER 31, 2011

The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Stored in Attitude , Business Acumen , Proactivity , Productivity , Sales Leadership , Sales Success , Sales eXchange , execution. Why not adopt that within sales organizations.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Understanding the Sales Force

SEPTEMBER 10, 2012

Understanding the Sales Force by Dave Kurlan We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies.

Opportunity 193

Opportunity Insurance Insurance Comparison 193

Anthony Cole Training

OCTOBER 28, 2014

From Tuesday through Friday, I spent time with him, his sales team and other partners in the firm. This thought/concept is very important for sales managers and sales people alike to grasp and think about EVERY day. They also exhibit commitment to being masterful in their expertise in insurance. Sales Force Grader.

Insurance 191

Insurance Insurance Fashion Government 191

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

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! And, if you implement a pipeline management tool, you will have exponential growth in sales!

Pipeline 170

Pipeline GoldMine Insurance Insurance 170

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

OCTOBER 23, 2012

As I thought about the question and my response I started to think specifically about sales, selling and sales people that I've known that are highly successful and how failing contributed to their success. Doug: Doug had been working on an insurance account in eastern Pennsylvania. He didn't gt the business. dollars in revenue.

Insurance 182

Insurance Insurance Hiring Decision Maker 182

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 235

Proposal Sports Sales Qualified Lead Scale 235

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

APRIL 1, 2013

Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales.

Lead Rank 191

Lead Rank Lead Scoring Insurance Insurance 191

Understanding the Sales Force

JUNE 17, 2024

After devoting nearly 40 years to sales development, I can tell you this with absolute certainty: Those who believe they need help, do need help, but it’s never as bad as they think it is. Sales managers who spend at least 50% of their time coaching salespeople have salespeople who are on average 20% more effective than those who don’t.

Real Estate 169

Real Estate Coaching Insurance Insurance 169

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 187

Motivation Insurance Insurance Discount 187

Anthony Cole Training

AUGUST 17, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 185

Hiring Lead Rank Lead Scoring Ideal Customer Profile 185

Anthony Cole Training

OCTOBER 23, 2012

I have found, over the last 20 years in sales coaching and in my career as a collegiate coach, that not failing has more to do with not taking risk. As I thought about this question, I started to think specifically about the sales people that I have known who are highly successful and how failing contributed to their success. (The

Hiring 136

Hiring Insurance Insurance Decision Maker 136

Anthony Cole Training

JANUARY 16, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 197

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 197

Jeffrey Gitomer

SEPTEMBER 18, 2012

Sell the brochures that will reflect your prospect’s image and impact her sales. Don’t sell insurance. Power statements have several purposes and can serve many needs in completing and solidifying the sale. Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride. Don’t sell eyeglasses.

Insurance 183

Insurance Insurance Resources Sales 183

Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Coaching 186

Coaching Hiring Ideal Customer Profile eBook 186

Anthony Cole Training

JUNE 29, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead eBook 189

Increase Sales

MARCH 26, 2014

When will organizations learn that sales scripts are stupid when they fail to engage customers and worse yet tick off customers? I realized early on into the conversation with the salesperson she was “sales script” trained. So I asked “Why should I insure the phone? Damn sales scripts @#$%&?!!!

Insurance 107

Insurance Insurance Sales Qualified Lead Cancellation 107

The Pipeline

DECEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. Tags: Attitude , Coaching , execution , Guest Post , Leadership , Sales Success , Sales Training. December 2007.

Pipeline 230

Pipeline Training Twitter Hiring 230

No More Cold Calling

OCTOBER 31, 2013

consult with some of the nation’s top advisors and agents, broker dealers, and insurance companies on strategic marketing planning, recruiting, and the development of more effective business-growth strategies. Associations Enterprise Sales Management Small Business' She and her firm, Red Zone Marketing, Inc.,

Referrals 234

Referrals Scale Insurance Insurance 234

Anthony Cole Training

FEBRUARY 6, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Coaching 193

Coaching Hiring Ideal Customer Profile Journal 193

Anthony Cole Training

NOVEMBER 15, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead eBook 189

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 182

Hiring Ideal Customer Profile InsideView eBook 182

Anthony Cole Training

NOVEMBER 10, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 182

Hiring Ideal Customer Profile Sales Qualified Lead Banking 182

Anthony Cole Training

APRIL 13, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 182

Hiring Ideal Customer Profile Webinar Metrics eBook 182