Tony Cole
Founder & Chief Learning Officer Anthony Cole Training Group
Social
Biography
Since 1991, Tony Cole and Anthony Cole Training Group have specialized in Sales Talent Acquisition and Development. Tony has published a deep inventory of learning modules, many of which are available online, in webinars and through ACTG’s Sales Development Experts. The Effective Selling System provides a finely tuned sales process that is practical, memorable and easy to implement. Sales Managed Environment® Certification, supplies a directed, intentional coaching and talent development process for sales managers. Hire Better Salespeople brings a thoroughly detailed different and effective approach to hiring salespeople who can and will sell. ACTG uses a scientific, research- based assessment to determine individual and internal company strengths, weaknesses and disconnects.
Tony is the co-author of the highly acclaimed Resurrecting Anthony, A True Story of Courage and Destination, which is the basis for the inspiring Ignite the Fire Within keynote speeches.
Industry Expertise
Areas of Expertise
Accomplishments
Experience
25+ years of data and experience developing salespeople into consistent and predictable producers
Deep domain expertise in banks, insurance and financial services and industries requiring knowledgeable, longer-sales cycle, consultative salespeople
Results
Community Bank - doubled loan volume in 3 years, average loan per RM from $8M to $20M
Bank Owned Insurance Team - 150% increase in annual sales in 3 years, 131% increase in new business sales per producer
Client Effectiveness
5+ years average client longevity
93% of Participants surveyed consistently rate training programs as effective or highly effective
Sales Evaluation
Platinum Partner with OMG for 5 consecutive years
Education
University of Connecticut
BA
Education
1975
Tony graduated from the University of Connecticut with a degree in Education. A scholarship athlete, upon graduation Tony leveraged his experience to coach Iowa State University and University of Cincinnati athletic teams. He then spent more than 15 years in sales and sales management positions. This unique combination of coaching and selling led him to launch Anthony Cole Training in 1991, which helps companies sell better, coach better and hire better.
Affiliations
- Objective Management Group Partner - #1 Sales Assessment
- FreeStore FoodBank - Board Member and Volunteer
- American Bankers
- CIAB
- BISA
- Ohio Banker's League
Languages
- English
Testimonials
President
CBI Leasing
"Whether you are a novice or a seasoned professional, Tony has something to offer. Our recent session was engaged and spirited and geared towards working smarter. Every attendee walked away with excellent advice for enhancing every prospect contact."
Regional President
KeyBank
"Prior to working with Anthony Cole Training Group, our team had strong accountability, good leaders, and a terrific work ethic. We simply were willing to work harder than the next company. But for all our hustle, we weren't effective enough in sales. We couldn't land enough business. Tony Cole training added the piece that was missing. We learned how to turn a good sales call into an extraordinary sales call that included a commitment to do business with us. We learned how to shorten the sales cycle and get to commitment faster. We learned to win more while spending less time creating proposals. We won a higher percentage of "at bats" than ever before, and our financial results improved dramatically.”
District President
KeyBank
“Tony likes to talk about extraordinary results. Since working with Tony and Anthony Cole Training, I am witnessing firsthand what extraordinary results my team can achieve.”
CEO
http://www.objectivemanagement.com/Objective Management Group, Inc.
“Tony Cole brings both the tangibles and the intangibles to a sales development engagement. He is a tremendous resource who gets it and has an immediate impact on any company who is smart enough to hire him.”
Vice President, Employee Benefits
USI, New England
“Quite simply put, Tony Cole changed my life. I first met Tony Cole 6 years ago when he challenged me to raise my expectations of myself -and I did. The tools and techniques that I have learned as being part of the Anthony Cole Training Group has catapulted my career and enhanced my life. I would recommend Tony Cole to anyone who is searching for a way to bring back enthusiasm and results to the sales process.”
Chairman and CEO
https://www.key.com/personal/index.jsp?key=comKeyCorp
"Thank you for all you have done to help us build a strong Sales Management Effectiveness program that has transformed Key to a true sales organization. With your help, our sales leaders and sales people are now executing a consistent selling process that has directly contributed to the bottom line revenue and growth of the company. We are far stronger for our association and work with you and your team at Anthony Cole Training Group.
President
First National Insurance Agency
"Tony Cole's organization, ACTG, is not for everyone. Only those that are truly committed to becoming better and are accountable to themselves and the results. I have had the opportunity to utilize ACTG for the past 16 years and can confidently say that it has made a difference in 1) hiring the right sales people to support a sales growth culture with accountability for results and 2) evaluating, measuring, and improving the current sales force and sales management."
Director of Corporate Sports
U.S. MIliatary Academy at Westpoint
“Tony Cole has helped our Competitive Sports program at the United States Military Academy at West Point go to the next level. His ability to motivate and inspire others is exceptional. Tony has an uncanny ability to quickly look at situations and provide strategies that will bring team members together and turn problems into workable solutions. I highly recommend Tony!”
President
http://www.ecsellinstitute.com/EcSell Institute
“Tony’s was the highest rated workshop of the day.”
National Sales Manager
Lindal Cedar Homes
"The Lindal International Dealer Conference was a smashing success. This
was due in no small part to Tony's keynote. Thanks so much for all of your help,
you were great to work with!"
Media Appearances
High Touch Coaching in a High-Tech World
BAI Banking Strategies print
2019-06-19
Relationship management has changed. To succeed in today’s highly digitized world, relationship managers (that is, your sales staff) must cultivate the art of high-touch selling. This means that your people make meaningful human connections that focus on service instead of sales. The 2010 book “Go Givers Sell More” by Bob Burg and John David Mann tells us that “sell” derives from the Old English word “sellan,” which means “to give.” (Interestingly, it also means “to promise”) Good service is selling—to give customers what they need and honor your promises.
Peak Sales Performers
Whatworksforbiz.com radio
2019-06-19
If your businesses sales aren’t where you want them to be, it may because you don’t have any peak sales performers on your team. You have to stop hiring people with the wrong “stuff” and know how to get the most out of them. That’s the sage advice from my conversation with Tony Cole of the Anthony Cole Training Group.
BISA Portfolio
Bank Investment & Securities Association print
2019-06-19
Tony Cole is published monthly with his Sales Management expertise for the BISA audience
Event Appearances
CBI Leasing
7 Habits of Highly Successful Sales Teams St. Louis, MO
2012-02-03
Ascension Insurance
5 Keys to Coaching Dallas, TX
2012-02-09
BISA Annual Conference
7 Habits of Highly Effective Sales Teams Hollywood FL
2012-03-06
EcSell Institute Sales Coaching Summit
Precision Coaching Austin TX
2012-04-11
Pacific Life
8 Step Phone Call Dayton OH
2012-05-01
PrimeVest Financial Services
From Success to Significance Orlando FL
2012-06-08
Independent Community Banks of North Dakota
Annual Conference - Ignite the Fire & 5 Keys to Successful Sales Teams Bismark ND
2011-08-16
Lindal Cedar Homes
Create a No-Excuses Environment & Ignite the Fire Bellevue WA
2011-01-28
BB&T
5 Keys to Coaching Charleston, NC
2011-12-15
Office Furniture USA
7 Habits of Highly Effective Sales Teams Birmingham AL
2010-11-17
American Marketing Association Luncheon
Building the SPARK between Marketing & Sales Cincinnati OH
2011-04-15
Cincinnati Regional Chamber
Are They Really a Prospect? Cincinnati OH
2011-09-08
KeyBank National Sales & Service Leadership Workshop
A No-Excuses Environment Cleveland OH
2007-12-12
KeyBank GTM Sales Conference
Reaching Extraordinary Heights Cleveland OH
2009-02-05
Central Trust Bank Annual Meeting
Coaching an Effective Sales Process Jefferson City, MO
2013-02-13
How to Hire Better Bankers Who Will Sell
Republic Bank Louiseville KY
2019-05-29
Recruit & Hire Producers Who Will Sell More
CIAB HR Summit Washington, DC
2019-02-12
The Holistic Advisor
Kehrer-Bielan Roundtable Chapel Hill, NC
2019-06-04
High Touch Coaching in a High-Tech World
BAI Beacon Orlando FL
2018-10-18
How to Hire Better Bankers Who Will Sell
American Banker Biz Banking Conference Nashville TN
2018-11-28
7 Habits of High Peforming Salespeople
Ohio Banker's League CEO Symposium Columbus
2019-05-09
How to Hire Better Bankers Who Will Sell
Ohio Banker's League HR Conference Columbus
2019-03-07
Create Engaging Conversations in the Branch of the Future
Bank Trainer's Conference & Expo Atlanta, GA
2019-05-06
American Banker Retail Conference: Hiring Bankers for Branch Growth
RB19 Austin, TX
2019-03-26
Four Seasons Financial Group
Exceed Expectations & Build Advocates Marlton NJ
2016-07-12
Cetera Connect Conference
The Customer First Advisor Scottsdale AR
2016-06-14
BISA CEO Retreat
The DNA of the Sales SuperStar Nashville, TN
2016-06-03
BISA Annual Convention
Increase Branch Revenue for 34% Hollywood FL
2016-03-17
CUSO Sales Roundtables
Set Up the Close Before Asking for the Business Pasadena, Portland OR, Dayton, Austin, San Fran, Philly, Washington DC, Denver
2016-03-17
Securities America
I Could Sell More if Only I... LaVista NE
2016-01-20
Region's Bank
Personal & Business Workplan St. Petersburg FL
2015-12-15
Midwestern Securities
Drive Consistent Sales Results Peoria IL
2015-11-05
CUSO
Success Formula to Building Your Book Denver CO
2015-10-28
Monmouth-Ocean NAHU
7 Habits of Highly Effective Sales Teams Neptune NJ
2015-10-15
BAI Retail Delivery
How to Hire Bankers Who Will Sell Las Vegas NE
2015-10-12
Region's Bank
Precision Coaching Birmingham AL
2015-09-15
SmartIT
Selling Bill of Rights Cincinnati OH
2015-08-28
Cetera Connect Conference
Motivate Your Average Producer from Good to Great Scottsdale AR
2015-06-19
BISA Annual Convention
Why Isn't My New Producer Selling? Hollywood FL
2015-03-05
Huntington Bank
In Search of Freedom Columbus OH
2015-01-14
Old Republic Risk Mgmt
National Sales Conference - Ignite the Fire Within Scottsdale AR
2015-01-09
Midwestern Securities CEO Forum
Building Advocacy, the Key to Growth & Survival Peoria, IL
2014-11-14
Fairwinds Credit Union
Personal & Business Workplan Orlando FL
2014-10-30
M&T Retail Quarterly Meeting
5 Keys to a High Performing Sales Team Hershey PA
2014-09-10
Cetera National Sales Conference
How to Find, Attract & Hire an All-Star Sales Team Las Vegas, Nevada
2014-06-19
BISRA Sales Management Summit
Intentional Coaching + Facilitated Roundtable New Orleans LA
2014-04-15
Cincinnati Chamber Minority Business Accelerators
5 Keys to a High Performing Sales Team Cincinnati OH
2014-03-18
BISA Convention Workshop
How to Recruit Sales Superstars Hollywood FL
2014-03-06
M&T Securities Annual Sales Meeting
Close More Business More Quickly at Higher Margins Buffalo NY
2014-02-13
CUSO Financial Services
Create a No-Excuse Sales Environment San Diego CA
2013-11-14
BAI Retail Delivery Conference
Create a No-Excuse Sales Environment Denver CO
2013-11-05
COSE Small Business Convention
5 Keys to a High Performing Sales Team Cleveland OH
2013-10-24
Cincinnati Chamber of Commerce
CEO Checklist for Growth Cincinnati OH
2013-10-23
CUPMA Annual Meeting
5 Keys to a High Performing Sales Team Indian Wells, CA
2013-06-10
BISA Convention Workshop
Precision Coaching Hollywood FL
2013-03-12
Sample Talks
High Touch Coaching in a High-Tech World
Technology has forever changed the landscape for transacting across all business services. While there are some who are comfortable buying complex products online, most feel the need to talk, meet and trust an advisor who is knowledgeable and caring. We call ideal candidates for this role “farmers”. Those who take the time to sow the seeds and care for the plant until it is ready for harvest will lay the groundwork for building a trusting relationship, enabling them to reap years of future sales and referrals to ultimately grow their business.
Does this describe your salespeople? Most sales leaders were promoted into their position and may not have the coaching skills necessary to hire and develop their people. In fact, typically less than 5% of leadership teams assessed have the skills to be effective coaches. This workshop will provide a framework to help sales managers deliver high touch coaching to grow relationships and revenue in this high-tech world.
How to Hire Salespeople Who Will Sell
Why aren’t those salespeople producing like the champions you interviewed? Can you afford to make that mistake again?
This workshop will help companies HIRE BETTER SALESPEOPLE with a proven process for searching,
interviewing, hiring and on-boarding new hires. Using our systematic approach, we will identify and hire salespeople for your firm that can and will sell successfully.
Why Aren't Your Salespeople Selling?
The core function of your sales team is to drive revenue. Yet, there are self-limiting obstacles that prevent them from delivering the results your company needs.
In this session, you'll learn how to:
• Identify the 4 critical performance factors that your sales people must possess to succeed
• Use key techniques to uncover these factors in candidates and your team
• Expose the roadblocks that create underperformance in sales people
• Become a better coach to drive sales performance
7 Habits of Highly Successful Salespeople
There is a specific set of consistent behaviors and habits that successful salespeople use day in and day out, year after year to achieve their goals. In this powerful sales & management workshop, you will learn:
• Why the only "A" priority is prospecting
• The formula for sales success
• How to be unique
• How to set qualified appointments
• How to eliminate the shoppers
• How to close key accounts faster
• How to ‘track’ your way to close more business
5 Keys to a Winning Sales Team
This workshop is designed to help Sales Managers manage activity, coach behaviors and lead for results. The 5 Keys Workshop is an intensive, interactive workshop that will help any Sales Management team develop the critical skills to set extraordinary standards, learn motivation techniques that work, coach for success, upgrade the sales force and grow with the numbers. It will provide a structured process that managers can implement immediately to improve sales performance and drive revenue.
Style
Availability
- Keynote
- Panelist
- Workshop Leader
- Author Appearance
- Corporate Training
Fees
Research Focus
Science of Salesforce Selection
Explore and Compare Statistics on our 21 Sales Core Competencies Selling Competencies
2019-06-19
SALES STATISTICS ABOUT HOW YOUR SALESPEOPLE COMPARE TO INDUSTRY STANDARDS
Partnerships
Sales Evaluations and Sales Hiring Assessments
Dave Kurlan Objective Management Group
2019-06-19
We have been partnering with OMG for 15+ years utilizing their #1 sales evaluation tool.
Courses
Sales Managed Environment® Online Sales Management Library
This library will provide you with a comprehensive view of our online training modules to help new and experienced sales managers learn, implement and coach to Anthony Cole Training Group’s SME™ program. These online interactive modules, accessible 24/7, are created to help sales managers have effective 1 on 1 coaching sessions, sales meetings and sales skill sessions with their people. The library provides sales management strategies for setting standards, coaching, motivating, and hiring salespeople.
Effective Selling System Online Learning Library
This library will provide you with a comprehensive view of our online training modules to help salespeople and their coaches learn, implement and coach an Effective Selling System. These interactive sales modules, accessible 24/7, include sales techniques and strategies around pre-call planning, prospecting, qualifying, closing, and pipeline management.
Articles
Sales Managment Expertise
BISA PortfolioTony Cole
2019-06-19
Tony Cole is a consistently published author for the Bank Investment & Securities Association sharing his sales management expertise
