By Tony Cole Selling in any market is one of my favorite keynote speeches or workshops to deliver. When addressing a group of sales people or sales managers, I always create a stir when I loudly pronounce that the way to sell in any market is to “Stop making excuses and just sell.” When there […]
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2016 New Year’s Resolutions
Focus on the goals for your team and what concerns you most By Tony Cole Here we are, once again at the start of a new year. As you look ahead, what are your goals? What are the goals for your team and what concerns you most? As a sales manager or VP of Sales, […]
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Hire Salespeople Who Sell
By Tony Cole We are quickly approaching the end of the year. In fact, many (and maybe most) would say the business year is as good as over. As you take stock of your team’s performance, what concerns you most? Is it the challenge of maintaining your company’s market share? Are you worried that your […]
By Tony Cole Recruiting is the biggest problem identified by most business owners. The question is always, “How do I hire better salespeople?” Unfortunately, there is no simple answer to this complex question. However, the one thing you must recognize is that you and your process are responsible for the quality of the salespeople on […]
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Create a “No Excuses” Sales Environment
By Tony Cole In order to help our sales people be successful reaching goals, we must hold them to the necessary activity by building strong tracking and accountability processes. We call Accountability “a 14-letter dirty word” because in most organizations the process of inputting, collecting, and inspecting sales activity is not well-liked– by sales people […]
By Tony Cole As sales managers, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% increase in effort to result in a 67% return on investment? Sounds pretty attractive, doesn’t it? Let’s start with the first step – your sales people […]
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Ground Rules for Selling
By Tony Cole Clearly, a buyer has different objectives than we do as sales people. In this article, we will talk about how you might be more effective by following some Ground Rules in the early stages of a possible sale. But, in order to do that, let’s first quickly review The Buyer’s Objectives. Typically, […]
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Raising the Bar, Part 2
By Tony Cole “Did I hire my sales people this way or did I make them this way?” In the last couple of months, we learned how to establish and communicate new standards and goals to the sales force. Now, we must understand and commit to the follow-through—holding people accountable. No doubt holding people accountable […]
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A Look at the Buyer’s Objectives
By Tony Cole A good look at the buyer’s objectives is enlightening. Why do they do what they do? Let’s assume that you are meeting with a prospect for the first time. There may be several reasons for this meeting. The prospect may be gathering information, still undecided if he is even going to buy […]
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Hiring Better Sales People
By Tony Cole How do you go about finding sales talent? What challenges have you had trying to hire better sales people? When you replace someone, because they leave or you let them go, is the replacement better, the same or worse than the recently departed? At Anthony Cole Training Group, we spend a lot […]