09/01/10 - Social media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on...

08/17/10 - Dave Kurlan wrote another gem this week in his recent article "Sales Coaching is Like Baseball - How Do You Rate?" While Dave makes several great points, there's one I w...

05/25/10 - We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more o...

05/25/10 - I can't help but be reminded of Edvard Munch's painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of...

05/25/10 - The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them. Decision makers hate cold calls and have no intere...

05/07/10 - Some cold calling experts suggest that you leave a message when you receive a prospect's voice mail. Unfortunately, many sales people feel that this is an exercise in fut...

03/23/10 - By Tony Cole, President & CEO, Anthony Cole Training Group No need to go into a lot of detail about how the fall of 3 financial giants impacts sales and selling of fin...

03/23/10 - Selling is not a complicated business. Like the manager in Bull Durham says to his team in the shower: "You throw the ball, you catch the ball, you hit the ball". In s...

03/23/10 - By Tony Cole, President & CEO, Anthony Cole Training Group We are almost half way into the first quarter of the New Year; what have you done for yourself lately in sal...

03/23/10 - By Tony Cole, President & CEO, Anthony Cole Training Group Sell the sizzle, not the steak. I am very confident that at some point in your sales career you have heard ...

03/23/10 - By Tony Cole, President & CEO, Anthony Cole Training Group Sometimes we need to remind a salesperson that "You are not a Quote Jockey. You don't make commissions on qu...

03/23/10 - By Tony Cole, President & CEO, Anthony Cole Training Group The economy is in a tailspin? Yes, that is a question because every salesperson I've talked to this week te...

03/23/10 - By Tony Cole, President & CEO, Anthony Cole Training Group I go to Starbucks and they sell me a Mocha Grande at least 95% of the time when I visit. Yes, I said they s...

03/23/10 - By Tony Cole, CEO of Anthony Cole Training Group In your selling system, what is it that you need to recognize that you have been afraid to confront? How many times h...

03/23/10 - By Tony Cole, President & CEO of Anthony Cole Training Group Selling more can happen in just 10 seconds. When you are attempting to convince a new prospect to meet...

02/23/10 - "The problem with my salespeople is they're not cold calling enough!" That's the concern I hear most often from sales managers and business owners when I speak at conven...

02/04/10 - The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many compani...

12/31/09 - No matter how full your pipeline is, you should never stop prospecting. I can't say enough about this both as a tool to keep your business growing and as a way to keep...

11/27/09 - On a cold call you have approximately 10-30 seconds to grab your prospects' attention--and you won't get a second chance. Read on to discover how to gain your prospects' ...

09/08/09 - Prospecting, the skill that all good salespeople need, but few make the time to get better at. Being good at prospecting is part skill, and an even larger part effort. ...