Anthony Cole Training
MAY 23, 2016
First, it makes sense to define a Sales Managed Environment ® (SME™). For the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”. The major components of SME™ are as follows:
Anthony Cole Training
OCTOBER 13, 2014
Yes, the tenets for success was still based on a formula of sales steps and conversion ratios from one step to the next, but. As I write this, maybe I should change the title to “Sales Managers – Why Isn’t Goal Achievement Easy?” This is one of the deliverables in our SME program.
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The Pipeline
AUGUST 24, 2021
As an SME, you don’t need to hold on to your product for security, you are free to truly explore. Then extend that into your conversations with colleagues, Including your sales manager. Think beyond the limits of standard blah blah blah questions they’ve been exposed to. Curiously Different.
Anthony Cole Training
DECEMBER 3, 2014
However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. You generally end up hiring some marginal people – people that need coaching, feedback, mentoring and performance management. Brian Tracey describes it as “Eat That Frog”.
The Pipeline
NOVEMBER 19, 2020
Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. Almost all executives point to one kind of sales meeting they hate most. For instance, a VP of Sales is going to look for things that can increase sales and reduce the cost of sale, or put another way, increasing sales and margins.
Highspot
JANUARY 7, 2020
Building a play relies on three different subject matter experts (SMEs). Each SME should be one person. Topic SME – Often product or content marketing. Enablement SME – Most likely the enablement team member supporting the internal audience the play is designed for. Answer: Topic SME = Partner Marketing Manager.
Anthony Cole Training
MARCH 6, 2014
The program, delivered in a 45 to 90 minute segment, is an overview of our Sales Managed Environment (SME) program. SME is one of our corporate coaching/consulting deliverables for companies trying to get the answers to the big question: How do we drive more sales growth? I’m reading Dan Pink’s book, Drive.
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